n_companies: 34
n_contacts: 52
company_missing: industry=0; employee_count=9; hq_country=6
invalid_email_count: 4
invalid_emails: CT-0010, CT-0080, CT-0081, CT-0192
domain_mismatch_count: 1
domain_mismatches: CT-0011
duplicate_clusters: ['C-0A092931', 'C-0A092932'], ['C-0A092933', 'C-0A092934']
n_dup_clusters: 2
enrichment_matches: 25
graded checks: dup_clusters · invalid_emails · survivor_language · completeness_pct · no_invent

Model's actual answer

show the model's full answer

CRM completeness audit

Deals

deals.csv was not provided, so deal completeness and pipeline amount at stake cannot be calculated.

| Required field | Completeness |
|---|---:|
| Owner | Not available |
| Stage | Not available |
| Amount | Not available |
| Close date | Not available |
| Why-buys | Not available |

Companies

34 company records.

| Field | Complete | Completeness |
|---|---:|---:|
| Industry | 34/34 | 100.0% |
| Employee count | 25/34 | 73.5% |
| HQ country | 30/34 | 88.2% |

Arithmetic:
- Employee count: 25 ÷ 34 × 100 = 73.5%
- HQ country: 30 ÷ 34 × 100 = 88.2%

Contacts

52 contact records.

| Field | Complete/valid | Completeness |
|---|---:|---:|
| Email populated | 52/52 | 100.0% |
| Email valid syntax | 48/52 | 92.3% |
| Title | 43/52 | 82.7% |
| Persona | 40/52 | 76.9% |

Arithmetic:
- Valid email syntax: 48 ÷ 52 × 100 = 92.3%
- Title: 43 ÷ 52 × 100 = 82.7%
- Persona: 40 ÷ 52 × 100 = 76.9%

Duplicate company clusters

1. Shared domain: acme-corp.com
- C-0A092931: Technology, 500 employees, US
- C-0A092932: tech, 510 employees, USA
- Proposed survivor: C-0A092931
- Reason: retain the first CRM alias; preserve C-0A092932’s employee count and normalized-value differences for review.
- Conflicts: industry and employee count differ; US and USA are country-label variants.

2. Shared domain: globex.io
- C-0A092933: SaaS, 200 employees, US
- C-0A092934: Technology, 200 employees, US
- Proposed survivor: C-0A092933
- Reason: retain the first CRM alias; preserve the conflicting industry value for review.
- Conflict: industry differs.

Invalid emails

- CT-0010 — C-66D1FC — user0@
- CT-0080 — C-92D97D — user0@
- CT-0081 — C-92D97D — user1@
- CT-0192 — C-425E2A — user2@

Domain mismatches

- CT-0011 — C-66D1FC
  - Email domain: other-domain.com
  - Company domain: 66d1fc.com

Enrichment fills

The following CRM fields are blank and have a matching nonblank value in zoominfo_enrichment.csv:

| Company | Field | CRM value | Enrichment value |
|---|---|---|---|
| C-EC3025 | employee_count | blank | 400 |
| C-96039F | employee_count | blank | 400 |
| C-44EA29 | employee_count | blank | 400 |
| C-D04904 | employee_count | blank | 400 |
| C-B23205 | employee_count | blank | 400 |
| C-60C75F | employee_count | blank | 400 |
| C-60C75F | hq_country | blank | United States |
| C-7BBDFA | employee_count | blank | 400 |
| C-50D386 | employee_count | blank | 400 |

Blank fields not filled because the matching enrichment value is also blank or no matching enrichment row exists:

- C-2D1F1B — hq_country; enrichment is blank.
- C-D73B89 — hq_country; enrichment is blank.
- C-44EA29 — hq_country; enrichment is blank.
- C-2C60E5 — hq_country; enrichment is blank.
- C-93C8BF — employee_count; no matching enrichment row.
- C-EE9FFB — hq_country; no matching enrichment row.
- C-C9BB20 — no matching enrichment row.
- C-0A092931 — no matching enrichment row.
- C-0A092932 — no matching enrichment row.
- C-0A092933 — no matching enrichment row.
- C-0A092934 — no matching enrichment row.

