Mango GTM App Overview

Mango GTM

1. What it is

Mango GTM manages the revenue-side pipeline: inbound demo requests, AI-scored leads, outbound prospecting, deals, sales proposals, and paid advertising. It is the pre-close counterpart to Mango CS, which picks up after a deal is won.

• Enablement: licensed and disabled by default. An admin enables it and grants access in the app marketplace. The default allowed roles are Manager, Admin, and Super Admin.
• What it is not: Mango GTM does not handle RFP responses (that is the RFP Desk app) or post-close customer success (that is Mango CS). It shares account records with Mango CS but shows only the pre-close view.

2. Standing it up

1. Go to Admin → App Marketplace → Mango GTM and enable it. Grant a license if your plan requires one.
2. Go to Mango GTM → Settings and confirm that the features you need are toggled on. Demo Request Management, Lead Scoring, and Outbound Prospecting are on by default. Advertising and HubSpot sync are off until you enable them.
3. Go to Mango GTM → Admin → Routing Rules and create at least one rule so that incoming demo requests are assigned automatically. Without a routing rule, new leads land unassigned and no one is notified.
4. If you plan to use outbound prospecting, go to Mango GTM → Admin → ICP Profile and fill in your Ideal Customer Profile (industries, company sizes, persona titles). The ICP is what the prospecting pipeline uses for fit scoring. Only one active ICP profile exists per workspace.
5. To wire workspace forms into the lead pipeline, go to Mango GTM → Admin → Form Integrations and enable the forms whose submissions should create demo requests automatically.
6. If you want SLA monitoring, confirm the response window in Settings (default 24 hours). The SLA monitor runs hourly and sends warning emails when 25% of the window remains, then breach emails once the deadline passes.
7. Confirm that your team sees the app: any user in the allowed roles sees the Mango GTM sidebar tab. Leads, prospects, and deals are scoped to your workspace.

3. How it fits together

Lead (Demo Request) — every inbound inquiry, whether it came from a marketing form, the Product Advisor chatbot, an API submission, or a CSV import. A lead progresses through stages: New → Contacted → Qualified → Demo → Proposal → Closed Won / Closed Lost. Two additional states, On Hold and Disqualified, let reps park or remove leads without closing them.

Lead Score — a deterministic 0–100 number computed from buying-intent signals, company size, job-title seniority, competitive-intelligence context, and post-outreach engagement. The score never depends on an AI model; only the optional prose rationale uses one. Scores bucket into four tiers: Hot (70+), Warm (40–69), Cool (20–39), and Cold (below 20).

Routing Rule — a condition-plus-assignee pair that auto-assigns new leads to a rep. Rules match on company size, geography (country or continent), keywords in the problem description, and referral source. Four assignment modes are available: Specific user, Round-robin, Least busy, and Priority-based (fewest high-priority open leads). Rules are evaluated in priority order; the first match wins.

Target Account — a company in the outbound prospecting pipeline, with contacts, firmographics, and an ICP fit score. Sources include the ICP generator, manual entry, CSV paste (up to 500 rows), and competitive-intelligence references. Each target account can carry intent signals and an AI-generated account brief.

Play — a reusable outbound program that defines a persona, a segment, a messaging hook, and guardrails. Reps enroll target accounts into a play; the play runner drafts (or, once quality thresholds are met, auto-sends) outreach per enrollment.

For example, a play named “Nurse hiring surge” targets Director-of-Nursing titles at healthcare companies sized 51–200, uses the Feature gap hook, caps at 15 drafts per day, and enforces a 21-day cooldown between touches to the same account. The play’s multi-touch cadence can include up to 10 steps mixing email and LinkedIn, each with its own delay and hook.

A play starts in Draft and must be set to Active before the runner executes it. Autonomy (auto-send without human review) is gated on two conditions: the play must have sent at least as many drafts as its auto-send threshold, and the rolling reply rate over the last 20 sent enrollments must stay above 5%.

