Mean 0.927 · 29/40 perfect tests · $93.00 total · each card: the question → the correct answer (gold) → this model's actual answer
DEFINITIONS - DS2+ deals must have a substantive why_buys: length ≥ 15 characters; LONG(n) counts as substantive; placeholders (tbd, n/a, see notes) are non-compliant. - Every deal should have a DS1 entry timestamp (t_ds1). - Regressed = any earlier-stage timestamp later than a later-stage timestamp (e.g., t_ds1 > t_ds2). Why-buys non-compliance (DS2+) - Overall: 101/124 = 81.5% - 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% Other hygiene counts - Deals with no DS1 timestamp: 0 - Deals that regressed: 0 Process fixes (3) - Gate DS2+ stage changes on why_buys validity: length ≥ 15 or LONG(n); reject placeholders (tbd, n/a, see notes). - Auto-stamp DS1 on deal creation; block any stage progression if t_ds1 is missing. - Enforce non-decreasing stage timestamps (validation to block/save-with-error when an earlier stage date is later than a later stage date).
Number of deals resolved: 156 Deals whose owner_id has no match in owners.csv: None Owner_ids that map to archived/deactivated owners (names): None Total pipeline amount per resolved owner (arithmetic shown): - Bryce Harmon: Deal-25F752=24000 + Deal-E53952=19656 + Deal-C26D20=13500 + Deal-6787C2=7000 + Deal-A5E80A=2520 + Deal-2D1F1B=240000 + Deal-66D1FC=99000 + Deal-C6FE92=72000 + Deal-950043=70000 + Deal-D73B89=63600 + Deal-B23205=45000 + Deal-012CB1=1 + Deal-40522D=21000 + Deal-C5658B=23400 + Deal-523604=13680 + Deal-C9C286=5502 + Deal-CA7DC0=8160 + Deal-483B2D=1 + Deal-F0EBBB=11400 + Deal-3795AD=1 + Deal-332637=36000 + Deal-1BEEBF=31500 + Deal-E25A09=6000 + Deal-FC22A3=10800 + Deal-036E80=30275 + Deal-BB8880=17400 + Deal-01E193=12600 + Deal-C1FA6D=18000 + Deal-7BBDFA=37440 + Deal-A62B1D=18828 + Deal-333EBB=2880 + Deal-93C8BF=36000 + Deal-1CCE5C=20880 + Deal-927338=10920 + Deal-A414F6=25200 = 1054144.00 - Dana Mercer: Deal-9AAE5F=11250 + Deal-944310=10500 + Deal-B7EBD1=9000 + Deal-3974EB=9000 + Deal-2465CE=5400 + Deal-62D607=4800 + Deal-584EE5=4600 + Deal-0660B4=1920 + Deal-57887A=15000 + Deal-F336B6=4200 + Deal-215CCA=18900 + Deal-B42F46=27000 + Deal-E51FB7=43875 + Deal-9DDE86=20000 + Deal-44EA29=60000 + Deal-F40F04=8100 + Deal-5EED42=16250 + Deal-DAF1D9=3150 + Deal-87DDD1=5000 + Deal-8952F0=2100 + Deal-BA3DDC=23400 + Deal-7E2131=5400 + Deal-7599B8=7350 + Deal-F9A3C1=25000 = 341195.00 - Alex Franklin: Deal-5408B0=14850 + Deal-D348E1=13770 + Deal-547B2B=11200 + Deal-403845=9000 + Deal-A2B47C=6360 + Deal-C61CF7=5400 + Deal-C6D97A=3240 + Deal-F9A08A=2484 + Deal-1FC049=1920 + Deal-BA571A=1080 + Deal-3EED2C=7200 + Deal-60C2C2=19000 + Deal-FA053A=2880 + Deal-7FA0C3=1400 + Deal-E531A6=4800 + Deal-D0BC96=1632 + Deal-5296C9=10000 + Deal-885F45=9300 + Deal-278DEC=2700 + Deal-4A13AD=2160 + Deal-8AD4A5=1800 + Deal-15D24F=3600 + Deal-9D0060=3840 + Deal-36C33F=15000 + Deal-0D0211=1968 + Deal-5AD94B=4000 + Deal-690476=3600 + Deal-6C60D4=4800 + Deal-EE195F=3120 + Deal-F436DA=2520 + Deal-034D49=9000 + Deal-6883F3=2400 + Deal-EC3025=62000 + Deal-317E6F=5400 + Deal-0D2F7A=5100 + Deal-1E2498=16700 + Deal-D1E6C2=4400 + Deal-BE3D9D=1620 + Deal-635B8E=2600 + Deal-DCA846=7200 + Deal-D9A72E=18000 + Deal-D9A12F=17000 + Deal-C2FF3C=8316 + Deal-CA5E44=8100 + Deal-4F775F=18000 + Deal-898FC5=12600 + Deal-CC08D1=24000 + Deal-792D44=15000 + Deal-293AF3=9000 + Deal-D8ABF7=7200 + Deal-46988D=3780 + Deal-E0B692=16200 + Deal-712010=7200 + Deal-13FEBD=4680 + Deal-F67D31=1800 + Deal-E73427=18000 + Deal-42F601=2730 + Deal-ED725A=2400 + Deal-55164C=3060 + Deal-B936FE=18000 + Deal-4B0BEB=12000 + Deal-D7E999=1800 + Deal-819506=4400 + Deal-530B50=31200 + Deal-3BA5EA=7200 + Deal-5FDCE4=1600 + Deal-92D97D=60000 = 624310.00 - Cole Ingram: Deal-7B3B0F=2760 + Deal-FD9F4E=1330 + Deal-AF932D=7225.4 + Deal-C7F9BF=3360 + Deal-8BC9F5=5616 + Deal-342E96=2700 + Deal-FF809F=7781.2 + Deal-A71728=6947.5 + Deal-B25F40=40000 + Deal-CD47A6=12168 + Deal-42326B=2480.4 + Deal-FA32A0=11116 + Deal-627646=11193 + Deal-E568D5=1875 + Deal-1BA595=31750 + Deal-813836=32175 + Deal-175395=4779.88 + Deal-2F3A66=3334.8 + Deal-D04904=58529.25 + Deal-481E24=4140 + Deal-CFE1E8=18000 + Deal-99A240=18900 = 288161.43 - Farid Osman: Deal-499BF6=1249 + Deal-03BA69=1 + Deal-117863=1 + Deal-F17780=1 + Deal-8BA24E=2880 + Deal-2B39B0=1 + Deal-8FDCD2=1 = 4134.00 - Elena Sinclair: Deal-57FF13=2100 = 2100.00
(a) Orphans (gong deal ids not in deals_open): 30 - Sample aliases: Deal-8FA85D, Deal-8FC3F9, Deal-3B7945, Deal-42B265, Deal-9CCC42 - Arithmetic: 67 gong rows − 37 matched = 30 orphans (b) Duplicate conversation keys (calls_90d > distinct_conversation_keys): 0 - Arithmetic: 0 rows where calls_90d > distinct_conversation_keys (c) DS3+ open deals with ≥1 logged call: 25/85 = 0.2941 (29.41%)
```sql
WITH first_month AS (
SELECT
-- Return company identifier so results are per customer company.
COMPANY_ID,
-- Use M1_* fields which are first-month metrics exposed by this summary.
M1_USERS,
M1_GIVES,
M1_REDEMPTIONS
-- PRODUCTION.PLG.COMPANY_COHORT_SUMMARY:
-- Chosen because it is the only table in the provided catalog with per-company first-month (M1) usage metrics (gives, redemptions).
-- Avoids HUBSPOT_HUB_1973303.V2_LIVE.OBJECTS_DEALS (unpopulated) and PRODUCTION.HUBSPOT.DEALS (stale).
-- Per notes, DO NOT apply any 'deleted givers' exclusion to historical giving counts; none is applied here.
FROM PRODUCTION.PLG.COMPANY_COHORT_SUMMARY
WHERE FIRST_SUB_PAYMENT_DATE IS NOT NULL -- restrict to customers (paying companies)
)
SELECT
COMPANY_ID AS company_id,
/* Data missing: no event-level givers/gives table in the provided catalog to derive true unique givers.
Using M1_USERS from COMPANY_COHORT_SUMMARY as the first-month unique-givers metric exposed by this summary.
No 'deleted giver' exclusion is applied. */
COALESCE(M1_USERS, 0) AS unique_givers,
/* Recognition count for first month (M1) as provided by the summary. */
COALESCE(M1_GIVES, 0) AS recognition_count,
/* Successful redemptions for first month (M1) from the summary.
Note: The documented event source is PRODUCTION.DEPRECATED_RECOGNITION.REDEMPTION_RECORDS_V2 (STATE='succeeded'),
but we rely on the summary's M1_REDEMPTIONS within the provided catalog context. */
COALESCE(M1_REDEMPTIONS, 0) AS successful_redemption_count
-- CTE selected to ensure per-customer-company scope and first-month metrics only.
FROM first_month;
```
CRM completeness (showing arithmetic) Deals (owner, stage, amount, close date, why-buys) - MISSING — no deals extract provided; cannot compute completeness for these fields. Companies (34 records) - industry: 34/34 = 100.0% - employee_count: 25/34 = 73.5% - hq_country: 28/34 = 82.4% Contacts (52 records) - email: 52/52 = 100.0% - title: 39/52 = 75.0% - persona: 37/52 = 71.2% Duplicate company clusters (by shared domain) with survivor - acme-corp.com: members [C-0A092931, C-0A092932] → survivor C-0A092931 - globex.io: members [C-0A092933, C-0A092934] → survivor C-0A092933 Invalid emails - 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 company domain) - CT-0011 (C-66D1FC): other-domain.com vs 66d1fc.com Fill missing company fields from enrichment (exact fills only where matching row exists) - C-EC3025 (ec3025.com): employee_count → 400 - C-96039F (96039f.com): employee_count → 400 - C-44EA29 (44ea29.com): employee_count → 400 - C-D04904 (d04904.com): employee_count → 400 - C-B23205 (b23205.com): employee_count → 400 - C-60C75F (60c75f.com): employee_count → 400 - C-7BBDFA (7bbdfa.com): employee_count → 400 - C-50D386 (50d386.com): employee_count → 400 CRM vs enrichment disagreements (list both; recommend ZoomInfo as source) - C-66D1FC industry: CRM=tech vs ZI=Computer Software — recommend ZoomInfo - C-66D1FC hq_country: CRM=US vs ZI=United States — recommend ZoomInfo - C-950043 hq_country: CRM=US vs ZI=United States — recommend ZoomInfo - C-EC3025 industry: CRM=Technology vs ZI=Computer Software — recommend ZoomInfo - C-EC3025 hq_country: CRM=USA vs ZI=United States — recommend ZoomInfo - C-96039F hq_country: CRM=USA vs ZI=United States — recommend ZoomInfo - C-44EA29 industry: CRM=tech vs ZI=Computer Software — recommend ZoomInfo - C-92D97D industry: CRM=Technology vs ZI=Computer Software — recommend ZoomInfo - C-D04904 industry: CRM=Technology vs ZI=Computer Software — recommend ZoomInfo - C-77A95A industry: CRM=Technology vs ZI=Computer Software — recommend ZoomInfo - C-77A95A hq_country: CRM=US vs ZI=United States — recommend ZoomInfo - C-AA8DDA industry: CRM=Technology vs ZI=Computer Software — recommend ZoomInfo - C-B23205 hq_country: CRM=US vs ZI=United States — recommend ZoomInfo - C-E51FB7 hq_country: CRM=USA vs ZI=United States — recommend ZoomInfo - C-D0662E hq_country: CRM=US vs ZI=United States — recommend ZoomInfo - C-B25F40 industry: CRM=Technology vs ZI=Computer Software — recommend ZoomInfo - C-60C75F industry: CRM=tech vs ZI=Computer Software — recommend ZoomInfo - C-425E2A industry: CRM=Tech vs ZI=Computer Software — recommend ZoomInfo - C-425E2A hq_country: CRM=USA vs ZI=United States — recommend ZoomInfo - C-2D7423 hq_country: CRM=USA vs ZI=United States — recommend ZoomInfo Proposed fixes - Deduplicate clusters: merge C-0A092932 into survivor C-0A092931; merge C-0A092934 into survivor C-0A092933. - Correct invalid emails or remove records: CT-0010, CT-0080, CT-0081, CT-0192. - Fix domain mismatch: CT-0011 email domain should match 66d1fc.com or update company mapping if CRM is wrong. - Apply enrichment fills listed above for employee_count. - Standardize disputed fields per ZoomInfo for listed disagreements (industry taxonomy → Computer Software; hq_country → United States). Top 10 fixes by pipeline amount at stake - MISSING — no deals extract (owner, stage, amount, close date, why-buys) provided; cannot rank fixes by pipeline amount.
