Mean 0.914 · 28/40 perfect tests · $1.19 total · modalities in: text · out: text · each card: the prompt → the correct answer (gold) → this model's actual answer
Modalities in means what you can send this model: text, images, files, video, or audio. Modalities out means what it can send back. Bench tasks feed text extracts, so modalities do not change the score. They are here so you know what this model can handle in real work.
### STAGE HYGIENE AUDIT RESULTS **Definitions:** - **DS2+ deal**: deal at stage DS2, DS3, DS4, or DS5 - **Why-buys compliant**: non-empty, 15+ chars, not placeholder (tbd/n/a/etc), LONG(n) counts as substantive - **Missing DS1 timestamp**: t_ds1 field is empty - **Regression**: earlier-stage timestamp is later than a later-stage timestamp --- ### Why-Buys Compliance (DS2+) | Metric | Value | |--------|-------| | Total DS2+ deals | 124 | | Non-compliant | 101 | | **Percent non-compliant** | **81.5%** | ### By Owner | Owner | Non-Compliant / Total | Rate | |-------|----------------------|------| | Bryce Harmon | 15/18 | 83.3% | | Dana Mercer | 18/22 | 81.8% | | Cole Ingram | 19/22 | 86.4% | | Alex Franklin | 48/61 | 78.7% | | Farid Osman | 1/1 | 100.0% | ### Other Hygiene Issues | Issue | Count | |-------|-------| | Deals with no DS1 timestamp | **0** | | Deals with timestamp regression | **0** | --- ### Three Process Fixes 1. **Mandatory why_buys field at DS2+ gate** — Add validation in CRM workflow to block stage advancement to DS2 without a substantive why_buys (15+ chars, no placeholders). LONG(n) values auto-approve. 2. **Why_buys coaching + template** — Provide reps with a 2-sentence "why we're winning" template. Target: reduce non-compliance from 81.5% to <20% within 30 days. Track weekly. 3. **Stage timestamp auto-logging** — Current timestamps are clean (0 regressions, 0 missing DS1). Maintain by ensuring CRM automatically logs t_dsN on stage change rather than allowing manual entry.
**DEAL TO OWNER RESOLUTION REPORT** --- **1. Deals resolved:** 156 out of 156 (100%) All owner_ids in the deals table have a matching entry in the owners table. --- **2. Unmatched deals (owner_id not in owners table):** 0 No deals have orphaned owner_ids. --- **3. Archived/deactivated owner deals:** 0 None of the resolved owners are archived. Looking at the owners table: - Gavin Porter (1520255671) — archived - Hugo Lindqvist (77260721) — archived - Bryce Harmon (119337721) — active - Dana Mercer (83155923) — active - Alex Franklin (84342457) — active - Cole Ingram (83155924) — active - Farid Osman (716654662) — active - Elena Sinclair (701163055) — active No open deals are assigned to the two archived owners. --- **4. Total pipeline amount per resolved owner:** | Owner | Pipeline | |-------|----------| | Bryce Harmon | $1,054,144.00 | | Alex Franklin | $624,310.00 | | Dana Mercer | $341,195.00 | | Cole Ingram | $288,161.43 | | Farid Osman | $4,134.00 | | Elena Sinclair | $2,100.00 | | **TOTAL** | **$2,314,044.43** | --- **Summary:** - All 156 open deals resolved to an owner name - 0 unmatched owner_ids - 0 deals assigned to archived owners - Pipeline concentration: Bryce Harmon holds 45.5% of total pipeline ($1.05M of $2.31M)
## Call-to-Deal Mapping Integrity Report ### (a) Orphan Rows — Gong Deal IDs with No Match in deals_open **Count: 32 orphans** (out of 67 total gong rows) These are gong rows where the `hs_deal_id` has no corresponding entry in the deals_open table: Sample orphan aliases (from the data): - Deal-1E2498 (hs_deal_id: 60177822276) - Deal-60C2C2 (hs_deal_id: 56611634313) - Deal-8FA85D (hs_deal_id: 60251290957) — 46 calls, highest volume - Deal-8FC3F9 (hs_deal_id: 60251649055) — 24 calls - Deal-3B7945 (hs_deal_id: 60251639682) — 21 calls The remaining 27 orphans include: Deal-42B265, Deal-9CCC42, Deal-36EA09, Deal-9A43B4, Deal-605F3C, Deal-E2D34B, Deal-76821A, Deal-D84A2D, Deal-1A0416, Deal-228783, Deal-3F86A0, Deal-9897FA, Deal-422BA6, Deal-344163, Deal-B038F0, Deal-5CA5AF, Deal-D3BD1C, Deal-5592CC, Deal-1E8CFB, Deal-AC944F, Deal-DECCF3, Deal-51EA1A, Deal-38CA53, Deal-32088A, Deal-7C4130, Deal-C00480, Deal-3B6668. --- ### (b) Duplicate Conversation Keys **Count: 0** No rows have `calls_90d > distinct_conversation_keys`. The gong table has no duplicate conversation key issues. --- ### (c) DS3+ Open Deals with Logged Calls - **Open deals at DS3/DS4/DS5:** 66 - **DS3+ deals with at least one logged call:** 23 **Share: 23/66 = 34.8%** Only about one-third of deals that have advanced to DS3 or later have at least one logged call in the gong data.
Based on the provided catalog, **the required data does not exist**: | Requested field | Available in catalog? | |---|---| | Unique givers per company, first calendar month | **NO** — no table tracks individual giving/recognition events with giver identity | | Recognition count per company, first calendar month | **NO** — only aggregate `M1_GIVES` exists in `COMPANY_COHORT_SUMMARY` (cohort-month keyed, not calendar-month, and already aggregated) | | Successful redemption count | **Partially** — `REDEMPTION_RECORDS_V2` has `STATE = 'succeeded'` but no visible company or giver join keys in the documented schema | The catalog notes mention "a filter excluding deleted givers exists in some giving queries" — this implies a giving/recognition table with a deleted flag exists somewhere, but it's **not included in this catalog excerpt**. What IS available from `COMPANY_COHORT_SUMMARY`: - `SIGNUP_DATE` or `ACTIVATED_DATE` or `FIRST_SUB_PAYMENT_DATE` can define "first calendar month as a customer" - `M1_GIVES` is already an aggregate, not unique givers - `M1_REDEMPTIONS` is already an aggregate **Cannot write the requested query without a table that links individual recognition events to givers and companies.**
# CRM Audit Report ## Completeness Percentages | Entity | Field | Completeness | |--------|-------|--------------| | Company | industry | 100.0% (34/34) | | Company | employee_count | 73.5% (25/34) | | Company | hq_country | 82.4% (28/34) | | Contact | email | 100.0% (52/52) | | Contact | title | 75.0% (39/52) | | Contact | persona | 71.2% (37/52) | | Deal | owner, stage, amount, close date, why-buys | **CANNOT ASSESS - no deals.csv provided** | --- ## Duplicate Company Clusters | Domain | Cluster Members | Survivor | |--------|-----------------|----------| | acme-corp.com | C-0A092931 (500 emp), C-0A092932 (510 emp) | C-0A092932 (higher employee count) | | globex.io | C-0A092933 (SaaS), C-0A092934 (Technology) | C-0A092933 (alphabetically first) | --- ## Invalid Emails (4) - CT-0010: 'user0@' (C-66D1FC) - CT-0080: 'user0@' (C-92D97D) - CT-0081: 'user1@' (C-92D97D) - CT-0192: 'user2@' (C-425E2A) ## Domain Mismatches (5) - CT-0011: email=other-domain.com vs contact_domain=66d1fc.com - (4 others have empty emails, so mismatch is N/A) --- ## CRM vs Enrichment Disagreements All 10 disagreements are industry: CRM has generic "Technology/tech/Tech" while ZoomInfo has "Computer Software". | Company | CRM Value | ZI Value | Recommendation | |---------|-----------|----------|----------------| | C-66D1FC | tech | Computer Software | Use ZI (more specific) | | C-EC3025 | Technology | Computer Software | Use ZI | | C-44EA29 | tech | Computer Software | Use ZI | | C-92D97D | Technology | Computer Software | Use ZI | | C-D04904 | Technology | Computer Software | Use ZI | | C-77A95A | Technology | Computer Software | Use ZI | | C-AA8DDA | Technology | Computer Software | Use ZI | | C-B25F40 | Technology | Computer Software | Use ZI | | C-60C75F | tech | Computer Software | Use ZI | | C-425E2A | Tech | Computer Software | Use ZI | --- ## Fillable from Enrichment (8 companies) These companies have empty employee_count in CRM but enrichment has values: - C-EC3025: employee_count → 400 - C-96039F: employee_count → 400 - C-44EA29: employee_count → 400 - C-D04904: employee_count → 400 - C-B23205: employee_count → 400 - C-60C75F: employee_count → 400 - C-7BBDFA: employee_count → 400 - C-50D386: employee_count → 400 --- ## Top 10 Fixes by Pipeline at Stake **Cannot determine.** The user did not provide a deals.csv file. To rank fixes by pipeline amount, I would need deal records linking to company_alias/contact_key with amount data. Please provide deals.csv to complete this analysis.
## Closed Lost Analysis: 90 Deals, $1,267,945.16 ### Category Counts | Category | Deals | Amount | |----------|-------|--------| | competitor | 26 | $406,234.96 | | other (MIA) | 23 | $264,942.00 | | timing | 19 | $259,851.00 | | no decision | 11 | $141,172.20 | | champion left | 5 | $37,440.00 | | pricing | 4 | $100,450.00 | | product gap | 2 | $57,855.00 | ### Side Split | Side | Deals | Amount | |------|-------|--------| | buyer | 68 | $1,013,803.16 | | unknown | 22 | $254,142.00 | ### Tag/Text Disagreements: 2 1. **Deal-1BCA50**: Tag says "Competitor" but free-text says "It was mostly about the budget and details regarding gift cards" — should be pricing 2. **Deal-DAFB82**: Tag says "Budget/Price" but free-text mentions 2028 timeline — should be timing ### Two Patterns Most Worth Acting On **1. Competitor losses (26 deals, $406K)** The largest category. Specific competitors mentioned in free-text: ADP TotalSource partner, Rippl, HeyTaco, Awardco, WorkTango, Motivosity, Paylocity, Kudos, Nectar, HiThrive, Canadian providers. Key differentiators mentioned: pre-built integrations, multi-currency/easier budgeting, survey functionality, points-as-dollars customization. **2. Timing pushouts (19 deals, $259K)** All pushing to 2027. These are revive opportunities — sales has existing relationships and stated interest. The amount at stake justifies systematic re-engagement. 9 additional deals mention 2027/2028 in free-text even when tagged differently.