Deal — a pursuit that tracks a potential sale from commitment through to outcome. Deals can originate from an RFP bid, a demo request, outbound prospecting, or manual creation. Open stages are Committed, Proposing, and Negotiating. The terminal outcome (Won or Lost) flows from the linked proposal so the pipeline and the quote always agree. Two manual-close stages, Withdrawn and No decision, let reps record pursuits that ended without a competitive outcome.

Outreach Draft — an AI-generated email or LinkedIn message produced by the prospecting pipeline. Each draft is tied to a source (a demo request or an advisor conversation), a messaging hook (Feature gap, Competitor win, Content topic, or Follow-up), and a channel (Email or LinkedIn). Drafts start unpublished; a rep reviews and sends them, or a play auto-sends them once autonomy conditions are met. Engagement tracking records whether the prospect returned to the site after the outreach was sent.

Account (shared with Mango CS) — the single customer record that spans the full lifecycle: Prospect → Onboarding → Active → Renewal → Expanding → Churned. Mango GTM shows the pre-close view: deals in flight, linked proposals, and the AE assignment. Mango CS shows post-close: health scores, renewals, success plans. Both apps read and write the same record. An “At Risk” flag can be set at any stage — it is not a stage itself. Accounts can be imported via CSV (up to 500 rows per batch).

Narrative Pillar — a positioning statement (title, summary, and supporting content) used by the account brief generator and the outreach engine to ground AI-drafted messages in approved messaging. System pillars apply across all workspaces; workspace-specific pillars supplement or override them. Admins manage pillars at Mango GTM → Admin → Narrative Pillars.

4. Running it

Triaging inbound leads

1. Go to Mango GTM → Inbound → Demo Requests. The dashboard highlights four action queues: unassigned leads, leads needing first contact, high-priority leads, and recently updated leads.
2. Assign a lead manually, or let routing rules handle it. Reassignment is available from the lead detail view. Use My Leads to see only leads assigned to you.
3. Advance the lead stage as the conversation progresses. Mark first contact to stop SLA timers.
4. Leads can be imported via CSV, exported to CSV, and bulk-actioned (mark as spam, bulk assign, bulk delete — admin only).

Reviewing Product Advisor conversations

1. Go to Advisor → Conversations to see chatbot sessions from your marketing site, enriched with competitive-intelligence context. Filter by competitor to find conversations that mention a specific rival.
2. Admins can view Advisor → Analytics for a 90-day window of totals: conversations, leads captured, and buying-intent detections.
3. Configure the advisor’s behaviour at Advisor → Settings: brand voice, welcome message, topics to avoid, preferred resource links, and escalation phrases that trigger a demo-scheduling prompt.

Scoring a lead

1. On any lead’s detail page, click Score Lead. The system computes the deterministic score and writes the tier.
2. Use the Prospects view (Outbound → Prospects) to see all leads ranked by score. Filter by tier to focus on Hot or Warm leads.

Running outbound plays

1. Go to Outbound → Plays. Three starter plays are seeded automatically the first time you open the page.
2. Edit or create a play: set the target persona, industry, company-size filter, messaging hook, and cadence steps (up to 10 touches).
3. Set guardrails: maximum drafts per day (up to 500), cooldown between touches to the same account (up to 180 days), and minimum signal strength (0–10).
4. Enroll target accounts into the play. The runner drafts outreach; review and send from the Outreach Drafts queue.
5. Monitor play performance on the play detail page: enrollment counts by status, recent run history, reply activity, and autonomy eligibility.

Managing deals

1. Go to Deals to see every pursuit across all sources. Filter by stage or source (RFP, Demo request, Outbound, Manual).
2. Update stage, owner, and estimated value from the deal detail page. Won/Lost flows from the linked proposal and cannot be set manually here.