Deal-DB0AAC — timing — buyer Deal-F7F635 — competitor — Bonusly 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 — competitor — Bonusly Deal-13E9CF — no decision — buyer Deal-39E25C — timing — buyer Deal-7ED004 — pricing — buyer Deal-21B045 — no decision — buyer Deal-B3ABED — timing — buyer Deal-422BA6 — competitor — Bonusly Deal-ED9AE7 — timing — buyer Deal-988493 — no decision — buyer Deal-381C8C — competitor — Bonusly Deal-F308CA — no decision — buyer Deal-F1E8A6 — competitor — Bonusly 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 — no decision — buyer Deal-DDAB52 — competitor — Bonusly Deal-ACE061 — competitor — Bonusly Deal-BB78F3 — timing — buyer 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 — Bonusly Deal-E0441F — other — Bonusly Deal-7CB44D — no decision — buyer Deal-0F96AA — competitor — Bonusly Deal-1BCA50 — competitor — Bonusly Deal-7CC678 — competitor — Bonusly Deal-FAC17C — no decision — buyer Deal-242273 — competitor — Bonusly Deal-50E5D8 — no decision — buyer Deal-A2C349 — competitor — Bonusly Deal-9F176A — timing — buyer Deal-7B2236 — pricing — buyer Deal-AFA56C — no decision — buyer Deal-C7156E — competitor — Bonusly Deal-C33D91 — pricing — buyer Deal-9048EB — product gap — Bonusly Deal-5E64CE — timing — buyer Deal-8A0992 — competitor — Bonusly Deal-D0C698 — competitor — Bonusly Deal-69CF3D — timing — buyer Deal-ECBF89 — timing — buyer Deal-3618CC — product gap — Bonusly Deal-EECC02 — competitor — Bonusly Deal-5AD03E — competitor — Bonusly Deal-D1A623 — timing — buyer Deal-413C56 — no decision — buyer Deal-47F1A1 — competitor — Bonusly Deal-BF2A98 — competitor — Bonusly Deal-2A292B — other — buyer Deal-D1AABF — no decision — buyer Deal-FEDBCB — no decision — buyer Deal-1E7DA9 — competitor — Bonusly Deal-2BBA21 — no decision — buyer Deal-286F9C — competitor — Bonusly Deal-7FBAC6 — no decision — buyer Deal-369281 — competitor — Bonusly Deal-386F6E — no decision — buyer Deal-9FCD0D — competitor — Bonusly Deal-55867E — timing — buyer Deal-DAFB82 — pricing — buyer Deal-2FEDDB — timing — buyer Deal-64B19A — competitor — Bonusly Deal-3F86A0 — no decision — buyer Deal-096750 — no decision — buyer Deal-F325A5 — no decision — buyer Deal-ABD14C — no decision — buyer Deal-79E61A — no decision — buyer Deal-8A119B — pricing — buyer Deal-AE7C4E — no decision — buyer Deal-DAB4F1 — no decision — buyer Deal-B4B50F — no decision — buyer Deal-981AD4 — product gap — Bonusly Deal-DC77FE — competitor — Bonusly Deal-5885B9 — no decision — buyer Summary - Category counts (sum check: 26+22+5+30+4+0+3 = 90): - competitor: 26 - timing: 22 - pricing: 5 - no decision: 30 - product gap: 4 - champion left: 0 - other: 3 - Side split (sum check: 58+31+1 = 90): - buyer: 58 - Bonusly: 31 - unknown: 1 - Tag vs text disagreements: 11 deals - Two patterns worth acting on: 1) Buyer deferral dominates: no decision (30) + timing (22) = 52 of 90 = 57.8%. 2) Capability/fit signals in losses: 8 competitor notes cite specific needs (e.g., Canadian provider/company x2, ADP TotalSource partnership x1, customization like labeling points as dollars x1, digitizing internal points currency/on‑site spend x1, “more diversified offerings” x1, “more defined budget access” x1) and 4 product-gap losses. 8+4 = 12 of 90 = 13.3%.
{"tier_counts":{"LOCK":3,"ACTION":10,"BUILD":42,"REVIVE":11,"WATCH":84,"RISKY":6},"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"],"WATCH":["Deal-2D1F1B","Deal-66D1FC","Deal-950043"],"RISKY":["Deal-547B2B","Deal-B7EBD1","Deal-A2B47C"]},"risky_deals":["Deal-547B2B","Deal-B7EBD1","Deal-A2B47C","Deal-2465CE","Deal-584EE5","Deal-FD9F4E"],"lock_violations":0,"pipeline_shape":"Total deals = 156 = 3+10+42+11+84+6 across tiers (LOCK 3, ACTION 10, BUILD 42, REVIVE 11, WATCH 84, RISKY 6). Shape is top-heavy in WATCH with few LOCKs; RISKY are COMMIT without meetings_30d. lock_violations=0."}
[
{
"transcript_id": "TX-001",
"deal_alias": "Deal-CFE7F4",
"why_buys": [
"Automating anniversary and birthday awards"
],
"pain_points": [
"HR team of three cannot keep up with it manually",
"Tracking in a spreadsheet; people slip through the cracks"
],
"stakeholders": [
"Prospect (VP People)",
"Prospect (HR Admin)"
],
"budget_signal": {
"raw": "about $40k",
"amount": 40000,
"currency": "USD",
"bound": "approx",
"arithmetic": "40 * 1000 = 40000"
},
"timeline_signal": [
"Live before open enrollment in November",
"Security review on September 12"
],
"competitor_mentioned": "Achievers",
"next_step": "Security review on September 12",
"objections": [
"Need SSO and audit logs for IT to sign off"
],
"confidence": "high"
},
{
"transcript_id": "TX-002",
"deal_alias": "Deal-70BB30",
"why_buys": [
"Tie recognition to retention for hourly workforce"
],
"pain_points": [
"Regretted turnover over 30% in hourly workforce"
],
"stakeholders": [
"Prospect (Head of Total Rewards)",
"Prospect (CFO)"
],
"budget_signal": {
"raw": "$25k pilot budget for this quarter",
"amount": 25000,
"currency": "USD",
"bound": "exact",
"arithmetic": "25 * 1000 = 25000"
},
"timeline_signal": [
"Decision by end of September",
"Route pilot agreement to legal this week"
],
"competitor_mentioned": null,
"next_step": "Send the pilot agreement; prospect will route to legal this week",
"objections": [
"Integration with Workday has to be rock solid — that's my one condition"
],
"confidence": "high"
},
{
"transcript_id": "TX-003",
"deal_alias": "Deal-530B50",
"why_buys": [
"Make recognition visible across 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": [
"No rush until Q1"
],
"competitor_mentioned": "Bucketlist",
"next_step": "Schedule a call with CEO; prospect will send two times",
"objections": [],
"confidence": "medium"
},
{
"transcript_id": "TX-004",
"deal_alias": "Deal-180D02",
"why_buys": [
"Consolidate three separate recognition tools into one"
],
"pain_points": [
"Paying for three tools and none of them talk to our HRIS"
],
"stakeholders": [
"Prospect (VP People)",
"Prospect (IT Security Lead)"
],
"budget_signal": {
"raw": "under $15k annually",
"amount": 15000,
"currency": "USD",
"bound": "max",
"arithmetic": "15 * 1000 = 15000 (max)"
},
"timeline_signal": [
"Procurement cycle runs 6–8 weeks minimum"
],
"competitor_mentioned": null,
"next_step": null,
"objections": [
"Security review took three months for our last vendor — that's my hesitation"
],
"confidence": "medium"
},
{
"transcript_id": "TX-005",
"deal_alias": "Deal-F8767A",
"why_buys": [
"Automate service milestones",
"Analytics on recognition equity across departments"
],
"pain_points": [
"Night-shift teams feel invisible — engagement scores run 20 points lower"
],
"stakeholders": [
"Prospect (HR Director)",
"Prospect (People Ops Coordinator)"
],
"budget_signal": {
"raw": "$12k approved under our engagement line",
"amount": 12000,
"currency": "USD",
"bound": "exact",
"arithmetic": "12 * 1000 = 12000"
},
"timeline_signal": [
"Running before January all-hands",
"Exec presentation on October 2"
],
"competitor_mentioned": "Nectar",
"next_step": "Present to exec team on October 2",
"objections": [
"Exec team is skeptical after a failed rollout two years ago"
],
"confidence": "high"
},
{
"transcript_id": "TX-006",
"deal_alias": "Deal-EE195F",
"why_buys": [
"Cut the admin time on service awards"
],
"pain_points": [
"Spends five hours a month ordering and shipping plaques"
],
"stakeholders": [
"Prospect (HR Manager)"
],
"budget_signal": {
"raw": "Budget isn't the issue — time is.",
"amount": null,
"currency": null,
"bound": null,
"arithmetic": null
},
"timeline_signal": [
"Fiscal year resets in February; Q1 start is realistic"
],
"competitor_mentioned": "doing it internally",
"next_step": "Send the one-page overview; prospect will forward to COO this week",
"objections": [
"COO usually prefers building things in-house"
],
"confidence": "high"
}
]
- Deal-547B2B — $11,200 — Why close: Slack (2026-09-04): “redlines came back clean,” “signing page is out,” VP People said “signing tomorrow.” CRM: DS5/COMMIT, close_date 2026-09-11. What is left: Signature only (steps_left=1). - Deal-403845 — $9,000 — Why close: Slack: “order form is with their finance team.” CRM: DS5/COMMIT, close_date 2026-09-11. What is left: Finance sign-off + signature (1+1=2 steps). - Deal-A2B47C — $6,360 — Why close: Slack: “still warm, just normal legal-review pace.” CRM: DS5/COMMIT, close_date 2026-09-11. What is left: Legal review + signature (1+1=2 steps).
