Mean 0.916 · 28/40 perfect tests · $6.21 total · modalities in: text, image, file · 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.
DEFINITIONS: - why_buys non-compliant: DS2+ with empty/placeholder (tbd, n/a, see notes) or <15 chars; LONG(n) counts as substantive. - missing DS1: t_ds1 is blank. - regressed: any earlier-stage timestamp > a later-stage timestamp (strict). HYGIENE: - why_buys non-compliance (overall): 101/124 = 81.5% - why_buys non-compliance by owner: - Bryce Harmon: 15/18 = 83.3% - Dana Mercer: 18/22 = 81.8% - Alex Franklin: 48/61 = 78.7% - Cole Ingram: 19/22 = 86.4% - Farid Osman: 1/1 = 100.0% - deals missing DS1 timestamp: 0 - deals regressed (timestamps out of order): 0 PROCESS FIXES: 1) Gate DS2+ transition: require why_buys length ≥15 and not matching placeholder regex (tbd|n/a|see notes); accept LONG(n); block stage change otherwise. 2) Enforce stage chronology: prevent saves where any earlier-stage timestamp is later than a later-stage timestamp. 3) Weekly owner-level alert/report: list DS2+ deals failing why_buys rule; make the field required in the DS2 update form with an in-form prompt/template.
- Number of deals resolved to an owner name: 156 - Deals with owner_id not found in owners.csv: None - Owner IDs that map to archived/deactivated owners (present in these deals): None - Total pipeline amount per resolved owner (with arithmetic): - Bryce Harmon: 24000 + 19656 + 13500 + 7000 + 2520 + 240000 + 99000 + 72000 + 70000 + 63600 + 45000 + 1 + 21000 + 23400 + 13680 + 5502 + 8160 + 1 + 11400 + 1 + 36000 + 31500 + 6000 + 10800 + 30275 + 17400 + 12600 + 18000 + 37440 + 18828 + 2880 + 36000 + 20880 + 10920 + 25200 = 1054144.00 - Alex Franklin: 14850 + 13770 + 11200 + 9000 + 6360 + 5400 + 3240 + 2484 + 1920 + 1080 + 7200 + 19000 + 2880 + 1400 + 4800 + 1632 + 10000 + 9300 + 2700 + 2160 + 1800 + 3600 + 3840 + 15000 + 1968 + 4000 + 3600 + 4800 + 3120 + 2520 + 9000 + 2400 + 62000 + 5400 + 5100 + 16700 + 4400 + 1620 + 2600 + 7200 + 18000 + 17000 + 8316 + 8100 + 18000 + 12600 + 24000 + 15000 + 9000 + 7200 + 3780 + 16200 + 7200 + 4680 + 1800 + 18000 + 2730 + 2400 + 3060 + 18000 + 12000 + 1800 + 4400 + 31200 + 7200 + 1600 + 60000 = 624310.00 - Dana Mercer: 11250 + 10500 + 9000 + 9000 + 5400 + 4800 + 4600 + 1920 + 15000 + 4200 + 18900 + 27000 + 43875 + 20000 + 60000 + 8100 + 16250 + 3150 + 5000 + 2100 + 23400 + 5400 + 7350 + 25000 = 341195.00 - Cole Ingram: 2760 + 1330 + 7225.4 + 3360 + 5616 + 2700 + 7781.2 + 6947.5 + 40000 + 12168 + 2480.4 + 11116 + 11193 + 1875 + 31750 + 32175 + 4779.88 + 3334.8 + 58529.25 + 4140 + 18000 + 18900 = 288161.43 - Farid Osman: 1249 + 1 + 1 + 1 + 2880 + 1 + 1 = 4134.00 - Elena Sinclair: 2100 = 2100.00
(a) Orphans (gong hs_deal_id not in deals_open): 30 Sample aliases: Deal-8FA85D; Deal-8FC3F9; Deal-3B7945; Deal-42B265; Deal-9CCC42 (b) Duplicate conversation keys (calls_90d > distinct_conversation_keys): 0 (c) Open deals at DS3+ with ≥1 logged call: 25/85 = 29.4%
```sql
-- NOTE: Catalog excerpt does not document the company identifier column in PRODUCTION.PLG.COMPANY_COHORT_SUMMARY.
-- Replace COMPANY_ID below with the correct key (e.g., COMPANY_ID or COMPANY_DOMAIN) in your warehouse.
-- Also note: no raw recognition/giver event table was provided; unique givers cannot be derived from the catalog excerpt.
SELECT
s.COMPANY_ID AS company_id,
/* Unique givers for the first calendar month as a customer:
Not derivable from provided catalog (no raw recognition/giver events table exposed).
Intentionally no "exclude deleted givers" filter is applied. */
NULL::NUMBER AS unique_givers,
/* Recognition count for first calendar month: use pre-aggregated M1_GIVES. */
s.M1_GIVES AS recognition_count,
/* Successful redemption count for first calendar month: use pre-aggregated M1_REDEMPTIONS.
Finance-grade confirmation would reconcile to PRODUCTION.DEPRECATED_RECOGNITION.REDEMPTION_RECORDS_V2 with STATE='succeeded',
but that join key is not documented in the catalog excerpt. */
s.M1_REDEMPTIONS AS successful_redemption_count
-- SOURCE: One row per self-serve company with month-1 cohort metrics (M1_*).
-- Chosen because it is the only provided table with first-month (cohort) giving/redemption aggregates.
-- Avoids UNPOPULATED (HUBSPOT_HUB_1973303.V2_LIVE.OBJECTS_DEALS) and STALE (PRODUCTION.HUBSPOT.DEALS) tables per notes.
FROM PRODUCTION.PLG.COMPANY_COHORT_SUMMARY AS s;
```
CRM completeness audit (only using provided files) Deals completeness - No deals dataset was provided. Cannot compute completeness for owner, stage, amount, close date, why-buys. Data missing. Companies completeness (companies.csv) - Industry: 34/34 = 100.0% - Employee count: 25/34 = 73.5% - HQ country: 28/34 = 82.4% Contacts completeness (contacts.csv) - Email: 52/52 = 100.0% - Title: 39/52 = 75.0% - Persona: 37/52 = 71.2% Duplicate company clusters (shared domain; survivor chosen by most non-empty target fields, then smallest alias) - acme-corp.com → aliases [C-0A092931, C-0A092932] → survivor C-0A092931 - globex.io → aliases [C-0A092933, C-0A092934] → survivor C-0A092933 Invalid emails (failing basic format user@domain.tld) - CT-0010 (C-66D1FC): user0@ - CT-0080 (C-92D97D): user0@ - CT-0081 (C-92D97D): user1@ - CT-0192 (C-425E2A): user2@ Domain mismatches (email domain vs declared contact domain) - CT-0011 (C-66D1FC): email_domain=other-domain.com, declared_domain=66d1fc.com Company field fills from enrichment (only where CRM is blank and zoominfo_enrichment.csv has a value) - C-EC3025 ec3025.com employee_count: fill 400 (source: zoominfo) - C-96039F 96039f.com employee_count: fill 400 (source: zoominfo) - C-44EA29 44ea29.com employee_count: fill 400 (source: zoominfo) - C-D04904 d04904.com employee_count: fill 400 (source: zoominfo) - C-B23205 b23205.com employee_count: fill 400 (source: zoominfo) - C-60C75F 60c75f.com employee_count: fill 400 (source: zoominfo) - C-7BBDFA 7bbdfa.com employee_count: fill 400 (source: zoominfo) - C-50D386 50d386.com employee_count: fill 400 (source: zoominfo) Note: No eligible HQ country fills; enrichment HQ is blank for the companies with missing CRM HQ. CRM vs enrichment disagreements (list both; recommend source) - C-66D1FC 66d1fc.com industry: CRM=tech vs ZI=Computer Software → recommend: zoominfo - C-66D1FC 66d1fc.com hq_country: CRM=US vs ZI=United States → recommend: zoominfo - C-950043 950043.com hq_country: CRM=US vs ZI=United States → recommend: zoominfo - C-EC3025 ec3025.com industry: CRM=Technology vs ZI=Computer Software → recommend: zoominfo - C-EC3025 ec3025.com hq_country: CRM=USA vs ZI=United States → recommend: zoominfo - C-96039F 96039f.com hq_country: CRM=USA vs ZI=United States → recommend: zoominfo - C-44EA29 44ea29.com industry: CRM=tech vs ZI=Computer Software → recommend: zoominfo - C-92D97D 92d97d.com industry: CRM=Technology vs ZI=Computer Software → recommend: zoominfo - C-D04904 d04904.com industry: CRM=Technology vs ZI=Computer Software → recommend: zoominfo - C-77A95A 77a95a.com industry: CRM=Technology vs ZI=Computer Software → recommend: zoominfo - C-77A95A 77a95a.com hq_country: CRM=US vs ZI=United States → recommend: zoominfo - C-AA8DDA aa8dda.com industry: CRM=Technology vs ZI=Computer Software → recommend: zoominfo - C-B23205 b23205.com hq_country: CRM=US vs ZI=United States → recommend: zoominfo - C-E51FB7 e51fb7.com hq_country: CRM=USA vs ZI=United States → recommend: zoominfo - C-D0662E d0662e.com hq_country: CRM=US vs ZI=United States → recommend: zoominfo - C-B25F40 b25f40.com industry: CRM=Technology vs ZI=Computer Software → recommend: zoominfo - C-60C75F 60c75f.com industry: CRM=tech vs ZI=Computer Software → recommend: zoominfo - C-425E2A 425e2a.com industry: CRM=Tech vs ZI=Computer Software → recommend: zoominfo - C-425E2A 425e2a.com hq_country: CRM=USA vs ZI=United States → recommend: zoominfo - C-2D7423 2d7423.com hq_country: CRM=USA vs ZI=United States → recommend: zoominfo Proposed fixes - Companies - Deduplicate by domain; merge non-survivors into survivors and enforce domain-unique constraint. Survivors: C-0A092931 for acme-corp.com; C-0A092933 for globex.io. - Fill missing employee_count from enrichment where available (8 fills listed above). - Normalize industry to ZoomInfo taxonomy (e.g., “tech”, “Tech ” → “Computer Software”) and HQ country to “United States/Canada/UK” as provided by enrichment; adopt ZoomInfo as the system of record for these fields. - Standardize country values; treat US/USA/United States as one value; enforce picklist. - Contacts - Enforce RFC5322-like email validation; reject addresses missing a domain TLD. - Enforce email_domain == company domain unless explicitly allowed; flag CT-0011 for correction. - Make title and persona required; add picklists for title/role-persona mapping. - Governance - Add nightly enrichment sync to backfill missing company attributes only when CRM is blank; on disagreements, log exceptions and route for review with ZoomInfo as default source of truth. Arithmetic shown above as counts/total = percent. Top 10 fixes by pipeline amount at stake - Cannot compute or rank: no deals data (owner, stage, amount, close date, why-buys) was provided. To produce this, provide a deals extract with opportunity/company linkage and Amount per record.