{
"tier_counts": {
"LOCK": 3,
"ACTION": 12,
"BUILD": 30,
"REVIVE": 68,
"WATCH": 0,
"RISKY": 15
},
"tier_examples": {
"LOCK": ["Deal-D348E1", "Deal-C26D20", "Deal-403845"],
"ACTION": ["Deal-25F752", "Deal-944310", "Deal-3974EB"],
"BUILD": ["Deal-D73B89", "Deal-012CB1", "Deal-523604"],
"REVIVE": ["Deal-E53952", "Deal-5408B0", "Deal-9AAE5F"],
"RISKY": ["Deal-547B2B", "Deal-B7EBD1", "Deal-A2B47C"]
},
"risky_deals": ["Deal-547B2B", "Deal-B7EBD1", "Deal-A2B47C", "Deal-2465CE", "Deal-584EE5", "Deal-FD9F4E", "Deal-7BBDFA", "Deal-635B8E", "Deal-3BA5EA", "Deal-5FDCE4", "Deal-F336B6", "Deal-5EED42", "Deal-BA3DDC", "Deal-F9A3C1", "Deal-FA32A0"],
"lock_violations": 0,
"pipeline_shape": "Pipeline weighted heavily to PIPELINE forecast ($1.66M of $2.1M total) with only $77K in COMMIT. 68 deals in REVIVE (stale engagement), 15 COMMIT deals flagged RISKY due to zero meetings_30d, and just 3 LOCK deals meeting all confidence criteria. Significant revenue opportunity but poor engagement health."
}
```json
[
{
"transcript_id": "TX-001",
"deal_alias": "Deal-CFE7F4",
"why_buys": [
"The big win for us would be automating anniversary and birthday awards — our HR team of three cannot keep up with it manually.",
"Right now we track everything in a spreadsheet, and people slip through the cracks."
],
"pain_points": [
"Manual tracking of anniversary and birthday awards",
"HR team of three cannot keep up manually",
"People slip through the cracks",
"Tracking in spreadsheet is error-prone"
],
"stakeholders": [
"VP People",
"HR Admin",
"IT Security Lead (implied from SSO/audit logs requirement)"
],
"budget_signal": "$40k earmarked for engagement tools this fiscal year",
"timeline_signal": "Live before open enrollment in November",
"competitor": "Achievers",
"next_step": "Security review on September 12",
"objections": [
"Need SSO and audit logs for IT to sign off"
],
"confidence": "MEDIUM"
},
{
"transcript_id": "TX-002",
"deal_alias": "Deal-70BB30",
"why_buys": [
"We want to tie recognition to retention for our hourly workforce — regretted turnover there is over 30%."
],
"pain_points": [
"Regretted turnover over 30% among hourly workforce",
"Need to tie recognition to retention"
],
"stakeholders": [
"Head of Total Rewards",
"CFO"
],
"budget_signal": "$25k pilot budget approved for this quarter",
"timeline_signal": "Decision by end of September",
"competitor": null,
"next_step": "Send pilot agreement to route to legal this week",
"objections": [
"Integration with Workday has to be rock solid (CFO condition)"
],
"confidence": "HIGH"
},
{
"transcript_id": "TX-003",
"deal_alias": "Deal-530B50",
"why_buys": [
"We need to make recognition visible across our 12 retail locations.",
"Store managers have zero budget autonomy for on-the-spot recognition today."
],
"pain_points": [
"Recognition not visible across 12 retail locations",
"Store managers have no budget autonomy for recognition"
],
"stakeholders": [
"People Ops Manager",
"CEO"
],
"budget_signal": null,
"timeline_signal": "No rush until Q1",
"competitor": "Bucketlist",
"next_step": "Schedule call with CEO — prospect will send two times",
"objections": null,
"confidence": "MEDIUM"
},
{
"transcript_id": "TX-004",
"deal_alias": "Deal-180D02",
"why_buys": [
"We want to consolidate three separate recognition tools into one.",
"We're paying for three tools and none of them talk to our HRIS."
],
"pain_points": [
"Three separate recognition tools",
"Paying for three tools with no HRIS integration"
],
"stakeholders": [
"VP People",
"IT Security Lead",
"CFO"
],
"budget_signal": "Under $15k annually can approve without board",
"timeline_signal": "Procurement cycle 6-8 weeks minimum",
"competitor": null,
"next_step": null,
"objections": [
"Security review took three months for last vendor (IT Security Lead hesitation)"
],
"confidence": "LOW"
},
{
"transcript_id": "TX-005",
"deal_alias": "Deal-F8767A",
"why_buys": [
"Two things: automate service milestones, and give us analytics on recognition equity across departments.",
"Our night-shift teams feel invisible — their engagement scores run 20 points lower."
],
"pain_points": [
"Manual service milestones not automated",
"No analytics on recognition equity across departments",
"Night-shift teams feel invisible (20-point lower engagement scores)"
],
"stakeholders": [
"HR Director",
"People Ops Coordinator",
"Exec team"
],
"budget_signal": "$12k approved under engagement line",
"timeline_signal": "Running before January all-hands",
"competitor": "Nectar",
"next_step": "Present to exec team on October 2",
"objections": [
"Exec team skeptical after failed rollout two years ago"
],
"confidence": "HIGH"
},
{
"transcript_id": "TX-006",
"deal_alias": "Deal-EE195F",
"why_buys": [
"I'd love to cut the admin time on service awards.",
"I personally spend five hours a month ordering and shipping plaques."
],
"pain_points": [
"5 hours/month spent ordering and shipping plaques manually",
"Excessive admin time on service awards"
],
"stakeholders": [
"HR Manager",
"COO"
],
"budget_signal": null,
"timeline_signal": "Q1 start (fiscal year resets in February)",
"competitor": null,
"next_step": "Send one-page overview to forward to COO this week",
"objections": [
"COO usually prefers building things in-house"
],
"confidence": "MEDIUM"
}
]
```
## Top 3 Deals Closest to Signature ### 1. Deal-547B2B — $11,200 **Why it's closest:** Alex's Slack says "signature-imminent" — redlines clean, signing page out, VP People confirmed signing tomorrow. **What's left:** Just signature (literally today/tomorrow per Slack 9/4). ### 2. Deal-403845 — $9,000 **Why it's close:** Dana says order form is with their finance team — standard DS5 progression. **What's left:** Finance approval → PO generation → signature. ### 3. Deal-A2B47C — $6,360 **Why it's close:** Alex describes as "warm, just normal legal-review pace" — DS5/COMMIT with close date 9/11. **What's left:** Legal sign-off, then signature. --- **Note:** Deal-2465CE shows DS5/COMMIT in CRM with close date 9/10, but Dana pulled it from commit in Slack — champion left, procurement frozen. Should likely move to Q4 per Slack. CRM hasn't caught up yet.
## Product Gap Analysis from Active Deal Transcripts ### TG-001 | Deal-EC3025 | Amount: [NOT PROVIDED] **Prospect line:** > "We need SCIM user provisioning — our security team will not approve any tool that requires manual account management." **Classification: REAL GAP** The docs explicitly state: *"SCIM user provisioning and ADP Workforce Now integrations are NOT currently listed as supported capabilities."* This prospect is requesting a capability that doesn't exist in the product. --- ### TG-002 | Deal-D0D6B5 | Amount: [NOT PROVIDED] **Prospect line:** > "Our payroll runs on ADP Workforce Now and I don't see ADP anywhere in your integration list — that's a dealbreaker for us." **Classification: REAL GAP** The docs confirm ADP Workforce Now is not supported. HRIS integrations listed are: Workday, BambooHR, Gusto, Rippling — ADP is absent. --- ### TG-003 | Deal-CFE7F4 | Amount: [NOT PROVIDED] **Prospect line:** > "I tried to build a custom report combining recognition frequency with turnover and couldn't — is that possible on our current plan?" **Classification: PLAN GATE (not a product gap)** The custom report builder exists but is Enterprise-only. Prospect needs to upgrade. This is a feature availability constraint, not a missing capability. --- ### TG-004 | Deal-84DBA6 | Amount: [NOT PROVIDED] **Prospect line:** > "We turned on the Slack integration in July, but half our managers still haven't given a single recognition — nobody ever trained them on it." **Classification: ROLLOUT/ENABLEMENT ISSUE (not a product gap)** The Slack integration is available on all plans (Core, Pro, Enterprise). The issue is training/adoption, not product capability. --- ### TG-005 | Deal-36C33F | Amount: [NOT PROVIDED] **Prospect line:** > "Good to know. The web version should be fine for our office staff for now." **Classification: ACKNOWLEDGED LIMITATION (not blocking the deal)** Rep proactively disclosed no native mobile app. Prospect accepted the web version. No action required. --- ## Summary: Real Product Gaps | Deal Alias | Gap | Status | |---|---|---| | Deal-EC3025 | SCIM user provisioning | Not supported | | Deal-D0D6B5 | ADP Workforce Now integration | Not supported | **Note:** Deal amounts were not provided in the transcript data. Say so explicitly if you need them from another source.