Candidates 1) Prospect line: "We need SCIM user provisioning — our security team will not approve any tool that requires manual account management." - Classification: Real gap (product docs: SCIM user provisioning is NOT listed as supported) - Deal: Deal-EC3025 - Amount: not provided in the data 2) 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 (product docs: ADP Workforce Now integration is NOT listed as supported) - Deal: Deal-D0D6B5 - Amount: not provided in the data 3) 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 (product docs: Custom report builder is Enterprise-only) - Deal: Deal-CFE7F4 - Amount: not provided in the data 4) 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 (product docs: Slack is supported on all plans; issue is training/adoption) - Deal: Deal-84DBA6 - Amount: not provided in the data Summary (real gaps only) - SCIM user provisioning not supported (Deal-EC3025; amount not provided). Prospect: "We need SCIM user provisioning — our security team will not approve any tool that requires manual account management." - ADP Workforce Now integration not supported (Deal-D0D6B5; amount not provided). 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 - Prospect-raised candidates: 4 = real gaps (2) + plan gate (1) + rollout/enablement (1)
Owner: Bryce Harmon - Deal-2D1F1B | DS1 | amount 240000 | days since last contact: 81 (calc: 2026-09-05 - 2026-06-16 = 81 days) - Deal-66D1FC | DS1 | amount 99000 | days since last contact: 16 (calc: 2026-09-05 - 2026-08-20 = 16 days) - Deal-950043 | DS1 | amount 70000 | days since last contact: 19 (calc: 2026-09-05 - 2026-08-17 = 19 days) - Deal-B23205 | DS1 | amount 45000 | days since last contact: 16 (calc: 2026-09-05 - 2026-08-20 = 16 days) - Deal-7BBDFA | DS3 | amount 37440 | days since last contact: 46 (calc: 2026-09-05 - 2026-07-21 = 46 days) - Deal-332637 | DS2 | amount 36000 | days since last contact: 9 (calc: 2026-09-05 - 2026-08-27 = 9 days) - Deal-1BEEBF | DS1 | amount 31500 | days since last contact: 19 (calc: 2026-09-05 - 2026-08-17 = 19 days) - Deal-A414F6 | DS1 | amount 25200 | days since last contact: 19 (calc: 2026-09-05 - 2026-08-17 = 19 days) - Deal-C5658B | DS1 | amount 23400 | days since last contact: 16 (calc: 2026-09-05 - 2026-08-20 = 16 days) - Deal-40522D | DS3 | amount 21000 | days since last contact: 19 (calc: 2026-09-05 - 2026-08-17 = 19 days) - Deal-C1FA6D | DS1 | amount 18000 | days since last contact: 16 (calc: 2026-09-05 - 2026-08-20 = 16 days) - Deal-01E193 | DS1 | amount 12600 | days since last contact: 8 (calc: 2026-09-05 - 2026-08-28 = 8 days) - Deal-F0EBBB | DS3 | amount 11400 | days since last contact: 24 (calc: 2026-09-05 - 2026-08-12 = 24 days) - Deal-927338 | DS1 | amount 10920 | days since last contact: 18 (calc: 2026-09-05 - 2026-08-18 = 18 days) - Deal-E25A09 | DS1 | amount 6000 | days since last contact: 9 (calc: 2026-09-05 - 2026-08-27 = 9 days) - Deal-C9C286 | DS2 | amount 5502 | days since last contact: 9 (calc: 2026-09-05 - 2026-08-27 = 9 days) - Deal-012CB1 | DS1 | amount 1 | days since last contact: 23 (calc: 2026-09-05 - 2026-08-13 = 23 days) - Deal-3795AD | DS2 | amount 1 | days since last contact: 8 (calc: 2026-09-05 - 2026-08-28 = 8 days) Totals for Bryce Harmon: 18 stale deals, total stale amount = sum([240000, 99000, 70000, 45000, 37440, 36000, 31500, 25200, 23400, 21000, 18000, 12600, 11400, 10920, 6000, 5502, 1, 1]) = 692964 Owner: Dana Mercer - Deal-44EA29 | DS2 | amount 60000 | days since last contact: 10 (calc: 2026-09-05 - 2026-08-26 = 10 days) - Deal-E51FB7 | DS2 | amount 43875 | days since last contact: 12 (calc: 2026-09-05 - 2026-08-24 = 12 days) - Deal-B42F46 | DS1 | amount 27000 | days since last contact: 19 (calc: 2026-09-05 - 2026-08-17 = 19 days) - Deal-BA3DDC | DS3 | amount 23400 | days since last contact: 15 (calc: 2026-09-05 - 2026-08-21 = 15 days) - Deal-9DDE86 | DS2 | amount 20000 | days since last contact: 15 (calc: 2026-09-05 - 2026-08-21 = 15 days) - Deal-215CCA | DS3 | amount 18900 | days since last contact: 17 (calc: 2026-09-05 - 2026-08-19 = 17 days) - Deal-5EED42 | DS3 | amount 16250 | days since last contact: 11 (calc: 2026-09-05 - 2026-08-25 = 11 days) - Deal-57887A | DS2 | amount 15000 | days since last contact: 8 (calc: 2026-09-05 - 2026-08-28 = 8 days) - Deal-944310 | DS4 | amount 10500 | days since last contact: 33 (calc: 2026-09-05 - 2026-08-03 = 33 days) - Deal-B7EBD1 | DS5 | amount 9000 | days since last contact: 16 (calc: 2026-09-05 - 2026-08-20 = 16 days) - Deal-3974EB | DS4 | amount 9000 | days since last contact: 8 (calc: 2026-09-05 - 2026-08-28 = 8 days) - Deal-F40F04 | DS2 | amount 8100 | days since last contact: 15 (calc: 2026-09-05 - 2026-08-21 = 15 days) - Deal-7599B8 | DS3 | amount 7350 | days since last contact: 18 (calc: 2026-09-05 - 2026-08-18 = 18 days) - Deal-87DDD1 | DS1 | amount 5000 | days since last contact: 19 (calc: 2026-09-05 - 2026-08-17 = 19 days) - Deal-F336B6 | DS3 | amount 4200 | days since last contact: 15 (calc: 2026-09-05 - 2026-08-21 = 15 days) - Deal-0660B4 | DS4 | amount 1920 | days since last contact: 16 (calc: 2026-09-05 - 2026-08-20 = 16 days) Totals for Dana Mercer: 16 stale deals, total stale amount = sum([60000, 43875, 27000, 23400, 20000, 18900, 16250, 15000, 10500, 9000, 9000, 8100, 7350, 5000, 4200, 1920]) = 279495 Owner: Alex Franklin - Deal-CC08D1 | DS1 | amount 24000 | days since last contact: 16 (calc: 2026-09-05 - 2026-08-20 = 16 days) - Deal-E73427 | DS3 | amount 18000 | days since last contact: 10 (calc: 2026-09-05 - 2026-08-26 = 10 days) - Deal-885F45 | DS2 | amount 9300 | days since last contact: 12 (calc: 2026-09-05 - 2026-08-24 = 12 days) - Deal-C2FF3C | DS1 | amount 8316 | days since last contact: 10 (calc: 2026-09-05 - 2026-08-26 = 10 days) - Deal-3EED2C | DS2 | amount 7200 | days since last contact: unknown — no logged email/call/meeting in 90d (calc: no last_* date available) - Deal-0D2F7A | DS3 | amount 5100 | days since last contact: 12 (calc: 2026-09-05 - 2026-08-24 = 12 days) - Deal-6C60D4 | DS3 | amount 4800 | days since last contact: 12 (calc: 2026-09-05 - 2026-08-24 = 12 days) - Deal-13FEBD | DS2 | amount 4680 | days since last contact: 12 (calc: 2026-09-05 - 2026-08-24 = 12 days) - Deal-819506 | DS1 | amount 4400 | days since last contact: 8 (calc: 2026-09-05 - 2026-08-28 = 8 days) - Deal-9D0060 | DS3 | amount 3840 | days since last contact: 12 (calc: 2026-09-05 - 2026-08-24 = 12 days) - Deal-690476 | DS2 | amount 3600 | days since last contact: 18 (calc: 2026-09-05 - 2026-08-18 = 18 days) - Deal-C6D97A | DS4 | amount 3240 | days since last contact: 8 (calc: 2026-09-05 - 2026-08-28 = 8 days) - Deal-EE195F | DS3 | amount 3120 | days since last contact: 8 (calc: 2026-09-05 - 2026-08-28 = 8 days) - Deal-278DEC | DS3 | amount 2700 | days since last contact: 8 (calc: 2026-09-05 - 2026-08-28 = 8 days) - Deal-635B8E | DS3 | amount 2600 | days since last contact: 18 (calc: 2026-09-05 - 2026-08-18 = 18 days) - Deal-6883F3 | DS1 | amount 2400 | days since last contact: 16 (calc: 2026-09-05 - 2026-08-20 = 16 days) - Deal-4A13AD | DS3 | amount 2160 | days since last contact: 26 (calc: 2026-09-05 - 2026-08-10 = 26 days) - Deal-F67D31 | DS2 | amount 1800 | days since last contact: 8 (calc: 2026-09-05 - 2026-08-28 = 8 days) - Deal-5FDCE4 | DS3 | amount 1600 | days since last contact: 12 (calc: 2026-09-05 - 2026-08-24 = 12 days) - Deal-BA571A | DS4 | amount 1080 | days since last contact: 18 (calc: 2026-09-05 - 2026-08-18 = 18 days) Totals for Alex Franklin: 20 stale deals, total stale amount = sum([24000, 18000, 9300, 8316, 7200, 5100, 4800, 4680, 4400, 3840, 3600, 3240, 3120, 2700, 2600, 2400, 2160, 1800, 1600, 1080]) = 113936 Owner: Cole Ingram - Deal-D04904 | DS2 | amount 58529.25 | days since last contact: 11 (calc: 2026-09-05 - 2026-08-25 = 11 days) - Deal-B25F40 | DS3 | amount 40000 | days since last contact: 8 (calc: 2026-09-05 - 2026-08-28 = 8 days) - Deal-813836 | DS2 | amount 32175 | days since last contact: 11 (calc: 2026-09-05 - 2026-08-25 = 11 days) - Deal-1BA595 | DS2 | amount 31750 | days since last contact: 11 (calc: 2026-09-05 - 2026-08-25 = 11 days) - Deal-CFE1E8 | DS3 | amount 18000 | days since last contact: 11 (calc: 2026-09-05 - 2026-08-25 = 11 days) - Deal-CD47A6 | DS2 | amount 12168 | days since last contact: 11 (calc: 2026-09-05 - 2026-08-25 = 11 days) - Deal-627646 | DS3 | amount 11193 | days since last contact: 11 (calc: 2026-09-05 - 2026-08-25 = 11 days) - Deal-FF809F | DS2 | amount 7781.2 | days since last contact: 11 (calc: 2026-09-05 - 2026-08-25 = 11 days) - Deal-AF932D | DS2 | amount 7225.4 | days since last contact: 11 (calc: 2026-09-05 - 2026-08-25 = 11 days) - Deal-A71728 | DS2 | amount 6947.5 | days since last contact: 11 (calc: 2026-09-05 - 2026-08-25 = 11 days) - Deal-8BC9F5 | DS2 | amount 5616 | days since last contact: 10 (calc: 2026-09-05 - 2026-08-26 = 10 days) - Deal-175395 | DS3 | amount 4779.88 | days since last contact: 11 (calc: 2026-09-05 - 2026-08-25 = 11 days) - Deal-481E24 | DS3 | amount 4140 | days since last contact: 10 (calc: 2026-09-05 - 2026-08-26 = 10 days) - Deal-C7F9BF | DS2 | amount 3360 | days since last contact: 11 (calc: 2026-09-05 - 2026-08-25 = 11 days) - Deal-2F3A66 | DS3 | amount 3334.8 | days since last contact: 11 (calc: 2026-09-05 - 2026-08-25 = 11 days) - Deal-342E96 | DS2 | amount 2700 | days since last contact: 24 (calc: 2026-09-05 - 2026-08-12 = 24 days) - Deal-E568D5 | DS3 | amount 1875 | days since last contact: 11 (calc: 2026-09-05 - 2026-08-25 = 11 days) - Deal-FD9F4E | DS5 | amount 1330 | days since last contact: 10 (calc: 2026-09-05 - 2026-08-26 = 10 days) Totals for Cole Ingram: 18 stale deals, total stale amount = sum([58529.25, 40000, 32175, 31750, 18000, 12168, 11193, 7781.2, 7225.4, 6947.5, 5616, 4779.88, 4140, 3360, 3334.8, 2700, 1875, 1330]) = 252905.03 Owner: Farid Osman - Deal-8BA24E | DS1 | amount 2880 | days since last contact: 8 (calc: 2026-09-05 - 2026-08-28 = 8 days) - Deal-8FDCD2 | DS1 | amount 1 | days since last contact: 15 (calc: 2026-09-05 - 2026-08-21 = 15 days) Totals for Farid Osman: 2 stale deals, total stale amount = sum([2880, 1]) = 2881 Owner: Elena Sinclair - Deal-57FF13 | DS1 | amount 2100 | days since last contact: unknown — no logged email/call/meeting in 90d (calc: no last_* date available) Totals for Elena Sinclair: 1 stale deals, total stale amount = sum([2100]) = 2100