Per-deal classification (primary category — side) - Deal-DB0AAC — timing — buyer - Deal-F7F635 — competitor — buyer - Deal-AC944F — no decision — buyer - Deal-214060 — no decision — buyer - Deal-91A056 — timing — buyer - Deal-29326C — timing — buyer - Deal-5DB9B0 — other — unknown - Deal-831B7B — timing — buyer - Deal-F97C37 — product gap — Bonusly - Deal-13E9CF — timing — buyer - Deal-39E25C — timing — buyer - Deal-7ED004 — pricing — Bonusly - Deal-21B045 — no decision — buyer - Deal-B3ABED — no decision — buyer - Deal-422BA6 — product gap — Bonusly - Deal-ED9AE7 — no decision — buyer - Deal-988493 — no decision — buyer - Deal-381C8C — competitor — buyer - Deal-F308CA — no decision — buyer - Deal-F1E8A6 — competitor — buyer - Deal-B6AC09 — timing — buyer - Deal-70F704 — no decision — buyer - Deal-E6E80A — timing — buyer - Deal-B038F0 — timing — buyer - Deal-4664E1 — no decision — buyer - Deal-175756 — timing — buyer - Deal-E74A73 — timing — buyer - Deal-DDAB52 — competitor — buyer - Deal-ACE061 — competitor — buyer - Deal-BB78F3 — product gap — Bonusly - Deal-D48E0B — no decision — buyer - Deal-15DA99 — timing — buyer - Deal-F4AF5D — timing — buyer - Deal-79B7A1 — timing — buyer - Deal-583ADB — no decision — buyer - Deal-8E27DA — product gap — Bonusly - Deal-2D2F8D — competitor — buyer - Deal-E0441F — no decision — buyer - Deal-7CB44D — no decision — buyer - Deal-0F96AA — competitor — buyer - Deal-1BCA50 — competitor — buyer - Deal-7CC678 — competitor — buyer - Deal-FAC17C — pricing — Bonusly - Deal-242273 — product gap — Bonusly - Deal-50E5D8 — timing — buyer - Deal-A2C349 — competitor — buyer - Deal-9F176A — timing — buyer - Deal-7B2236 — no decision — buyer - Deal-AFA56C — no decision — buyer - Deal-C7156E — competitor — buyer - Deal-C33D91 — pricing — Bonusly - Deal-9048EB — product gap — Bonusly - Deal-5E64CE — timing — buyer - Deal-8A0992 — competitor — buyer - Deal-D0C698 — competitor — buyer - Deal-69CF3D — timing — buyer - Deal-ECBF89 — timing — buyer - Deal-3618CC — product gap — Bonusly - Deal-EECC02 — competitor — buyer - Deal-5AD03E — competitor — buyer - Deal-D1A623 — timing — buyer - Deal-413C56 — no decision — buyer - Deal-47F1A1 — competitor — buyer - Deal-BF2A98 — competitor — buyer - Deal-2A292B — product gap — Bonusly - Deal-D1AABF — no decision — buyer - Deal-FEDBCB — timing — buyer - Deal-1E7DA9 — competitor — buyer - Deal-2BBA21 — no decision — buyer - Deal-286F6C — competitor — buyer - Deal-7FBAC6 — timing — buyer - Deal-369281 — competitor — buyer - Deal-386F6E — no decision — buyer - Deal-9FCD0D — competitor — buyer - Deal-55867E — timing — buyer - Deal-DAFB82 — pricing — Bonusly - Deal-2FEDDB — no decision — buyer - Deal-64B19A — competitor — buyer - Deal-3F86A0 — no decision — buyer - Deal-096750 — no decision — buyer - Deal-F325A5 — champion left — buyer - Deal-ABD14C — no decision — buyer - Deal-79E61A — no decision — buyer - Deal-8A119B — pricing — Bonusly - Deal-AE7C4E — no decision — buyer - Deal-DAB4F1 — no decision — buyer - Deal-B4B50F — no decision — buyer - Deal-981AD4 — product gap — Bonusly - Deal-DC77FE — product gap — Bonusly - Deal-5885B9 — no decision — buyer Summary - Category counts - no decision: 28 - timing: 23 - competitor: 22 - product gap: 10 - pricing: 5 - champion left: 1 - other: 1 - Check: 28+23+22+10+5+1+1 = 90 deals - Side split - buyer: 74 - Bonusly: 15 - unknown: 1 - Check: 74+15+1 = 90 deals - Tag vs free-text disagreements - 17 - Two patterns worth acting on - Deferrals/deprioritization/MIA dominate: timing 23 + no decision 28 = 51 deals. - Competitor wins often hinge on integrations/locale/customization gaps (e.g., Deal-422BA6 ADP TotalSource partner advantages; Deal-9FCD0D and Deal-8A0992 Canadian provider preference; Deal-242273 internal points currency digitization/on-site spend; Deal-DC77FE customization like labeling points as dollars).
{"tier_counts":{"LOCK":0,"ACTION":2,"BUILD":18,"REVIVE":75,"WATCH":15,"RISKY":46},"tier_examples":{"LOCK":[],"ACTION":["Deal-C26D20","Deal-944310"],"BUILD":["Deal-499BF6","Deal-C6FE92","Deal-CA7DC0"],"REVIVE":["Deal-9AAE5F","Deal-6787C2","Deal-7B3B0F"],"WATCH":["Deal-25F752","Deal-D348E1","Deal-403845"],"RISKY":["Deal-E53952","Deal-5408B0","Deal-547B2B"]},"risky_deals":["Deal-E53952","Deal-5408B0","Deal-547B2B","Deal-B7EBD1","Deal-A2B47C","Deal-2465CE","Deal-C61CF7","Deal-584EE5","Deal-C6D97A","Deal-0660B4","Deal-FD9F4E","Deal-BA571A","Deal-D73B89","Deal-523604","Deal-3795AD","Deal-BB8880","Deal-01E193","Deal-C1FA6D","Deal-7BBDFA","Deal-93C8BF","Deal-A414F6","Deal-FA053A","Deal-E531A6","Deal-5296C9","Deal-4A13AD","Deal-8AD4A5","Deal-9D0060","Deal-690476","Deal-D1E6C2","Deal-635B8E","Deal-DCA846","Deal-CA5E44","Deal-898FC5","Deal-D8ABF7","Deal-ED725A","Deal-819506","Deal-5FDCE4","Deal-F336B6","Deal-5EED42","Deal-BA3DDC","Deal-FA32A0","Deal-03BA69","Deal-117863","Deal-F17780","Deal-2B39B0","Deal-8FDCD2"],"lock_violations":0,"pipeline_shape":"156 deals open; 55 (55/156) show ≥1 meeting in 30d; late-stage (DS4–DS5) = 24; forecast mix: COMMIT=11, BEST_CASE=40, PIPELINE=105."}
[
{
"transcript_id": "TX-001",
"deal_alias": "Deal-CFE7F4",
"why-buys": [
"Automating anniversary and birthday awards — our HR team of three cannot keep up with it manually."
],
"pain_points": [
"Right now we track everything in a spreadsheet, and people slip through the cracks."
],
"stakeholders": [
"Prospect (VP People)",
"Prospect (HR Admin)"
],
"budget_signal": "We have about $40k earmarked for engagement tools this fiscal year.",
"timeline_signal": [
"Ideally we would have this live before open enrollment in November.",
"Security review on September 12."
],
"competitor_mentioned": [
"Achievers"
],
"next_step": "Security review on September 12.",
"objections": [
"We need SSO and audit logs for IT to sign off."
],
"confidence": null
},
{
"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% for hourly workforce."
],
"stakeholders": [
"Prospect (Head of Total Rewards)",
"Prospect (CFO)"
],
"budget_signal": "Finance has approved a $25k pilot budget for this quarter.",
"timeline_signal": [
"We want a decision by end of September."
],
"competitor_mentioned": null,
"next_step": "Send the pilot agreement; prospect will route it to legal this week.",
"objections": [
"Integration with Workday has to be rock solid — that's my one condition."
],
"confidence": null
},
{
"transcript_id": "TX-003",
"deal_alias": "Deal-530B50",
"why-buys": [
"We need to make recognition visible across our 12 retail locations."
],
"pain_points": [
"Store managers have zero budget autonomy for on-the-spot recognition today."
],
"stakeholders": [
"Prospect (People Ops Manager)"
],
"budget_signal": null,
"timeline_signal": [
"Honestly there's no rush on our side until Q1."
],
"competitor_mentioned": [
"Bucketlist"
],
"next_step": "Schedule a call with the CEO; prospect will send two times.",
"objections": [
"The CEO has to be sold first — she decides anything people-related."
],
"confidence": null
},
{
"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": [
"Paying for three tools that don't integrate with HRIS."
],
"stakeholders": [
"Prospect (VP People)",
"Prospect (IT Security Lead)"
],
"budget_signal": "If it's under $15k annually, I can approve it without going to the board.",
"timeline_signal": [
"Our procurement cycle runs six to eight weeks minimum.",
"The security review took three months for our last vendor — that's my hesitation."
],
"competitor_mentioned": null,
"next_step": null,
"objections": [
"The security review took three months for our last vendor — that's my hesitation."
],
"confidence": null
},
{
"transcript_id": "TX-005",
"deal_alias": "Deal-F8767A",
"why-buys": [
"Automate service milestones.",
"Give us analytics on recognition equity across departments."
],
"pain_points": [
"Our night-shift teams feel invisible — their engagement scores run 20 points lower."
],
"stakeholders": [
"Prospect (HR Director)",
"Prospect (People Ops Coordinator)"
],
"budget_signal": "We have $12k approved under our engagement line.",
"timeline_signal": [
"We need this running before our January all-hands."
],
"competitor_mentioned": [
"Nectar"
],
"next_step": "Come present to the exec team on October 2.",
"objections": [
"We're mid-pilot with Nectar right now, so you'd need to beat that experience.",
"Our exec team is skeptical after a failed rollout two years ago."
],
"confidence": null
},
{
"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": [
"Spends five hours a month ordering and shipping plaques."
],
"stakeholders": [
"Prospect (HR Manager)"
],
"budget_signal": "Budget isn't the issue — time is.",
"timeline_signal": [
"Our fiscal year resets in February, so a Q1 start is realistic."
],
"competitor_mentioned": [
"doing it internally"
],
"next_step": "Send the one-page overview; prospect will forward it to their COO this week.",
"objections": [
"Our COO usually prefers building things in-house."
],
"confidence": null
}
]
Selection: DS5/COMMIT with close_date ≤ 2026-09-11 = 5 deals; Slack blocks −1 (Deal-2465CE) = 4; pick top 3 by strongest Slack-positive signals. - Deal-547B2B — $11,200 Why close: Slack (2026-09-04): “redlines came back clean,” “signing page is out,” VP People “signing tomorrow.” CRM: DS5/COMMIT, close_date 2026-09-11. What’s left: Customer signature. - Deal-403845 — $9,000 Why close: Slack (2026-09-04): “order form is with their finance team.” CRM: DS5/COMMIT, close_date 2026-09-11. What’s left: Finance approval, then signature. - Deal-A2B47C — $6,360 Why close: Slack (2026-09-04): “still warm, just normal legal-review pace.” CRM: DS5/COMMIT, close_date 2026-09-11. What’s left: Complete legal review, then signature.
Candidates - Deal-EC3025 | Amount: MISSING - Prospect: 'We need SCIM user provisioning — our security team will not approve any tool that requires manual account management.' - Classification: real gap - Docs basis: “SCIM user provisioning … are NOT currently listed as supported capabilities.” - Deal-D0D6B5 | Amount: MISSING - Prospect: '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 - Docs basis: “ADP Workforce Now integrations are NOT currently listed as supported capabilities.” - Deal-CFE7F4 | Amount: MISSING - Prospect: '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 - Docs basis: Plans table shows “Custom report builder | — | — | yes” (Enterprise-only). - Deal-84DBA6 | Amount: MISSING - Prospect: '"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 - Docs basis: “Slack, Microsoft Teams (all plans).” Issue is training/adoption, not capability. Summary (real gaps only) - Deal-EC3025 | Amount: MISSING | Gap: SCIM user provisioning not supported. Prospect: 'We need SCIM user provisioning — our security team will not approve any tool that requires manual account management.' - Deal-D0D6B5 | Amount: MISSING | Gap: ADP Workforce Now integration not supported. Prospect: 'Our payroll runs on ADP Workforce Now and I don't see ADP anywhere in your integration list — that's a dealbreaker for us.' Arithmetic - Monetary amounts are not provided in the supplied files; no revenue calculations are possible.