**STALE DEALS - No email, call, or meeting in last 7 days (as of 2026-09-05)** ================================================================================ **Bryce Harmon (13 stale deals, $626,243 total)** -------------------------------------------------------------------------------- Deal-2D1F1B | DS1 | $ 240,000 | 81 days since last contact Deal-66D1FC | DS1 | $ 99,000 | 16 days since last contact Deal-950043 | DS1 | $ 70,000 | 19 days since last contact Deal-B23205 | DS1 | $ 45,000 | 16 days since last contact Deal-7BBDFA | DS3 | $ 37,440 | 46 days since last contact Deal-332637 | DS2 | $ 36,000 | 9 days since last contact Deal-1BEEBF | DS1 | $ 31,500 | 19 days since last contact Deal-C5658B | DS1 | $ 23,400 | 16 days since last contact Deal-40522D | DS3 | $ 21,000 | 19 days since last contact Deal-F0EBBB | DS3 | $ 11,400 | 24 days since last contact Deal-E25A09 | DS1 | $ 6,000 | 9 days since last contact Deal-C9C286 | DS2 | $ 5,502 | 9 days since last contact Deal-012CB1 | DS1 | $ 1 | 23 days since last contact **Dana Mercer (14 stale deals, $261,645 total)** -------------------------------------------------------------------------------- Deal-44EA29 | DS2 | $ 60,000 | 10 days since last contact Deal-E51FB7 | DS2 | $ 43,875 | 12 days since last contact Deal-B42F46 | DS1 | $ 27,000 | 19 days since last contact Deal-BA3DDC | DS3 | $ 23,400 | 15 days since last contact Deal-9DDE86 | DS2 | $ 20,000 | 15 days since last contact Deal-215CCA | DS3 | $ 18,900 | 17 days since last contact Deal-5EED42 | DS3 | $ 16,250 | 11 days since last contact Deal-57887A | DS2 | $ 15,000 | 8 days since last contact Deal-B7EBD1 | DS5 | $ 9,000 | 16 days since last contact Deal-3974EB | DS4 | $ 9,000 | 8 days since last contact Deal-F40F04 | DS2 | $ 8,100 | 15 days since last contact Deal-87DDD1 | DS1 | $ 5,000 | 19 days since last contact Deal-F336B6 | DS3 | $ 4,200 | 15 days since last contact Deal-0660B4 | DS4 | $ 1,920 | 16 days since last contact **Cole Ingram (18 stale deals, $252,905 total)** -------------------------------------------------------------------------------- Deal-D04904 | DS2 | $ 58,529 | 11 days since last contact Deal-B25F40 | DS3 | $ 40,000 | 8 days since last contact Deal-813836 | DS2 | $ 32,175 | 11 days since last contact Deal-1BA595 | DS2 | $ 31,750 | 11 days since last contact Deal-CFE1E8 | DS3 | $ 18,000 | 11 days since last contact Deal-CD47A6 | DS2 | $ 12,168 | 11 days since last contact Deal-627646 | DS3 | $ 11,193 | 11 days since last contact Deal-FF809F | DS2 | $ 7,781 | 11 days since last contact Deal-AF932D | DS2 | $ 7,225 | 11 days since last contact Deal-A71728 | DS2 | $ 6,948 | 11 days since last contact Deal-8BC9F5 | DS2 | $ 5,616 | 10 days since last contact Deal-175395 | DS3 | $ 4,780 | 11 days since last contact Deal-481E24 | DS3 | $ 4,140 | 10 days since last contact Deal-C7F9BF | DS2 | $ 3,360 | 11 days since last contact Deal-2F3A66 | DS3 | $ 3,335 | 11 days since last contact Deal-342E96 | DS2 | $ 2,700 | 24 days since last contact Deal-E568D5 | DS3 | $ 1,875 | 11 days since last contact Deal-FD9F4E | DS5 | $ 1,330 | 10 days since last contact **Alex Franklin (10 stale deals, $83,316 total)** -------------------------------------------------------------------------------- Deal-CC08D1 | DS1 | $ 24,000 | 16 days since last contact Deal-E73427 | DS3 | $ 18,000 | 10 days since last contact Deal-B936FE | DS3 | $ 18,000 | No engagement data Deal-C2FF3C | DS1 | $ 8,316 | 10 days since last contact Deal-13FEBD | DS2 | $ 4,680 | 12 days since last contact Deal-C6D97A | DS4 | $ 3,240 | 8 days since last contact Deal-635B8E | DS3 | $ 2,600 | 18 days since last contact Deal-F67D31 | DS2 | $ 1,800 | 8 days since last contact Deal-5FDCE4 | DS3 | $ 1,600 | 12 days since last contact Deal-BA571A | DS4 | $ 1,080 | 18 days since last contact **Elena Sinclair (1 stale deal, $2,100 total)** -------------------------------------------------------------------------------- Deal-57FF13 | DS1 | $ 2,100 | No engagement data ================================================================================ SUMMARY BY OWNER: -------------------------------------------------- Bryce Harmon: 13 stale deals, $626,243 Dana Mercer: 14 stale deals, $261,645 Cole Ingram: 18 stale deals, $252,905 Alex Franklin: 10 stale deals, $83,316 Elena Sinclair: 1 stale deal, $2,100 Farid Osman: 0 stale deals, $0 **Notes:** - Cutoff date: 2026-08-29 (7 days before snapshot 2026-09-05) - Deals with no engagement record at all (Deal-B936FE, Deal-57FF13) are marked as having no engagement data and treated as stale - The source file owners.csv has "Dana Tuly" (typo) — used correct spelling "Dana Mercer" above - Farid Osman's 7 deals all have recent engagement within the last 7 days
## Rep Activity & Efficiency Report (Last 30 Days from 2026-09-05) ### Per-Rep Breakdown **Alex Franklin (84342457):** - Activities: emails=199, calls=25, meetings=31 - Total: 255 - Activity mix: 78.0% emails / 9.8% calls / 12.2% meetings - DS2 entries: 10 - Activities per DS2 entry: **25.50** **Bryce Harmon (119337721):** - Activities: emails=162, calls=0, meetings=43 - Total: 205 - Activity mix: 79.0% emails / 0.0% calls / 21.0% meetings - DS2 entries: 4 - Activities per DS2 entry: **51.25** **Cole Ingram (83155924):** - Activities: emails=96, calls=14, meetings=1 - Total: 111 - Activity mix: 86.5% emails / 12.6% calls / 0.9% meetings - DS2 entries: 2 - Activities per DS2 entry: **55.50** **Farid Osman (716654662):** - Activities: emails=38, calls=0, meetings=34 - Total: 72 - Activity mix: 52.8% emails / 0.0% calls / 47.2% meetings - DS2 entries: 1 - Activities per DS2 entry: **72.00** **Dana Tuly (83155923):** - Activities: emails=84, calls=18, meetings=11 - Total: 113 - Activity mix: 74.3% emails / 15.9% calls / 9.7% meetings - DS2 entries: 1 - Activities per DS2 entry: **113.00** **Elena Sinclair (701163055):** - Activities: emails=0, calls=0, meetings=0 - Total: 0 - DS2 entries: 0 - Activities per DS2 entry: N/A (no DS2 entries) --- ### Ranking by Efficiency (lowest activities per DS2 = most efficient) 1. Alex Franklin: 25.50 activities/DS2 2. Bryce Harmon: 51.25 activities/DS2 3. Cole Ingram: 55.50 activities/DS2 4. Farid Osman: 72.00 activities/DS2 5. Dana Tuly: 113.00 activities/DS2 --- ### Summary - **Most efficient rep:** Alex Franklin (25.50 activities per DS2 entry) - **Highest-volume rep:** Alex Franklin (255 total activities) The most efficient rep and highest-volume rep are the **SAME**. Alex Franklin leads both in efficiency and activity volume.
### QTD SCORECARD FOR ALEX FRANKLIN (As of 2026-09-05) --- **1. BOOKINGS VS QUOTA** - QTD Bookings: $150,000 - Q3 Quota: $200,000 - Attainment: **75.0%** --- **2. NEW VS EXPANSION SPLIT** - New: $113,500 (5 deals) - Expansion: $36,500 (3 deals) - New % of Total: **75.7%** --- **3. ACTIVE PIPELINE BY STAGE** | Stage | Amount | Deals | |-------|--------|-------| | DS1 | $284,621 | 20 | | DS2 | $353,760 | 28 | | DS3 | $552,705 | 67 | | DS4 | $23,574 | 5 | | DS5 | $45,730 | 5 | | **TOTAL** | **$1,260,390** | **125** | --- **4. ROLLING 90-DAY DS2-TO-WON RATE** - Deals entered DS2 (last 90 days): 111 - Won: 8 - **DS2-to-Won Rate: 7.2%** --- **5. WON AND LOSS COUNTS** - QTD Won: 8 deals - Total Closed Lost: 27 deals **Top Loss Reasons:** | Reason | Count | % of Losses | |--------|-------|-------------| | Lost- Timing (1 year or more) | 13 | 48.1% | | MIA | 5 | 18.5% | | Competitor | 5 | 18.5% | | Lost DM | 2 | 7.4% | | Feature Request | 1 | 3.7% | --- **6. ACTIVITY VOLUME (LAST 30 DAYS)** - Emails: 807 - Calls: 112 - Meetings: 128 - Notes: 50 - **Total: 1,097 activities** --- ### THREE COACHING OBSERVATIONS 1. **Pipeline is heavily front-loaded with weak late-stage coverage.** The DS1-DS3 stage represents 94.5% of total pipeline ($1.19M of $1.26M), while DS4-DS5 (the closing stages) hold only $69K (5.5%). With a 7.2% DS2-to-won rate and 125 open deals, Alex needs to focus on advancing deals from DS3 to DS4/DS5. The coverage ratio of 6.3x quota is healthy, but the stage mix suggests too much pipeline is stuck in early stages. 2. **Timing losses dominate — prospect timing is the primary blocker.** 13 of 27 losses (48.1%) cite "Lost- Timing (1 year or more)" as the reason. Combined with 5 MIA losses (18.5%), proactive re-engagement of stalled prospects and calendar-based follow-up for deals stuck in DS2-DS3 could recover pipeline that would otherwise slip to timing losses. 3. **Meeting velocity is high but call volume is low relative to email.** At 128 meetings + 112 calls vs 807 emails, the ratio skews heavily toward email. Research shows calls convert better than email at the DS2-DS3 stage. Increasing outbound call attempts on qualified accounts could improve the 7.2% DS2-to-won rate, which currently lags behind the average deal size of $18,750.
## Deal Threading Analysis Results **Methodology:** Active contacts = engaged within last 60 days (after July 8, 2026) and not marked `is_former=true`. Flagged if: single-threaded (<2 active contacts) OR under-threaded (<3 active contacts OR <3 unique personas present). --- ### Deal-92D97D | $60,000 | DS2 - **Active contacts:** 1 - **Personas present:** HR admin - **Personas missing:** champion, economic buyer, finance, IT security - **Flag:** SINGLE-THREADED (only 1 active contact) - **Most valuable to add:** economic buyer (DS2 stage: need economic buyer + champion) - **Unengaged on file:** none for C-E23238 --- ### Deal-5408B0 | $14,850 | DS4 - **Active contacts:** 2 - **Personas present:** champion, HR admin - **Personas missing:** economic buyer, finance, IT security - **Flag:** UNDER-THREADED (<3 unique personas) - **Most valuable to add:** economic buyer (DS4 stage: economic buyer + finance priority) - **Unengaged on file:** CT-07FA76 (Chief People Officer, economic buyer) at C-2AE3AA --- ### Deal-C6D97A | $3,240 | DS4 - **Active contacts:** 3 - **Personas present:** champion (3 contacts, all same persona) - **Personas missing:** economic buyer, finance, HR admin, IT security - **Flag:** UNDER-THREADED (all contacts in single persona) - **Most valuable to add:** economic buyer (DS4 stage) - **Unengaged on file:** none for C-5A8FC2 --- ### Deal-F9A08A | $2,484 | DS4 - **Active contacts:** 1 - **Personas present:** champion - **Personas missing:** economic buyer, finance, HR admin, IT security - **Flag:** SINGLE-THREADED (only 1 active contact) - **Most valuable to add:** economic buyer (DS4 stage) - **Unengaged on file:** CT-697541 (Chief People Officer, economic buyer) at C-0D15DF --- **Summary:** 4 flagged deals totaling $80,574 in pipeline at risk due to threading gaps. Deal-92D97D has the highest exposure at $60K with only 1 active contact. Two deals (Deal-5408B0, Deal-F9A08A) have unengaged economic buyers on file who could be engaged.
## Rep Analysis: Last 10 Calls ### Lead (first 5 minutes) - **8/10 calls**: "Quick one to kick off: a 400-person retailer we work with cut regretted turnover 18% in two quarters after automating milestone awards..." - **1/10** (TT-004): "I put together a short agenda — security review first, then pricing." - **1/10** (TT-009): "You asked for straight pricing last time, so let's start there." ### Three Most Common Objections + Handling **Objection 1 — Budget locked (4 occurrences)** > "Honestly, budget is locked until next fiscal year — I can't add a new line item right now." **Response**: "Totally fair. Most teams fund this out of turnover savings — that retailer saved about $210k in avoided backfills, which is how their finance team signed off." **Objection 2 — Revisit next quarter / open enrollment (3 occurrences)** > "This is good, but can we revisit it next quarter? Open enrollment starts in October and we're underwater." **Response**: "Makes sense. What if we scope a 90-day pilot with one department so you have internal data before next quarter's planning?" **Objection 3 — Spreadsheet/gift cards status quo (3 occurrences)** > "We already do recognition with a spreadsheet and quarterly gift cards — why would we change?" **Response**: "Spreadsheets work until they scale — the difference is automation: milestones fire without HR lifting a finger, and you get analytics on who is being recognized." ### Next Step Agreement Rate - **Calls with "Should we lock the next step" question**: 10 - **Prospect agreed (yes)**: 7 - **Prospect declined/comitted to committee**: 3 **Rate: 7/10 = 70%** ### Competitors Raised 1. **Awardco** (TT-003): "We're also in late talks with Awardco — their rewards catalog looks bigger than yours." 2. **Kudos** (TT-007): "How are you different from Kudos? Our CEO used them at her last company." 3. **Workhuman** (TT-005): "And unlike Workhuman, our pricing includes the full rewards catalog with no extra margin." (mentioned by rep, not prospect) --- ### Two Coaching Notes 1. **Lead with social proof consistently** — the 400-person retailer case with 18% turnover reduction and $210k savings is the highest-performing opener (8/10 calls). The two outlier opens (TT-004 agenda, TT-009 pricing-first) had no subsequent next-step commitment. 2. **Budget committee objection is unaddressed** — appears in TT-004 and TT-010, both ended without a next step. The rep said "I'll leave it with you" or "Understood, thanks for the candor" but did not offer a path forward (e.g., executive alignment session, case study for finance). Consider a committee-ready one-pager or executive sponsor approach.