Window: 2026-08-06 to 2026-09-05 (inclusive) Ranked by efficiency (lowest activities per DS2 entry first). Per rep: emails + calls + meetings = total; DS2 entries; mix; total/DS2 = activities per DS2. 1) Alex Franklin: 307 + 36 + 41 = 384; DS2 entries 18; mix emails 79.9% / calls 9.4% / meetings 10.7%; 384/18 = 21.33 activities/DS2 Data gap: missing engagements row for Deal-3EED2C (64623982954) — totals are minimums. 2) Bryce Harmon: 162 + 0 + 43 = 205; DS2 entries 4; mix emails 79.0% / calls 0.0% / meetings 21.0%; 205/4 = 51.25 activities/DS2 3) Cole Ingram: 96 + 14 + 1 = 111; DS2 entries 2; mix emails 86.5% / calls 12.6% / meetings 0.9%; 111/2 = 55.50 activities/DS2 4) Farid Osman: 38 + 0 + 34 = 72; DS2 entries 1; mix emails 52.8% / calls 0.0% / meetings 47.2%; 72/1 = 72.00 activities/DS2 5) Dana Mercer: 84 + 18 + 11 = 113; DS2 entries 1; mix emails 74.3% / calls 15.9% / meetings 9.7%; 113/1 = 113.00 activities/DS2 6) Elena Sinclair: 0 + 0 + 0 = 0; DS2 entries 0; mix n/a; activities/DS2 n/a (no DS2 entries) Data gap: missing engagements row for Deal-57FF13 (64524667574) — totals are minimums. Most efficient rep: Alex Franklin (21.33 activities/DS2; 384 activities over 18 DS2 entries) Highest-volume rep: Alex Franklin (384 total activities) Do they differ? No
AE: Alex Franklin — QTD Scorecard as of 2026-09-05 Bookings QTD (exclude pre-2026-07-01 wins): 150000 Arithmetic: 40000 (Deal-A1C3E5) + 20000 (Deal-F2C7D8) + 35000 (Deal-B7D2F4) + 21000 (Deal-C9E1A6) + 12000 (Deal-A8B4D6) + 11000 (Deal-D4B8C2) + 6500 (Deal-E6F3A9) + 4500 (Deal-C5D9E2) = 150000 Quota (2026-Q3): 200000 Attainment: 75.0% Arithmetic: 150000 / 200000 * 100 = 75.0% Bookings split — new: 113500; expansion: 36500 Arithmetic (new): 40000 (Deal-A1C3E5) + 35000 (Deal-B7D2F4) + 21000 (Deal-C9E1A6) + 11000 (Deal-D4B8C2) + 6500 (Deal-E6F3A9) = 113500 Arithmetic (expansion): 20000 (Deal-F2C7D8) + 12000 (Deal-A8B4D6) + 4500 (Deal-C5D9E2) = 36500 Active pipeline by stage (open only): DS1: 284621 DS2: 353760 DS3: 552705 DS4: 23574 DS5: 45730 Rolling 90-day DS2-to-won rate: 7.2% Window: 2026-06-07 to 2026-09-05; entered DS2: 111; won: 8 Arithmetic: 8 / 111 * 100 = 7.2% QTD wins: 8; QTD losses: 27; Top loss reason: Lost- Timing (1 year or more) (13) Activity volume (last 30 days): Emails: 807 Calls: 112 Meetings: 128 Notes: 50 Coaching observations: 1) Late-stage coverage (DS4+DS5) = 69304; prioritize advancing DS3 (552705) to strengthen near-term coverage. 2) DS2→Won conversion at 7.2% on 111 entries; tighten qualification and exit criteria at DS2 to raise efficiency. 3) Loss pattern led by Lost- Timing (1 year or more) (13); add earlier timing validation and ROI-by-timeline talk tracks to reduce defer-outs.
Deal-36C33F (C-077A0E) - amount: MISSING - stage: MISSING - active contact count: 1 (= 3 total - 2 former - 0 out-of-window non-former) - personas present: IT security - personas missing: economic buyer, champion, HR admin, finance - most valuable persona to add (given stage): CANNOT DETERMINE (stage missing) - on-file unengaged contact who fits: CT-1DB73E (economic buyer) Deal-50D386 (C-EB10E4) - amount: MISSING - stage: MISSING - active contact count: 2 (= 2 total - 0 former - 0 out-of-window non-former) - personas present: champion, HR admin - personas missing: economic buyer, IT security, finance - most valuable persona to add (given stage): CANNOT DETERMINE (stage missing) - on-file unengaged contact who fits: CT-A1C4B3 (economic buyer) Deal-5408B0 (C-2AE3AA) - amount: MISSING - stage: MISSING - active contact count: 2 (= 2 total - 0 former - 0 out-of-window non-former) - personas present: champion, HR admin - personas missing: economic buyer, IT security, finance - most valuable persona to add (given stage): CANNOT DETERMINE (stage missing) - on-file unengaged contact who fits: CT-07FA76 (economic buyer) Deal-5BFE3B (C-535D36) - amount: MISSING - stage: MISSING - active contact count: 2 (= 2 total - 0 former - 0 out-of-window non-former) - personas present: champion - personas missing: economic buyer, HR admin, IT security, finance - most valuable persona to add (given stage): CANNOT DETERMINE (stage missing) - on-file unengaged contact who fits: none on file Deal-885F45 (C-5E8EFB) - amount: MISSING - stage: MISSING - active contact count: 2 (= 2 total - 0 former - 0 out-of-window non-former) - personas present: economic buyer, champion - personas missing: HR admin, IT security, finance - most valuable persona to add (given stage): CANNOT DETERMINE (stage missing) - on-file unengaged contact who fits: CT-B3F25D (IT security) Deal-92D97D (C-E23238) - amount: MISSING - stage: MISSING - active contact count: 1 (= 2 total - 0 former - 1 out-of-window non-former) - personas present: HR admin - personas missing: economic buyer, champion, IT security, finance - most valuable persona to add (given stage): CANNOT DETERMINE (stage missing) - on-file unengaged contact who fits: none on file Deal-C6D97A (C-5A8FC2) - amount: MISSING - stage: MISSING - active contact count: 3 (= 3 total - 0 former - 0 out-of-window non-former) - personas present: champion - personas missing: economic buyer, HR admin, IT security, finance - most valuable persona to add (given stage): CANNOT DETERMINE (stage missing) - on-file unengaged contact who fits: none on file Deal-D0D6B5 (C-32918E) - amount: MISSING - stage: MISSING - active contact count: 3 (= 3 total - 0 former - 0 out-of-window non-former) - personas present: champion - personas missing: economic buyer, HR admin, IT security, finance - most valuable persona to add (given stage): CANNOT DETERMINE (stage missing) - on-file unengaged contact who fits: CT-1FA4DB (economic buyer) Deal-EC3025 (C-FDD0C7) - amount: MISSING - stage: MISSING - active contact count: 1 (= 2 total - 1 former - 0 out-of-window non-former) - personas present: champion - personas missing: economic buyer, HR admin, IT security, finance - most valuable persona to add (given stage): CANNOT DETERMINE (stage missing) - on-file unengaged contact who fits: CT-6827DB (economic buyer) Deal-F9A08A (C-0D15DF) - amount: MISSING - stage: MISSING - active contact count: 1 (= 2 total - 0 former - 1 out-of-window non-former) - personas present: champion - personas missing: economic buyer, HR admin, IT security, finance - most valuable persona to add (given stage): CANNOT DETERMINE (stage missing) - on-file unengaged contact who fits: CT-697541 (economic buyer) Deal-FCBE5B (C-737030) - amount: MISSING - stage: MISSING - active contact count: 1 (= 1 total - 0 former - 0 out-of-window non-former) - personas present: champion - personas missing: economic buyer, HR admin, IT security, finance - most valuable persona to add (given stage): CANNOT DETERMINE (stage missing) - on-file unengaged contact who fits: none on file
Lead-with in first five minutes - Primary opener used 8/10 calls; exceptions: agenda-first 1/10, pricing-first 1/10. Example: "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." Handling the three most common objections - Budget locked (4/10): "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 / bandwidth (3/10): "Makes sense. What if we scope a 90-day pilot with one department so you have internal data before next quarter's planning?" - Status quo (spreadsheets/gift cards) (3/10): "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) - Arithmetic: 7 agreed / 10 calls = 70% - Example acceptance: "Yes, Thursday at 2pm works — send the invite and I'll bring our HRIS manager." Competitors a prospect raised - Awardco; Kudos - Example: "We're also in late talks with Awardco — their rewards catalog looks bigger than yours." Coaching notes - When you hear committee/no-urgency stalls, still propose a lightweight, time-bound next step (tentative hold or brief working session) instead of ending the thread. - Keep the case-study opener but confirm the prospect’s top priority first (pricing/security) to choose the right lead-in more often.
COMMIT total (in-quarter): 44,729 Arithmetic: 11200 + 9000 + 9000 + 6360 + 5400 + 2520 + 1249 = 44729 BEST_CASE total (in-quarter): 203,565 Arithmetic: 38935 + 24000 + 19656 + 16250 + 11116 + 10800 + 10500 + 9890 + 9720 + 9000 + 7200 + 3840 + 3780 + 3600 + 3240 + 3150 + 3120 + 3060 + 2916 + 2760 + 2484 + 2100 + 1920 + 528 = 203565 Weighted forecast: 115,976.75 Calculation: 44,729 + 0.35 × 203,565 = 44,729 + 71,247.75 = 115,976.75 Counts inside the quarter: - COMMIT: 7 - BEST_CASE: 24 - PIPELINE: 23 Excluded for being outside the quarter: - count: 32 - total amount: 227,575 Top 5 BEST_CASE deals by amount (inside the quarter): - Deal-2D7423 — 38,935 - Deal-25F752 — 24,000 - Deal-E53952 — 19,656 - Deal-5EED42 — 16,250 - Deal-FA32A0 — 11,116 ## Data quality - 85/86 deals have blank owner. - One DS1 marked COMMIT (Deal-A5E80A) and one DS5 marked BEST_CASE (Deal-C61CF7) indicate stage/forecast mismatches. - 39 in-quarter DS3+ deals have why_buys_chars = 0 (no substantive why-buys). - A non-integer amount exists (Deal-42326B at 2480.4).
2x2 results (signup month 2023; retained at 24 months = current_status = active) - Both signals (m1_users >= 5 AND m1_redemptions >= 1): n=47; retention 31/47 = 65.96% - Givers-only (m1_users >= 5 AND m1_redemptions = 0): n=49; retention 23/49 = 46.94% - Redemption-only (m1_users < 5 AND m1_redemptions >= 1): n=29; retention 9/29 = 31.03% - Neither (m1_users < 5 AND m1_redemptions = 0): n=95; retention 38/95 = 40.00% Exclusions - 0 companies excluded; all rows had m1_users, m1_redemptions, and current_status present. Single-signal with the largest retention lift - m1_users >= 5 (givers): 46.94% vs neither 40.00% → +6.94 percentage points (23/49 − 38/95) What this does and does not prove - Does: In this extract, companies with both early signals retained better at 24 months than those with only one signal or neither. - Does not: Establish causation or generalize beyond this cohort/timeframe; no controls for confounders (e.g., tier, region, industry).
