Mango GTM FAQ
Answers to common setup and operating questions about Mango GTM.
For what the app is and how to set it up from scratch, see the
Mango GTM Overview.
Setup
Do I have to enable each section separately, or does the app turn everything on?
Most features default to on when you enable the app — Demo Requests, Prospecting, Lead Scoring, Routing Rules, Narrative Pillars, Product Advisor, and Proposals are all active by default. Advertising (LinkedIn Ads, Google Ads), HubSpot Sync, and the Newsletter default to off and must be turned on individually in Settings. Features gated by a toggle can be disabled at any time without losing existing data.
Who can access Mango GTM once I enable it?
By default, managers, admins, and super admins can access the app. You can change the allowed roles in Settings — the options are Member, Manager, Admin, and Super Admin. Non-admin reps who are given access see Demo Requests and their own My Leads queue but cannot reach admin-only surfaces like Settings, Analytics, Routing Rules, or the Advertising section.
Does Mango GTM require Mango IQ?
No. Mango GTM runs independently, but it loses competitive context without Mango IQ. The Prospecting Agent, lead scoring’s CI-depth signal, and outreach drafting all pull from Mango IQ data (battle cards, evidence bundles, content briefs) when available.
Permissions and access
Why can’t some of my team see the Proposals tab?
The Proposals surface is only visible to the platform-owner tenant — it prices from the MangoApps package catalog. If your organization is a customer tenant, proposals are not available. Within the owner tenant, any user with access to the app can view proposals, but only users with direct reports or app-admin rights see the Approvals queue, and only app admins see Proposal Analytics.
Why can’t I see the Advertising section?
Advertising is off by default. Turn on Advertising in Settings first. LinkedIn Ads and Google Ads each have their own sub-toggle that must also be enabled before their connection pages appear. Only app admins see the LinkedIn, Google Ads, and Insight Tag setup pages.
Day-to-day
How does lead scoring work, and what do the tiers mean?
Lead scoring is deterministic — the same inputs always produce the same 0–100 score. The LLM only writes a prose rationale; it never influences the number. Signals include buying-intent detection (+25), high-priority flag (+20), pain points (+10), competitive-intelligence depth (up to +15), company size (up to +15), job-title seniority (+10), enrichment data (+5), post-submit website visits (up to +10), and return visits after outreach (up to +15). Tiers: Hot is 70 or above, Warm is 40–69, Cool is 20–39, and Cold is below 20.
How do routing rules assign leads?
Rules are evaluated in priority order (lowest number first). Each rule can match on company size, country, continent, high-priority flag, keywords in the problem or job title, and referral source. Assignment modes are Specific rep, Round-robin, Least busy, and Priority-based. Only active rules fire, and the first matching rule wins. If routing rules are disabled in Settings, no auto-assignment happens regardless of existing rules.
How does a Play earn autonomy to send email without approval?
A Play’s auto-send threshold controls this. When the threshold is set above zero and the Play has at least that many human-approved drafts sent, it becomes eligible for autonomous sending. There is also a quality gate: among the last 20 sent enrollments, the reply rate must be at least 5%. The quality gate is not enforced until the Play has at least 10 sent enrollments. If the reply rate drops below 5%, the Play reverts to requiring human approval.
What are the limits on Plays?
Each Play can produce up to 500 drafts per day (configurable per Play, minimum 1). The cooldown period — how long before the same prospect can be re-enrolled — accepts 0 to 180 days. A multi-step cadence supports up to 10 touches. The auto-send threshold accepts 0 to 500 (0 means autonomy is disabled).
What happens when someone replies to an outbound email I sent from Mango GTM?
Replies are detected by the inbound mailbox and recorded on the enrollment. The rep sees the reply status in the Play’s enrollment list. Each outbound email includes a CAN-SPAM unsubscribe link; recipients who click it are removed from future sends for that outreach thread.
When something looks wrong
I turned on HubSpot Sync but leads aren’t syncing — what’s wrong?
HubSpot Sync requires three things: the toggle on in Settings, a HubSpot Portal ID, and a HubSpot Form ID — both entered in Settings. Without portal and form IDs, the sync job skips silently rather than sending your lead data to the wrong portal. After a sync failure, the job retries up to 3 times with increasing delay, and a failure notification is sent to your GTM admins.
My rep says they can’t see a lead that was just submitted — where is it?
Check whether the lead was marked as spam. Leads flagged as spam are excluded from the default list view. Also check the rep’s My Leads queue — leads are only visible there after assignment. If routing rules are active, the lead may have been assigned to a different rep. Unassigned leads appear in the main Demo Requests list for admins.
Why did an ad campaign fail to push to LinkedIn or Google Ads?
First check whether Dry-run mode is on in Settings — when enabled, the app logs intended API calls without executing them. Next, verify the monthly ad spend cap. If month-to-date spend plus the campaign’s committed budget exceeds the cap, the push is blocked with an alert. The cap and dry-run toggle are both in Settings. Finally, confirm that the LinkedIn or Google Ads connection is set up and authorized.
The governance scanner says my pillars are stale — what does that mean?
When auto-governance is enabled, the app periodically scans your active ICP profile and narrative pillars. Pillars older than the review interval (default 90 days, configurable from 7 to 365 days) are flagged as stale. Pillars missing proof points or a semantic embedding are also flagged. Notifications go to Mango GTM app admins and super admins. Review and update the flagged pillars so outreach and campaign briefs stay aligned with current positioning.
Licensing and limits
Does Mango GTM require a licence?
Yes. The app requires a licence and is disabled by default. An administrator enables it per tenant through the Apps Marketplace, and the licence itself comes through your MangoApps account team.
What are the SLA settings for demo requests?
The SLA response window defaults to 24 hours and accepts 1 to 168 hours (7 days). An hourly monitor checks open, uncontacted leads. When a lead nears its deadline, the assigned rep receives an SLA warning email. If the deadline passes without first contact, a breach notification is sent. Each notification fires only once per lead. SLA monitoring and email notifications can each be turned off independently in Settings.
What are the discount approval thresholds for proposals?
Discount approval routes up the submitting rep’s reporting chain. By default, a direct manager can approve discounts up to 20%. A director (two levels up) can approve up to 35%. Anything higher escalates to an executive. Both thresholds are configurable in Settings (0–100% each), and the director limit is automatically raised to at least the manager limit. The entire approval gate can be turned off, in which case reps can send any discount without sign-off. A rep can never approve their own proposal, even with admin rights.
Is there a monthly budget cap for advertising?
You can set a monthly ad spend cap in Settings (in USD). When month-to-date actual spend plus a campaign’s committed budget exceeds the cap, the push to LinkedIn Ads or Google Ads is blocked. Leave the cap blank for unlimited spend. There is also a per-creative approval threshold — by default, any creative with spend above $500 requires admin approval, and each creative needs at least 1 reviewer.
More help
- Mango GTM Overview
- Ask AI — the assistant answers Mango GTM questions from these articles.