Pipeline impact

These are the revenue outcomes that justify the discipline, and I connect every engineered play back to them. A list of high-intent accounts in a spreadsheet is not sourced pipeline until it is wired to a play that books a meeting.

Shape of it

Cost per opportunity, by motion

Illustrative (USD). Engineered plays lower cost per opp as volume scales on fixed tooling.

2 signals

SIG-01

Sourced pipeline

Pipeline value attributable to engineered plays.

sum of opp value where source = engineered play

The number that keeps the function funded.

SIG-02

Cost per opportunity

Fully-loaded system and tooling cost per opportunity created.

(tooling + data + sending) / opportunities created

The efficiency argument for automation over headcount; survives a budget review.

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