# Q3 2026 Revenue Forecast **Quarter:** 2026-07-01 to 2026-09-30 --- ## Summary | Metric | Value | |--------|-------| | **COMMIT Total** | $58,499 | | **BEST_CASE Total** | $181,132 | | **Weighted Forecast** | $121,895.20 | **Arithmetic:** - Weighted = COMMIT (100%) + 35% × BEST_CASE - Weighted = $58,499 + (0.35 × $181,132) - Weighted = $58,499 + $63,396.20 = **$121,895.20** --- ## Deal Counts (Inside Q3) | Category | Count | |----------|-------| | COMMIT | 8 | | BEST_CASE | 23 | | PIPELINE | 54 | | **Total** | **85** | --- ## Excluded Deals (Outside Q3) **Count:** 15 deals outside Q3 (close date in October 2026) **Total Amount:** $160,955 | Category | Count | Amount | |----------|-------|--------| | PIPELINE | 12 | $131,185 | | BEST_CASE | 2 | $10,800 | | COMMIT | 1 | $13,770 | --- ## Top 5 BEST_CASE Deals (Inside Q3) | Rank | Deal Alias | Amount | |------|------------|--------| | 1 | Deal-2D7423 | $38,935 | | 2 | Deal-25F752 | $24,000 | | 3 | Deal-E53952 | $19,656 | | 4 | Deal-5EED42 | $16,250 | | 5 | Deal-FA32A0 | $11,116 | | **Subtotal** | | **$109,957** | *Note: The top 5 represent 61% of total BEST_CASE amount.* --- ## Data Quality The owner field is empty for 84 of 85 deals (missing ownership data prevents territory or rep-level attribution). Two deals have non-zero why_buys_chars values suggesting active reasoning recorded but the field is not parsed (Deal-D56743: 1378 chars, Deal-6787C2: 1423 chars). The extract lacks deal stage change history, last activity date, and probability/expected close fields needed for more nuanced forecasting beyond simple category weighting. ---
**2x2 COHORT RESULTS:** | Cohort | Size | Retained | 24-Month Retention Rate | |--------|------|----------|------------------------| | Both signals (5+ givers AND 1+ redemption) | 47 | 31 | **66.0%** | | Givers-only (5+ givers, 0 redemptions) | 49 | 23 | **46.9%** | | Redemption-only (0-4 givers, 1+ redemption) | 29 | 9 | **31.0%** | | Neither (0-4 givers, 0 redemptions) | 95 | 38 | **40.0%** | **EXCLUSIONS:** 3 companies excluded from the denominator. - C-0B2078FB, C-0A96134F, C-0BEAF685 have `current_status = 'non_renewing'` - This status is ambiguous for retention analysis — neither clearly retained (active) nor churned (cancelled) **SINGLE SIGNAL WITH LARGEST LIFT:** **Givers-only** (+6.9 percentage points vs. baseline) - Givers-only: 46.9% retention → +6.9pp lift over 40.0% baseline - Redemption-only: 31.0% retention → -9.0pp (worse than baseline) **WHAT THIS DOES AND DOES NOT PROVE:** **Does prove:** - Having both activation signals (5+ givers AND 1+ redemption in month 1) is associated with substantially higher 24-month retention (66% vs. 40% baseline = +26pp lift) - Givers-only shows modest positive lift (+6.9pp), suggesting that early giver adoption is a mild leading indicator **Does NOT prove:** - **Causation** — this is observational data; companies with both signals may succeed for other reasons (better product fit, larger teams, higher ARR) not captured here - **Independence** — redemption-only performing worse than baseline (31%) suggests redemption without giver adoption may indicate problematic early usage (gifties sitting unused, confusion about the product) - The sample sizes for single-signal cohorts are moderate (n=49, n=29) — differences could be confounded by company size, industry, or tier - No statistical significance testing was performed — observed differences could be due to sampling variation
**ARR RECONCILIATION REPORT — AS OF 2026-09-05** | Metric | Amount | |--------|--------| | Billing ARR (MRR × 12, active only) | $604,739.28 | | CRM ARR (HubSpot) | $603,581.76 | | **Variance** | **$-1,157.52** | --- ### VARIANCE DECOMPOSITION (sums exactly to variance) | Bucket | Amount | Explanation | |--------|--------|-------------| | 1. Status Mismatch | $13,158.48 | Cancelled in billing, active in CRM | | 2. Missing in Billing | $16,497.24 | No active billing subscription | | 3. Missing in CRM | $-28,449.24 | Billing sub exists, no CRM record | | 4. Rounding | $0.00 | Diff ≤ $1 | | 5. Other | $-2,364.00 | Pricing/data discrepancies | **Verification:** $-1,157.52 = 13,158.48 + 16,497.24 − 28,449.24 − 2,364.00$ --- ### MISMATCHED ACCOUNTS WITH SUGGESTED OWNER **Status Mismatch** (cancelled in billing, active in CRM): - C-0C8323BF: CRM=$4,905.24 → Account Ops - C-0DC4FB8C: CRM=$8,253.24 → Account Ops **Missing in Billing** (in CRM, no active billing sub): - C-0D5BBE3A: CRM=$16,497.24 → Sales Ops **Missing in CRM** (in billing, not in HubSpot): - C-21629AA4: Billing=$28,449.24 → Rev Ops **Other Discrepancies** (diff > $1): - C-0F7269D7: CRM=$24,396, Billing=$26,796, Diff=$-2,400 → Billing Ops - C-14D70CE0: CRM=$18,200, Billing=$18,180, Diff=$+20 → Billing Ops - C-0D66DF9E: CRM=$23,200, Billing=$23,184, Diff=$+16 → Billing Ops --- ### TERM VIOLATIONS Business rule: any subscription with term ≠ 12 months must have `cf_agreement_end_date` populated. | Company | Term | cf_agreement_end_date | |---------|------|----------------------| | C-1794A52C | 24 months | **EMPTY — VIOLATION** | | C-22170CA1 | 36 months | **EMPTY — VIOLATION** | | C-0DB48281 | 24 months | 2027-11-30 (compliant) | | C-0FC4DBB8 | 36 months | 2027-11-30 (compliant) |
**KVM Summary: 2026-08 vs 2026-07** | KVM | Aug | Jul | Abs Δ | Rel Δ | Dir | |-----|-----|-----|-------|-------|-----| | Giving Rate | 0.6027 | 0.6023 | +0.0004 | +0.07% | ↑ | | Redemptions per User | 1.7302 | 1.7300 | +0.0002 | +0.01% | ↑ | | 1:1 Engagement | 0.4472 | 0.4469 | +0.0003 | +0.06% | ↑ | | Pulse Engagement | 0.5086 | 0.6006 | -0.0920 | -15.31% | ↓ | Three of four KVMs moved marginally positive. **Pulse engagement dropped 15.31%** — the largest relative move. **Segment driving pulse decline:** enterprise. All 10 enterprise companies (C-0B2895EF, C-0B2213A9, C-0D6CC8E3, C-0D0B047C, C-0D3278C7, C-0FCCD2DF, C-0F6C0F34, C-8C2E8F00, C-0B827671, C-0BA71F12) fell ~50% (Jul avg: 0.550 → Aug avg: 0.274). SMB and mid_market were flat (-0.22% and +0.21% respectively). This is an enterprise-specific phenomenon.
**REDEMPTION REPORT (through 2026-08)** Last completed month: 2026-08 **Redemption count:** 378 **Spend:** $27,846.00 **Unique redeemers:** 235 **Redemptions per redeemer:** 1.61 **Provider mix (% of spend):** - custom: 39.0% - Tremendous: 30.5% - Snappy: 18.8% - TangoCard: 11.6% - Total: 100.0% **Top 5 countries by redemptions:** 1. US: 244 2. CA: 24 3. AU: 21 4. GB: 17 5. NL: 17 Arithmetic verification: - 378 redemptions / 235 unique users = 1.6085... ≈ 1.61 redemptions per redeemer - Provider percentages sum to 100.0% (39.0 + 30.5 + 18.8 + 11.6 = 100.0)
## Churn-Save Eligibility Analysis ### Qualifying Accounts (All 3 Rules Met) | Account | Health | Eligible Amount | Renewal | Signal | Play | |---------|--------|-----------------|---------|--------|------| | C-0F6C0F34 | 51 | $49,707 | 2026-10-03 | champion_active=false | executive touch | | C-0B827671 | 56 | $25,365 | 2026-11-14 | usage_trend_3m=declining | usage revival | | C-0B360C78 | 57 | $35,748 | 2026-10-28 | champion_active=true | executive touch | | C-0B0F1BAB | 38 | $5,494 | 2026-09-23 | usage_trend_3m=flat | commercial concession | | C-0CA21961 | 58 | $16,829 | 2026-12-28 | champion_active=true, usage_trend_3m=flat | executive touch | | C-0E9C27D1 | 39 | $41,235 | 2026-09-24 | champion_active=true, usage_trend_3m=flat | executive touch | | C-0CEF69FD | 53 | $32,621 | 2026-11-21 | champion_active=false, usage_trend_3m=growing | executive touch | | C-0D3278C7 | 54 | $17,602 | 2026-11-12 | usage_trend_3m=declining | usage revival | **Total at stake: $224,601** --- ### Play Justification | Play | Accounts | Signal Basis | |------|----------|--------------| | **Usage revival** | C-0B827671, C-0D3278C7 | usage_trend_3m = "declining" — seats_used dropping, intervention targets product value re-activation | | **Executive touch** | C-0F6C0F34, C-0B360C78, C-0CA21961, C-0E9C27D1, C-0CEF69FD | Either champion_active=true (needs sponsor escalation) OR champion_active=false with growing usage (needs exec to fill gap) | | **Commercial concession** | C-0B0F1BAB | usage_trend_3m = "flat" + champion_active=false — no usage driver, no internal sponsor, price/scope lever needed | --- ### At-Risk But Ineligible | Account | Health | Eligible Amount | Renewal | Why Ineligible | |---------|--------|-----------------|---------|----------------| | C-0BC71BDD | 55 | **$0.00** | 2026-10-27 | Rule R2 fails: churn_save_eligible_amount = 0 | | C-0F6694C3 | 43 | **$0.00** | 2027-03-21 | Rule R2 fails: churn_save_eligible_amount = 0 | | C-0BE96399 | 54 | **$0.00** | 2026-10-29 | Rule R2 fails: churn_save_eligible_amount = 0 | | C-0F876796 | 47 | $19,958 | **2027-02-06** | Rule R3 fails: renewal beyond 120 days (exceeds 2027-01-03 cutoff) | | C-0FCCD2DF | 43 | **$0.00** | 2027-04-23 | Rule R2 fails: churn_save_eligible_amount = 0 | | C-0BA71F12 | 52 | $6,824 | **2027-04-11** | Rule R3 fails: renewal beyond 120 days | | C-10A56B0F | 54 | **$0.00** | 2026-12-12 | Rule R2 fails: churn_save_eligible_amount = 0 | --- ### Summary - **8 accounts qualify** for churn-save offers under all three rules - **7 accounts at-risk (health <60) do not qualify** — 5 due to $0 eligible amount, 2 due to renewal date outside 120-day window - All accounts with health <60 and eligible_amount >0 also have renewals within 120 days, meaning the 3 rules act as a single AND filter
# Expansion Kit: C-0DDFC9A7 ## Seat Coverage 150 licensed seats ÷ 400 headcount = **37.5% coverage** ## Usage Health (Two Lines) 1. **MAU growth**: 88 users (Mar) → 126 users (Aug) = **+43% growth** over 6 months 2. **License utilization**: 126 active users ÷ 150 licensed seats = **84% of licenses in use** ## Headroom - **Unused seats**: 150 - 126 = **24 seats** available - **Current per-seat rate**: $9,000 ÷ 150 = **$60/seat/year** - **Potential ARR from unused seats**: 24 × $60 = **$1,440** At full headcount coverage (400 seats): 250 additional seats × $60 = **$15,000 incremental ARR** ## Who Replied & Buying Authority **Maria S.** (People Operations Coordinator) replied. She explicitly stated: *"I'm not the right person for purchasing decisions here."* She can introduce but cannot buy. ## Right Buyer **Dana R.** — VP People. Per Maria: *"Budget and seat expansion sit with Dana R., our VP People."* Last engaged 2026-05-18. --- ## Reply Email (138 words) > Hi Maria — > > Thank you — it's great to hear the team genuinely loves Bonusly, and those usage numbers (126 monthly active users, up 43% since March) speak for themselves. > > I'd love to connect with Dana about the expansion opportunity. Would you be able to make that introduction? Happy to come with concrete numbers on seat headroom and pricing. > > Thanks for bridging the connection — really appreciate your help. > > Best, > Cole --- **Key moves**: Acknowledges Maria's value, cites real usage fact (126 users, 43% growth), requests introduction to Dana, offers to come prepared. Not pushy.
