Pipeline impact
The revenue outcomes that justify the discipline. Connect every engineered play back to these two numbers.
2 metrics
- Sourced pipeline
- Pipeline value attributable to engineered plays.
- sum of opp value where source = engineered play
- The number that keeps the function funded.
- 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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