<?xml version="1.0" encoding="UTF-8"?>
<bpmn2:definitions xmlns:bpmn2="http://www.omg.org/spec/BPMN/20100524/MODEL" xmlns:bpmndi="http://www.omg.org/spec/BPMN/20100524/DI" xmlns:dc="http://www.omg.org/spec/DD/20100524/DC" xmlns:di="http://www.omg.org/spec/DD/20100524/DI" xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" id="Definitions_1" targetNamespace="http://bpmn.io/schema/bpmn" exporter="swimdraft" exporterVersion="1.0">
  <bpmn2:collaboration id="Collaboration_1">
    <bpmn2:participant id="pool_lq" name="Lead qualification" processRef="Process_pool_lq" />
  </bpmn2:collaboration>
  <bpmn2:process id="Process_pool_lq" isExecutable="false">
    <bpmn2:laneSet id="LaneSet_pool_lq">
      <bpmn2:lane id="lane_lq_mkt" name="Marketing">
        <bpmn2:flowNodeRef>start_lq</bpmn2:flowNodeRef>
        <bpmn2:flowNodeRef>t_lq_score</bpmn2:flowNodeRef>
        <bpmn2:flowNodeRef>g_lq_score</bpmn2:flowNodeRef>
        <bpmn2:flowNodeRef>t_lq_nurture</bpmn2:flowNodeRef>
        <bpmn2:flowNodeRef>end_lq_nurture</bpmn2:flowNodeRef>
      </bpmn2:lane>
      <bpmn2:lane id="lane_lq_sdr" name="Sales development">
        <bpmn2:flowNodeRef>t_lq_research</bpmn2:flowNodeRef>
        <bpmn2:flowNodeRef>t_lq_book</bpmn2:flowNodeRef>
        <bpmn2:flowNodeRef>t_lq_call</bpmn2:flowNodeRef>
        <bpmn2:flowNodeRef>g_lq_fit</bpmn2:flowNodeRef>
      </bpmn2:lane>
      <bpmn2:lane id="lane_lq_ae" name="Account executive">
        <bpmn2:flowNodeRef>t_lq_opp</bpmn2:flowNodeRef>
        <bpmn2:flowNodeRef>end_lq_opp</bpmn2:flowNodeRef>
      </bpmn2:lane>
    </bpmn2:laneSet>
    <bpmn2:startEvent id="start_lq" name="Lead captured">
      <bpmn2:outgoing>flq1</bpmn2:outgoing>
    </bpmn2:startEvent>
    <bpmn2:serviceTask id="t_lq_score" name="Score lead">
      <bpmn2:incoming>flq1</bpmn2:incoming>
      <bpmn2:outgoing>flq2</bpmn2:outgoing>
    </bpmn2:serviceTask>
    <bpmn2:exclusiveGateway id="g_lq_score" name="Score above threshold?" default="flq4">
      <bpmn2:incoming>flq2</bpmn2:incoming>
      <bpmn2:outgoing>flq3</bpmn2:outgoing>
      <bpmn2:outgoing>flq4</bpmn2:outgoing>
    </bpmn2:exclusiveGateway>
    <bpmn2:task id="t_lq_nurture" name="Add lead to nurture campaign">
      <bpmn2:incoming>flq4</bpmn2:incoming>
      <bpmn2:incoming>flq10</bpmn2:incoming>
      <bpmn2:outgoing>flq5</bpmn2:outgoing>
    </bpmn2:task>
    <bpmn2:endEvent id="end_lq_nurture" name="Lead nurtured">
      <bpmn2:incoming>flq5</bpmn2:incoming>
    </bpmn2:endEvent>
    <bpmn2:userTask id="t_lq_research" name="Research the account">
      <bpmn2:incoming>flq3</bpmn2:incoming>
      <bpmn2:outgoing>flq6</bpmn2:outgoing>
    </bpmn2:userTask>
    <bpmn2:sendTask id="t_lq_book" name="Book discovery call">
      <bpmn2:incoming>flq6</bpmn2:incoming>
      <bpmn2:outgoing>flq7</bpmn2:outgoing>
    </bpmn2:sendTask>
    <bpmn2:userTask id="t_lq_call" name="Run discovery call">
      <bpmn2:incoming>flq7</bpmn2:incoming>
      <bpmn2:outgoing>flq8</bpmn2:outgoing>
    </bpmn2:userTask>
    <bpmn2:exclusiveGateway id="g_lq_fit" name="Fit confirmed?" default="flq10">
      <bpmn2:incoming>flq8</bpmn2:incoming>
      <bpmn2:outgoing>flq9</bpmn2:outgoing>
      <bpmn2:outgoing>flq10</bpmn2:outgoing>
    </bpmn2:exclusiveGateway>
    <bpmn2:task id="t_lq_opp" name="Create opportunity record">
      <bpmn2:incoming>flq9</bpmn2:incoming>
      <bpmn2:outgoing>flq11</bpmn2:outgoing>
    </bpmn2:task>
