Hypotheses about what actually moves the motion
Group A
1.2
With CS handoff
119 records
Group B
3.8
No CS handoff
90 records
What this suggests
Customers who receive a structured post-close handoff are associated with significantly fewer early support tickets. This is one of the strongest cross-functional signals in the dataset.
What should change
Build and enforce a Post-Close Handoff process with a 24-hour SLA. The ticket reduction alone justifies the investment.
Linked processes
This is an association, not proof of causation. The pattern is strong, but always validate with operational context before acting.
Group A
59%
5+ activities per deal
178 records
Group B
34%
<5 activities per deal
257 records
What this suggests
Deals with more logged activities are associated with meaningfully higher win rates. If reps are under-engaging, pipeline outcomes will suffer.
What should change
Set a minimum activity standard per deal stage in the Engagement Gap Monitor process. Flag deals that fall below the threshold within 48 hours.
Linked processes
This is an association, not proof of causation. Use this to prioritise the process definition, not to claim strict causality.
Group A
56%
1+ meetings per deal
198 records
Group B
35%
Zero meetings
237 records
What this suggests
Deals that include at least one meeting close at higher rates than email-only deals. This likely reflects qualification quality — meetings force structured discovery that emails do not.
What should change
Require a discovery or qualification meeting before deals advance past the second pipeline stage. Track meeting count as a leading indicator of deal health.
Linked processes
This is an association, not proof of causation. Use this to prioritise the process definition, not to claim strict causality.
Group A
54%
≤2 days to first activity
185 records
Group B
41%
>2 days to first activity
250 records
What this suggests
Faster first contact is associated with higher win rates. The effect is modest but directional — speed signals intent and builds momentum.
What should change
Enforce a 4-hour speed-to-lead SLA with automated routing. Measure first-contact time as a process KPI, not just an activity metric.
Linked processes
This is an association, not proof of causation. Use this to prioritise the process definition, not to claim strict causality.
Group A
78
Above $45,000
165 records
Group B
42
Below $45,000
270 records
What this suggests
Larger deals take substantially longer to close. This is expected but means pipeline forecasts and stage timing assumptions need to account for deal size segmentation.
What should change
Segment pipeline reporting by deal size so cycle time benchmarks reflect deal complexity. Apply different stale-deal thresholds for large vs standard deals.
Linked processes
This is an association, not proof of causation. The pattern is strong, but always validate with operational context before acting.