About this eBook
Sales opens a new vertical on Monday and needs something to run against it by Wednesday. Your CEO asks how you're covered for next quarter's segments, and the room goes quiet. Not because the team isn't working hard, but because no one can answer the question. That silence has a name: the coverage gap.
This eBook defines the coverage gap, the distance between the content your revenue plan requires and the content you actually have, and shows why it's almost certainly wider than your dashboard shows. It covers how to find yours, how to size it, and how to keep it from drifting back open.
What's inside
- What a coverage gap is: the five dimensions every plan has to cover: segment, persona, funnel stage, product, and channel.
- Why it isn't a "more content" problem: how volume piles up in the easy cells and leaves the high-value ones empty.
- Why the coverage gap is also the accountability gap: what it means for the question every marketing leader now gets asked about the revenue number.
- Finding your gap with an audit: how to run one by hand, and why the teams that stay ahead make it continuous.
- A 60-second check and FAQ: five questions to gauge how big your gap really is.
The TL;DR
- Coverage is multidimensional. Segments, buying-committee roles, funnel stages, products, and channels multiply into thousands of cells your plan assumes you've filled.
- Volume isn't coverage. You can publish 400 assets in a quarter and still have nothing built for the CFO who has to sign.
- Dashboards answer the wrong question. They show how much you produced, not whether it's enough to carry the plan.
- AI made production cheap, not complete. Cheaper production fills the easy cells faster and leaves the hard ones exactly where they were.
- An audit is a photograph. Your plan is a movie. Find the gap once and it drifts back open, so make the audit continuous.
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