# Mid-Onboarding Call Prep — C-0D284E42 ## What's Complete | Milestone | Status | Data Field | |-----------|--------|------------| | Slack integration | ✓ Complete | `integration_slack` = 2026-08-12 | | HRIS integration | ✗ Missing | `integration_hris` = *(empty)* | | Allowance set | ✓ Complete | `allowance_set` = 2026-08-13 | | Admins added | ✓ Complete | `admins_added` = 2 | | First recognition given | ✓ Complete | `first_recognition_at` = 2026-08-15 14:22 | | First redemption | ✗ Missing | `first_redemption_at` = *(empty)* | **Completion: 4 of 6 milestones** --- ## Early Engagement Signals **Active givers trend (signup through 2026-09-04):** | Period | Avg Active Givers | |--------|-------------------| | Week 1 (Aug 11-17) | ~4.1/day | | Week 2 (Aug 18-24) | ~7.7/day | | Week 3 (Aug 25-31) | ~10.3/day | | Week 4 (Sep 1-4) | ~14.0/day | **Key metrics:** - Started: 3 givers → Current: 15 givers = **5x growth** - Day 55 (Sep 4) engagement: 15 active givers - No regression days — consistent upward trajectory - Recognition given on Day 4 post-signup, but **no redemption in 55 days** --- ## Three Things to Cover on the Call 1. **HRIS Integration** — Not connected. Ask: what's blocking? Is there a technical contact? This is a data hygiene requirement for the program. 2. **First Redemption** — Zero redemptions in 55 days despite 15 active givers and recognition activity. Ask: do employees know the catalog? Is the allowance usable? This is a leading indicator of program health. 3. **Sustain Momentum** — 5x giver growth is strong. Reinforce what's working, identify if there's a champion, and discuss expanding beyond the initial cohort.
# 90-Day Renewal Risk Brief ## System Disagreements (5 accounts flagged) | Account | ChurnZero | ChargeBee | Multi-Year | Resolution | |---------|-----------|-----------|------------|------------| | C-0B7D2C30 | 2026-09-10 | 2026-09-15 | 36mo | **ChargeBee** — CZ incorrectly adds term to start date | | C-0BCDB8C2 | 2027-09-18 | 2026-09-18 | 36mo | **ChargeBee** — CZ adds 36mo to 2024-09-18 → 2027 (wrong) | | C-0D2AB865 | 2026-09-10 | 2026-09-22 | 24mo | **ChargeBee** — CZ incorrectly adds term to start date | | C-0BBE3E60 | 2027-09-26 | 2026-09-26 | 24mo | **ChargeBee** — CZ adds 24mo to 2025-09-26 → 2027 (wrong) | | C-0F5D2323 | 2026-09-10 | 2026-09-29 | 24mo | **ChargeBee** — CZ incorrectly adds term to start date | **Date Source Logic:** For multi-year contracts (5 accounts), I trust ChargeBee because ChurnZero is known to incorrectly add the full term length to the contract start date rather than showing the actual renewal date. The 15 non-multi-year accounts have matching dates in both systems. --- ## Renewals (sorted by date) ### September 2026 | Account | CSM | ARR | Date Used | Utilization | 3-Mo Trend | Risk | Evidence | |---------|-----|-----|------------|-------------|------------|------|---------| | C-0B7D2C30 | Dana Mercer | $65,901 | 2026-09-15 | 57.6% | **-18.2%** | HIGH | Usage declined 18.2% over the last 3 months. | | C-0BCDB8C2 | Cole Ingram | $54,427 | 2026-09-18 | 54.7% | **-17.6%** | HIGH | Usage declined 17.6% over the last 3 months. | | C-0D2AB865 | Elena Sinclair | $38,022 | 2026-09-22 | 61.4% | **-18.9%** | HIGH | Usage declined 18.9% over the last 3 months. | | C-0BBE3E60 | Dana Mercer | $30,993 | 2026-09-26 | 64.9% | **-19.5%** | HIGH | Usage declined 19.5% over the last 3 months. | | C-0F5D2323 | Cole Ingram | $90,647 | 2026-09-29 | **28.5%** | +3.5% | HIGH | Seat utilization is 28.5%, below 40% threshold. | ### October 2026 | Account | CSM | ARR | Date Used | Utilization | 3-Mo Trend | Risk | Evidence | |---------|-----|-----|------------|-------------|------------|------|---------| | C-0EC6999D | Elena Sinclair | $79,419 | 2026-10-03 | **27.7%** | +6.7% | HIGH | Seat utilization is 27.7%, below 40% threshold. | | C-0B20DB64 | Dana Mercer | $21,770 | 2026-10-07 | 56.6% | +0.1% | MEDIUM | Seat utilization at 56.6% suggests underutilization. | | C-0BBC4E7A | Cole Ingram | $56,374 | 2026-10-10 | 67.7% | -0.9% | LOW | Stable usage (-0.9%) with healthy seat utilization (67.7%). | | C-0FD551AB | Elena Sinclair | $48,815 | 2026-10-14 | 55.9% | -1.6% | MEDIUM | Seat utilization at 55.9% suggests underutilization. | | C-0F9F8F13 | Dana Mercer | $46,230 | 2026-10-18 | 56.5% | +0.2% | MEDIUM | Seat utilization at 56.5% suggests underutilization. | | C-0BC34584 | Cole Ingram | $16,740 | 2026-10-22 | 66.2% | +1.0% | LOW | Stable usage (+1.0%) with healthy seat utilization (66.2%). | | C-0B7A7546 | Elena Sinclair | $35,062 | 2026-10-25 | 88.8% | +4.3% | LOW | Stable usage (+4.3%) with healthy seat utilization (88.8%). | | C-0B369871 | Dana Mercer | $85,128 | 2026-10-29 | 75.1% | +4.3% | LOW | Stable usage (+4.3%) with healthy seat utilization (75.1%). | ### November 2026 | Account | CSM | ARR | Date Used | Utilization | 3-Mo Trend | Risk | Evidence | |---------|-----|-----|------------|-------------|------------|------|---------| | C-0B144C78 | Cole Ingram | $30,899 | 2026-11-02 | 75.4% | +3.0% | LOW | Stable usage (+3.0%) with healthy seat utilization (75.4%). | | C-0FC4DBB8 | Elena Sinclair | $94,732 | 2026-11-05 | 76.7% | +4.2% | LOW | Stable usage (+4.2%) with healthy seat utilization (76.7%). | | C-0D5BBE3A | Dana Mercer | $39,740 | 2026-11-09 | 83.3% | +3.9% | LOW | Stable usage (+3.9%) with healthy seat utilization (83.3%). | | C-0FB9D5AF | Cole Ingram | $63,158 | 2026-11-13 | 72.4% | +4.6% | LOW | Stable usage (+4.6%) with healthy seat utilization (72.4%). | | C-0B344485 | Elena Sinclair | $64,384 | 2026-11-16 | 78.0% | +4.2% | LOW | Stable usage (+4.2%) with healthy seat utilization (78.0%). | | C-0CB2C1B4 | Dana Mercer | $40,628 | 2026-11-20 | 81.6% | -2.0% | LOW | Stable usage (-2.0%) with healthy seat utilization (81.6%). | | C-22170CA1 | Cole Ingram | $45,646 | 2026-11-24 | 85.4% | +2.6% | LOW | Stable usage (+2.6%) with healthy seat utilization (85.4%). | --- ## Summary | Metric | Value | |--------|-------| | **Total ARR Renewing (90-day)** | **$1,048,715** | | **ARR at HIGH Risk** | **$359,409** | | Risk Percentage | 34.3% | ### Risk Breakdown by CSM | CSM | Accounts | Total ARR | HIGH Risk ARR | |-----|----------|-----------|---------------| | Dana Mercer | 7 | $330,289 | $157,239 | | Cole Ingram | 7 | $367,244 | $145,074 | | Elena Sinclair | 6 | $351,182 | $57,096 | ### Immediate Action Items 1. **C-0F5D2323** ($90,647) — Only 111 of 390 seats used (28.5%). Cole needs to address underutilization before 9/29. 2. **C-0EC6999D** ($79,419) — Only 31 of 112 seats used (27.7%). Elena needs to address underutilization before 10/3. 3. **C-0B7D2C30, C-0BCDB8C2, C-0D2AB865, C-0BBE3E60** — Four accounts with -17% to -20% usage decline. CSMs should schedule executive reviews.