Totals (as of 2026-09-05) - Billing ARR (active MRR x 12): 604739.28 - CRM ARR total: 603581.76 - Variance (CRM - Billing): -1157.52 Variance decomposition (sums to -1157.52) - Status mismatch: 13158.48 = 4905.24 (C-0C8323BF, cancelled) + 8253.24 (C-0DC4FB8C, cancelled) - Rounding: 0.00 - Missing records: -11952.00 = 16497.24 (C-0D5BBE3A, CRM only) + (-28449.24) (C-21629AA4, Billing only) - Other: -2364.00 = 16.00 (C-0D66DF9E) + 20.00 (C-14D70CE0) + (-2400.00) (C-0F7269D7) Mismatched accounts with suggested owner (alias | CRM ARR | Billing ARR | Diff = CRM - Billing | Owner) - C-0C8323BF | 4905.24 | 0.00 | +4905.24 | RevOps (CRM) - C-0DC4FB8C | 8253.24 | 0.00 | +8253.24 | RevOps (CRM) - C-0D5BBE3A | 16497.24 | 0.00 | +16497.24 | Finance/Billing - C-21629AA4 | 0.00 | 28449.24 | -28449.24 | RevOps (CRM) - C-0D66DF9E | 23200.00 | 23184.00 | +16.00 | RevOps/Finance - C-14D70CE0 | 18200.00 | 18180.00 | +20.00 | RevOps/Finance - C-0F7269D7 | 24396.00 | 26796.00 | -2400.00 | RevOps/Finance Business-rule violations (term_months != 12 must have cf_agreement_end_date) - SUB-0002 | C-1794A52C | term_months=24 | cf_agreement_end_date missing - SUB-0019 | C-22170CA1 | term_months=36 | cf_agreement_end_date missing
+-----------------------------+----------+----------+---------+----------+-----------+ | KVM | 2026-08 | 2026-07 | Abs Δ | Rel Δ % | 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 (-15.31%, down). Driver: size_band=enterprise (0.2743 vs 0.5500; Δ=-0.2757; -0.2757/0.5500=-50.13%). Arithmetic (averages across companies): - giving rate: 0.6027133-0.6022967=+0.0004167; +0.0004167/0.6022967=+0.07% - redemptions per user: 1.7301633-1.7299833=+0.0001800; +0.0001800/1.7299833=+0.01% - 1:1 meetings engagement: 0.4471767-0.4468867=+0.0002900; +0.0002900/0.4468867=+0.06% - pulse check engagement: 0.5086100-0.6005867=-0.0919767; -0.0919767/0.6005867=-15.31%
Last completed month: 2026-08 - Redemption count: 378 - Spend (USD): 27,846.00 = 10,873.00 (custom) + 8,505.00 (Tremendous) + 5,238.00 (Snappy) + 3,230.00 (TangoCard) - Unique redeemers: 235 - Redemptions per redeemer: 378 / 235 = 1.61 - Provider mix (% of spend; sums to 100.00%): - custom: 10,873.00 / 27,846.00 = 39.05% - Tremendous: 8,505.00 / 27,846.00 = 30.54% - Snappy: 5,238.00 / 27,846.00 = 18.81% - TangoCard: 3,230.00 / 27,846.00 = 11.60% - Total: 100.00% - Top 5 countries by redemptions (count): - US: 244 - CA: 24 - AU: 21 - GB: 17 - NL: 17
QUALIFYING AT-RISK ACCOUNTS (R1+R2+R3) - C-0F6C0F34 — amount=49707.00 — play=executive touch — signal: champion_active=false - C-0B827671 — amount=25365.00 — play=usage revival — signal: usage_trend_3m=declining; utilization=113/202=56.0% - C-0B360C78 — amount=35748.00 — play=commercial concession — signal: usage_trend_3m=growing; champion_active=true - C-0B0F1BAB — amount=5494.00 — play=executive touch — signal: champion_active=false - C-0CA21961 — amount=16829.00 — play=usage revival — signal: usage_trend_3m=flat; utilization=84/325=25.8% - C-0E9C27D1 — amount=41235.00 — play=usage revival — signal: usage_trend_3m=flat - C-0CEF69FD — amount=32621.00 — play=executive touch — signal: champion_active=false - C-0D3278C7 — amount=17602.00 — play=usage revival — signal: usage_trend_3m=declining; utilization=126/380=33.2% TOTAL AT STAKE 49707.00 + 25365.00 + 35748.00 + 5494.00 + 16829.00 + 41235.00 + 32621.00 + 17602.00 = 224601.00 AT-RISK BUT DO NOT QUALIFY (fail R2 and/or R3) - C-0BA71F12 — health_score=52; reason: renewal in 218 days (outside 0–120) - C-0BC71BDD — health_score=55; reason: churn_save_eligible_amount=0.00 - C-0BE96399 — health_score=54; reason: churn_save_eligible_amount=0.00 - C-0F6694C3 — health_score=43; reasons: churn_save_eligible_amount=0.00; renewal in 197 days (outside 0–120) - C-0F876796 — health_score=47; reason: renewal in 154 days (outside 0–120) - C-0FCCD2DF — health_score=43; reasons: churn_save_eligible_amount=0.00; renewal in 230 days (outside 0–120) - C-10A56B0F — health_score=54; reason: churn_save_eligible_amount=0.00
- Seat coverage (C-0DDFC9A7): 150/400 = 37.5% - Usage health: - MAUs Mar→Aug: 88 → 95 → 102 → 110 → 118 → 126 (net +38 = 126−88; +43.18% = 38/88) - Aug license utilization: 126/150 = 84.0% - Headroom and ARR: - Headroom seats to headcount: 400−150 = 250 - Current per-seat ARR: 9000/150 = 60.00 - Headroom ARR at current rate: 250×60.00 = 15,000.00 - Who replied / can they buy: Maria S., People Operations Coordinator — replied; cannot buy (she states budget/seat expansion sit with Dana R.) - Right buyer from contacts: Dana R., VP People Reply email (≤150 words): Hi Maria, Thanks for the quick reply. One data point Dana may want: 126 monthly active users in Aug. If you’re open to it, could you introduce me to Dana R. so we can align seats and budget at your current per‑seat rate? I can also send her a brief one‑pager with usage and options if that’s easier. Best, Cole
C-0D284E42 Complete (backed by fields) - integration_slack: 2026-08-12 - allowance_set: 2026-08-13 - admins_added: 2 - first_recognition_at: 2026-08-15 14:22 Not complete (no value in file) - integration_hris: missing - first_redemption_at: missing Early engagement signals (with arithmetic) - Time-to-first-recognition: 2026-08-15 14:22 − 2026-08-11 = 4 days + 14h22m = 4 + (14 + 22/60)/24 ≈ 4.60 days - Active_givers growth: last (15 on 2026-09-04) − first (3 on 2026-08-11) = 12; percent = 12/3 = 4.00 = +400% - 7-day averages: - First 7 days: sum = 3+3+4+4+5+4+7 = 30; avg = 30/7 ≈ 4.29 - Last 7 days: sum = 11+13+11+13+13+15+15 = 91; avg = 91/7 = 13.00 - Increase = 13.00 − 4.29 = 8.71; percent = 8.71/4.29 ≈ 2.0333 = +203.33% - Days with ≥10 active_givers: 10/25 = 0.40 = 40% - Longest ≥10 streak: 10 consecutive days (2026-08-26 → 2026-09-04) - Max active_givers: 15 (dates: 2026-09-03, 2026-09-04) Three things to cover on the call 1) HRIS integration: integration_hris is blank — identify owner and timeline to connect. 2) First redemption: first_redemption_at is blank — walkthrough redemption flow and plan a first-redemption push (Slack is integrated as of 2026-08-12). 3) Sustain recognition momentum: review cadence to maintain the ≥10 active_givers streak (10 straight days) and build on growth (7-day avg 4.29 → 13.00).
C-0B7D2C30 | Dana Mercer | ARR $65,901.00 | date 2026-09-15 | utilization 274/476=57.6% | trend 97->94->84 (84-97=-13) | risk High — 274/476 seats used (57.6%) and 3-mo 97->84 (84-97=-13, -13.4%). [DISAGREE: cz=2026-09-10, cb=2026-09-15; Using Chargebee; multi-year contracts known wrong in ChurnZero.] C-0BCDB8C2 | Cole Ingram | ARR $54,427.00 | date 2026-09-18 | utilization 232/424=54.7% | trend 127->118->110 (110-127=-17) | risk High — 232/424 seats used (54.7%) and 3-mo 127->110 (110-127=-17, -13.4%). [DISAGREE: cz=2027-09-18, cb=2026-09-18; Using Chargebee; multi-year contracts known wrong in ChurnZero.] C-0D2AB865 | Elena Sinclair | ARR $38,022.00 | date 2026-09-22 | utilization 250/407=61.4% | trend 125->117->109 (109-125=-16) | risk High — 250/407 seats used (61.4%) and 3-mo 125->109 (109-125=-16, -12.8%). [DISAGREE: cz=2026-09-10, cb=2026-09-22; Using Chargebee; multi-year contracts known wrong in ChurnZero.] C-0BBE3E60 | Dana Mercer | ARR $30,993.00 | date 2026-09-26 | utilization 74/114=64.9% | trend 39->35->33 (33-39=-6) | risk High — 74/114 seats used (64.9%) and 3-mo 39->33 (33-39=-6, -15.4%). [DISAGREE: cz=2027-09-26, cb=2026-09-26; Using Chargebee; multi-year contracts known wrong in ChurnZero.] C-0F5D2323 | Cole Ingram | ARR $90,647.00 | date 2026-09-29 | utilization 111/390=28.5% | trend 20->21->18 (18-20=-2) | risk High — 111/390 seats used (28.5%) and 3-mo 20->18 (18-20=-2, -10.0%). [DISAGREE: cz=2026-09-10, cb=2026-09-29; Using Chargebee; multi-year contracts known wrong in ChurnZero.] C-0EC6999D | Elena Sinclair | ARR $79,419.00 | date 2026-10-03 | utilization 31/112=27.7% | trend 17->16->15 (15-17=-2) | risk High — 31/112 seats used (27.7%) and 3-mo 17->15 (15-17=-2, -11.8%). [AGREE: cz=2026-10-03, cb=2026-10-03; Systems agree; using Chargebee.] C-0B20DB64 | Dana Mercer | ARR $21,770.00 | date 2026-10-07 | utilization 214/378=56.6% | trend 294->298->294 (294-294=0) | risk Medium — 214/378 seats used (56.6%) and 3-mo 294->294 (294-294=0, +0.0%). [AGREE: cz=2026-10-07, cb=2026-10-07; Systems agree; using Chargebee.] C-0BBC4E7A | Cole Ingram | ARR $56,374.00 | date 2026-10-10 | utilization 228/337=67.7% | trend 142->141->139 (139-142=-3) | risk Medium — 228/337 seats used (67.7%) and 3-mo 142->139 (139-142=-3, -2.1%). [AGREE: