FactoryWhere the number lives / Revenue and sales
Revenue and sales
Pipeline is argued about because nobody wrote down what open means, and your best rep is a single point of failure nobody wants to name.
Quote to order conversion. Agreed in writing, before anything is built.
What this looks like from the inside.
If three or more of these are true, there is almost certainly a number here worth chasing.
- 01A third of open quote value has had no recorded event for twelve days, and nobody has marked any of it dead.
- 02Loss reason says price, because the field is mandatory and nothing else was ever written down.
- 03Your best rep closes at half the median cycle time and nobody can say what he does differently.
- 04Reps spend their best hours assembling facts before a meeting instead of being in one.
- 05Nobody knows which accounts in the territory have never been approached at all.
The number we would agree first.
Median days from first quote issue to order booking, tender business excluded, revisions of the same requirement counted once, quotes with no event for sixty days marked dead rather than left open to inflate the median.
It is arithmetic on data you already keep, it moves within a quarter, and both sales and finance recognise it as theirs.
Lookalike sourcing on four customers you name, run live from public record. No credential and no data from you.
9 plays that move it.
Each is built from the same nine patterns and reads the same memory. The first is priced as a pilot. Every one after it runs on a memory that already exists.
- ConvertQuote velocity and stall detection
- ConvertWin and loss reason capture
- ConvertPrice realisation and discount drift
- ConvertProposal drafting
- AcquireLookalike account sourcing
- AcquireTerritory whitespace
- AcquireTender and RFQ qualification
- AcquireTrigger monitoring on public record
- ManagementMeeting and account briefs
A number in this function we have already moved.
Success story / Machine toolsThe quotes were not lost on price. They were lost on silence.
Sales asked for more accounts. The larger leak was sitting in quotes that had already been issued, and nobody in the building could see it because the evidence was spread across three systems and one person's memory.
Read the success story