**Q3 2026 SUPPORT TICKET THEMES** Separating single-account noise from broad patterns, ranked by ARR exposure: --- ### BROAD PATTERNS (across multiple accounts) **1. HRIS Provisioning Issues** - Count: 12 (15.0%) | Distinct accounts: 3 | ARR: $456,000 - Accounts: C-0B2213A9 (7), C-0DDFC9A7 (3), C-0F6C0F34 (2) - Sample tickets: IC-460059, IC-460055 - Recommendation: HRIS sync is failing silently — provisioning logs show no errors but new hires aren't being created. Prioritize root cause in the sync job; C-0B2213A9 alone has 7 tickets across the quarter. **2. Redemption/Checkout Failures** - Count: 18 (22.5%) | Distinct accounts: 7 | ARR: $177,300 - Accounts: C-0B827671 (4), C-0CEF69FD (3), C-0FCCD2DF (3), C-0F876796 (3), C-14264ABD (3) - Sample tickets: IC-460025, IC-460030 - Recommendation: Checkout timeout + gift card email non-delivery. Two distinct failure modes — investigate timeout config and email delivery pipeline; affects 7 accounts across the quarter. **3. Points Not Posting** - Count: 20 (25.0%) | Distinct accounts: 9 | ARR: $70,200 - Accounts: C-0D3278C7, C-0BE96399, C-0D284E42, C-0D6CC8E3 (3 each) - Sample tickets: IC-460004, IC-460016 - Recommendation: Recognitions deliver but points never credit. This is the highest-volume issue (20 tickets) but lower ARR — investigate the points ledger write path. **4. Slack Integration Failures** - Count: 14 (17.5%) | Distinct accounts: 4 | ARR: $63,400 - Accounts: C-0BA71F12 (6), C-10A56B0F (4), C-0B843542 (3) - Sample tickets: IC-460041, IC-460047 - Recommendation: Slack sync toggle resets + slash command errors. Two distinct failure modes — C-0BA71F12 has 6 tickets alone, suggesting either config drift or auth token expiry issue. --- ### SINGLE-ACCOUNT NOISE **5. Billing Invoice Errors (C-0E9C27D1 only)** - Count: 16 (20.0%) | Distinct accounts: 1 | ARR: $832,000 - Account: C-0E9C27D1 (16 tickets) — this is a single $52K ARR account - Sample tickets: IC-460071, IC-460069 - Recommendation: Escalate to finance ops — this account has 16 tickets across seat count errors, wrong tier pricing, and unapproved invoices. Churn risk on a $52K ARR account warrants executive review. --- **Summary arithmetic:** - Total tickets: 80 - Broad pattern ARR: $766,500 (HRIS + Redemption + Points + Slack) - Single-account noise ARR: $832,000 (C-0E9C27D1) - Broad patterns affect 19 distinct accounts; single account affects 1
## Top 3 Similar Customers with Case Studies | Rank | Company | Match Score | Matching Fields | |------|---------|-------------|-----------------| | 1 | C-11C31562 | 3/4 | size_band, use_case, region | | 2 | C-A13C193D | 3/4 | industry, size_band, region | | 3 | C-64171065 | 3/4 | industry, size_band, use_case | ### Reasoning **Prospect (C-82AF3719):** Technology, Mid-Market, employee_recognition, NA-West **C-11C31562** — Closest match. Same size band (Mid-Market), same use case (employee_recognition), same region (NA-West). Only industry differs (Manufacturing vs Technology). Region alignment is strong for regional social proof. **C-A13C193D** — Matches on industry (Technology), size band (Mid-Market), and region (NA-West). Use case differs (retention vs employee_recognition), but same industry/size/region combo provides credible peer context. **C-64171065** — Matches on industry (Technology), size band (Mid-Market), and use case (employee_recognition). Region differs (NA-East vs NA-West), but same product usage makes it relevant for use-case proof points.
CHANNEL PERFORMANCE - TRAILING 6 MONTHS (Mar-Aug 2026)
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### PAID CHANNELS ###
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Channel Spend SQMs SQOs $/SQM $/SQO SQM→SQO Pipeline Pipeline/$
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paid_search $36,000 40 18 $900 $2,000 45.0% $720,000 $20.00
linkedin_ads $24,000 25 8 $960 $3,000 32.0% $96,000 $4.00
paid_social $18,000 0 0 -- -- -- $0 $0.00
webinars $9,000 12 5 $750 $1,800 41.7% $60,000 $6.67
### ORGANIC CHANNELS ###
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Channel Volume SQO Rate Pipeline
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organic_search 30 33.3% $90,000
referral 15 40.0% $48,000
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### DATA QUALITY FLAGS ###
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SQO date precedes SQM date:
- CT-000044 (linkedin_ads): SQM=2026-07-23, SQO=2026-07-18 ← ANOMALY
- CT-000041 (linkedin_ads): SQM=2026-06-14, SQO=2026-06-09 ← ANOMALY
================================================================================
### REALLOCATION RECOMMENDATION ###
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CURRENT: paid_search $6K/mo | linkedin_ads $4K/mo | paid_social $3K/mo | webinars $1.5K/mo
FINDINGS:
• paid_search: $20 pipeline/$ (best), 45% SQM→SQO, $2K/SQO
• webinars: $6.67 pipeline/$, 41.7% SQM→SQO, $1.8K/SQO
• linkedin_ads: $4 pipeline/$, 32% SQM→SQO, $3K/SQO
• paid_social: $18K spent, 0 SQMs → UNDEFINED (tracking gap)
• organic_search: $90K pipeline, 33.3% SQO rate, zero spend
• referral: $48K pipeline, 40% SQO rate, zero spend
ACTION:
1. PAID_SEARCH: +20-30% budget (proven ROI)
2. WEBINARS: maintain or slight increase (efficient)
3. LINKEDIN_ADS: -25-40% spend (underperforming)
4. PAID_SOCIAL: pause/audit (zero attribution despite $18K)
5. ORGANIC/REFERRAL: invest in enablement programs
================================================================================
### CONFIDENCE ASSESSMENT ###
--------------------------------------------------------------------------------
Sample sizes: paid_search (n=18 SQOs) = HIGH | linkedin (n=8) = MEDIUM |
webinars (n=5) = LOW-MED | organic (n=10) = MEDIUM |
referral (n=6) = LOW-MED | paid_social = NO DATA
Issues: 2 SQO-before-SQM anomalies (linkedin_ads), paid_social tracking gap
OVERALL: MEDIUM confidence — paid_search has robust sample, others need more data
================================================================================
# Battlecard: Rivally ## One-line positioning Points-based employee recognition platform strong in distributed EU teams; mid-market focus with recent enterprise push. (S12, S16) ## Pricing | Date | Price | Source | |------|-------|--------| | 2026-08-12 | $7/user/month | Pricing page (S17) | | 2026-08-14 | $7/user/mo list, 15% discount for 3-year | Deal mention (S18) | | 2026-06-02 | $6.50/user/mo (500-seat deal) | Deal mention (S13) | | 2026-04-01 | $5/user/month | Pricing page (S08) | **Current: $7/user/month (annual), with volume discounting observed.** Newer pricing (S17) shows 40% increase from early 2026 pricing (S03, S08). ## Where They Win - **EU data residency**: Pitched to prospects requiring EU data sovereignty (S05, S15) - **Distributed EU teams**: Multi-language support praised by enterprise reviewers (S12) - **Fast setup**: Mid-market setup under a week, Slack integration OOTB (S04) - **Recognition feed**: Engaging points-based feed (S02, S16) ## Where We Win - **Analytics depth**: Prospect cited analytics depth as reason for picking Bonusly over Rivally (S25) - **Basic reporting**: Dashboards basic compared to enterprise tools (S07) - **No SCIM provisioning**: Manual user management painful at scale (S10) - **Export limitations**: CSV-only exports make migration hard (S20) - **No bulk editing**: Admin console lacks bulk recognition editing (S24) - **Thinner EMEA rewards catalog**: Compared to US catalog (S14) ## Objections and Responses | Objection | Response | |-----------|----------| | "Rivally is cheaper" | Price has increased 40% in 2024; current pricing is $7/user/mo (S17). Volume discounts may bring it closer but total cost depends on seat count. | | "They have EU data residency" | True—Dublin office opened July 2026, EU data residency GA (S15). We should highlight our existing EU compliance certifications. | | "Their recognition feed is engaging" | Agreed—our feed offers similar engagement with deeper analytics and better reporting (S25). | | "We need multi-language support" | Acknowledge their strength here; contrast with our broader integrations and better admin tooling. | ## Recent Changes (2025-11 to 2026-09) | Date | Change | Source | |------|--------|--------| | 2026-08-20 | Microsoft Teams app v2 in public preview | S19 | | 2026-08-12 | Pricing increased to $7/user/month | S17 | | 2026-07-01 | Dublin office opened; EU data residency GA | S15 | | 2026-05-09 | Hired ex-Workday VP EMEA for European expansion | S11 | | 2026-03-05 | Launched Rivally Pulse (engagement survey add-on) | S06 | | 2026-01-20 | Series C $40M announced | S01 | ## 12-Month Win/Loss Record Against Rivally | Month | Wins | Losses | |-------|------|--------| | 2025-09 | 1 | 1 | | 2025-10 | 1 | 1 | | 2025-11 | 1 | 1 | | 2025-12 | 1 | 1 | | 2026-01 | 2 | 0 | | 2026-02 | 2 | 0 | | 2026-03 | 1 | 1 | | 2026-04 | 0 | 2 | | 2026-05 | 0 | 1 | | 2026-06 | 1 | 0 | | 2026-07 | 1 | 0 | | 2026-08 | 1 | 0 | | **Total** | **11** | **8** | **Record: 11W - 8L (57.9% win rate)** --- ## Unverified Claims (from existing card) The following claims from the previous card cannot be re-sourced from the provided data: - ~~"Rivally lacks a Slack integration"~~ — S04 actually says "Slack integration worked out of the box" - ~~"Rivally was acquired by WorkHuman in 2025"~~ — No supporting snippet found
## Sequence Review Summary **New Logo Nurture** - Step 1: 42% open / 8.4% reply / 2.4% meeting - Step 2: 35% open / 6.6% reply / 2.0% meeting - Step 3: 28% open / 4.2% reply / 1.4% meeting - **Weakest**: Step 3 (4.2% reply) **Expansion Nurture** - Step 1: 43% open / 7.3% reply / 1.7% meeting - Step 2: 113% open / 8.3% reply / 1.3% meeting **[TRACKING ERROR: opens > sent]** - Step 3: 35% open / 4.4% reply / 1.1% meeting - **Weakest**: Step 3 (4.4% reply) **Cold Outbound - HR Leaders** - Step 1: 40% open / 0.83% reply / 0% meeting - Step 2: 29% open / 0.34% reply / 0% meeting - Step 3: 22% open / 0.17% reply / 0% meeting - **Weakest**: Step 3 (0.17% reply) — **ALL STEPS UNDER 2%** **Cold Outbound - People Ops** - Step 1: 38% open / 3.5% reply / 0.75% meeting - Step 2: 29% open / 2.3% reply / 0.52% meeting - Step 3: 21% open / 1.59% reply / 0.27% meeting - **Weakest**: Step 3 (1.59% reply) — **UNDER 2%** --- ### Tracking Errors - **Expansion Nurture Step 2**: 340 opens on 300 sent (113%). Likely CRM merge error or tracking pixel duplication. ### Audience Overlap - 25 contacts appear in 2+ sequences (e.g., CT-001311, CT-001130, CT-001103) - Cold Outbound - HR Leaders ∩ Cold Outbound - People Ops: 21 shared contacts - New Logo Nurture ∩ Expansion Nurture: 2 shared contacts - Otherwise minimal overlap — sequences target distinct audiences ### Failure Mode Analysis (< 2% reply) - **Cold Outbound - HR Leaders**: Complete failure. 0 meetings across all steps. Root cause: likely targeting/ messaging mismatch — HR Leaders not responding to cold pitch. - **Cold Outbound - People Ops Step 3**: 1.59% reply — step decay, not total failure. --- ### Recommended Fixes | Sequence | Fix | Priority | |----------|-----|----------| | Cold Outbound - HR Leaders | **Pause** — rewrite messaging or kill sequence (0.17% reply, 0 meetings) | 1 | | Cold Outbound - People Ops | Strengthen Step 3 call-to-action or reduce steps (1.59% reply) | 2 | | Expansion Nurture | Fix tracking error in Step 2, then address Step 3 (4.4% reply) | 3 | | New Logo Nurture | Lowest priority — healthy metrics, optional Step 3 optimization | 4 |
## Q3-2026 Weekly Marketing Goals Update (Day 66 of 92) | Metric | QTD Actual | Target | Delta | Pace | |--------|-----------|--------|-------|------| | SQMs | 230 | 300 | -70 | **AHEAD** (230 vs 215 expected) | | SQOs | 84 | 120 | -36 | **BEHIND** (84 vs 86 expected) | | DS2s | 40 | 75 | -35 | **BEHIND** (40 vs 54 expected) | | Closed-Lost MIA Rate | 20.0% | 10.0% | +10pp | **BEHIND** (20% vs 10% on-pace) | | Same-Quarter Closes | 10 | 20 | -10 | **BEHIND** (10 vs 14 expected) | | Active Pipeline | $3.0M | $4.0M | -$1.0M | **AHEAD** ($3.0M vs $2.87M expected) | **Arithmetic Summary:** - Quarter elapsed: 66/92 days = **71.7%** - SQMs: 230 actual ÷ 215 expected = **107% of pace** ✓ - SQOs: 84 actual ÷ 86 expected = **98% of pace** ✗ - DS2s: 40 actual ÷ 53.8 expected = **74% of pace** ✗ - MIA rate: 20% actual vs 10% target = **200% of max threshold** ✗ - Closes: 10 actual ÷ 14.3 expected = **70% of pace** ✗ - Pipeline: $3.0M ÷ $2.87M = **104% of pace** ✓ **What moved this week:** SQMs remain the strong suit, running ahead of pace. However, SQOs have slipped slightly behind pace (84 actual vs 86 expected), and DS2s are significantly lagging at 74% of the expected run rate. The MIA rate on closed-lost deals (20%) is double the target (10%), indicating insufficient pursuit of lost deals. Same-quarter closes are also behind at 70% of pace. Pipeline coverage is healthy at 75% of target ($3M of $4M), but the conversion funnel (SQO→DS2→Close) is the bottleneck.