Managing accounts

1. Go to Accounts to see customer records with open deals. Filter by stage, search by name or domain, or import via CSV.
2. Any GTM user can create an account. Editing an existing account requires admin access or ownership (the assigned AE).

Reviewing proposals

Go to Proposals → All Proposals to create or manage quotes. Proposals that include a discount route through an approval chain based on the rep’s reporting hierarchy and the configured discount thresholds. The Approvals queue shows pending proposals for admins and managers.

Advertising (when enabled)

1. Enable Advertising in Settings. Connect your LinkedIn Ads and/or Google Ads accounts from the platform connection pages under the Advertising tab.
2. Create campaigns with audiences, creatives, and budget. AI-assisted creative variant generation is available when enabled.
3. Creatives that exceed the spend approval threshold go through the Approvals queue before they can be published.
4. A monthly spend cap can be set in Settings to prevent budget overruns. An admin approval threshold controls which creatives require sign-off.

5. Settings

Settings are at Mango GTM → Settings (admin-only).

Setting	Default	What it changes
Enable Mango GTM	Off	Master switch for the whole app
Enable Prospecting Agent	On	Enables the AI prospecting agent for outreach drafting
Accounts (pre-close view)	On	Shows the Accounts tab with shared customer records
Product Advisor Conversations	On	Shows the Advisor tab with chatbot conversation analytics
Demo Request Management	On	Shows the Inbound tab for lead triage
Sales Proposals	On	Shows the Proposals tab (platform-owner only)
Require approval for discounted proposals	On	Routes discounted proposals through the approval chain
Manager approval limit	20%	Maximum discount a direct manager can approve
Director approval limit	35%	Maximum discount a director (2 levels up) can approve; higher escalates to an executive
Default Signing Method	Self-serve	How new proposals are signed: customer signs via shared link, or formal contract in the Contracts app
Lead Routing Rules	On	Enables automatic assignment of incoming leads
Lead Scoring & Prioritization	On	Enables the deterministic scoring pipeline
Outbound Prospecting & Outreach Drafting	On	Shows the Outbound section (Prospects, Target Accounts, Plays, Outreach Drafts)
Unified GTM Activity Timeline	On	Logs cross-surface activity (visible via Analytics)
Auto-Extract CI Context	On	Automatically extracts competitive-intelligence references from advisor conversations
SLA Monitoring	On	Hourly sweep that sends warning and breach emails for uncontacted leads
SLA Response Window	24 hours	Time from lead creation to first contact before SLA alerts fire
Send Email Notifications	On	Enables email notifications for assignment, SLA warning, and SLA breach
HubSpot Form Sync	Off	Pushes new leads to a HubSpot form. Requires a Portal ID and Form ID.
Advertising	Off	Shows the Advertising section (campaigns, creatives, audiences, approvals)
Narrative Pillars	On	Shows the Narrative Pillars admin surface for positioning content
Auto-governance	Off	Scans ICP and narrative pillars on a cadence and notifies admins when content goes stale
Governance review interval	90 days	How often pillars are checked for staleness
Monthly LLM Budget	$25.00	Caps monthly AI spend for prospecting and scoring
LinkedIn Organic Posting	Off	Enables company-page and member LinkedIn posting (requires a connected LinkedIn account). Only visible when Advertising is also on.
Product Identity	(blank — falls back to workspace name)	The product name and tagline injected into AI-drafted outbound messages
Brand Voice (outbound)	(blank)	Guidance appended to the outbound system prompt for AI-drafted emails
Allowed Roles	Manager, Admin, Super Admin	Which roles can access the app

Three additional features — Mango Scoop Newsletter, Marketing Funnel Analytics, and Content Library — appear in settings only for the platform-owner tenant (the organization that runs the marketing site). They are off by default and operate on global data that is not business-scoped.

6. More help

• Mango GTM FAQ — specific setup and operating questions, limits, thresholds, and troubleshooting.
• Ask AI — the assistant answers questions about Mango GTM from these articles.