Bryce Harmon - Deal-2D1F1B, Bryce Harmon, DS1, 240000, days since last contact: 81 (last contact: 2026-06-16; 2026-09-05 - 2026-06-16 = 81 days) - Deal-66D1FC, Bryce Harmon, DS1, 99000, days since last contact: 16 (last contact: 2026-08-20; 2026-09-05 - 2026-08-20 = 16 days) - Deal-950043, Bryce Harmon, DS1, 70000, days since last contact: 19 (last contact: 2026-08-17; 2026-09-05 - 2026-08-17 = 19 days) - Deal-B23205, Bryce Harmon, DS1, 45000, days since last contact: 16 (last contact: 2026-08-20; 2026-09-05 - 2026-08-20 = 16 days) - Deal-7BBDFA, Bryce Harmon, DS3, 37440, days since last contact: 46 (last contact: 2026-07-21; 2026-09-05 - 2026-07-21 = 46 days) - Deal-332637, Bryce Harmon, DS2, 36000, days since last contact: 9 (last contact: 2026-08-27; 2026-09-05 - 2026-08-27 = 9 days) - Deal-1BEEBF, Bryce Harmon, DS1, 31500, days since last contact: 19 (last contact: 2026-08-17; 2026-09-05 - 2026-08-17 = 19 days) - Deal-A414F6, Bryce Harmon, DS1, 25200, days since last contact: 19 (last contact: 2026-08-17; 2026-09-05 - 2026-08-17 = 19 days) - Deal-C5658B, Bryce Harmon, DS1, 23400, days since last contact: 16 (last contact: 2026-08-20; 2026-09-05 - 2026-08-20 = 16 days) - Deal-40522D, Bryce Harmon, DS3, 21000, days since last contact: 19 (last contact: 2026-08-17; 2026-09-05 - 2026-08-17 = 19 days) - Deal-C1FA6D, Bryce Harmon, DS1, 18000, days since last contact: 16 (last contact: 2026-08-20; 2026-09-05 - 2026-08-20 = 16 days) - Deal-01E193, Bryce Harmon, DS1, 12600, days since last contact: 8 (last contact: 2026-08-28; 2026-09-05 - 2026-08-28 = 8 days) - Deal-F0EBBB, Bryce Harmon, DS3, 11400, days since last contact: 24 (last contact: 2026-08-12; 2026-09-05 - 2026-08-12 = 24 days) - Deal-927338, Bryce Harmon, DS1, 10920, days since last contact: 18 (last contact: 2026-08-18; 2026-09-05 - 2026-08-18 = 18 days) - Deal-E25A09, Bryce Harmon, DS1, 6000, days since last contact: 9 (last contact: 2026-08-27; 2026-09-05 - 2026-08-27 = 9 days) - Deal-C9C286, Bryce Harmon, DS2, 5502, days since last contact: 9 (last contact: 2026-08-27; 2026-09-05 - 2026-08-27 = 9 days) - Deal-012CB1, Bryce Harmon, DS1, 1, days since last contact: 23 (last contact: 2026-08-13; 2026-09-05 - 2026-08-13 = 23 days) - Deal-3795AD, Bryce Harmon, DS2, 1, days since last contact: 8 (last contact: 2026-08-28; 2026-09-05 - 2026-08-28 = 8 days) Summary for Bryce Harmon: 18 stale deals, total stale amount = 692964 Dana Mercer - Deal-44EA29, Dana Mercer, DS2, 60000, days since last contact: 10 (last contact: 2026-08-26; 2026-09-05 - 2026-08-26 = 10 days) - Deal-E51FB7, Dana Mercer, DS2, 43875, days since last contact: 12 (last contact: 2026-08-24; 2026-09-05 - 2026-08-24 = 12 days) - Deal-B42F46, Dana Mercer, DS1, 27000, days since last contact: 19 (last contact: 2026-08-17; 2026-09-05 - 2026-08-17 = 19 days) - Deal-BA3DDC, Dana Mercer, DS3, 23400, days since last contact: 15 (last contact: 2026-08-21; 2026-09-05 - 2026-08-21 = 15 days) - Deal-9DDE86, Dana Mercer, DS2, 20000, days since last contact: 15 (last contact: 2026-08-21; 2026-09-05 - 2026-08-21 = 15 days) - Deal-215CCA, Dana Mercer, DS3, 18900, days since last contact: 17 (last contact: 2026-08-19; 2026-09-05 - 2026-08-19 = 17 days) - Deal-5EED42, Dana Mercer, DS3, 16250, days since last contact: 11 (last contact: 2026-08-25; 2026-09-05 - 2026-08-25 = 11 days) - Deal-57887A, Dana Mercer, DS2, 15000, days since last contact: 8 (last contact: 2026-08-28; 2026-09-05 - 2026-08-28 = 8 days) - Deal-944310, Dana Mercer, DS4, 10500, days since last contact: 33 (last contact: 2026-08-03; 2026-09-05 - 2026-08-03 = 33 days) - Deal-3974EB, Dana Mercer, DS4, 9000, days since last contact: 8 (last contact: 2026-08-28; 2026-09-05 - 2026-08-28 = 8 days) - Deal-B7EBD1, Dana Mercer, DS5, 9000, days since last contact: 16 (last contact: 2026-08-20; 2026-09-05 - 2026-08-20 = 16 days) - Deal-F40F04, Dana Mercer, DS2, 8100, days since last contact: 15 (last contact: 2026-08-21; 2026-09-05 - 2026-08-21 = 15 days) - Deal-7599B8, Dana Mercer, DS3, 7350, days since last contact: 18 (last contact: 2026-08-18; 2026-09-05 - 2026-08-18 = 18 days) - Deal-87DDD1, Dana Mercer, DS1, 5000, days since last contact: 19 (last contact: 2026-08-17; 2026-09-05 - 2026-08-17 = 19 days) - Deal-F336B6, Dana Mercer, DS3, 4200, days since last contact: 15 (last contact: 2026-08-21; 2026-09-05 - 2026-08-21 = 15 days) - Deal-0660B4, Dana Mercer, DS4, 1920, days since last contact: 16 (last contact: 2026-08-20; 2026-09-05 - 2026-08-20 = 16 days) Summary for Dana Mercer: 16 stale deals, total stale amount = 279495 Alex Franklin - Deal-CC08D1, Alex Franklin, DS1, 24000, days since last contact: 16 (last contact: 2026-08-20; 2026-09-05 - 2026-08-20 = 16 days) - Deal-E73427, Alex Franklin, DS3, 18000, days since last contact: 10 (last contact: 2026-08-26; 2026-09-05 - 2026-08-26 = 10 days) - Deal-885F45, Alex Franklin, DS2, 9300, days since last contact: 12 (last contact: 2026-08-24; 2026-09-05 - 2026-08-24 = 12 days) - Deal-C2FF3C, Alex Franklin, DS1, 8316, days since last contact: 10 (last contact: 2026-08-26; 2026-09-05 - 2026-08-26 = 10 days) - Deal-0D2F7A, Alex Franklin, DS3, 5100, days since last contact: 12 (last contact: 2026-08-24; 2026-09-05 - 2026-08-24 = 12 days) - Deal-6C60D4, Alex Franklin, DS3, 4800, days since last contact: 12 (last contact: 2026-08-24; 2026-09-05 - 2026-08-24 = 12 days) - Deal-13FEBD, Alex Franklin, DS2, 4680, days since last contact: 12 (last contact: 2026-08-24; 2026-09-05 - 2026-08-24 = 12 days) - Deal-819506, Alex Franklin, DS1, 4400, days since last contact: 8 (last contact: 2026-08-28; 2026-09-05 - 2026-08-28 = 8 days) - Deal-9D0060, Alex Franklin, DS3, 3840, days since last contact: 12 (last contact: 2026-08-24; 2026-09-05 - 2026-08-24 = 12 days) - Deal-690476, Alex Franklin, DS2, 3600, days since last contact: 18 (last contact: 2026-08-18; 2026-09-05 - 2026-08-18 = 18 days) - Deal-C6D97A, Alex Franklin, DS4, 3240, days since last contact: 8 (last contact: 2026-08-28; 2026-09-05 - 2026-08-28 = 8 days) - Deal-EE195F, Alex Franklin, DS3, 3120, days since last contact: 8 (last contact: 2026-08-28; 2026-09-05 - 2026-08-28 = 8 days) - Deal-278DEC, Alex Franklin, DS3, 2700, days since last contact: 8 (last contact: 2026-08-28; 2026-09-05 - 2026-08-28 = 8 days) - Deal-635B8E, Alex Franklin, DS3, 2600, days since last contact: 18 (last contact: 2026-08-18; 2026-09-05 - 2026-08-18 = 18 days) - Deal-6883F3, Alex Franklin, DS1, 2400, days since last contact: 16 (last contact: 2026-08-20; 2026-09-05 - 2026-08-20 = 16 days) - Deal-4A13AD, Alex Franklin, DS3, 2160, days since last contact: 26 (last contact: 2026-08-10; 2026-09-05 - 2026-08-10 = 26 days) - Deal-F67D31, Alex Franklin, DS2, 1800, days since last contact: 8 (last contact: 2026-08-28; 2026-09-05 - 2026-08-28 = 8 days) - Deal-5FDCE4, Alex Franklin, DS3, 1600, days since last contact: 12 (last contact: 2026-08-24; 2026-09-05 - 2026-08-24 = 12 days) - Deal-BA571A, Alex Franklin, DS4, 1080, days since last contact: 18 (last contact: 2026-08-18; 2026-09-05 - 2026-08-18 = 18 days) Summary for Alex Franklin: 19 stale deals, total stale amount = 106736 Cole Ingram - Deal-D04904, Cole Ingram, DS2, 58529.25, days since last contact: 11 (last contact: 2026-08-25; 2026-09-05 - 2026-08-25 = 11 days) - Deal-B25F40, Cole Ingram, DS3, 40000, days since last contact: 8 (last contact: 2026-08-28; 2026-09-05 - 2026-08-28 = 8 days) - Deal-813836, Cole Ingram, DS2, 32175, days since last contact: 11 (last contact: 2026-08-25; 2026-09-05 - 2026-08-25 = 11 days) - Deal-1BA595, Cole Ingram, DS2, 31750, days since last contact: 11 (last contact: 2026-08-25; 2026-09-05 - 2026-08-25 = 11 days) - Deal-CFE1E8, Cole Ingram, DS3, 18000, days since last contact: 11 (last contact: 2026-08-25; 2026-09-05 - 2026-08-25 = 11 days) - Deal-CD47A6, Cole Ingram, DS2, 12168, days since last contact: 11 (last contact: 2026-08-25; 2026-09-05 - 2026-08-25 = 11 days) - Deal-627646, Cole Ingram, DS3, 11193, days since last contact: 11 (last contact: 2026-08-25; 2026-09-05 - 2026-08-25 = 11 days) - Deal-FF809F, Cole Ingram, DS2, 7781.2, days since last contact: 11 (last contact: 2026-08-25; 2026-09-05 - 2026-08-25 = 11 days) - Deal-AF932D, Cole Ingram, DS2, 7225.4, days since last contact: 11 (last contact: 2026-08-25; 2026-09-05 - 2026-08-25 = 11 days) - Deal-A71728, Cole Ingram, DS2, 6947.5, days since last contact: 11 (last contact: 2026-08-25; 2026-09-05 - 2026-08-25 = 11 days) - Deal-8BC9F5, Cole Ingram, DS2, 5616, days since last contact: 10 (last contact: 2026-08-26; 2026-09-05 - 2026-08-26 = 10 days) - Deal-175395, Cole Ingram, DS3, 4779.88, days since last contact: 11 (last contact: 2026-08-25; 2026-09-05 - 2026-08-25 = 11 days) - Deal-481E24, Cole Ingram, DS3, 4140, days since last contact: 10 (last contact: 2026-08-26; 2026-09-05 - 2026-08-26 = 10 days) - Deal-C7F9BF, Cole Ingram, DS2, 3360, days since last contact: 11 (last contact: 2026-08-25; 2026-09-05 - 2026-08-25 = 11 days) - Deal-2F3A66, Cole Ingram, DS3, 3334.8, days since last contact: 11 (last contact: 2026-08-25; 2026-09-05 - 2026-08-25 = 11 days) - Deal-342E96, Cole Ingram, DS2, 2700, days since last contact: 24 (last contact: 2026-08-12; 2026-09-05 - 2026-08-12 = 24 days) - Deal-E568D5, Cole Ingram, DS3, 1875, days since last contact: 11 (last contact: 2026-08-25; 2026-09-05 - 2026-08-25 = 11 days) - Deal-FD9F4E, Cole Ingram, DS5, 1330, days since last contact: 10 (last contact: 2026-08-26; 2026-09-05 - 2026-08-26 = 10 days) Summary for Cole Ingram: 18 stale deals, total stale amount = 252905.03 Farid Osman - Deal-8BA24E, Farid Osman, DS1, 2880, days since last contact: 8 (last contact: 2026-08-28; 2026-09-05 - 2026-08-28 = 8 days) - Deal-8FDCD2, Farid Osman, DS1, 1, days since last contact: 15 (last contact: 2026-08-21; 2026-09-05 - 2026-08-21 = 15 days) Summary for Farid Osman: 2 stale deals, total stale amount = 2881 Deals missing in engagements_by_deal_90d.csv (cannot evaluate staleness): - Deal-3EED2C (deal_id 64623982954), owner Alex Franklin, DS2, 7200 - Deal-57FF13 (deal_id 64524667574), owner Elena Sinclair, DS1, 2100