    <bpmn2:endEvent id="end_lq_opp" name="Opportunity created">
      <bpmn2:incoming>flq11</bpmn2:incoming>
    </bpmn2:endEvent>
    <bpmn2:sequenceFlow id="flq1" sourceRef="start_lq" targetRef="t_lq_score" />
    <bpmn2:sequenceFlow id="flq2" sourceRef="t_lq_score" targetRef="g_lq_score" />
    <bpmn2:sequenceFlow id="flq3" name="Yes" sourceRef="g_lq_score" targetRef="t_lq_research">
      <bpmn2:conditionExpression xsi:type="bpmn2:tFormalExpression">Yes</bpmn2:conditionExpression>
    </bpmn2:sequenceFlow>
    <bpmn2:sequenceFlow id="flq4" name="No" sourceRef="g_lq_score" targetRef="t_lq_nurture" />
    <bpmn2:sequenceFlow id="flq5" sourceRef="t_lq_nurture" targetRef="end_lq_nurture" />
    <bpmn2:sequenceFlow id="flq6" sourceRef="t_lq_research" targetRef="t_lq_book" />
    <bpmn2:sequenceFlow id="flq7" sourceRef="t_lq_book" targetRef="t_lq_call" />
    <bpmn2:sequenceFlow id="flq8" sourceRef="t_lq_call" targetRef="g_lq_fit" />
    <bpmn2:sequenceFlow id="flq9" name="Yes" sourceRef="g_lq_fit" targetRef="t_lq_opp">
      <bpmn2:conditionExpression xsi:type="bpmn2:tFormalExpression">Yes</bpmn2:conditionExpression>
    </bpmn2:sequenceFlow>
    <bpmn2:sequenceFlow id="flq10" name="No" sourceRef="g_lq_fit" targetRef="t_lq_nurture" />
    <bpmn2:sequenceFlow id="flq11" sourceRef="t_lq_opp" targetRef="end_lq_opp" />
  </bpmn2:process>
  <bpmndi:BPMNDiagram id="BPMNDiagram_1">
    <bpmndi:BPMNPlane id="BPMNPlane_1" bpmnElement="Collaboration_1">
      <bpmndi:BPMNShape id="pool_lq_di" bpmnElement="pool_lq" isHorizontal="true">
        <dc:Bounds x="20" y="20" width="1420" height="390" />
      </bpmndi:BPMNShape>
      <bpmndi:BPMNShape id="lane_lq_mkt_di" bpmnElement="lane_lq_mkt" isHorizontal="true">
        <dc:Bounds x="50" y="20" width="1390" height="130" />
      </bpmndi:BPMNShape>
      <bpmndi:BPMNShape id="lane_lq_sdr_di" bpmnElement="lane_lq_sdr" isHorizontal="true">
        <dc:Bounds x="50" y="150" width="1390" height="130" />
      </bpmndi:BPMNShape>
      <bpmndi:BPMNShape id="lane_lq_ae_di" bpmnElement="lane_lq_ae" isHorizontal="true">
        <dc:Bounds x="50" y="280" width="1390" height="130" />
      </bpmndi:BPMNShape>
      <bpmndi:BPMNShape id="start_lq_di" bpmnElement="start_lq">
        <dc:Bounds x="112" y="59" width="36" height="36" />
        <bpmndi:BPMNLabel><dc:Bounds x="94" y="101" width="73" height="14" /></bpmndi:BPMNLabel>
      </bpmndi:BPMNShape>
      <bpmndi:BPMNShape id="t_lq_score_di" bpmnElement="t_lq_score">
        <dc:Bounds x="230" y="37" width="100" height="80" />
      </bpmndi:BPMNShape>
      <bpmndi:BPMNShape id="g_lq_score_di" bpmnElement="g_lq_score">
        <dc:Bounds x="405" y="52" width="50" height="50" />
        <bpmndi:BPMNLabel><dc:Bounds x="371" y="32" width="119" height="14" /></bpmndi:BPMNLabel>
      </bpmndi:BPMNShape>
      <bpmndi:BPMNShape id="t_lq_nurture_di" bpmnElement="t_lq_nurture">
        <dc:Bounds x="1130" y="37" width="100" height="80" />
      </bpmndi:BPMNShape>
      <bpmndi:BPMNShape id="end_lq_nurture_di" bpmnElement="end_lq_nurture">
        <dc:Bounds x="1312" y="59" width="36" height="36" />
        <bpmndi:BPMNLabel><dc:Bounds x="1295" y="101" width="71" height="14" /></bpmndi:BPMNLabel>
      </bpmndi:BPMNShape>
      <bpmndi:BPMNShape id="t_lq_research_di" bpmnElement="t_lq_research">
        <dc:Bounds x="530" y="167" width="100" height="80" />
      </bpmndi:BPMNShape>