cz=2026-10-10, cb=2026-10-10; Systems agree; using Chargebee.] C-0FD551AB | Elena Sinclair | ARR $48,815.00 | date 2026-10-14 | utilization 210/376=55.9% | trend 123->122->126 (126-123=3) | risk Medium — 210/376 seats used (55.9%) and 3-mo 123->126 (126-123=3, +2.4%). [AGREE: cz=2026-10-14, cb=2026-10-14; Systems agree; using Chargebee.] C-0F9F8F13 | Dana Mercer | ARR $46,230.00 | date 2026-10-18 | utilization 199/352=56.5% | trend 185->185->182 (182-185=-3) | risk Medium — 199/352 seats used (56.5%) and 3-mo 185->182 (182-185=-3, -1.6%). [AGREE: cz=2026-10-18, cb=2026-10-18; Systems agree; using Chargebee.] C-0BC34584 | Cole Ingram | ARR $16,740.00 | date 2026-10-22 | utilization 327/494=66.2% | trend 104->104->106 (106-104=2) | risk Medium — 327/494 seats used (66.2%) and 3-mo 104->106 (106-104=2, +1.9%). [AGREE: cz=2026-10-22, cb=2026-10-22; Systems agree; using Chargebee.] C-0B7A7546 | Elena Sinclair | ARR $35,062.00 | date 2026-10-25 | utilization 182/205=88.8% | trend 64->65->63 (63-64=-1) | risk Low — 182/205 seats used (88.8%) and 3-mo 64->63 (63-64=-1, -1.6%). [AGREE: cz=2026-10-25, cb=2026-10-25; Systems agree; using Chargebee.] C-0B369871 | Dana Mercer | ARR $85,128.00 | date 2026-10-29 | utilization 317/422=75.1% | trend 326->330->333 (333-326=7) | risk Low — 317/422 seats used (75.1%) and 3-mo 326->333 (333-326=7, +2.1%). [AGREE: cz=2026-10-29, cb=2026-10-29; Systems agree; using Chargebee.] C-0B144C78 | Cole Ingram | ARR $30,899.00 | date 2026-11-02 | utilization 169/224=75.4% | trend 101->101->106 (106-101=5) | risk Low — 169/224 seats used (75.4%) and 3-mo 101->106 (106-101=5, +5.0%). [AGREE: cz=2026-11-02, cb=2026-11-02; Systems agree; using Chargebee.] C-0FC4DBB8 | Elena Sinclair | ARR $94,732.00 | date 2026-11-05 | utilization 356/464=76.7% | trend 189->191->193 (193-189=4) | risk Low — 356/464 seats used (76.7%) and 3-mo 189->193 (193-189=4, +2.1%). [AGREE: cz=2026-11-05, cb=2026-11-05; Systems agree; using Chargebee.] C-0D5BBE3A | Dana Mercer | ARR $39,740.00 | date 2026-11-09 | utilization 85/102=83.3% | trend 88->90->91 (91-88=3) | risk Low — 85/102 seats used (83.3%) and 3-mo 88->91 (91-88=3, +3.4%). [AGREE: cz=2026-11-09, cb=2026-11-09; Systems agree; using Chargebee.] C-0FB9D5AF | Cole Ingram | ARR $63,158.00 | date 2026-11-13 | utilization 144/199=72.4% | trend 173->173->176 (176-173=3) | risk Low — 144/199 seats used (72.4%) and 3-mo 173->176 (176-173=3, +1.7%). [AGREE: cz=2026-11-13, cb=2026-11-13; Systems agree; using Chargebee.] C-0B344485 | Elena Sinclair | ARR $64,384.00 | date 2026-11-16 | utilization 224/287=78.0% | trend 238->240->244 (244-238=6) | risk Low — 224/287 seats used (78.0%) and 3-mo 238->244 (244-238=6, +2.5%). [AGREE: cz=2026-11-16, cb=2026-11-16; Systems agree; using Chargebee.] C-0CB2C1B4 | Dana Mercer | ARR $40,628.00 | date 2026-11-20 | utilization 386/473=81.6% | trend 47->48->49 (49-47=2) | risk Low — 386/473 seats used (81.6%) and 3-mo 47->49 (49-47=2, +4.3%). [AGREE: cz=2026-11-20, cb=2026-11-20; Systems agree; using Chargebee.] C-22170CA1 | Cole Ingram | ARR $45,646.00 | date 2026-11-24 | utilization 251/294=85.4% | trend 143->148->146 (146-143=3) | risk Low — 251/294 seats used (85.4%) and 3-mo 143->146 (146-143=3, +2.1%). [AGREE: cz=2026-11-24, cb=2026-11-24; Systems agree; using Chargebee.] Total ARR renewing = $65,901.00 + $54,427.00 + $38,022.00 + $30,993.00 + $90,647.00 + $79,419.00 + $21,770.00 + $56,374.00 + $48,815.00 + $46,230.00 + $16,740.00 + $35,062.00 + $85,128.00 + $30,899.00 + $94,732.00 + $39,740.00 + $63,158.00 + $64,384.00 + $40,628.00 + $45,646.00 = $1,048,715.00 ARR at risk (Medium+High) = $65,901.00 + $54,427.00 + $38,022.00 + $30,993.00 + $90,647.00 + $79,419.00 + $21,770.00 + $56,374.00 + $48,815.00 + $46,230.00 + $16,740.00 = $549,338.00
1. [BROAD] HRIS provisioning failures (new hires not created) - Count: 12 - Share: 12/80 = 15.0% - Distinct accounts: 3 (C-0B2213A9, C-0DDFC9A7, C-0F6C0F34) - ARR affected: 36,000 + 48,000 + 30,000 = 114,000 - Example tickets: IC-460056, IC-460060 - Recommendation: Add idempotent, hourly HRIS delta sync with alerting on skipped records; block seat-billing deltas until provisioning completes. 2. [BROAD] Redemption/checkout failures (gift cards/codes) - Count: 18 - Share: 18/80 = 22.5% - Distinct accounts: 7 (C-0B0F1BAB, C-0B827671, C-0CEF69FD, C-0D9CA315, C-0F876796, C-0FCCD2DF, C-14264ABD) - ARR affected: 10,300 + 10,700 + 8,900 + 9,600 + 8,700 + 9,600 + 11,000 = 68,800 - Example tickets: IC-460029, IC-460034 - Recommendation: Add retry and timeout around the gift-card API and reconcile point balances only after confirmed issuance. 3. [SINGLE-ACCOUNT] Billing/invoice overcharge (seat-count/tier price) - Count: 16 - Share: 16/80 = 20.0% - Distinct accounts: 1 (C-0E9C27D1) - ARR affected: 52,000 = 52,000 - Example tickets: IC-460065, IC-460066 - Recommendation: Lock invoice seat sources to one system of record and add pre-bill validation for seat deltas and pricing tiers. 4. [BROAD] Points not posting / missing balances after recognitions - Count: 20 - Share: 20/80 = 25.0% - Distinct accounts: 9 (C-0B2895EF, C-0BE96399, C-0BF20542, C-0D0B047C, C-0D284E42, C-0D3278C7, C-0D6CC8E3, C-0DD0626C, C-21FEBCBB) - ARR affected: 2,900 + 2,700 + 4,500 + 4,500 + 3,400 + 3,500 + 4,200 + 2,500 + 2,900 = 31,100 - Example tickets: IC-460001, IC-460009 - Recommendation: Queue recognitions with eventual-consistency writes and backfill balances on delay; surface a status banner when lag >5m. 5. [BROAD] Slack integration failures (channel sync/slash commands) - Count: 14 - Share: 14/80 = 17.5% - Distinct accounts: 4 (C-0B843542, C-0BA71F12, C-10A56B0F, C-8C2E8F00) - ARR affected: 4,400 + 3,900 + 5,400 + 5,200 = 18,900 - Example tickets: IC-460040, IC-460044 - Recommendation: Harden Slack OAuth token refresh and add health checks for channel webhooks and slash-command scopes.
1) C-64171065 similarity = 3 = 1 (industry) + 1 (size_band) + 1 (use_case) + 0 (region) out of 4 Matched fields: industry=Technology; size_band=Mid-Market; use_case=employee_recognition 2) C-11C31562 similarity = 3 = 0 (industry) + 1 (size_band) + 1 (use_case) + 1 (region) out of 4 Matched fields: size_band=Mid-Market; use_case=employee_recognition; region=NA-West 3) C-A13C193D similarity = 3 = 1 (industry) + 1 (size_band) + 0 (use_case) + 1 (region) out of 4 Matched fields: industry=Technology; size_band=Mid-Market; region=NA-West
TRAILING 6 MONTHS: 2026-03 to 2026-08 Paid channels: - linkedin_ads: spend: 6 x 4000 = 24000 -> $24,000 SQMs: 25 SQOs: 8 cost_per_SQM: $960.00 (arith: 24000 / 25) cost_per_SQO: $3,000.00 (arith: 24000 / 8) SQM_to_SQO_rate: 32.0% (arith: 8 / 25) pipeline_amount: $96,000 (arith: sum of pipeline for 8 SQOs) pipeline_per_dollar: 4.00 (arith: 96000 / 24000) - paid_search: spend: 6 x 6000 = 36000 -> $36,000 SQMs: 40 SQOs: 18 cost_per_SQM: $900.00 (arith: 36000 / 40) cost_per_SQO: $2,000.00 (arith: 36000 / 18) SQM_to_SQO_rate: 45.0% (arith: 18 / 40) pipeline_amount: $720,000 (arith: sum of pipeline for 18 SQOs) pipeline_per_dollar: 20.00 (arith: 720000 / 36000) - paid_social: spend: 6 x 3000 = 18000 -> $18,000 SQMs: 0 SQOs: undefined (no SQMs recorded) cost_per_SQM: undefined cost_per_SQO: undefined SQM_to_SQO_rate: undefined pipeline_amount: undefined pipeline_per_dollar: undefined - webinars: spend: 6 x 1500 = 9000 -> $9,000 SQMs: 12 SQOs: 5 cost_per_SQM: $750.00 (arith: 9000 / 12) cost_per_SQO: $1,800.00 (arith: 9000 / 5) SQM_to_SQO_rate: 41.7% (arith: 5 / 12) pipeline_amount: $60,000 (arith: sum of pipeline for 5 SQOs) pipeline_per_dollar: 6.67 (arith: 60000 / 9000) Organic channels: - organic_search: volume: 30 SQO_rate: 33.3% (arith: 10 / 30) pipeline: $90,000 (arith: sum of pipeline for 10 SQOs) - referral: volume: 15 SQO_rate: 40.0% (arith: 6 / 15) pipeline: $48,000 (arith: sum of pipeline for 6 SQOs) Data quality flags (SQO date precedes SQM date): - CT-000044 | linkedin_ads | SQM 2026-07-23 vs SQO 2026-07-18 - CT-000041 | linkedin_ads | SQM 2026-06-14 vs SQO 2026-06-09 Reallocation recommendation: - Increase allocation to paid_search (highest pipeline_per_dollar among paid). - Maintain or modestly increase webinars (mid pipeline_per_dollar, lowest cost_per_SQO). - Decrease linkedin_ads (lowest pipeline_per_dollar among paid with signal). - Pause paid_social until tracking yields SQMs; metrics undefined with current data. Confidence: moderate. Sample sizes — paid_search SQMs=40, SQOs=18; webinars SQMs=12, SQOs=5; linkedin_ads SQMs=25, SQOs=8; paid_social SQMs=0.