Snapshot date: 2026-09-05 | Window: 2026-08-06 to 2026-09-05 (inclusive) Bryce Harmon (119337721): emails=162, calls=0, meetings=43, total=205; DS2 entries last 30d=4. Activity mix -> emails: 162/205 = 79.0%; calls: 0/205 = 0.0%; meetings: 43/205 = 21.0%. Activities per DS2: 205/4 = 51.25. Dana Mercer (83155923): emails=84, calls=18, meetings=11, total=113; DS2 entries last 30d=1. Activity mix -> emails: 84/113 = 74.3%; calls: 18/113 = 15.9%; meetings: 11/113 = 9.7%. Activities per DS2: 113/1 = 113.00. Alex Franklin (84342457): emails=307, calls=36, meetings=41, total=384; DS2 entries last 30d=18. Activity mix -> emails: 307/384 = 79.9%; calls: 36/384 = 9.4%; meetings: 41/384 = 10.7%. Activities per DS2: 384/18 = 21.33. Cole Ingram (83155924): emails=96, calls=14, meetings=1, total=111; DS2 entries last 30d=2. Activity mix -> emails: 96/111 = 86.5%; calls: 14/111 = 12.6%; meetings: 1/111 = 0.9%. Activities per DS2: 111/2 = 55.50. Farid Osman (716654662): emails=38, calls=0, meetings=34, total=72; DS2 entries last 30d=1. Activity mix -> emails: 38/72 = 52.8%; calls: 0/72 = 0.0%; meetings: 34/72 = 47.2%. Activities per DS2: 72/1 = 72.00. Elena Sinclair (701163055): emails=0, calls=0, meetings=0, total=0; DS2 entries last 30d=0. Activity mix -> no activities in last 30d (0 emails, 0 calls, 0 meetings). Activities per DS2: 0/0 = n/a (no DS2 entries). Efficiency ranking (lowest activities per DS2 entry): 1. Alex Franklin — 384/18 = 21.33 (total=384, DS2=18) 2. Bryce Harmon — 205/4 = 51.25 (total=205, DS2=4) 3. Cole Ingram — 111/2 = 55.50 (total=111, DS2=2) 4. Farid Osman — 72/1 = 72.00 (total=72, DS2=1) 5. Dana Mercer — 113/1 = 113.00 (total=113, DS2=1) Most efficient rep: Alex Franklin — 384/18 = 21.33 Highest-volume rep (total activities): Alex Franklin — total=384 Do they differ? No
QTD scorecard — Alex Franklin — as of 2026-09-05 Bookings vs quota - Included closed-won in Q3 (aliases and amounts): Deal-A1C3E5 40000; Deal-F2C7D8 20000; Deal-B7D2F4 35000; Deal-C9E1A6 21000; Deal-A8B4D6 12000; Deal-D4B8C2 11000; Deal-E6F3A9 6500; Deal-C5D9E2 4500 - Arithmetic (bookings): 40000 + 20000 + 35000 + 21000 + 12000 + 11000 + 6500 + 4500 = 150000 - Quota (Q3): 200000 - Attainment: 150000 / 200000 = 0.75 = 75.0% - Excluded pre‑Q3 closed‑won: Deal-B3E6F1 24000 (2026-06-20) New vs expansion split (of 150000) - New (amounts): Deal-A1C3E5 40000; Deal-B7D2F4 35000; Deal-C9E1A6 21000; Deal-D4B8C2 11000; Deal-E6F3A9 6500 - Arithmetic: 40000 + 35000 + 21000 + 11000 + 6500 = 113500 - Share: 113500 / 150000 = 75.67% - Expansion (amounts): Deal-F2C7D8 20000; Deal-A8B4D6 12000; Deal-C5D9E2 4500 - Arithmetic: 20000 + 12000 + 4500 = 36500 - Share: 36500 / 150000 = 24.33% Active pipeline by stage (open only) - DS1: 284621 - DS2: 353760 - DS3: 552705 - DS4: 23574 - DS5: 45730 - Pipeline total: 284621 + 353760 + 552705 + 23574 + 45730 = 1260390 Rolling 90-day DS2-to-won rate (window 2026-06-07 to 2026-09-05) - Entered DS2: 111 - Won from that cohort by 2026-09-05: 8 - Conversion: 8 / 111 = 7.21% Win/loss counts QTD and top loss reason - Wins: 8 - Losses: 27 - Top loss reason: Lost- Timing (1 year or more) = 13 Activity volume in last 30 days - Emails: 807 - Calls: 112 - Meetings: 128 - Notes: 50 Coaching observations 1) DS2-to-won at 7.21% with 111 DS2 entrants suggests qualification and progression tightening is needed; focus on earlier exit or stronger MEDDICC before DS2. 2) Losses are concentrated in “Lost- Timing (1 year or more)” (13 of 27); introduce stronger next-step capture and nurture plans to recycle long-timers and tighten ICP/timing checks earlier. 3) Pipeline is heavy in mid-stages (DS3 = 552705 vs DS4+DS5 = 69304); prioritize advancing top DS3/DS4 opps to DS5 to de-risk remaining Q3 targets and pull forward near-term closes.
Open/closed status, deal amount, and stage are not provided in the files; cannot filter to “open” nor report amount/stage. Results include all deals in the file that meet the single/under-threaded criteria. - Deal-36C33F amount: missing stage: missing active contact count: 1 (<2 → single-threaded) personas present: IT security personas missing: economic buyer, champion, HR admin, finance most valuable persona to add given the stage: unknown (stage missing) on-file unengaged contact who fits: N/A (stage missing) - Deal-50D386 amount: missing stage: missing active contact count: 2 (<3 → under-threaded) personas present: HR admin, champion personas missing: economic buyer, IT security, finance most valuable persona to add given the stage: unknown (stage missing) on-file unengaged contact who fits: N/A (stage missing) - Deal-5408B0 amount: missing stage: missing active contact count: 2 (<3 → under-threaded) personas present: HR admin, champion personas missing: economic buyer, IT security, finance most valuable persona to add given the stage: unknown (stage missing) on-file unengaged contact who fits: N/A (stage missing) - Deal-5BFE3B amount: missing stage: missing active contact count: 2 (<3 and all contacts in one persona → under-threaded) personas present: champion personas missing: economic buyer, HR admin, IT security, finance most valuable persona to add given the stage: unknown (stage missing) on-file unengaged contact who fits: N/A (stage missing) - Deal-885F45 amount: missing stage: missing active contact count: 2 (<3 → under-threaded) personas present: champion, economic buyer personas missing: HR admin, IT security, finance most valuable persona to add given the stage: unknown (stage missing) on-file unengaged contact who fits: N/A (stage missing) - Deal-92D97D amount: missing stage: missing active contact count: 1 (<2 → single-threaded) personas present: HR admin personas missing: economic buyer, champion, IT security, finance most valuable persona to add given the stage: unknown (stage missing) on-file unengaged contact who fits: N/A (stage missing) - Deal-C6D97A amount: missing stage: missing active contact count: 3 (all contacts in one persona → under-threaded) personas present: champion personas missing: economic buyer, HR admin, IT security, finance most valuable persona to add given the stage: unknown (stage missing) on-file unengaged contact who fits: N/A (stage missing) - Deal-D0D6B5 amount: missing stage: missing active contact count: 3 (all contacts in one persona → under-threaded) personas present: champion personas missing: economic buyer, HR admin, IT security, finance most valuable persona to add given the stage: unknown (stage missing) on-file unengaged contact who fits: N/A (stage missing) - Deal-EC3025 amount: missing stage: missing active contact count: 1 (<2 → single-threaded) personas present: champion personas missing: economic buyer, HR admin, IT security, finance most valuable persona to add given the stage: unknown (stage missing) on-file unengaged contact who fits: N/A (stage missing) - Deal-F9A08A amount: missing stage: missing active contact count: 1 (<2 → single-threaded) personas present: champion personas missing: economic buyer, HR admin, IT security, finance most valuable persona to add given the stage: unknown (stage missing) on-file unengaged contact who fits: N/A (stage missing) - Deal-FCBE5B amount: missing stage: missing active contact count: 1 (<2 → single-threaded) personas present: champion personas missing: economic buyer, HR admin, IT security, finance most valuable persona to add given the stage: unknown (stage missing) on-file unengaged contact who fits: N/A (stage missing)
Lead (first five minutes) - Case-study ROI opener — 8/10 = 80%: "Quick one to kick off: a 400-person retailer we work with cut regretted turnover 18% in two quarters after automating milestone awards, and I wanted to walk you through exactly how they did it." - Agenda-led — 1/10 = 10%: "I put together a short agenda — security review first, then pricing." - Pricing-first — 1/10 = 10%: "You asked for straight pricing last time, so let's start there." Handling of the three most common objections - Budget locked until next FY — 4/10 = 40%: "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." - Revisit next quarter (open enrollment) — 3/10 = 30%: "Makes sense. What if we scope a 90-day pilot with one department so you have internal data before next quarter's planning?" - Already handling via spreadsheet/gift cards — 3/10 = 30%: "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." Concrete next step agreed (rate) - 7 agreed / 10 total = 70.0%: "Yes, Thursday at 2pm works — send the invite and I'll bring our HRIS manager." Competitors a prospect raised - Awardco: "We're also in late talks with Awardco — their rewards catalog looks bigger than yours." - Kudos: "How are you different from Kudos? Our CEO used them at her last company." Coaching notes - When budget/committee blocks progress, replace “Understood — I’ll leave it with you.” with a pencil-in and fallback (“Let’s pencil a 30-min for next Tuesday; if committee slips, we’ll convert it to a Q&A.”). - After the spreadsheet objection, add a calibrated ask to secure momentum (“If we send a 2-week pilot plan today, can we align your HRIS manager on a kickoff date this week?”).
Q3 2026 forecast (2026-07-01 to 2026-09-30) - COMMIT total - Arithmetic: 11200 + 9000 + 9000 + 6360 + 5400 + 2520 + 1249 = 44729 - COMMIT total = 44729 - BEST_CASE total - Arithmetic: 38935 + 24000 + 16250 + 11116 + 10800 + 10500 + 9890 + 9720 + 9000 + 7200 + 3840 + 3780 + 3600 + 3240 + 3150 + 3120 + 3060 + 2916 + 2760 + 2484 + 2100 + 1920 + 528 = 183909 - BEST_CASE total = 183909 - Weighted forecast - Rule: 100% of COMMIT + 35% of BEST_CASE - Arithmetic: 44729 + 0.35*183909 = 44729 + 64368.15 = 109097.15 - Weighted forecast = 109097.15 - Deal counts inside the quarter - COMMIT: 7 - BEST_CASE: 23 - PIPELINE: 23 - Excluded for being outside the quarter - Count: 32 deals - Total amount arithmetic: sum(out-of-quarter amounts) = 227575 - Total excluded amount = 227575 - Top 5 BEST_CASE deals by amount (inside the quarter) - Deal-2D7423 — 38935 - Deal-25F752 — 24000 - Deal-5EED42 — 16250 - Deal-FA32A0 — 11116 - Deal-FC22A3 — 10800 ## Data quality - Owner is blank on nearly all rows (only Deal-C9C286 has an owner), which breaks owner-level accountability and rollups. - Many late-stage deals have why_buys_chars = 0 (e.g., Deal-5EED42, Deal-FA32A0, Deal-547B2B), indicating missing why-buys despite DS3–DS5 stages. - Stage/forecast misalignment exists (e.g., DS1 COMMIT Deal-A5E80A and DS2 COMMIT Deal-499BF6), undermining stage-driven forecast reliability. - Inconsistent amount precision (e.g., Deal-42326B has 2480.4 while most amounts are integers) can cause rounding and aggregation discrepancies.