      <bpmndi:BPMNShape id="t_lq_book_di" bpmnElement="t_lq_book">
        <dc:Bounds x="680" y="167" width="100" height="80" />
      </bpmndi:BPMNShape>
      <bpmndi:BPMNShape id="t_lq_call_di" bpmnElement="t_lq_call">
        <dc:Bounds x="830" y="167" width="100" height="80" />
      </bpmndi:BPMNShape>
      <bpmndi:BPMNShape id="g_lq_fit_di" bpmnElement="g_lq_fit">
        <dc:Bounds x="1005" y="182" width="50" height="50" />
        <bpmndi:BPMNLabel><dc:Bounds x="994" y="162" width="72" height="14" /></bpmndi:BPMNLabel>
      </bpmndi:BPMNShape>
      <bpmndi:BPMNShape id="t_lq_opp_di" bpmnElement="t_lq_opp">
        <dc:Bounds x="1130" y="297" width="100" height="80" />
      </bpmndi:BPMNShape>
      <bpmndi:BPMNShape id="end_lq_opp_di" bpmnElement="end_lq_opp">
        <dc:Bounds x="1312" y="319" width="36" height="36" />
        <bpmndi:BPMNLabel><dc:Bounds x="1281" y="361" width="99" height="14" /></bpmndi:BPMNLabel>
      </bpmndi:BPMNShape>
      <bpmndi:BPMNEdge id="flq1_di" bpmnElement="flq1">
        <di:waypoint x="148" y="77" />
        <di:waypoint x="230" y="77" />
      </bpmndi:BPMNEdge>
      <bpmndi:BPMNEdge id="flq2_di" bpmnElement="flq2">
        <di:waypoint x="330" y="77" />
        <di:waypoint x="405" y="77" />
      </bpmndi:BPMNEdge>
      <bpmndi:BPMNEdge id="flq3_di" bpmnElement="flq3">
        <di:waypoint x="455" y="77" />
        <di:waypoint x="510" y="77" />
        <di:waypoint x="510" y="207" />
        <di:waypoint x="530" y="207" />
        <bpmndi:BPMNLabel><dc:Bounds x="461" y="57" width="21" height="14" /></bpmndi:BPMNLabel>
      </bpmndi:BPMNEdge>
      <bpmndi:BPMNEdge id="flq4_di" bpmnElement="flq4">
        <di:waypoint x="455" y="77" />
        <di:waypoint x="1130" y="77" />
        <bpmndi:BPMNLabel><dc:Bounds x="461" y="83" width="17" height="14" /></bpmndi:BPMNLabel>
      </bpmndi:BPMNEdge>
      <bpmndi:BPMNEdge id="flq5_di" bpmnElement="flq5">
        <di:waypoint x="1230" y="77" />
        <di:waypoint x="1312" y="77" />
      </bpmndi:BPMNEdge>
      <bpmndi:BPMNEdge id="flq6_di" bpmnElement="flq6">
        <di:waypoint x="630" y="207" />
        <di:waypoint x="680" y="207" />
      </bpmndi:BPMNEdge>
      <bpmndi:BPMNEdge id="flq7_di" bpmnElement="flq7">
        <di:waypoint x="780" y="207" />
        <di:waypoint x="830" y="207" />
      </bpmndi:BPMNEdge>
      <bpmndi:BPMNEdge id="flq8_di" bpmnElement="flq8">
        <di:waypoint x="930" y="207" />
        <di:waypoint x="1005" y="207" />
      </bpmndi:BPMNEdge>
      <bpmndi:BPMNEdge id="flq9_di" bpmnElement="flq9">
        <di:waypoint x="1055" y="207" />
        <di:waypoint x="1110" y="207" />
        <di:waypoint x="1110" y="337" />
        <di:waypoint x="1130" y="337" />
        <bpmndi:BPMNLabel><dc:Bounds x="1061" y="187" width="21" height="14" /></bpmndi:BPMNLabel>
      </bpmndi:BPMNEdge>
      <bpmndi:BPMNEdge id="flq10_di" bpmnElement="flq10">
        <di:waypoint x="1055" y="207" />
        <di:waypoint x="1110" y="207" />
        <di:waypoint x="1110" y="77" />
        <di:waypoint x="1130" y="77" />
        <bpmndi:BPMNLabel><dc:Bounds x="1061" y="213" width="17" height="14" /></bpmndi:BPMNLabel>
      </bpmndi:BPMNEdge>
      <bpmndi:BPMNEdge id="flq11_di" bpmnElement="flq11">
        <di:waypoint x="1230" y="337" />
        <di:waypoint x="1312" y="337" />
      </bpmndi:BPMNEdge>
    </bpmndi:BPMNPlane>
  </bpmndi:BPMNDiagram>
</bpmn2:definitions>