Q1-2026— how the operating model is drifting
Health
43.5
+25.5 since last quarter
On track
3
Improving or target met
Regressing
2
Moving away from target
Stalled
1
No meaningful change
New gaps
3
Detected this quarter
Engagement Gap Monitor
median max engagement gap days
Engagement Gap Monitor is moving toward the target. Baseline: 17, target: 9, current: 14.
Silent Deal Detection
zero activity deal rate
Silent Deal Detection is moving toward the target. Baseline: 11, target: 5, current: 6.
Dormant Form Review
dormant form rate
Dormant Form Review is moving toward the target. Baseline: 100, target: 50, current: 62.
Stuck Contact Reactivation
stuck contact rate
Stuck Contact Reactivation is moving away from the target. Baseline: 75, target: 38, current: 65.
Stale Deal Alert
stale deal percentage
Stale Deal Alert is moving away from the target. Baseline: 28, target: 10, current: 24.
Sales Tool Usage Nudge
sequence adoption rate
Sales Tool Usage Nudge is not showing meaningful change. Baseline: 4, target: 25, current: 8.
Issues that were not present in the previous extraction.
| Area | Metric | Severity | Note |
|---|---|---|---|
| Renewal pipeline visibility | 0% of renewals tracked in a dedicated pipeline | critical | No renewal pipeline exists. Renewals are managed ad hoc, making churn risk invisible until it is too late. |
| CS-to-sales feedback loop | Zero structured handbacks from CS to sales | significant | Expansion opportunities identified by CS have no formal path back to sales. Revenue is being left on the table. |
| Lead scoring decay | Lead scores unchanged for 85% of contacts in 60+ days | moderate | Lead scoring model has not been recalibrated since initial setup. Scores no longer reflect buying intent. |
All tracked process definitions with baseline, previous, current, and target values.
| Process | Metric | Baseline | Previous | Current | Target | Direction | Status |
|---|---|---|---|---|---|---|---|
| Stuck Contact Reactivation | stuck contact rate | 75 | 60 | 65 | 38 | ↑ | Regressing |
| Stale Deal Alert | stale deal percentage | 28 | 22 | 24 | 10 | ↑ | Regressing |
| Sales Tool Usage Nudge | sequence adoption rate | 4 | 8 | 8 | 25 | — | Stalled |
| Engagement Gap Monitor | median max engagement gap days | 17 | 15 | 14 | 9 | ↓ | Improving |
| Silent Deal Detection | zero activity deal rate | 11 | 8 | 6 | 5 | ↓ | Improving |
| Dormant Form Review | dormant form rate | 100 | 80 | 62 | 50 | ↓ | Improving |