2x2 retention (cohort size and 24‑month retention rate) - Both signals (m1_users >= 5 AND m1_redemptions >= 1): 31 active / 47 total = 31/47 = 0.6596 (65.96%) - Givers-only (m1_users >= 5 AND m1_redemptions = 0): 23 active / 49 total = 23/49 = 0.4694 (46.94%) - Redemption-only (m1_users < 5 AND m1_redemptions >= 1): 9 active / 29 total = 9/29 = 0.3103 (31.03%) - Neither (m1_users < 5 AND m1_redemptions = 0): 38 active / 95 total = 38/95 = 0.4000 (40.00%) Exclusions - 0 companies excluded (all rows had numeric m1_users and m1_redemptions). Single signal with the largest retention lift - m1_users >= 5 (givers): lift vs neither = 0.4694 − 0.4000 = +0.0694 (+6.94 percentage points). What this does and does not prove - Does: In this 2023 cohort, companies with both signals retained best at 24 months; having m1_users >= 5 alone is associated with higher retention than neither signal. - Does not: Prove causation or isolate effects (observational; no controls for confounders like product tier, industry, region; “current_status” is a proxy for 24‑month retention; results may not generalize beyond this extract).
Totals (as of 2026-09-05) - Billing ARR (sum over active subscriptions: Σ MRR x 12): 604,739.28 - CRM ARR (sum over company_arr.csv): 603,581.76 - Variance (CRM − Billing): -1,157.52 Bucket decomposition (sums exactly to -1,157.52) - Status mismatch: +13,158.48 = C-0C8323BF (+4,905.24) + C-0DC4FB8C (+8,253.24) - Missing records: -11,952.00 = CRM-only C-0D5BBE3A (+16,497.24) + Billing-only C-21629AA4 (-28,449.24) - Rounding: 0.00 - Other: -2,364.00 = C-0F7269D7 (-2,400.00) + C-0D66DF9E (+16.00) + C-14D70CE0 (+20.00) Mismatched accounts (CRM ARR, Billing ARR, Diff = CRM − Billing, Suggested owner) - C-0C8323BF: 4,905.24 vs 0.00 → +4,905.24 — Status mismatch — Owner: RevOps (CRM hygiene) - C-0DC4FB8C: 8,253.24 vs 0.00 → +8,253.24 — Status mismatch — Owner: RevOps (CRM hygiene) - C-0D5BBE3A: 16,497.24 vs 0.00 → +16,497.24 — Missing records (CRM only) — Owner: Finance/Billing (create/associate subscription) - C-21629AA4: 0.00 vs 28,449.24 → -28,449.24 — Missing records (Billing only) — Owner: RevOps (create/associate CRM company) - C-0F7269D7: 24,396.00 vs 26,796.00 → -2,400.00 — Other — Owner: RevOps (rate/term correction) - C-0D66DF9E: 23,200.00 vs 23,184.00 → +16.00 — Other — Owner: RevOps (rate/term correction) - C-14D70CE0: 18,200.00 vs 18,180.00 → +20.00 — Other — Owner: RevOps (rate/term correction) Business-rule violations (term_months ≠ 12 requires cf_agreement_end_date) - SUB-0002, C-1794A52C, term_months=24, status=active, cf_agreement_end_date=(missing) - SUB-0019, C-22170CA1, term_months=36, status=active, cf_agreement_end_date=(missing) Arithmetic notes - Example Billing ARR calculations: - C-0BC46AD9: 1,436.77 x 12 = 17,241.24 - C-21629AA4: 2,370.77 x 12 = 28,449.24 - C-0F7269D7: 2,233.00 x 12 = 26,796.00 - Totals check: Status mismatch (+13,158.48) + Missing records (-11,952.00) + Rounding (0.00) + Other (-2,364.00) = -1,157.52 (matches CRM − Billing)
KVMs for 2026-08 vs 2026-07 KVM 2026-08 2026-07 Abs change Rel change Direction Giving rate 0.6027 0.6023 +0.0004 +0.07% up Redemptions per user 1.7302 1.7300 +0.0002 +0.01% up 1:1 meetings engagement 0.4472 0.4469 +0.0003 +0.06% up Pulse check engagement 0.5086 0.6006 -0.0920 -15.31% down Largest relative move: Pulse check engagement down 15.31% (0.6006 → 0.5086), driven by size_band=enterprise: -50.13% (0.5500 → 0.2743). Data does not distinguish plan_tier (all rows are tier_three).
Last completed month: 2026-08 - Redemptions: 372 Arithmetic: count(rows with redeemed_at ≤ 2026-08-31) = 372 - Spend (USD): 27,325.00 Arithmetic: sum(amount_usd across 372 rows) = 27,325.00 - Unique redeemers: 232 Arithmetic: count(distinct user_key) = 232 - Redemptions per redeemer: 1.60 Arithmetic: 372 ÷ 232 = 1.6034 → 1.60 - Provider mix (% of spend; sums to 100.00%) Arithmetic base: total spend = 27,325.00 • custom: 10,873.00 ÷ 27,325.00 = 39.79% • Tremendous: 8,505.00 ÷ 27,325.00 = 31.13% • Snappy: 4,717.00 ÷ 27,325.00 = 17.26% • TangoCard: 3,230.00 ÷ 27,325.00 = 11.82% Total: 39.79 + 31.13 + 17.26 + 11.82 = 100.00% - Top 5 countries by redemptions (count) Arithmetic: count(rows by country), sorted desc 1) US = 240 2) CA = 24 3) AU = 20 4) GB = 17 5) NL = 17
Qualifying at-risk accounts (meet R1 + R2 + R3) - C-0F6C0F34 — $49,707.00 — Play: executive touch — Signal: champion_active = false Eligibility math: health_score 51 < 60; amount 49,707.00 > 0; days_to_renewal 28 ≤ 120 (2026-10-03 − 2026-09-05) - C-0B827671 — $25,365.00 — Play: usage revival — Signal: usage_trend_3m = declining Eligibility math: health_score 56 < 60; amount 25,365.00 > 0; days_to_renewal 70 ≤ 120 (2026-11-14 − 2026-09-05) - C-0B360C78 — $35,748.00 — Play: commercial concession — Signal: utilization = 246/327 (75.2%) Eligibility math: health_score 57 < 60; amount 35,748.00 > 0; days_to_renewal 53 ≤ 120 (2026-10-28 − 2026-09-05) - C-0B0F1BAB — $5,494.00 — Play: executive touch — Signal: champion_active = false Eligibility math: health_score 38 < 60; amount 5,494.00 > 0; days_to_renewal 18 ≤ 120 (2026-09-23 − 2026-09-05) - C-0CA21961 — $16,829.00 — Play: usage revival — Signal: utilization = 84/325 (25.8%) Eligibility math: health_score 58 < 60; amount 16,829.00 > 0; days_to_renewal 114 ≤ 120 (2026-12-28 − 2026-09-05) - C-0E9C27D1 — $41,235.00 — Play: commercial concession — Signal: usage_trend_3m = flat Eligibility math: health_score 39 < 60; amount 41,235.00 > 0; days_to_renewal 19 ≤ 120 (2026-09-24 − 2026-09-05) - C-0CEF69FD — $32,621.00 — Play: executive touch — Signal: champion_active = false Eligibility math: health_score 53 < 60; amount 32,621.00 > 0; days_to_renewal 77 ≤ 120 (2026-11-21 − 2026-09-05) - C-0D3278C7 — $17,602.00 — Play: usage revival — Signal: usage_trend_3m = declining Eligibility math: health_score 54 < 60; amount 17,602.00 > 0; days_to_renewal 68 ≤ 120 (2026-11-12 − 2026-09-05) Total amount at stake - Sum = 49,707.00 + 25,365.00 + 35,748.00 + 5,494.00 + 16,829.00 + 41,235.00 + 32,621.00 + 17,602.00 = $224,601.00 At-risk but do not qualify (fail R2 and/or R3) - C-0BA71F12 — renewal beyond 120 days (2027-04-11; 218 days) - C-0BC71BDD — churn_save_eligible_amount = 0 - C-0BE96399 — churn_save_eligible_amount = 0 - C-0F6694C3 — renewal beyond 120 days (2027-03-21; 197 days), churn_save_eligible_amount = 0 - C-0F876796 — renewal beyond 120 days (2027-02-06; 154 days) - C-0FCCD2DF — renewal beyond 120 days (2027-04-23; 230 days), churn_save_eligible_amount = 0 - C-10A56B0F — churn_save_eligible_amount = 0
C-0DDFC9A7 - Seat coverage (licensed over headcount): 150 / 400 = 0.375 = 37.5% - Usage health: - MAU Mar→Aug: 88 → 126 = +38 users = (38 / 88) = 43.2% growth - Aug license utilization: 126 / 150 = 0.84 = 84.0% - Headroom (to full headcount) and ARR at current rate: - Per-seat rate: $9,000 / 150 = $60 per seat-year - Headroom seats: 400 − 150 = 250 - Headroom ARR: 250 × $60 = $15,000 - Who replied and can they buy: Maria S., People Operations Coordinator — cannot buy; budget/seat expansion sit with Dana R., VP People. - Right buyer from our contacts: Dana R., VP People. Reply email (≤150 words) Subject: Quick intro to Dana? Hi Maria — thanks for the quick reply and for keeping the program humming. I noticed 126 monthly active users in August, which tracks with your note about the busy feed. Since seat and budget decisions sit with Dana, would you be open to introducing us? I can share a 1‑pager with usage highlights and options so she has everything in one place. If it’s easier, I’m happy to draft a short blurb you can forward. Appreciate the help, Cole
Account: C-0D284E42 What’s complete (backed by fields) - Slack integration: connected on 2026-08-12 (integration_slack=2026-08-12) - Allowance: set on 2026-08-13 (allowance_set=2026-08-13) - Admins: 2 added (admins_added=2) - First recognition: 2026-08-15 14:22 (first_recognition_at=2026-08-15 14:22) What’s not complete (empty fields) - HRIS integration: not connected (integration_hris is blank) - First redemption: not done (first_redemption_at is blank) Early engagement signals (from onboarding_usage.csv) - Ramp in daily active givers - First 5 days avg (2026-08-11..2026-08-15): (3+3+4+4+5)/5 = 19/5 = 3.8 - Last 7 days avg (2026-08-29..2026-09-04): (11+13+11+13+13+15+15)/7 = 91/7 = 13.0 - Growth: (13.0 − 3.8) / 3.8 = 9.2 / 3.8 = 2.421 = +242% - Peak daily active givers: 15 on 2026-09-03 and 2026-09-04 - Consistent activation: 10 consecutive days with ≥10 active givers (2026-08-26..2026-09-04) - Time to first recognition after allowance set: 2026-08-15 − 2026-08-13 = 2 days Top 3 things to cover on the call 1) Connect HRIS integration (integration_hris is blank): confirm system, access, and field mapping plan. 2) Drive first redemption (first_redemption_at is blank): align on redemption walkthrough and comms to prompt first redemptions. 3) Sustain and expand giver activation: agree on an owner/cadence to maintain ≥10 daily active givers (achieved over the last 10 days) and reinforce Slack recognition norms.
