Where the GTM motion breaks
Key leaks and handoff failures in the motion
22% of contacts are stuck with no stage change in 30+ days. Leads are entering the funnel but stalling before they reach MQL, meaning marketing effort is generating volume without progression.
8-day median handoff from MQL to SQL means qualified demand is sitting idle. Every day of delay reduces conversion probability and erodes the value of marketing spend.
Inbound demand is entering the system and leaking before sales ever touches it. Revenue that marketing paid to generate is being wasted by a broken routing or response process.
43% of closed-won deals have zero post-close activity. Revenue that took months to close is at retention risk from day one because CS is not picking up the relationship.
41% of tickets are raised in the first 90 days. New customers are hitting friction early, which signals broken onboarding and increases churn risk.