Handoff leakage

At each of the four revenue handoffs, lead to meeting, meeting to opportunity, opportunity to closed, closed to renewed, the items dropped valued at the expected revenue of those that passed. Per source and segment. The largest figure is where the revenue operation is fixed first.

DefinitionAt each of the four revenue handoffs, lead to meeting, meeting to opportunity, opportunity to closed, closed to renewed, the items dropped valued at the expected revenue of those that passed. Per source and segment. The largest figure is where the revenue operation is fixed first.

Reconciled to the ledger

Closed customers' first-year revenue equals the ledger's new-logo revenue for the cohort, or the exceptions are listed.

Rate versus value

Fourteen percent is a rate. One point nine million is a priority.

How it is computed

At each handoff the count entering divided by the count leaving the prior stage, with the median days waiting and the records that were never picked up.

Example

Of 400 leads passed to sales, 310 were contacted, 120 had a meeting and 70 became an opportunity. Ninety leads were never contacted at all, and the median wait for the rest was six days.

Where it goes wrong

Each team measures its own stage. The records lost between teams belong to no report.

Articles that use this term

Territory, capacity and quota planning

Revenue operations metrics: the handoffs between marketing, sales and success, measured from the data

Four handoffs in a revenue operation and the measure for each, from exports the company holds: lead to meeting, meeting to opportunity, opportunity to closed, and closed to renewed, with the conversion, the time and the leakage at each, per segment and per source, the identity that ties the funnel's counts to the ledger, and the one page that shows where the revenue operation loses the most.

16 Sept 20263 min read