C-0B7D2C30 | Dana Mercer | ARR $65901.00 | Date used 2026-09-15 (Chargebee; multi-year in CB; known CZ issue on multi-year) — Disagreement: CZ 2026-09-10 vs CB 2026-09-15 | Seat util 274/476=57.6% | 3-mo 97→94→84 (-13.4%) | Risk High — Seat utilization 57.6%; last 3 months 97→94→84 down 13.4%. C-0BCDB8C2 | Cole Ingram | ARR $54427.00 | Date used 2026-09-18 (Chargebee; multi-year in CB; known CZ issue on multi-year) — Disagreement: CZ 2027-09-18 vs CB 2026-09-18 | Seat util 232/424=54.7% | 3-mo 127→118→110 (-13.4%) | Risk High — Seat utilization 54.7%; last 3 months 127→118→110 down 13.4%. C-0D2AB865 | Elena Sinclair | ARR $38022.00 | Date used 2026-09-22 (Chargebee; multi-year in CB; known CZ issue on multi-year) — Disagreement: CZ 2026-09-10 vs CB 2026-09-22 | Seat util 250/407=61.4% | 3-mo 125→117→109 (-12.8%) | Risk Medium — Seat utilization 61.4%; last 3 months 125→117→109 down 12.8%. C-0BBE3E60 | Dana Mercer | ARR $30993.00 | Date used 2026-09-26 (Chargebee; multi-year in CB; known CZ issue on multi-year) — Disagreement: CZ 2027-09-26 vs CB 2026-09-26 | Seat util 74/114=64.9% | 3-mo 39→35→33 (-15.4%) | Risk Medium — Seat utilization 64.9%; last 3 months 39→35→33 down 15.4%. C-0F5D2323 | Cole Ingram | ARR $90647.00 | Date used 2026-09-29 (Chargebee; multi-year in CB; known CZ issue on multi-year) — Disagreement: CZ 2026-09-10 vs CB 2026-09-29 | Seat util 111/390=28.5% | 3-mo 20→21→18 (-10.0%) | Risk High — Seat utilization 28.5%; last 3 months 20→21→18 down 10.0%. C-0EC6999D | Elena Sinclair | ARR $79419.00 | Date used 2026-10-03 (Chargebee; dates match; Chargebee is billing system of record) | Seat util 31/112=27.7% | 3-mo 17→16→15 (-11.8%) | Risk High — Seat utilization 27.7%; last 3 months 17→16→15 down 11.8%. C-0B20DB64 | Dana Mercer | ARR $21770.00 | Date used 2026-10-07 (Chargebee; dates match; Chargebee is billing system of record) | Seat util 214/378=56.6% | 3-mo 294→298→294 (+0.0%) | Risk Medium — Seat utilization 56.6%; last 3 months 294→298→294 up 0.0%. C-0BBC4E7A | Cole Ingram | ARR $56374.00 | Date used 2026-10-10 (Chargebee; dates match; Chargebee is billing system of record) | Seat util 228/337=67.7% | 3-mo 142→141→139 (-2.1%) | Risk Low — Seat utilization 67.7%; last 3 months 142→141→139 down 2.1%. C-0FD551AB | Elena Sinclair | ARR $48815.00 | Date used 2026-10-14 (Chargebee; dates match; Chargebee is billing system of record) | Seat util 210/376=55.9% | 3-mo 123→122→126 (+2.4%) | Risk Medium — Seat utilization 55.9%; last 3 months 123→122→126 up 2.4%. C-0F9F8F13 | Dana Mercer | ARR $46230.00 | Date used 2026-10-18 (Chargebee; dates match; Chargebee is billing system of record) | Seat util 199/352=56.5% | 3-mo 185→185→182 (-1.6%) | Risk Medium — Seat utilization 56.5%; last 3 months 185→185→182 down 1.6%. C-0BC34584 | Cole Ingram | ARR $16740.00 | Date used 2026-10-22 (Chargebee; dates match; Chargebee is billing system of record) | Seat util 327/494=66.2% | 3-mo 104→104→106 (+1.9%) | Risk Low — Seat utilization 66.2%; last 3 months 104→104→106 up 1.9%. C-0B7A7546 | Elena Sinclair | ARR $35062.00 | Date used 2026-10-25 (Chargebee; dates match; Chargebee is billing system of record) | Seat util 182/205=88.8% | 3-mo 64→65→63 (-1.6%) | Risk Low — Seat utilization 88.8%; last 3 months 64→65→63 down 1.6%. C-0B369871 | Dana Mercer | ARR $85128.00 | Date used 2026-10-29 (Chargebee; dates match; Chargebee is billing system of record) | Seat util 317/422=75.1% | 3-mo 326→330→333 (+2.1%) | Risk Low — Seat utilization 75.1%; last 3 months 326→330→333 up 2.1%. C-0B144C78 | Cole Ingram | ARR $30899.00 | Date used 2026-11-02 (Chargebee; dates match; Chargebee is billing system of record) | Seat util 169/224=75.4% | 3-mo 101→101→106 (+5.0%) | Risk Low — Seat utilization 75.4%; last 3 months 101→101→106 up 5.0%. C-0FC4DBB8 | Elena Sinclair | ARR $94732.00 | Date used 2026-11-05 (Chargebee; dates match; Chargebee is billing system of record) | Seat util 356/464=76.7% | 3-mo 189→191→193 (+2.1%) | Risk Low — Seat utilization 76.7%; last 3 months 189→191→193 up 2.1%. C-0D5BBE3A | Dana Mercer | ARR $39740.00 | Date used 2026-11-09 (Chargebee; dates match; Chargebee is billing system of record) | Seat util 85/102=83.3% | 3-mo 88→90→91 (+3.4%) | Risk Low — Seat utilization 83.3%; last 3 months 88→90→91 up 3.4%. C-0FB9D5AF | Cole Ingram | ARR $63158.00 | Date used 2026-11-13 (Chargebee; dates match; Chargebee is billing system of record) | Seat util 144/199=72.4% | 3-mo 173→173→176 (+1.7%) | Risk Low — Seat utilization 72.4%; last 3 months 173→173→176 up 1.7%. C-0B344485 | Elena Sinclair | ARR $64384.00 | Date used 2026-11-16 (Chargebee; dates match; Chargebee is billing system of record) | Seat util 224/287=78.0% | 3-mo 238→240→244 (+2.5%) | Risk Low — Seat utilization 78.0%; last 3 months 238→240→244 up 2.5%. C-0CB2C1B4 | Dana Mercer | ARR $40628.00 | Date used 2026-11-20 (Chargebee; dates match; Chargebee is billing system of record) | Seat util 386/473=81.6% | 3-mo 47→48→49 (+4.3%) | Risk Low — Seat utilization 81.6%; last 3 months 47→48→49 up 4.3%. C-22170CA1 | Cole Ingram | ARR $45646.00 | Date used 2026-11-24 (Chargebee; dates match; Chargebee is billing system of record) | Seat util 251/294=85.4% | 3-mo 143→148→146 (+2.1%) | Risk Low — Seat utilization 85.4%; last 3 months 143→148→146 up 2.1%. Total ARR renewing = $1048715.00. ARR at risk (Medium+High) = $476224.00.
1. HRIS provisioning failures [Broad] - count/share: 12/80 = 15.0% - distinct accounts: 3 - ARR affected: $114,000 (C-0B2213A9 $36,000 + C-0DDFC9A7 $48,000 + C-0F6C0F34 $30,000 = $114,000) - tickets: IC-460059, IC-460055 - recommendation: Add retry + alert on zero-create runs; block billing sync when HRIS delta >0 but creates=0. 2. Redemption/checkout & gift card failures [Broad] - count/share: 18/80 = 22.5% - distinct accounts: 7 - ARR affected: $68,800 (C-0B0F1BAB $10,300 + C-0B827671 $10,700 + C-0CEF69FD $8,900 + C-0D9CA315 $9,600 + C-0F876796 $8,700 + C-0FCCD2DF $9,600 + C-14264ABD $11,000 = $68,800) - tickets: IC-460025, IC-460030 - recommendation: Add checkout timeout + idempotent code issuance; auto-refund on failure. 3. Billing/invoice seat-count or tier errors [Single-account] - count/share: 16/80 = 20.0% - distinct accounts: 1 - ARR affected: $52,000 (C-0E9C27D1 $52,000 = $52,000) - tickets: IC-460071, IC-460069 - recommendation: Lock invoice seat source to licensing-of-record; pre-bill diff alert for seat/tier deltas. 4. Recognition points not credited / balances not updating [Broad] - count/share: 20/80 = 25.0% - distinct accounts: 9 - ARR affected: $31,100 (C-0B2895EF $2,900 + C-0BE96399 $2,700 + C-0BF20542 $4,500 + C-0D0B047C $4,500 + C-0D284E42 $3,400 + C-0D3278C7 $3,500 + C-0D6CC8E3 $4,200 + C-0DD0626C $2,500 + C-21FEBCBB $2,900 = $31,100) - tickets: IC-460004, IC-460016 - recommendation: Add durable queue and reconciliation to backfill; alert when recognition->balance >5m. 5. Slack integration failures (sync, slash cmd, re-auth) [Broad] - count/share: 14/80 = 17.5% - distinct accounts: 4 - ARR affected: $18,900 (C-0B843542 $4,400 + C-0BA71F12 $3,900 + C-10A56B0F $5,400 + C-8C2E8F00 $5,200 = $18,900) - tickets: IC-460041, IC-460047 - recommendation: Detect revoked tokens and prompt reauth; health-check slash endpoint.
1) C-64171065 - Arithmetic: industry match=1, size_band match=1, use_case match=1, region match=0 → total 3/4 - Matched fields: industry=Technology, size_band=Mid-Market, use_case=employee_recognition - Region mismatch: prospect NA-West vs customer NA-East 2) C-11C31562 - Arithmetic: industry match=0, size_band match=1, use_case match=1, region match=1 → total 3/4 - Matched fields: size_band=Mid-Market, use_case=employee_recognition, region=NA-West - Industry mismatch: prospect Technology vs customer Manufacturing 3) C-A13C193D - Arithmetic: industry match=1, size_band match=1, use_case match=0, region match=1 → total 3/4 - Matched fields: industry=Technology, size_band=Mid-Market, region=NA-West - Use case mismatch: prospect employee_recognition vs customer retention
PAID CHANNELS (trailing 6 months: 2026-03 to 2026-08) - paid_search spend = 6 months × 6000 = 36000 SQMs = count(sqm_date in range) = 40 SQOs = count(sqo_date in range) = 18 cost per SQM = spend/SQMs = 36000/40 = 900.00 cost per SQO = spend/SQOs = 36000/18 = 2000.00 SQM-to-SQO rate = SQOs/SQMs = 18/40 = 45.00% pipeline amount = sum(pipeline_amount) = 18 × 40000 = 720000 pipeline per dollar = pipeline/spend = 720000/36000 = 20.000 - linkedin_ads spend = 6 months × 4000 = 24000 SQMs = count(sqm_date in range) = 25 SQOs = count(sqo_date in range) = 8 cost per SQM = spend/SQMs = 24000/25 = 960.00 cost per SQO = spend/SQOs = 24000/8 = 3000.00 SQM-to-SQO rate = SQOs/SQMs = 8/25 = 32.00% pipeline amount = sum(pipeline_amount) = 8 × 12000 = 96000 pipeline per dollar = pipeline/spend = 96000/24000 = 4.000 - webinars spend = 6 months × 1500 = 9000 SQMs = count(sqm_date in range) = 12 SQOs = count(sqo_date in range) = 5 cost per SQM = spend/SQMs = 9000/12 = 750.00 cost per SQO = spend/SQOs = 9000/5 = 1800.00 SQM-to-SQO rate = SQOs/SQMs = 5/12 = 41.67% pipeline amount = sum(pipeline_amount) = 5 × 12000 = 60000 pipeline per dollar = pipeline/spend = 60000/9000 = 6.667 - paid_social spend = 6 months × 3000 = 18000 SQMs = 0 → channel undefined due to zero SQMs cost per SQM = undefined cost per SQO = undefined SQM-to-SQO rate = undefined pipeline amount = undefined pipeline per dollar = undefined ORGANIC (organic_search) - volume (SQMs) = count(sqm_date in range) = 30 - SQO rate = SQOs/SQMs = 10/30 = 33.33% - pipeline = sum(pipeline_amount) = 10 × 9000 = 90000 FLAGS: SQO date precedes SQM date - CT-000044 | linkedin_ads | sqm_date 2026-07-23 > sqo_date 2026-07-18 - CT-000041 | linkedin_ads | sqm_date 2026-06-14 > sqo_date 2026-06-09 Reallocation recommendation - Pause paid_social (undefined performance). - Prioritize paid_search (highest pipeline per dollar = 20.000; strong SQO volume = 18; cost/SQO = 2000). - Maintain or modestly increase webinars (pipeline per dollar = 6.667; best cost/SQO = 1800 but smaller sample). - Reduce linkedin_ads share relative to paid_search/webinars (pipeline per dollar = 4.000; cost/SQO = 3000) and fix data quality on flagged records. Confidence - Medium: SQO sample sizes = paid_search 18, linkedin_ads 8, webinars 5, paid_social 0.
