How do we qualify a lead?

1. Hiring need driven by transformation such as a product launch or scaling series B to C.
2. Time Constrain: Client needs to hire a specific number of people within a defined time frame
3. Client lacks internal capabilities or capacity to hire at the require volume

Sale Process Cycle: Leads → Prospect → Client

| Funnel Phases | Definition | Process | Lead Generation Streams | Funnel Initiatives | Resources | | --- | --- | --- | --- | --- | | Client | Client - Signed contract

Trigger: Contracted Signed | 1. Sign Contract 2. Kick off Project + On boarding | | | | ****Prospect | Prospect - There is qualified need + purchase decision

Trigger: Send Proposal to Prospect | 1.Schedule Initial Call (Chris ↔ Client): 2.Tailor Paragon Capabilities Presentation (if not already done): 3.Chris Presents Paragon Capabilities: 4.Gather Information for Proposal Deck: 5.Schedule Follow-Up Call / Send Proposal Summary: 6.Prepare Comprehensive Proposal Deck: 7.Send Proposal Deck / Conduct Proposal Call: Share the deck and discuss it in a scheduled call to refine and finalize the offering | | | | Lead - Hot | Hot Leads - Companies engaged with Riviera, and early discussion about Paragon

****Trigger: Chris Pitches Capabilities Deck to lead | 1.Set up a Call with Chris <> Client Lead 2. Customize Paragon Capabilities Deck 3. Chris Pitch Paragon Capabilities 4. Add lead to tracker as Warm | - Insight Partners Enrichment

• ABM Intent Signals
• Past/ Future Placements
• ATLAS PEVC Dealflow | | | Lead - Warm | Warm Leads - Companies familiar with Riviera, no paragon definitions around it *****Leads that exhibit a hiring need or potential, indicating early signs of engagement.

Trigger: Chris Pitches Capabilities Deck to lead* | 1. Lead Qualified by channel partner initiative owner 2. If lead is qualified then: Set up a Call with Chris <> Client Lead 3. Customize Paragon Capabilities Deck 4. Chris Pitch Paragon Capabilities 5. Add lead to tracker as Warm | - ABM Intent Signals | | | Lead - Cold | Cold Leads - Companies with no relationship with Riviera *No conection with them and need to be qualified to determine if they are paragon deal

Trigger: Schedule Call with Chris* | 1. BD Outreach ****2. Schedule a Call: Discuss Needs and gather information from lead to determine if the lead aligns with Paragon's services. 4. If lead is qualified: Set up a Call with Chris <> Lead 5. Add lead to Tracker as Cold ** | - ABM Intent Signals | | | | | | | |

Lead Generation Streams | Initiatives

• Past Placements Enrichment/Outreach: Identify past placements at companies with paragon hiring needs and send outbound messages to the most senior business and HR contacts (collaborators on the search), ensuring recruiters send within 72 hours with Chris and Jack copied. https://rivierapartners-my.sharepoint.com/:x:/p/ajohnson/EUWWfkebsC1Om9rlpH2slLsBZsFYuUdN-Er1d8Xb-Uo-rg?rtime=NA0nEU0r3Ug&wdLOR=c5E174909-2B93-D84C-9026-87E7A5995319
• Future/Rolling Placements: Identify future and rolling placements at companies with hiring needs and send outbound messages to the most senior business contact and HR contact listed as collaborators on the search.
• Insight Paragon Enrichment: Monthly digest review of Insight portfolio companies with hiring needs, followed by tailored outreach and lead tracking.
• ABM/Intent Signals: Monitor target accounts for recruitment-related intent signals, capture engagement, craft targeted outreach, enrich leads ( find email), assign them to Chris, and impersonate Chris in follow-up emails to schedule preliminary calls, with replies directed to him.
• PEVC Dealflow: Monitor dealflow hiring signals from ATLAS accounts, and coordinate strategic outreach with the Partnerships team.
• Sutro Futures: Analyze active candidates' exits to identify non-client companies as targets for Paragon and execute enriched outreach for dual business visibility.

Average: $35k/hire low | $50k/hire high

Sales Assets & Collaterals → Marketing | Sales Assets

Sales Funnel

Sales Funnel

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