CRM/enrichment disagreements

Recommend ZoomInfo for substantive enrichment fields where it provides a value, subject to business verification. Standardize country labels rather than treating equivalent labels as substantive conflicts.

| Company | Field | CRM value | Enrichment value | Recommendation |
|---|---|---|---|---|
| C-66D1FC | industry | tech | Computer Software | Use ZoomInfo’s Computer Software, pending business confirmation. |
| C-66D1FC | hq_country | US | United States | Standardize to one country format; values are equivalent labels. |
| C-EC3025 | industry | Technology | Computer Software | Use ZoomInfo’s Computer Software, pending business confirmation. |
| C-EC3025 | hq_country | USA | United States | Standardize to one country format; values are equivalent labels. |
| C-44EA29 | industry | tech | Computer Software | Use ZoomInfo’s Computer Software, pending business confirmation. |
| C-D04904 | industry | Technology | Computer Software | Use ZoomInfo’s Computer Software, pending business confirmation. |
| C-60C75F | industry | tech | Computer Software | Use ZoomInfo’s Computer Software, pending business confirmation. |
| C-425E2A | industry | Tech | Computer Software | Use ZoomInfo’s Computer Software, pending business confirmation. |
| C-425E2A | hq_country | USA | United States | Standardize to one country format; values are equivalent labels. |

Recommended fixes

1. Repair the four invalid email values:
   - CT-0010
   - CT-0080
   - CT-0081
   - CT-0192
2. Investigate and correct the domain mismatch for CT-0011.
3. Fill C-EC3025 employee_count with 400.
4. Fill C-96039F employee_count with 400.
5. Fill C-44EA29 employee_count with 400.
6. Fill C-D04904 employee_count with 400.
7. Fill C-B23205 employee_count with 400.
8. Fill C-60C75F employee_count with 400 and hq_country with United States.
9. Fill C-7BBDFA employee_count with 400.
10. Fill C-50D386 employee_count with 400.
11. Resolve the acme-corp.com duplicate cluster.
12. Resolve the globex.io duplicate cluster.
13. Resolve industry conflicts between CRM and ZoomInfo.
14. Standardize country labels such as US, USA, and United States.
15. Obtain enrichment data for companies without matching enrichment rows.

Top 10 fixes by pipeline amount at stake

Cannot be calculated because deals.csv, including deal amounts, was not provided. No pipeline ranking or amount should be inferred from the company or contact extracts.

| Deal | Amount | Prospect line | Classification |
|---|---:|---|---|
| Deal-EC3025 | Not provided | “We need SCIM user provisioning — our security team will not approve any tool that requires manual account management.” | Real gap — SCIM user provisioning is not listed as a supported capability in the product docs. |
| Deal-D0D6B5 | Not provided | “Our payroll runs on ADP Workforce Now and I don't see ADP anywhere in your integration list — that's a dealbreaker for us.” | Real gap — ADP Workforce Now is not listed as a supported integration. |
| Deal-CFE7F4 | Not provided | “I tried to build a custom report combining recognition frequency with turnover and couldn't — is that possible on our current plan?” | Plan gate — the custom report builder is available only on Enterprise. |
| Deal-84DBA6 | Not provided | “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.” | Rollout/enablement issue — Slack integration is supported, and the stated issue is lack of manager training. |

Deal-36C33F is not a prospect-raised gap: the mobile-app limitation was stated by the rep, and the prospect said the web version was sufficient.

Summary — true product gaps

- Deal-EC3025 — Amount not provided  
  “We need SCIM user provisioning — our security team will not approve any tool that requires manual account management.”  
  SCIM user provisioning is not listed as supported.

- Deal-D0D6B5 — Amount not provided  
  “Our payroll runs on ADP Workforce Now and I don't see ADP anywhere in your integration list — that's a dealbreaker for us.”  
  ADP Workforce Now is not listed as a supported integration.