ONE-LINE POSITIONING - Points-based employee recognition platform with an engaging feed, EU/multi‑language emphasis, EU data residency, and an optional lightweight “Rivally Pulse” engagement survey add-on. [S02][S12][S15][S23] PRICING (source, date; newer source wins; conflicts noted) - Current list: Recognition Starter at $7 per user/month, annual billing required (pricing page, 2026-08-12). [S17] - Older list (conflict, superseded): $5 per user/month, annual billing required (pricing page, 2026-01-20 and 2026-04-01). Newer source above wins; indicates a price increase. [S03][S08] - Deal mentions (not list price): - Quoted $6.50/user/month for a 500‑seat prospect, annual term (call notes, 2026-06-02). [S13] - Prospect reported 15% discount for a 3‑year term on $7 list (call notes, 2026-08-14). Arithmetic: $7 × (1 − 0.15) = $5.95. [S18] WHERE THEY WIN - Distributed EU teams and multi‑language support praised; EU data residency GA with Dublin office and EMEA leadership hire support EU focus. [S12][S15][S11] - Fast implementation (setup under a week). [S04] - Slack integration worked out of the box. [S04] - Recognition feed is engaging. [S02][S16] - Support response time praised (under 4 hours). [S22] - Microsoft Teams presence (app v2 in public preview). [S19] - Optional “Pulse” lightweight survey add‑on available. [S06][S23] WHERE WE WIN - Buyers prioritizing analytics depth (800‑seat prospect picked Bonusly over Rivally citing analytics depth). [S25] - Buyers requiring identity automation: Rivally lacks SCIM provisioning; user management is manual. [S10] - Buyers needing advanced analytics/dashboards: reviews cite limited analytics and basic dashboards. [S02][S07] - Admin efficiency needs: admin tooling lags peers; bulk recognition editing is missing. [S16][S24] - Data portability beyond CSV: exports noted as CSV‑only, making migration harder. [S20] - EMEA rewards breadth: EMEA catalog thinner than US. [S14] OBJECTIONS AND RESPONSES - “We need EU coverage (multi‑language, EU data residency).” Acknowledge: strong EU/multi‑language feedback and EU data residency GA with Dublin office. Probe depth of analytics, admin, and provisioning given cited gaps (limited analytics; basic dashboards; lacks SCIM; admin tooling/ bulk edit gaps; CSV‑only exports). [S12][S15][S02][S07][S10][S16][S24][S20] - “We want quick time‑to‑value and Slack/Teams.” Acknowledge: setup under a week and Slack OOTB; Teams app v2 is in public preview (clarify GA vs preview). Re‑center on admin/analytics/provisioning depth. [S04][S19][S02][S07][S10][S16][S24] - “Their price looks lower.” Acknowledge current list $7 (newer source), prior $5 (older, superseded). If multi‑year discount raised, show math: $7 × (1 − 0.15) = $5.95 (deal mention). Clarify that “Pulse” is priced as an add‑on, not bundled. [S17][S03][S08][S18][S23] - “They have strong support SLAs.” Acknowledge under‑4‑hour response reviews; pivot to fit/gaps in analytics, admin, and provisioning. [S22][S02][S07][S10][S16][S24] RECENT CHANGES - Pricing page increased Recognition Starter to $7/user/month, annual billing (2026-08-12). [S17] - “Rivally Pulse” exited beta and is priced as an add‑on, not bundled (2026-09-01). [S23] - Microsoft Teams app v2 entered public preview (2026-08-20). [S19] - Dublin office opened; EU data residency generally available (2026-07-01). [S15] - Hired ex‑Workday VP EMEA to lead European expansion (2026-05-09). [S11] - Launched “Rivally Pulse,” a lightweight engagement survey add‑on (2026-03-05). [S06] - Announced Series C raise of $40M led by Northgate Ventures (2025-11-04). [S01] - Corrections vs prior 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; a Series C in late 2025 indicates continued independence. [S01] - “Positioning for mid‑market” — unverified; only a mid‑market reviewer is cited, not vendor positioning. [S04] OUR 12-MONTH WIN/LOSS RECORD AGAINST THEM - Period: 2025-09 through 2026-08 inclusive (source: deals_with_competitor.csv). - Results: 13 wins, 7 losses, total 20. - Arithmetic: 13 wins + 7 losses = 20 total; win rate = 13 ÷ 20 = 65.0%.
Per sequence - New Logo Nurture: sent=1386; open rate=490/1386=35.4%; reply rate=90/1386=6.5%; meeting rate=27/1386=1.9%; weakest step=3 (18/428=4.2%). - Expansion Nurture: sent=875; open rate=565/875=64.6%; reply rate=59/875=6.7%; meeting rate=12/875=1.4%; weakest step=3 (12/275=4.4%). - Cold Outbound - HR Leaders: sent=1785; open rate=545/1785=30.5%; reply rate=8/1785=0.4%; meeting rate=0/1785=0.0%; weakest step=3 (1/590=0.2%). - Cold Outbound - People Ops: sent=1163; open rate=340/1163=29.2%; reply rate=29/1163=2.5%; meeting rate=6/1163=0.5%; weakest step=3 (6/377=1.6%). Tracking errors (opened > sent) - Expansion Nurture step 2: opened 340 > sent 300. Audience overlap - Contacts in >1 sequence: 23. - Cold Outbound - HR Leaders ∩ Cold Outbound - People Ops = 21. - Expansion Nurture ∩ New Logo Nurture = 2. Failure mode (<2% reply) - Cold Outbound - HR Leaders: 8/1785=0.4% (<2%). Opens are not the primary limiter (545/1785=30.5%); conversion from open→reply is weak (8/545=1.5%) and there are no meetings (0/1785=0.0%). Failure mode: low reply per open + no meetings. One change per weak sequence - Cold Outbound - HR Leaders: Rewrite/strengthen CTA at step 3 to convert opens to replies (reply per open 1/130=0.8% at this step). Fix first - Cold Outbound - HR Leaders (lowest reply rate at highest volume: 8/1785=0.4%).
SQMs - QTD actual: 230; target: 300; delta: -70; pace: ahead (target-to-date = 300 * (66/92) = 215.22) SQOs - QTD actual: 84; target: 120; delta: -36; pace: behind (target-to-date = 120 * (66/92) = 86.09) DS2s - QTD actual: 40; target: 75; delta: -35; pace: behind (target-to-date = 75 * (66/92) = 53.80) closed-lost MIA rate - QTD actual: 20.0% (rate = 5/25 = 0.20); target: 10.0%; delta: +10.0 pp; pace: behind same-quarter closes - QTD actual: 10; target: 20; delta: -10; pace: behind (target-to-date = 20 * (66/92) = 14.35) active pipeline coverage - QTD actual: 75.0%; target: 100.0%; delta: -25.0 pp; pace: ahead (coverage = 3,000,000/4,000,000 = 75.0%; target-to-date = 4,000,000 * (66/92) = 2,869,565) What moved this week: No weekly breakdown provided, so week-over-week changes cannot be isolated from the data given. QTD vs pace shows SQMs and active pipeline coverage ahead; SQOs, DS2s, and same-quarter closes behind; closed-lost MIA rate at 20.0% vs 10.0% target (behind).
Q3 forecast: 115,976.75 = 44,729 + 0.35 x 203,565 = 44,729 + 71,247.75 (rule: 100% COMMIT + 35% BEST_CASE; PIPELINE=0). In-quarter: 54/86 deals; COMMIT 7=44,729; BEST_CASE 24=203,565; PIPELINE 23=0; excluded after 2026-09-30: 32 deals, 227,575 (incl. Deal-D348E1 13,770 on 2026-10-15; 9 BEST_CASE=28,240). Caveat: owner blank on 85/86 and why-buys empty on 71/86 (incl. all 7 COMMIT), so the forecast looks precise and is not.
Hi, Following up on my 2026-08-05 email with pricing for 150 seats. Could we schedule a quick call to confirm the 150-seat plan and align on next steps? Thanks, Alex Franklin
Marketing: SQMs came in at 46 vs a 52 target—attainment 88.5% (46/52=88.5%), short by 6 (46-52=-6). Webinars delivered 18 SQMs (18/46=39.1% share). Paid search cost per SQM held at $150. Sales: 14 SQOs converted and 9 DS2 meetings set, with $310,000 in new pipeline created. DS2/SQO ratio was 64.3% (9/14=64.3%). Simple average pipeline per SQO was $22,142.86 ($310,000/14=$22,142.86). Same-quarter closes: 3. CS: Renewals saved this week: 2. Team NPS moved to 61. Heading into next week there are 3 open red-flag accounts. PLG: 412 new signups with activation at 31%, yielding about 128 activated (412×0.31=127.72≈128). 38 companies reached the aha moment of 10 recognition gives.
Apex Rewards Co — active: co-webinar locked for 09-15; two sourced opps in DS1. Pipeline: 2 deals (Deal-DDAAF2 180000 + Deal-2CF33E 95000 = 275000). HRCloud Partners — active: integration referral closed security review; opp moved to DS2. Pipeline: 1 deal (Deal-F1CDA5 140000 = 140000). CultureBridge — active: lunch-and-learn produced two sourced opps; both early stage. Pipeline: 2 deals (Deal-096E1D 60000 + Deal-067213 75000 = 135000). WorkWell Group — active: planning call booked for 09-09; no sourced deals this period. 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 — AES-256 at rest. [P1] Q2: Yes — TLS 1.2+ in transit. [P1] Q3: Yes — SOC 2 Type II; available under NDA. [P2] Q4: 90 days after contract termination (retention after termination = 90 days). [P3] Q5: Published at trust.bonusly.com; 30 days advance notice before a new subprocessor. [P4] Q6: Yes — SAML 2.0 SSO (Enterprise plan). [P5] Q7: Daily backups; retained 35 days. [P6] Q8: Unanswerable from provided policy excerpts; would be answered by an ISO 27001 certificate or formal compliance attestation. [Not in P1–P8] Q9: Unanswerable from provided policy excerpts; would be answered by the Service Level Agreement (SLA) or MSA. [Not in P1–P8] Q10: Unanswerable from provided policy excerpts; would be answered by a HIPAA compliance statement or BAA policy. [Not in P1–P8]
(1) Overlapping/duplicated ALWAYS-trigger phrases - Severity: WARNING | Action: MERGE Pair: comms-drafter ↔ email-drafter Evidence: Both list triggers like “write me an email,” “draft a follow-up,” “help me reply,” “bump email,” “contract nudge,” and review/rewrites. Proposal: Merge scope so email-drafter owns all customer-facing email drafting/review; trim comms-drafter triggers to exclude email-specific asks (keep non-email external comms). - Severity: WARNING | Action: TRIM_DESC Pair: pipeline-intelligence-report ↔ weekly-pipeline-report Evidence: Overlap on “pipeline report,” “pipeline update,” and “what’s the pipeline look like.” Proposal: Narrow weekly-pipeline-report triggers to “weekly/mid-month update” phrasing; narrow pipeline-intelligence-report to “full/score/tier/intelligence” phrasing; remove “pipeline update” from one of them to avoid double-fire. - Severity: WARNING | Action: TRIM_DESC Pair: deal-strategy-coach ↔ email-drafter Evidence: deal-strategy-coach triggers on “draft a manager email” while email-drafter triggers on general email drafting. Proposal: Keep deal-strategy-coach trigger for “manager email” only when strategy/diagnosis is requested; add explicit “then hand off drafting to email-drafter” note; remove generic email-drafting trigger language from deal-strategy-coach. (2) Circular delegation chains - Severity: CRITICAL | Action: REVIEW Chain: email-drafter ↔ deal-strategy-coach Evidence: email-drafter points users to deal-strategy-coach for strategy; deal-strategy-coach instructs using email-drafter for manager-to-prospect emails. Proposal: Break the loop by making delegation one-way at execution time: deal-strategy-coach may call email-drafter for drafting; email-drafter should not auto-route to deal-strategy-coach unless the user explicitly asks for strategy. (3) Dangling (delegation targets that do not exist in manifest) - Severity: CRITICAL | Action: REVIEW Target: bonusly-brand (referenced by comms-drafter, email-drafter, sales-forecast) Proposal: Either add bonusly-brand to the manifest or replace references with an installed branding skill. - Severity: CRITICAL | Action: REVIEW Target: prospect-research-multithreading (referenced by deal-strategy-coach, email-drafter, comms-drafter) Proposal: Add to manifest (with Contact Lookup mode) or remove/replace references. - Severity: CRITICAL | Action: REVIEW Target: bonusly-data-questions (analysis-validator §12.4) Proposal: Add to manifest or replace with an existing data-validation skill. - Severity: CRITICAL | Action: REVIEW Target: bonusly-product-questions (analysis-validator §12.4) Proposal: Add or replace. - Severity: CRITICAL | Action: REVIEW Target: bonusly-business-reporting-questions (analysis-validator §12.4) Proposal: Add or replace. - Severity: CRITICAL | Action: REVIEW Target: bonusly-rewards-questions (analysis-validator §12.4) Proposal: Add or replace. - Severity: CRITICAL | Action: REVIEW Target: bonusly-ppp-questions (analysis-validator §12.4) Proposal: Add or replace. - Severity: CRITICAL | Action: REVIEW Target: bonusly-feature-flag-questions (analysis-validator §12.4) Proposal: Add or replace. - Severity: CRITICAL | Action: REVIEW Target: bonusly-deal-desk-questions (analysis-validator §12.4) Proposal: Add or replace. - Severity: CRITICAL | Action: REVIEW Target: bonusly-datadog-questions (analysis-validator §12.4) Proposal: Add or replace. - Severity: WARNING | Action: REVIEW Target: signalforge-reports org skill (referenced paths in pipeline-intelligence-report and weekly-pipeline-report) Proposal: Register as a skill in the manifest (organization/signalforge-reports) or change references to local static files. (4) Version conflicts - Severity: WARNING | Action: UPDATE_BODY Conflict: analysis-validator header “Version: 3.6” vs Validation Trail template line “Validator: analysis-validator v3.2.” Proposal: Standardize both to v3.6 (latest per header and changelog) and remove v3.2 mention. (5) Manifest descriptions > 1,024 chars - Severity: INFO | Action: REVIEW Count: 0/14 exceed 1,024 chars (threshold=1,024; max observed=1,006). Arithmetic: rows=14; over_limit=0; 0 ÷ 14 = 0.0%. (6) Hardcoded page IDs, dates, or person names in bodies - Severity: WARNING | Action: UPDATE_BODY partner-digest: Confluence Cloud ID 73fe98de-a4a3-4869-9f8a-bb1eeed4cf7f, Space ID 1958248479, Folder ID 2286616609; Slack user ID <@U03QLMBL7AR>; owner name “Amani Phipps.” Proposal: Externalize IDs to config; parameterize owner; replace hardcoded Slack user ID with variable lookup. - Severity: WARNING | Action: UPDATE_BODY signalforge-feedback: Confluence Page ID 2295136266; SpaceId 2232811524; Parent 2234417154; Cloud ID 73fe98de-a4a3-4869-9f8a-bb1eeed4cf7f. Proposal: Move IDs to config or environment variables. - Severity: WARNING | Action: REVIEW sales-forecast: Confluence Cloud ID 73fe98de-a4a3-4869-9f8a-bb1eeed4cf7f; SpaceId 2232811524; Parent 2232582148; title format “Q[N] [YEAR] …”. Proposal: Externalize IDs; keep title format but compute dynamically. - Severity: WARNING | Action: REVIEW weekly-pipeline-report: Hardcoded person name in title “Ben Lavin.” Proposal: Replace with role-based label or parameter. - Severity: WARNING | Action: REVIEW pipeline-intelligence-report: HubSpot org ID 1973303; hardcoded AE owner IDs list “verified May 2026.” Proposal: Resolve org/owner IDs dynamically at runtime; keep mapping as fallback only. - Severity: INFO | Action: REVIEW analysis-validator: Multiple hardcoded dates (“Created: April 26, 2026”; “Last Updated: May 9, 2026”; changelog dates) and named individuals (e.g., “Escalate to Finance (Manish / Amani)”; extensive GTM roster). Proposal: Confirm these remain current; consider moving rosters/escalation contacts to a shared config that can be updated without editing the skill. - Severity: INFO | Action: REVIEW partner-digest: Named partner contacts (Kelli, Jen Lee, Hani, Bryce, Sara) embedded in Gmail search guidance. Proposal: Replace with role-based examples or configurable contact lists. - Severity: WARNING | Action: UPDATE_BODY stale-pipeline-report: Slack channel ID C0561C1JCPJ is hardcoded. Proposal: Move channel ID to config; allow override via input. (7) Manifest drift (both directions) - Severity: INFO | Action: REVIEW Files with no manifest row: 0 Manifest rows with no file: 0 Arithmetic: files listed=14; manifest rows=14; missing_files=0; extra_rows=0.
