Find the Broken Stage Before Buying More Traffic
Diagnose a B2B funnel using RACE before adding spend.
More traffic rarely fixes the wrong stage. Why RACE works RACE organizes marketing across the customer lifecycle: Plan, Reach, Act, Convert, and Engage. For B2B teams, the crucial benefit is that it separates awareness activity from interaction, sales conversion, and long-term customer growth. Each stage has different evidence: impressions and category reach are not the same as content engagement; content engagement is not the same as sales-accepted opportunity creation. The mechanism is constraint diagnosis. When a team sees weak pipeline, it often debates channels. RACE asks a better question: where does buyer momentum stall? If Reach is low, distribution is…
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