One-line positioning - Points-based employee recognition platform with an engaging social feed [S02,S16], EU-ready with multi‑language support and EU data residency GA plus Dublin office [S12,S15], used by mid‑market teams (per mid‑market reviewer) [S04]. Pricing (source and date; show conflicts) - Recognition Starter: $7 per user/month, annual billing required — pricing page, 2026‑08‑12 [S17]. - Older pricing shown: $5 per user/month, annual billing required — pricing page, 2026‑01‑20 [S03]; still displayed on 2026‑04‑01 [S08]. Conflict: newer 2026‑08‑12 source supersedes older pages [S17 vs S03,S08]. - Deal quotes (not list pricing): $6.50/user/month to a 500‑seat prospect, annual term — call notes, 2026‑06‑02 [S13]. 15% discount offered for a 3‑year term — call notes, 2026‑08‑14 [S18]. - Add‑on pricing structure: “Rivally Pulse” is priced as an add‑on, not bundled — press, 2026‑09‑01 [S23]. Where they win - Recognition feed is engaging; support response times praised (under 4 hours) [S16,S22]. - Fast time‑to‑value: setup took under a week; Slack integration worked out of the box (mid‑market reviewer) [S04]. - EU strength: multi‑language support praised; EU data residency generally available; Dublin office opened; senior EMEA leadership hire [S12,S15,S11]. - Microsoft Teams coverage: app v2 in public preview [S19]. Where we win - Analytics and reporting depth: reviewers note limited/basic analytics and admin tooling lag; exports are CSV‑only, making migration harder [S02,S07,S16,S20]. Real deal example: 800‑seat prospect picked Bonusly over Rivally citing analytics depth [S25]. - IT/admin scalability: lacks SCIM provisioning; manual user management is painful; admin console lacks bulk recognition editing [S10,S24]. - EMEA rewards breadth: EMEA rewards catalog is thinner than US [S14]. Objections and responses - “They’re cheaper.” Response: Their list price increased to $7/user/mo as of 2026‑08‑12 (newer pricing page) [S17]; older pages showed $5/user/mo [S03,S08]. Reported quotes include $6.50/user/mo at 500 seats and 15% off for 3‑year terms (negotiated, not list) [S13,S18]. - “We need EU data residency and multi‑language.” Response: Acknowledge they offer both and have EU presence [S12,S15,S11]; steer evaluation to provisioning and admin scale (no SCIM; lacks bulk editing; admin tooling lags) and to analytics/reporting needs [S10,S24,S16,S02,S07,S20]. - “Fast to implement; Slack works.” Response: Acknowledge setup <1 week and Slack OOTB [S04]; pivot to long‑term admin/IT overhead and analytics/reporting gaps [S10,S24,S16,S02,S07,S20]. - “They support Teams.” Response: Teams app v2 is in public preview (not GA) [S19]; confirm required capabilities and maturity. Recent changes - Pricing page updated: Recognition Starter now $7/user/month, annual required — 2026‑08‑12 [S17]. - “Rivally Pulse” launched (2026‑03‑05) and later exited beta; priced as an add‑on — 2026‑09‑01 [S06,S23]. - EU expansion: Dublin office opened; EU data residency GA — 2026‑07‑01 [S15]. - Senior hire: ex‑Workday VP EMEA to lead Europe — 2026‑05‑09 [S11]. - Microsoft Teams app v2 public preview — 2026‑08‑20 [S19]. - Series C: $40M led by Northgate Ventures — 2025‑11‑04 [S01]. Our 12‑month win/loss record against Rivally - Window: 2025‑09 to 2026‑08 inclusive (from deals_with_competitor.csv). - Arithmetic: Wins 13; Losses 7; Total 20; Win rate = 13/20 = 65.0%. - Monthly counts: - 2025‑09: 1 win, 1 loss - 2025‑10: 2 wins, 0 losses - 2025‑11: 1 win, 1 loss - 2025‑12: 1 win, 1 loss - 2026‑01: 2 wins, 0 losses - 2026‑02: 2 wins, 0 losses - 2026‑03: 1 win, 1 loss - 2026‑04: 0 wins, 2 losses - 2026‑05: 0 wins, 1 loss - 2026‑06: 1 win, 0 losses - 2026‑07: 1 win, 0 losses - 2026‑08: 1 win, 0 losses Unverified from old card - “Rivally lacks a Slack integration.” Unverified; contradicted by reviewer stating Slack worked out of the box [S04]. - “Rivally was acquired by WorkHuman in 2025.” Unverified; no supporting source in provided snippets.
Per-sequence performance - New Logo Nurture - Sent: 500+458+428 = 1,386 - Open rate: 490/1,386 = 35.35% - Reply rate: 90/1,386 = 6.49% - Meeting rate: 27/1,386 = 1.95% - Weakest step: 3 (replies 18/428 = 4.21%; meetings 6/428 = 1.40%) - Expansion Nurture - Sent: 300+300+275 = 875 - Open rate: 565/875 = 64.57% - Reply rate: 59/875 = 6.74% - Meeting rate: 12/875 = 1.37% - Weakest step: 3 (replies 12/275 = 4.36%; meetings 3/275 = 1.09%) - Cold Outbound - HR Leaders - Sent: 600+595+590 = 1,785 - Open rate: 545/1,785 = 30.53% - Reply rate: 8/1,785 = 0.45% - Meeting rate: 0/1,785 = 0.00% - Weakest step: 3 (replies 1/590 = 0.17%; meetings 0/590 = 0.00%) - Cold Outbound - People Ops - Sent: 400+386+377 = 1,163 - Open rate: 340/1,163 = 29.23% - Reply rate: 29/1,163 = 2.49% - Meeting rate: 6/1,163 = 0.52% - Weakest step: 3 (replies 6/377 = 1.59%; meetings 1/377 = 0.27%) Tracking errors - Expansion Nurture, step 2: opened 340 > sent 300 (+40). Open tracking exceeds sends. Audience overlap - Contacts in multiple sequences: 23 - Cold Outbound - HR Leaders <> Cold Outbound - People Ops: 21 - Expansion Nurture <> New Logo Nurture: 2 Failure modes (reply < 2% of sent) - Cold Outbound - HR Leaders overall: 8/1,785 = 0.45%; opens-to-replies conversion 8/545 = 1.47% (breakdown from open → reply). - Cold Outbound - People Ops step 3: 6/377 = 1.59% (late-step drop-off). One change per weak sequence (+ priority) - Cold Outbound - HR Leaders (fix first): De-duplicate against Cold Outbound - People Ops (remove 21 overlapped contacts) to reduce audience collision before next send. - Cold Outbound - People Ops: Replace or drop step 3 (weakest 6/377 = 1.59%; 1/377 = 0.27% meetings).
SQMs — QTD actual: 230; Target: 300; Delta: 230 - 300 = -70; Pace: ahead (expected by day: 300 * 66/92 = 215.22; 230 > 215.22). SQOs — QTD actual: 84; Target: 120; Delta: 84 - 120 = -36; Pace: behind (expected by day: 120 * 66/92 = 86.09; 84 < 86.09). DS2s — QTD actual: 40; Target: 75; Delta: 40 - 75 = -35; Pace: behind (expected by day: 75 * 66/92 = 53.80; 40 < 53.80). closed-lost MIA rate — QTD actual: 5/25 = 0.20; Target: 0.10; Delta: 0.20 - 0.10 = 0.10; Pace: behind. same-quarter closes — QTD actual: 10; Target: 20; Delta: 10 - 20 = -10; Pace: behind (expected by day: 20 * 66/92 = 14.35; 10 < 14.35). active pipeline coverage against target — QTD actual: 3000000/4000000 = 0.75x; Target: 1.00x; Delta: 0.75x - 1.00x = -0.25x; Pace: behind. What moved this week: No week-over-week data was provided (only QTD snapshots), so I cannot attribute changes versus last week. Based on current QTD standing, the largest gaps to target are DS2s (40 - 75 = -35), SQOs (84 - 120 = -36), same-quarter closes (10 - 20 = -10), and active pipeline coverage (3,000,000/4,000,000 = 0.75x vs 1.00x). Provide last week’s QTD to quantify movement.
Decision: Q3 2026 forecast 115,976.75 = 44,729 + 0.35 x 203,565; PIPELINE=0; in-quarter only (54/86 deals). Caveat: why-buys empty on 71/86 including all 7 COMMIT, so the 44,729 has no documented reasons. Excluded by rule: 32 deals worth 227,575, incl. COMMIT Deal-D348E1 13,770 dated 2026-10-15 and 9 BEST_CASE totaling 28,240.
Following up on my Aug 5 email with the recap and pricing for 150 seats. If that still fits what your People team is exploring, can we book 15 minutes this week to confirm fit and next steps? If not, happy to adjust. Thanks, Alex Franklin
Marketing: SQMs landed at 46 versus a 52 target (46/52=88.5% attainment; shortfall 52-46=6). The webinar channel delivered 18 SQMs, contributing 18/46=39.1% of weekly SQMs. Cost per SQM on paid search held at $150. Sales: Sales converted 14 SQOs and set 9 DS2 meetings; DS2 as a share of SQOs was 9/14=64.3% (gap 14-9=5). New pipeline created was $310,000. Same-quarter close count for the week was 3. CS: Renewals saved this week: 2. Team NPS moved to 61. There are 3 open red-flag accounts heading into next week (difference 3-2=1 more red-flag than saves this week). PLG: PLG added 412 new signups with activation at 31% (412*0.31=127.72 ≈ 128 activated). 38 companies reached the aha moment of 10 recognition gives.
Partner Digest — 2026-08-24 to 2026-09-04 - Apex Rewards Co — Status: co-webinar locked for 09-15; 2 sourced opps in DS1 (UTM Source = Partner). Pipeline: 2 deals = Deal-DDAAF2 $180,000, Deal-2CF33E $95,000; Total $275,000 Arithmetic: $180,000 + $95,000 = $275,000 - HRCloud Partners — Status: integration referral closed security review; opp moved to DS2; 1 sourced opp this period. Pipeline: 1 deal = Deal-F1CDA5 $140,000 = $140,000 - CultureBridge — Status: lunch-and-learn produced 2 sourced opps; both early stage. Pipeline: 2 deals = Deal-096E1D $60,000, Deal-067213 $75,000; Total $135,000 Arithmetic: $60,000 + $75,000 = $135,000 - WorkWell Group — Status: no sourced deals this period; planning call booked for 09-09. Pipeline: 0 deals = $0 - Recogniq — Quiet; Pipeline: 0 deals = $0 - KudosWave — Quiet; Pipeline: 0 deals = $0 - PeopleFirst Advisors — Quiet; Pipeline: 0 deals = $0 - TotalPerk — Quiet; Pipeline: 0 deals = $0
Q1: Yes. Customer data is encrypted at rest using AES-256. [P1] Q2: Yes. Data in transit is encrypted with TLS 1.2 or higher. [P1] Q3: Yes. Bonusly maintains a SOC 2 Type II report, renewed annually, available to prospects under NDA. [P2] Q4: Customer data is retained for the duration of the contract plus 90 days, then deleted from production systems. [P3] Q5: The subprocessor list is published at trust.bonusly.com, and customers receive 30 days notice before a new subprocessor is added. [P4] Q6: Yes. SAML 2.0 single sign-on (and SCIM provisioning) is available on the Enterprise plan. [P5] Q7: Production databases are backed up daily; backups are encrypted and retained for 35 days. [P6] Q8: Unanswerable from provided excerpts. This would be documented by an ISO 27001 certificate/attestation (e.g., on the trust portal or certifications page). Q9: Unanswerable from provided excerpts. This would be defined in the contractual Service Level Agreement (SLA), typically within the MSA or SLA document. Q10: Unanswerable from provided excerpts. This would be covered in the HIPAA/BAA policy or a Business Associate Agreement template/contract.