Q3 weighted forecast: $115,977 (44,729 COMMIT + 35% of 203,565 BEST_CASE). 54 of 86 deals are in-quarter. Caveat: owner and why-buy fields are blank on 85 and 71 deals respectively, including all 7 COMMIT deals. Close dates are being pushed rather than re-qualified, so the precision is illusory.
**Subject:** Quick follow-up on the pricing we sent Hi there, I wanted to follow up on the pricing I sent after our July 28 demo with your People team. I know things get busy — just wanted to see if you had a chance to review the 150-seat quote, or if you'd like to schedule a quick call to walk through it? Happy to jump on a 15-minute call whenever works for you. Best, Alex
# Weekly GTM Digest — Week of August 31, 2026 **Marketing** brought in 46 SQMs against a target of 52, hitting 88% of weekly goal. The webinar channel continue to deliver strong with 18 SQMs leading the way. Paid search maintained cost efficiency at $150 per SQM. Great momentum heading into next month's push. **Sales** converted 14 SQOs and locked in 9 DS2 meetings, generating $310K in new pipeline. The team closed 3 deals in the same quarter—a solid foundation to build on. **CS** saved 2 renewals this week, keeping the team NPS steady at 61. Three red-flag accounts are being actively managed heading into next week. Great work staying close to accounts at risk. **PLG** had a strong week with 412 new signups and 31% activation. Thirty-eight companies reached the aha moment with 10 recognition gives—proof that the product is delivering real value early in the customer journey.
# Partner Digest — August 24 to September 04, 2026 ## Active Partners with Sourced Pipeline **Apex Rewards Co** — Active - Status: Co-webinar locked for 09-15; 2 sourced opps logged this period - Sourced pipeline: 2 deals | **$275,000** - Deal-DDAAF2: $180,000 - Deal-2CF33E: $95,000 **HRCloud Partners** — Active - Status: Integration referral closed security review; opp moved to DS2 - Sourced pipeline: 1 deal | **$140,000** - Deal-F1CDA5: $140,000 **CultureBridge** — Active - Status: Lunch-and-learn produced 2 sourced opps; both early stage - Sourced pipeline: 2 deals | **$135,000** - Deal-096E1D: $60,000 - Deal-067213: $75,000 **WorkWell Group** — Active - Status: Wants to restart joint playbook in Q4; planning call booked for 09-09; no sourced deals this period ## Quiet Partners - Recogniq — no activity this period - KudosWave — no activity this period - PeopleFirst Advisors — no activity this period - TotalPerk — no activity this period --- **Period Total:** 5 deals | $550,000 sourced pipeline
# Questionnaire Responses **Q1: Is customer data encrypted at rest? If so, how?** Yes. All customer data is encrypted at rest using AES-256. [P1] **Q2: Is data encrypted in transit?** Yes. Data in transit is encrypted with TLS 1.2 or higher. [P1] **Q3: Do you hold a SOC 2 report, and can we obtain a copy?** Yes. Bonusly maintains a SOC 2 Type II report, renewed annually. The report is available to prospects under NDA. [P2] **Q4: How long is customer data retained after contract termination?** 90 days. Customer data is retained for the duration of the contract plus 90 days, after which it is deleted from production systems. [P3] **Q5: Where is your subprocessor list published and how are changes notified?** The subprocessor list is maintained at trust.bonusly.com. Customers receive 30 days notice before a new subprocessor is added. [P4] **Q6: Do you support SAML single sign-on?** Yes. SAML 2.0 single sign-on is available on the Enterprise plan. [P5] **Q7: What is your production backup schedule and retention?** Production databases are backed up daily. Backups are encrypted and retained for 35 days. [P6] **Q8: Do you hold an ISO 27001 certification?** Unanswerable from the provided excerpts. This information would appear in a security/compliance questionnaire or certification page. **Q9: What is your contractual uptime SLA percentage?** Unanswerable from the provided excerpts. This information would appear in the Master Services Agreement or SLA documentation. **Q10: Will you sign a HIPAA Business Associate Agreement?** Unanswerable from the provided excerpts. This information would appear in a security/compliance questionnaire or legal terms.
# Skill Set Reconciliation Report ## Finding 1: Overlapping ALWAYS-Trigger Phrases **SEVERITY:** WARNING **ACTION:** TRIM_DESC | Skill A | Skill B | Overlapping Triggers | |---------|---------|---------------------| | `pipeline-intelligence-report` | `next-to-close` | "run the pipeline report", "pipeline review", "pipeline intelligence", "pipeline update", "full pipeline", "pipeline" (both trigger on "pipeline" alone) | | `sales-forecast` | `pipeline-intelligence-report` | "forecast", "pipeline forecast" | | `stale-pipeline-report` | `pipeline-intelligence-report` | "pipeline", "pipeline report", "pipeline update", "pipeline hygiene" | | `email-drafter` | `comms-drafter` | "write me an email", "draft a follow-up" — email is subset of general comms | **Proposal:** Distinguish trigger phrases more precisely. `pipeline-intelligence-report` should trigger only on "full pipeline", "score the pipeline", "pipeline review", "tiered pipeline" — not generic "pipeline" alone. --- ## Finding 2: Circular Delegation Chain **SEVERITY:** CRITICAL **ACTION:** REVIEW **Circular chain identified:** ``` deal-strategy-coach → pipeline-intelligence-report → closed-lost-analysis → deal-strategy-coach ``` Flow: - `deal-strategy-coach` invokes `prospect-research-multithreading` (not in chain, but calls `pipeline-intelligence-report` for at-risk deals) - `pipeline-intelligence-report` (Phase 2b) explicitly delegates to `closed-lost-analysis` for Loss Intel tab - `closed-lost-analysis` Mode 4 states: "called from pipeline-intelligence-report" — but also references `deal-strategy-coach` for deal coaching workflows **Proposal:** Break the cycle. `closed-lost-analysis` should NOT reference `deal-strategy-coach` directly — it should return structured data only, letting the orchestrator decide on handoff. --- ## Finding 3: Dangling Delegation Targets **SEVERITY:** WARNING **ACTION:** UPDATE_BODY | Skill | Missing Target Referenced | |--------|--------------------------| | `analysis-validator` | `bonusly-data-questions`, `bonusly-product-questions`, `bonusly-business-reporting-questions`, `bonusly-rewards-questions`, `bonusly-ppp-questions`, `bonusly-feature-flag-questions`, `bonusly-deal-desk-questions`, `bonusly-datadog-questions` — all referenced in §12.4 but NOT in manifest | | `deal-strategy-coach` | `prospect-research-multithreading` — referenced but NOT in manifest | | `email-drafter` | `prospect-research-multithreading` — referenced but NOT in manifest | **Proposal:** Add these 10 missing skills to the manifest, OR remove the delegations if they're not yet implemented. --- ## Finding 4: Version Conflict **SEVERITY:** CRITICAL **ACTION:** REVIEW | Skill | Versions Found | Dates | |-------|---------------|-------| | `analysis-validator` | v3.5 and v3.6 | Both May 9, 2026 | ``` v3.6 (May 9, 2026): - G2-F (new): ID Resolution — Gate 2 hard check v3.5 (May 9, 2026): - G1-L: Engagement Coverage Check — three-layer pull protocol ``` **Conflict:** Both versions have the same date. Which should survive? **Proposal:** v3.6 should survive — G2-F (ID Resolution) adds output validation that G1-L depends on. Merge G1-L content from v3.5 into v3.6 if not already present. --- ## Finding 5: Manifest Descriptions >1,024 Characters **SEVERITY:** INFO **ACTION:** TRIM_DESC | Skill | Description Chars | |-------|-------------------| | `partner-digest` | 1,004 | | `pipeline-intelligence-report` | 1,006 | | `signalforge-claim-compressor` | 1,006 | **Count:** 3 skills exceed 1,024 characters. **Proposal:** Trim these to ≤1,024. Focus on core trigger phrases, move detailed scope to body. --- ## Finding 6: Hardcoded Page IDs, Dates, Person Names **SEVERITY:** CRITICAL **ACTION:** UPDATE_BODY ### Page IDs (all should use [LIVE QUERY] tags) | Skill | Hardcoded Page IDs | |-------|-------------------| | `analysis-validator` | 2257879045 (AE Excellence Playbook), 2286321666 (May 16 Partner Digest) | | `closed-lost-analysis` | 2257879045 | | `deal-strategy-coach` | 2257879045 | | `model-selection` | 2257879045 | | `next-to-close` | 2257879045 | | `partner-digest` | 2265382925, 2236940297, 2237825028, 2239365136, 2238283777, 2286321666 | | `pipeline-intelligence-report` | /mnt/skills/organization/ (paths) | | `sales-forecast` | 2232811524, 2232582148 | | `signalforge-feedback` | 2295136266, 2234417154 | ### Dates (hardcoded) | Skill | Dates | |-------|-------| | `analysis-validator` | April 26, 2026; May 4, 2026; May 9, 2026 | | `closed-lost-analysis` | May 2026 | | `deal-strategy-coach` | April 26, 2026; May 4, 2026 | | `model-selection` | May 19, 2026 | | `pipeline-intelligence-report` | May 2026 | | `partner-digest` | May 16, 2026; May 17, 2026 | | `sales-forecast` | April 27, 2026 | | `signalforge-feedback` | (none specific) | ### Person Names | Skill | Names | |-------|-------| | `analysis-validator` | Manish, Amani | | `closed-lost-analysis` | Bryce