Runbook: Incident #incident-2026-08-29-reward-queue (resolved)
1) [M01] Acknowledge PagerDuty alert and take IC
- Who: Bryce Harmon
- Command/Action: Acknowledged PagerDuty alert for reward-worker queue depth > 10k; took Incident Commander role
- Verification: PagerDuty acknowledgment recorded (per message)
- Rollback: N/A
2) [M02] Measure queue depth
- Who: Farid Osman
- Command/Action: bundle exec rake sidekiq:queue_depth
- Verification: Output reported reward queue at 48,213 pending jobs (normal < 500)
- Rollback: N/A
3) [M03] Inspect dead set
- Who: Farid Osman
- Command/Action: Inspected dead set (method not specified) — found 112 jobs, all Redis::TimeoutError from around 13:58
- Verification: Count 112 and error class/time window as stated
- Rollback: N/A
4) [M04] Pause enqueue
- Who: Farid Osman
- Command/Action: bin/rails runner 'FeatureFlag.disable(:auto_recognition_enqueue)'
- Verification: Not explicitly stated in thread — needs confirmation
- Rollback: bin/rails runner 'FeatureFlag.enable(:auto_recognition_enqueue)'
5) [M05] Clear dead set
- Who: Elena Sinclair
- Command/Action: Cleared out the dead set (exact console/command not specified) — needs confirmation
- Verification: Not explicitly stated in thread — needs confirmation
- Rollback: Not provided in thread — needs confirmation
6) [M06] Scale workers up
- Who: Bryce Harmon
- Command/Action: kubectl scale deployment/reward-worker --replicas=6 (was 3)
- Verification: Subsequent queue depth decreasing reported [M07]
- Rollback: kubectl scale deployment/reward-worker --replicas=3
7) [M07] Re-check queue depth trend
- Who: Farid Osman
- Command/Action: Measured queue depth again (method not restated)
- Verification: Queue depth down to 9,400 and falling ~1,200/min (per message)
- Rollback: N/A
8) [M08] Verify drain complete and errors normal
- Who: Cole Ingram
- Command/Action: bundle exec rake sidekiq:queue_depth; observed Datadog
- Verification: Queue depth returned 0; error rate in Datadog back to baseline
- Rollback: N/A
9) [M09] Re-enable enqueue
- Who: Bryce Harmon
- Command/Action: bin/rails runner 'FeatureFlag.enable(:auto_recognition_enqueue)'
- Verification: Verified 40 new jobs processed cleanly in the next 3 minutes
- Rollback: bin/rails runner 'FeatureFlag.disable(:auto_recognition_enqueue)' (rollback command referenced from [M04])
10) [M10] Scale workers back down
- Who: Bryce Harmon
- Command/Action: kubectl scale deployment/reward-worker --replicas=3
- Verification: Queue stable at 0; incident resolved
- Rollback: kubectl scale deployment/reward-worker --replicas=6 (scale-up command referenced from [M06])
First error - 2026-09-03T14:01:12Z — reward-service — ERROR — Redis::TimeoutError: Connection to Redis at redis-primary:6379 timed out after 5s - Arithmetic: 12 prior lines (13:55:13Z–13:59:30Z) are level=INFO; ERRORs before 14:01:12Z = 0 Cascade (in order) 1) 14:01:12Z — reward-service — Redis::TimeoutError (connection timed out) 2) 14:01:20Z, 14:01:30Z, 14:01:40Z — reward-service — Redis::TimeoutError: retry exhausted for RewardGiveJob 3) 14:01:40Z — sidekiq — ERROR — RewardGiveJob failed: Redis::TimeoutError; retrying in 60s 4) 14:01:46Z–14:02:57Z — sidekiq_jobs.csv — multiple RewardGiveJob failures (Redis::TimeoutError) 5) 14:02:28Z — sidekiq — ERROR — RewardGiveJob failed: Redis::TimeoutError; retrying 6) 14:02:30Z — sidekiq — WARN — Queue reward depth above 10,000 7) 14:02:36Z–14:05:50Z — sidekiq_jobs.csv — RecognitionDigestJob failures (Redis::TimeoutError) 8) 14:03:05Z — api-gateway — ERROR — 502 upstream timeout calling reward-service /gives 9) 14:03:30Z — web-app — ERROR — Give form submission failed: upstream 502 from api-gateway 10) 14:03:48Z, 14:04:13Z, 14:05:16Z, 14:06:52Z — api-gateway — ERROR — 502 upstream timeout calling reward-service 11) 14:04:45Z, 14:05:42Z, 14:06:49Z — web-app — ERROR — Give form submission failed: upstream 502 12) 14:22:10Z — reward-service — INFO — Redis connection restored; resuming job processing 13) 14:24:45Z — sidekiq — INFO — Queue reward depth below 500 Service and job involved - Service: reward-service - Job: RewardGiveJob (RecognitionDigestJob also impacted) Datadog query to confirm the first error - service:reward-service "Redis::TimeoutError" "redis-primary:6379" What the logs do not show - Root cause of the Redis::TimeoutError (no Redis/server/network logs or metrics). - Any remediation action taken; only that the connection was later restored. - Whether specific failed jobs were replayed/succeeded post-recovery (only queue depth drops). - Broader user impact or other endpoints beyond /gives.
recognition_streaks_v2 - Controls (per code): In app/models/recognition.rb, enables StreakTracker.record(give). - On for: segment:beta_companies (42). - Targeting rules: segment:beta_companies. - Arithmetic: on-targets = 42 (from company_count). - Code reference: present. points_budget_guardrails - Controls (per code): In app/services/budget_service.rb, enforces BudgetService.enforce!(giver, points). - On for: all_companies (220). - Targeting rules: all_companies. - Arithmetic: on-targets = 220 (from company_count). - Code reference: present. slack_dm_nudges - Controls (per code): In app/jobs/nudge_job.rb, runs SlackDm.send_nudge(user). - On for: segment:region_na (87). - Targeting rules: segment:region_na. - Arithmetic: on-targets = 87 (from company_count). - Code reference: present. redeem_flow_redesign - Controls (per code): In app/controllers/redeem_controller.rb, shows RedeemV2Component when enabled; otherwise RedeemV1Component. - On for: targeted_list (12). Company names not provided. - Targeting rules: targeted_list. - Arithmetic: off by default + targeted_list 12 ⇒ on-targets = 12 (from company_count). - Code reference: present. analytics_dashboard_v3 - Controls (per code): In app/controllers/analytics_controller.rb, uses AnalyticsV3 dashboard when enabled. - On for: segment:tier_three (65). - Targeting rules: segment:tier_three. - Arithmetic: on-targets = 65 (from company_count). - Code reference: present. ms_teams_app_v2 - Controls (per code): In app/services/teams_installer.rb, runs TeamsAppV2.install(company). - On for: targeted_list (9). Company names not provided. - Targeting rules: targeted_list. - Arithmetic: off by default + targeted_list 9 ⇒ on-targets = 9 (from company_count). - Code reference: present. legacy_give_modal - Controls (per code): No code reference in the excerpt. - On for: segment:legacy_plan (14). - Targeting rules: segment:legacy_plan. - Arithmetic: state off + segment size 14 ⇒ on-targets = 14 (from company_count). - Notes: no code reference. survey_boosters_q3 - Controls (per code): No code reference in the excerpt. - On for: segment:legacy_plan (7). - Targeting rules: segment:legacy_plan. - Arithmetic: on-targets = 7 (from company_count). - Notes: no code reference. paused_offboard_cleanup - Controls (per code): No code reference in the excerpt. - On for: none (0). - Targeting rules: none specified. - Arithmetic: state off + no targeting ⇒ on-targets = 0 (from company_count). - Notes: no code reference; no targets.
NDA-1 — GREEN — Mutual NDA with standard carve-outs and Delaware law; no restrictive covenants; max confidentiality window = 2 + 3 = 5 years. Clause: "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." Term clause: "Term: two (2) years from the Effective Date; obligations survive for three (3) years after termination." NDA-2 — YELLOW — Embedded non-solicitation; duration = 3 years (term) + 18 months = 36 + 18 = 54 months (4.5 years). Clause: "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." NDA-3 — RED — One-way confidentiality with no carve-outs and a 3-year non-compete, plus exclusive Ireland governing law/jurisdiction; confidentiality term = 5 years. Clauses: "One-way confidentiality in favor of [PARTY C]. Term: five (5) years." | "Non-compete: "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."" | "This Agreement shall be governed by and construed in accordance with the laws of the Republic of Ireland, and the parties submit to the exclusive jurisdiction of its courts." | "No confidentiality carve-outs are stated in this Agreement."