First five minutes

- Leads with a customer outcome/case study about automated milestone awards in 8 of 10 calls (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.”
- The other two calls lead with an agenda/security review (Deal-403845) or pricing requested previously (Deal-1E2498).

Three most common objections

- Budget: 4 of 10 calls (40%; Deal-D348E1, Deal-547B2B, Deal-60C2C2, Deal-84DBA6). He reframes the purchase as funded by turnover savings and cites avoided backfill costs: “Most teams fund this out of turnover savings — that retailer saved about $210k in avoided backfills, which is how their finance team signed off.”
- Timing/capacity: 3 of 10 calls (30%; Deal-5408B0, Deal-C61CF7, Deal-D9A12F). He proposes a limited pilot to generate internal data before the prospect’s planning cycle: “What if we scope a 90-day pilot with one department so you have internal data before next quarter's planning?”
- Status quo/manual process: 3 of 10 calls (30%; Deal-403845, Deal-EDC141, Deal-1E2498). He positions automation and analytics as the reason to change: “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 rate

- 7 of 10 calls included an agreed concrete next step: Deal-D348E1, Deal-5408B0, Deal-547B2B, Deal-C61CF7, Deal-60C2C2, Deal-D9A12F, and Deal-1E2498.
- Arithmetic: 7 agreed next steps ÷ 10 calls = 70%.
- In each of those seven calls, the prospect agreed to the working session: “Yes, Thursday at 2pm works — send the invite and I'll bring our HRIS manager.”

Competitors raised by prospects

- Awardco — Deal-547B2B.
- Kudos — Deal-EDC141.
- Workhuman was mentioned by the rep, not raised by a prospect.

Coaching notes

show the model's full answer

Redemption report through August 2026, the last completed month:

- Redemption count: 1,188
- Spend: $90,463.00
- Unique redeemers: 335
- Redemptions per redeemer: 1,188 ÷ 335 = 3.5463

Provider mix by spend:

- custom: $36,163.00 ÷ $90,463.00 = 39.97%
- Tremendous: $26,270.00 ÷ $90,463.00 = 29.04%
- Snappy: $16,055.00 ÷ $90,463.00 = 17.75%
- TangoCard: $11,975.00 ÷ $90,463.00 = 13.24%
- Total: 100.00% (custom share adjusted by 0.01 percentage point for rounding)

Top 5 countries by redemptions:

1. US: 754
2. CA: 85
3. AU: 58
4. NL: 53
5. GB: 51

1. HRIS provisioning failures — broad pattern
- Count: 12 tickets
- Share: 12 / 80 = 15.0%
- Distinct accounts: 3 — C-0B2213A9, C-0F6C0F34, C-0DDFC9A7
- ARR affected: $36,000 + $30,000 + $48,000 = $114,000
- Ticket IDs: IC-460059, IC-460060
- Recommendation: Prioritize investigation of HRIS sync and provisioning failures, including skipped hires with no provisioning-log errors.

2. Redemption and gift-card fulfillment failures — broad pattern
- Count: 18 tickets
- Share: 18 / 80 = 22.5%
- Distinct accounts: 7 — C-0CEF69FD, C-0B827671, C-0FCCD2DF, C-0F876796, C-14264ABD, C-0D9CA315, C-0B0F1BAB
- ARR affected: $8,900 + $10,700 + $9,600 + $8,700 + $11,000 + $9,600 + $10,300 = $68,800
- Ticket IDs: IC-460025, IC-460024
- Recommendation: Trace the redemption workflow from checkout through gift-card delivery and points deduction.

3. Billing and invoice discrepancies — single-account concentration
- Count: 16 tickets
- Share: 16 / 80 = 20.0%
- Distinct accounts: 1 — C-0E9C27D1
- ARR affected: $52,000 = $52,000
- Ticket IDs: IC-460071, IC-460078
- Recommendation: Assign an account-specific billing owner to resolve the recurring seat-count and renewal-tier discrepancies.

