Velocity Review Cadence

Velocity management is not a quarterly exercise. It is an operational cadence with three rhythms: weekly tactical, monthly diagnostic, and quarterly strategic. Each rhythm serves a different purpose, involves different stakeholders, and produces different decisions. The cadence ensures that velocity problems are caught early, diagnosed accurately, and resolved before they become revenue shortfalls.

1. Weekly Tactical (15 minutes) The demand gen leader reviews the velocity dashboard weekly. Check the four variable cards for any new red signals. Review this week's opportunity creation rate against the monthly run-rate target. If any variable has moved more than 10% in the wrong direction, flag it for investigation in the monthly review. The weekly check is a quick pulse — detect problems, do not solve them.
2. Monthly Diagnostic (60 minutes) The demand gen leader, sales leader, and revenue operations lead review velocity together. Diagnose any constraint identified in weekly checks. Analyze segment-level velocity for divergence. Review the impact of any optimizations implemented the previous month. Agree on the one optimization to prioritize for the next month. One optimization per month, executed fully, beats three optimizations started and none completed.
3. Quarterly Strategic (Half day) The leadership team reviews the full velocity picture: quarter-over-quarter trends, segment evolution, channel-level velocity contribution, and forecast implications. The quarterly review produces the demand gen optimization roadmap for the next quarter: which variables to improve, which segments to invest in, and which campaigns to launch, iterate, or kill.