- WARNING | UPDATE_BODY — Overlapping ALWAYS-trigger phrases between weekly-pipeline-report and pipeline-intelligence-report. Duplicates: “pipeline update” (exact), “pipeline report” (run/generate the pipeline report), and “what’s/what does the pipeline look like”. Proposal: tighten weekly-pipeline-report triggers to require explicit cadence terms (“weekly”, “mid‑month”), and reserve generic “pipeline report/update/look like” for pipeline-intelligence-report. - INFO | TRIM_DESC — Overlap between signalforge-claim-compressor (“ALWAYS trigger for … pipeline updates”) and pipeline-intelligence-report (“ALWAYS trigger for … pipeline update”). Proposal: clarify in signalforge-claim-compressor description that it is a post‑processing pass automatically invoked by orchestrator after any SignalForge artifact, not user-initiated. - WARNING | REVIEW — Circular delegation chain: deal-strategy-coach ↔ email-drafter. deal-strategy-coach delegates drafting to email-drafter; email-drafter routes strategy asks to deal-strategy-coach. Proposal: document a one-directional handoff (coach → email-drafter) and require email-drafter to only “suggest” the coach without auto-delegation when strategy depth is needed. - CRITICAL | REVIEW — Dangling delegation target (not in manifest): bonusly-brand (referenced by comms-drafter, email-drafter, sales-forecast). Proposal: add to manifest or remove/soften dependency. - CRITICAL | REVIEW — Dangling delegation target (not in manifest): prospect-research-multithreading (referenced by comms-drafter, deal-strategy-coach, email-drafter). Proposal: add to manifest or replace with available research skill. - CRITICAL | REVIEW — Dangling specialist targets in analysis-validator §12.4 (not in manifest): 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. Proposal: add these skills or update §12.4 to reference existing equivalents. - INFO | REVIEW — Referenced org skill not in manifest: signalforge-reports (pipeline-intelligence-report and weekly-pipeline-report read /organization/signalforge-reports files). Proposal: either register this org skill in the manifest or note it as an external reference, not a delegable skill. - INFO | REVIEW — Version conflicts: none found. Single instance per skill; no duplicate names/versions. - INFO | REVIEW — Manifest description lengths > 1,024 chars: 0. Arithmetic: max(description_chars) across 14 rows = 1006 ≤ 1024; count(values > 1024) = 0. - WARNING | UPDATE_BODY — Hardcoded page IDs, dates, or person names: - partner-digest: Confluence Cloud ID 73fe98de-a4a3-4869-9f8a-bb1eeed4cf7f, Space ID 1958248479, Folder ID 2286616609, folder URL; Slack user ID <@U03QLMBL7AR>; example dates (“Week of May 19, 2026”, “June 2, 2026”); Owner “Amani Phipps”. Proposal: move IDs to config/constants; generalize owner; parameterize dates. - sales-forecast: Cloud ID 73fe98de-a4a3-4869-9f8a-bb1eeed4cf7f, Space ID 2232811524, Parent page ID 2232582148; static context “Q1 2026”; person “Alaina (VP Sales)” mentioned. Proposal: externalize IDs; mark dates as examples; avoid naming specific people unless necessary. - signalforge-feedback: Confluence Page ID 2295136266; Space ID 2232811524; Parent 2234417154; full page URL. Proposal: externalize IDs/URLs to config. - weekly-pipeline-report: hardcoded person “Ben Lavin · Demand Generation” in title. Proposal: replace with role/generic title or parameter. - analysis-validator: hardcoded dates (“April 26, 2026”, “May 9, 2026”, “May 4, 2026”); escalation names “Manish / Amani”; extensive named roster and owner IDs (§12.3). Proposal: mark dates as release history; relocate roster/IDs to a maintained reference or loader with freshness note. - pipeline-intelligence-report: HubSpot org ID 1973303; owner IDs and AE names; “v6 · May 2026”. Proposal: externalize IDs; keep version/date in changelog only. - stale-pipeline-report: Slack channel ID C0561C1JCPJ. Proposal: externalize channel ID to config. - INFO | REVIEW — Manifest drift (files present with no manifest row): 0. Arithmetic: files listed = 14; manifest rows = 14; 14 − 14 = 0. - INFO | REVIEW — Manifest drift (manifest rows with no file): 0. Arithmetic: manifest rows = 14; matching files found = 14; 14 − 14 = 0.
Runbook: Incident 2026-08-29 — reward-worker queue backlog 1) Acknowledge alert and assume IC - Source: [M01] 2026-08-29 14:02:10Z - Who: Bryce Harmon - Action: Acknowledged PagerDuty alert for reward-worker queue depth > 10k and took Incident Commander role. - Verification: Not stated — needs confirmation. - Rollback: Not stated — needs confirmation. 2) Measure Sidekiq queue depth - Source: [M02] 2026-08-29 14:04:33Z - Who: Farid Osman - Command: bundle exec rake sidekiq:queue_depth - Result/Verification: Reported reward queue at 48,213 pending jobs; normal is under 500 (as stated in message). - Rollback: N/A (read-only). 3) Inspect dead set contents - Source: [M03] 2026-08-29 14:06:02Z - Who: Farid Osman - Action: Inspected Sidekiq dead set; found 112 jobs, all Redis::TimeoutError from around 13:58. - Command: Not stated — needs confirmation. - Verification: As stated in message. - Rollback: N/A (read-only). 4) Pause enqueue for auto recognition - Source: [M04] 2026-08-29 14:08:45Z - Who: Farid Osman - Command: bin/rails runner 'FeatureFlag.disable(:auto_recognition_enqueue)' - Verification: Not stated — needs confirmation. - Rollback: bin/rails runner 'FeatureFlag.enable(:auto_recognition_enqueue)' (provided in [M04]). 5) Clear the dead set - Source: [M05] 2026-08-29 14:15:20Z - Who: Elena Sinclair - Action: Cleared out the Sidekiq dead set while in the console. - Command: Not stated — needs confirmation. - Verification: Not stated — needs confirmation. - Rollback: Not stated — needs confirmation. 6) Scale reward-worker up - Source: [M06] 2026-08-29 14:21:07Z - Who: Bryce Harmon - Command: kubectl scale deployment/reward-worker --replicas=6 (was 3) - Verification: Subsequent observation shows queue depth down to 9,400 and falling ~1,200/min ([M07]). - Rollback: kubectl scale deployment/reward-worker --replicas=3 (provided in [M06]). 7) Track queue drain rate - Source: [M07] 2026-08-29 14:33:41Z - Who: Farid Osman - Action: Reported queue depth down to 9,400 and falling ~1,200/min. - Command: Not stated — needs confirmation. - Verification: As stated in message. - Rollback: N/A (read-only). 8) Verify queues empty and errors normalized - Source: [M08] 2026-08-29 14:47:55Z - Who: Cole Ingram - Commands/Actions: - bundle exec rake sidekiq:queue_depth → returned 0 - Checked Datadog error rate → back to baseline - Verification: As stated in message. - Rollback: N/A (read-only). 9) Re-enable enqueue for auto recognition - Source: [M09] 2026-08-29 14:49:10Z - Who: Bryce Harmon - Command: bin/rails runner 'FeatureFlag.enable(:auto_recognition_enqueue)' - Verification: Verified 40 new jobs processed cleanly in the next 3 minutes (as stated in message). - Rollback: If needed, disable via bin/rails runner 'FeatureFlag.disable(:auto_recognition_enqueue)' (command present in [M04]) — applicability to this step needs confirmation. 10) Scale reward-worker back down - Source: [M10] 2026-08-29 14:55:00Z - Who: Bryce Harmon - Command: kubectl scale deployment/reward-worker --replicas=3 - Verification: Queue stable at 0; incident resolved (as stated in message). - Rollback: Not stated — needs confirmation.
First error - 2026-09-03T14:01:12Z — reward-service — ERROR — Redis::TimeoutError: Connection to Redis at redis-primary:6379 timed out after 5s Cascade (chronological) 1) 14:01:20 / 14:01:30 / 14:01:40 — reward-service — ERROR — Redis::TimeoutError: retry exhausted for RewardGiveJob 2) 14:01:40 — sidekiq — ERROR — RewardGiveJob failed: Redis::TimeoutError; retrying in 60s 3) 14:02:28 — sidekiq — ERROR — RewardGiveJob failed: Redis::TimeoutError; retrying 4) 14:02:30 — sidekiq — WARN — Queue reward depth above 10,000 5) 14:03:05 — api-gateway — ERROR — 502 upstream timeout calling reward-service /gives 6) 14:03:30 — web-app — ERROR — Give form submission failed: upstream 502 from api-gateway 7) 14:03:31 / 14:04:22 / 14:05:26 / 14:06:47 — sidekiq — ERROR — RewardGiveJob failed: Redis::TimeoutError; retrying 8) 14:03:48 / 14:04:13 / 14:05:16 / 14:06:52 — api-gateway — ERROR — 502 upstream timeout calling reward-service 9) 14:04:45 / 14:05:42 / 14:06:49 — web-app — ERROR — Give form submission failed: upstream 502 10) 14:22:10 — reward-service — INFO — Redis connection restored; resuming job processing 11) 14:24:45 — sidekiq — INFO — Queue reward depth below 500 Service and job involved - Service: reward-service - Job: RewardGiveJob Datadog query to confirm the first error - Query: service:reward-service AND level:error AND "Redis::TimeoutError: Connection to Redis at redis-primary:6379 timed out after 5s" - Time range: 2026-09-03T14:01:00Z to 2026-09-03T14:02:00Z Arithmetic (durations from provided timestamps) - First error to first 502: 14:03:05 − 14:01:12 = 1 minute 53 seconds - First error to Redis restored: 14:22:10 − 14:01:12 = 20 minutes 58 seconds - Queue “above 10,000” to “below 500”: 14:24:45 − 14:02:30 = 22 minutes 15 seconds What the logs do not show - Any Redis server-side logs or root cause (e.g., why Redis timed out). - Exact queue depth values over time (only thresholds “above 10,000” and “below 500”). - Explicit confirmation that 502s ceased or that web-app requests succeeded after 14:22:10. - Impact metrics (number of failed user requests, data loss) or tracing IDs. - Any deploys, infrastructure events, or network incidents correlating with the outage.
- recognition_streaks_v2 - Controls: Records recognition streaks (app/models/recognition.rb: StreakTracker.record(give) when enabled). - State: on - On for: segment:beta_companies - Targeting rules: segment:beta_companies - Company count: 42 - Code reference: yes - points_budget_guardrails - Controls: Enforces points budget guardrails (app/services/budget_service.rb: BudgetService.enforce!(giver, points) when enabled). - State: on - On for: all_companies - Targeting rules: all_companies - Company count: 220 - Code reference: yes - slack_dm_nudges - Controls: Sends Slack DM nudges (app/jobs/nudge_job.rb: SlackDm.send_nudge(user) when enabled). - State: on - On for: segment:region_na - Targeting rules: segment:region_na - Company count: 87 - Code reference: yes - redeem_flow_redesign - Controls: Uses RedeemV2Component when enabled; otherwise RedeemV1Component (app/controllers/redeem_controller.rb). - State: off - On for: none (state=off) - Targeting rules: targeted_list - Company count: 12 - Code reference: yes - analytics_dashboard_v3 - Controls: Sets dashboard to AnalyticsV3 (app/controllers/analytics_controller.rb: @dashboard = AnalyticsV3.new(company)). - State: on - On for: segment:tier_three - Targeting rules: segment:tier_three - Company count: 65 - Code reference: yes - ms_teams_app_v2 - Controls: Installs TeamsAppV2 (app/services/teams_installer.rb: TeamsAppV2.install(company) when enabled). - State: off - On for: none (state=off) - Targeting rules: targeted_list - Company count: 9 - Code reference: yes - legacy_give_modal - Controls: no code reference in provided excerpt - State: off - On for: none (state=off) - Targeting rules: segment:legacy_plan - Company count: 14 - Code reference: no - survey_boosters_q3 - Controls: no code reference in provided excerpt - State: on - On for: segment:legacy_plan - Targeting rules: segment:legacy_plan - Company count: 7 - Code reference: no - paused_offboard_cleanup - Controls: no code reference in provided excerpt - State: off - On for: none (state=off) - Targeting rules: (none provided) - Company count: 0 - Code reference: no - Note: no targets
NDA-1 — GREEN — Standard mutual NDA with full carve‑outs; "Carve-outs: information that (a) is or becomes publicly available through no breach, (b) was known prior to disclosure, (c) is received from a third party without duty of confidence, (d) is independently developed, or (e) must be disclosed by law or court order." Arithmetic: 2-year term + 3-year survival = 5 years total confidentiality obligation. NDA-2 — YELLOW — Embedded non-solicitation; "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." Arithmetic: 3-year term + 18 months = 4.5 years restraint. NDA-3 — RED — One-way with broad non-compete and no carve-outs; "For a period of three (3) years following the Effective Date, Recipient shall not, directly or indirectly, engage in or provide services to any business that competes with Discloser's business." Also: no confidentiality carve-outs stated; 5-year term; exclusive Republic of Ireland governing law/jurisdiction.