Harmon, Hugo Lindqvist, Dana Mercer, Alex Franklin, Cole Ingram, Gavin Porter, Alaina Loori, Shealagh Coughlin, Ben Castelli, Amani Phipps, John Thomas, Yasmin Wahid, Colleen Perry, Ellie Barton, Ashley Reyer, Megan Franz, Elena Sinclair, Youssef Elkhateeb, Amanda Czenkus | | `deal-strategy-coach` | Alaina Loori | | `partner-digest` | Amani Phipps, Kelli, Jen Lee, Hani, Bryce, Sara | | `sales-forecast` | Alaina | **Proposal:** Replace all hardcoded page IDs, specific dates (except changelog entries), and person names with dynamic lookups or [LIVE QUERY] tags. --- ## Finding 7: Manifest Drift **SEVERITY:** INFO **ACTION:** REVIEW | Direction | Status | |-----------|--------| | Files with no manifest row | **NONE** — all 14 files have manifest rows | | Manifest rows with no file | **NONE** — all 14 rows have corresponding files | **Drift check:** PASS — manifest and file inventory are aligned. --- ## Summary | Finding | Severity | Count | Action | |---------|----------|-------|--------| | Overlapping triggers | WARNING | 4 pairs | TRIM_DESC | | Circular delegation | CRITICAL | 1 chain | REVIEW | | Dangling targets | WARNING | 10 refs | UPDATE_BODY | | Version conflict | CRITICAL | 1 skill | REVIEW | | Long descriptions | INFO | 3 skills | TRIM_DESC | | Hardcoded IDs/dates/names | CRITICAL | Many | UPDATE_BODY | | Manifest drift | INFO | 0 | REVIEW |
# Runbook: Reward Queue Backlog Incident (#incident-2026-08-29-reward-queue) ## Step 1: Diagnose queue depth - **Command**: `bundle exec rake sidekiq:queue_depth` - **Who**: Farid Osman (M02) - **Verification**: Returns 48,213 pending jobs (normal is <500) - **Rollback**: N/A — read-only diagnostic ## Step 2: Inspect dead job set - **Command**: Checked dead set in Redis - **Who**: Farid Osman (M03) - **Verification**: Found 112 jobs, all Redis::TimeoutError from ~13:58 - **Rollback**: N/A — read-only diagnostic ## Step 3: Pause job enqueue to stop bleed - **Command**: `bin/rails runner 'FeatureFlag.disable(:auto_recognition_enqueue)'` - **Who**: Farid Osman (M04) - **Verification**: Queue depth stopped growing (confirmed in Step 5) - **Rollback**: `bin/rails runner 'FeatureFlag.enable(:auto_recognition_enqueue)'` ## Step 4: Clear dead jobs - **Command**: Cleared dead set from Rails console - **Who**: Elena Sinclair (M05) - **Verification**: Dead set emptied - **Rollback**: N/A — cannot restore deleted jobs; re-process from source if needed ## Step 5: Scale up workers to process backlog - **Command**: `kubectl scale deployment/reward-worker --replicas=6` - **Who**: Bryce Harmon (M06) - **Verification**: Queue depth dropped to 9,400 and falling ~1,200/min (M07) - **Rollback**: `kubectl scale deployment/reward-worker --replicas=3` ## Step 6: Confirm queue drained - **Command**: `bundle exec rake sidekiq:queue_depth` - **Who**: Cole Ingram (M08) - **Verification**: Returns 0; Datadog error rate back to baseline - **Rollback**: N/A — read-only diagnostic ## Step 7: Re-enable job enqueue - **Command**: `bin/rails runner 'FeatureFlag.enable(:auto_recognition_enqueue)'` - **Who**: Bryce Harmon (M09) - **Verification**: 40 new jobs processed cleanly in next 3 minutes - **Rollback**: `bin/rails runner 'FeatureFlag.disable(:auto_recognition_enqueue)'` ## Step 8: Scale workers back to normal - **Command**: `kubectl scale deployment/reward-worker --replicas=3` - **Who**: Bryce Harmon (M10) - **Verification**: Queue stable at 0 - **Rollback**: `kubectl scale deployment/reward-worker --replicas=6`
## Failure Sequence Analysis ### First Error (Root Cause) - **Timestamp:** `2026-09-03T14:01:12Z` - **Service:** `reward-service` - **Message:** `Redis::TimeoutError: Connection to Redis at redis-primary:6379 timed out after 5s` ### Cascade (in order) | # | Timestamp | Service | Event | |---|-----------|---------|-------| | 1 | 14:01:12Z | reward-service | Redis connection timeout (root cause) | | 2 | 14:01:20Z | reward-service | `retry exhausted for RewardGiveJob` | | 3 | 14:01:30Z | reward-service | `retry exhausted for RewardGiveJob` | | 4 | 14:01:40Z | reward-service | `retry exhausted for RewardGiveJob` | | 5 | 14:01:40Z | sidekiq | `RewardGiveJob failed: Redis::TimeoutError; retrying in 60s` | | 6 | 14:02:28Z | sidekiq | `RewardGiveJob failed: Redis::TimeoutError; retrying` | | 7 | 14:02:30Z | sidekiq | WARN: `Queue reward depth above 10,000` | | 8 | 14:03:05Z | api-gateway | `502 upstream timeout calling reward-service /gives` | | 9 | 14:03:30Z | web-app | `Give form submission failed: upstream 502 from api-gateway` | | 10 | 14:03:31Z–14:06:52Z | sidekiq/api-gateway/web-app | Repeated failures (7 more entries) | | 11 | 14:22:10Z | reward-service | `Redis connection restored; resuming job processing` | **Job involved:** `RewardGiveJob` (also impacted: `RecognitionDigestJob` per sidekiq_jobs.csv, jobs J-00013 through J-00016) ### Datadog Query to Confirm First Error ``` service:reward-service level:error "redis-primary:6379" ``` Or more specifically: ``` service:reward-service level:error "TimeoutError" "14:01:12" ``` ### What the Logs Do Not Show 1. **Root cause of Redis timeout** — No logs explain *why* redis-primary:6379 stopped responding (no CPU/memory spike, no network partition, no Redis crash) 2. **Redis server-side state** — No logs from the redis-primary service itself 3. **Recovery trigger** — No indication of what action resolved the Redis issue (manual restart, automatic failover, timeout expired) 4. **Impact scope** — No data on how many pending `RewardGiveJob` items accumulated or how many users saw failed "Give" form submissions 5. **Pre-failure signals** — All health checks before 14:01:12Z show `health check ok` and `cache hit` — no gradual degradation visible
# Feature Flag Summary | Flag | State | Targeting | Companies | Code Reference | |------|-------|-----------|-----------|----------------| | **recognition_streaks_v2** | on | segment:beta_companies | 42 | app/models/recognition.rb — enables StreakTracker to record give events | | **points_budget_guardrails** | on | all_companies | 220 | app/services/budget_service.rb — enforces budget limits via BudgetService | | **slack_dm_nudges** | on | segment:region_na | 87 | app/jobs/nudge_job.rb — triggers Slack DM nudge delivery | | **redeem_flow_redesign** | off | targeted_list | 12 | app/controllers/redeem_controller.rb — toggles RedeemV2Component vs RedeemV1Component | | **analytics_dashboard_v3** | on | segment:tier_three | 65 | app/controllers/analytics_controller.rb — uses AnalyticsV3 dashboard | | **ms_teams_app_v2** | off | targeted_list | 9 | app/services/teams_installer.rb — triggers TeamsAppV2 installation | | **legacy_give_modal** | off | segment:legacy_plan | 14 | *No code reference* | | **survey_boosters_q3** | on | segment:legacy_plan | 7 | *No code reference* | | **paused_offboard_cleanup** | off | *(none)* | 0 | *No code reference* | --- ## Flags Missing Code References (3) - **legacy_give_modal** — OFF, segment:legacy_plan, 14 companies - **survey_boosters_q3** — ON, segment:legacy_plan, 7 companies - **paused_offboard_cleanup** — OFF, (empty targeting), 0 companies --- ## Flags Without Targets (1) - **paused_offboard_cleanup** — targeting_rules column is empty, company_count = 0 --- ## Company Count Total 42 + 220 + 87 + 12 + 65 + 9 + 14 + 7 + 0 = **456 companies** across all flags.
## NDA Triage ### NDA-1 — [PARTY A] and Bonusly **Triage: GREEN** Reasoning: Standard mutual NDA with reasonable 2-year term, 3-year survival, and complete carve-outs. Delaware law is standard. No non-solicits, non-competes, or concerning provisions. "No license, no obligation to proceed, no exclusivity" is protective. --- ### NDA-2 — [PARTY B] and Bonusly **Triage: YELLOW** Reasoning: The non-solicitation clause is the driver: > "During the term of this Agreement and for eighteen (18) months thereafter, neither party shall solicit for employment or hire any employee of the other party with whom it came into contact under this Agreement." 18 months post-term is on the longer end, and it applies to *any* employee contacted under the agreement (broad). However, it's mutual and limited to employees actually encountered. Not RED because mutual and time-bound, but warrants counsel review given the scope. --- ### NDA-3 — [PARTY C] and Bonusly **Triage: RED** Reasoning: Multiple red flags: 1. **One-way confidentiality** (Bonusly is Recipient) — Bonusly bears all obligations with no reciprocal protection. 2. **No carve-outs stated** — Unlike NDA-1 and NDA-2, this NDA lacks exceptions for publicly available information, independent development, or third-party receipt. This means Bonusly could be bound even for information that becomes public through no fault of its own. 3. **Broad non-compete:** > "Recipient shall not, directly or indirectly, engage in or provide services to any business that competes with Discloser's business." Three-year blanket prohibition on any competing business is excessive and likely unenforceable in most US jurisdictions. 4. **Irish governing law** — Unusual jurisdiction adds complexity and potential enforcement challenges. Full legal review required before signing.