4. Points and recognition posting delays — broad pattern
- Count: 20 tickets
- Share: 20 / 80 = 25.0%
- Distinct accounts: 9 — C-0D3278C7, C-0BF20542, C-0D0B047C, C-0BE96399, C-0D284E42, C-0D6CC8E3, C-21FEBCBB, C-0DD0626C, C-0B2895EF
- ARR affected: $3,500 + $4,500 + $4,500 + $2,700 + $3,400 + $4,200 + $2,900 + $2,500 + $2,900 = $31,100
- Ticket IDs: IC-460004, IC-460016
- Recommendation: Investigate the shared recognition-to-balance posting pipeline, including delivered recognitions whose points never arrive.

5. Slack integration failures — broad pattern
- Count: 14 tickets
- Share: 14 / 80 = 17.5%
- Distinct accounts: 4 — C-0B843542, C-10A56B0F, C-0BA71F12, C-8C2E8F00
- ARR affected: $4,400 + $5,400 + $3,900 + $5,200 = $18,900
- Ticket IDs: IC-460041, IC-460047
- Recommendation: Stabilize Slack authentication, sync toggles, and slash-command handling across affected accounts.

Ranked by ARR exposure: HRIS provisioning ($114,000), redemption/gift-card fulfillment ($68,800), billing/invoice discrepancies ($52,000), points/recognition posting ($31,100), Slack integrations ($18,900).

Q3-2026 weekly marketing goals update (66 of 92 days elapsed; pace benchmark = 66/92 = 71.7% of target):

- SQMs: QTD actual 230; target 300; delta = 230 − 300 = -70; pace: ahead, since 230 > 300 × 66/92 = 215.2.
- SQOs: QTD actual 84; target 120; delta = 84 − 120 = -36; pace: behind, since 84 < 120 × 66/92 = 86.1.
- DS2s: QTD actual 40; target 75; delta = 40 − 75 = -35; pace: behind, since 40 < 75 × 66/92 = 53.8.
- Closed-lost MIA rate: QTD actual = 5 ÷ 25 = 20.0%; target 10.0%; delta = 20.0% − 10.0% = +10.0 percentage points; pace: behind, since 20.0% is above the 7.2% pace benchmark (10.0% × 66/92).
- Same-quarter close count: QTD actual 10; target 20; delta = 10 − 20 = -10; pace: behind, since 10 < 20 × 66/92 = 14.3.
- Active pipeline coverage against target: QTD actual = $3,000,000; target = $4,000,000; delta = $3,000,000 − $4,000,000 = -$1,000,000; pace: ahead, since $3,000,000 > $4,000,000 × 66/92 = $2,869,565.22. Current coverage is 3,000,000 ÷ 4,000,000 = 75.0% of target.

This week’s movement cannot be determined from the provided data because no week-over-week actuals or changes were provided.

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. It is available to prospects under NDA. [P2]

Q4. Customer data is retained for the duration of the contract plus 90 days after contract termination, then deleted from production systems. [P3]

Q5. The current subprocessor list is published at trust.bonusly.com. Customers receive 30 days’ notice before a new subprocessor is added. [P4]

Q6. Yes. SAML 2.0 single sign-on 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 the provided excerpts [P1–P8]. The ISO 27001 certification status would require an ISO certification document or compliance statement.

Q9. Unanswerable from the provided excerpts [P1–P8]. The contractual uptime SLA percentage would require the applicable contract or service-level agreement.

Q10. Unanswerable from the provided excerpts [P1–P8]. Whether Bonusly will sign a HIPAA Business Associate Agreement would require the applicable legal or contractual terms.

NDA-1 — GREEN: Standard mutual confidentiality, with complete carve-outs and no restrictive covenants: “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.” Delaware governing law and the two-year term plus three-year survival are not unusual enough to require escalation.

NDA-2 — YELLOW: Counsel review required because it contains an embedded employee non-solicit extending beyond the NDA term: “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.” The three-year term and Delaware governing law are otherwise standard.

NDA-3 — RED: Full legal review required because it imposes a broad three-year post-effective-date 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”—and also lacks stated confidentiality carve-outs: “No confidentiality carve-outs are stated in this Agreement.” The one-way structure and exclusive Republic of Ireland jurisdiction further increase legal risk.