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

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CRM audit

Deals
- No deals extract was provided. Completeness for owner, stage, amount, close date, and why-buys cannot be calculated.
- Pipeline amount at stake cannot be calculated.
- Accordingly, a ranked “10 fixes with the most pipeline amount at stake” cannot be produced.

Companies (34 records)

| Field | Complete | Arithmetic | Completeness |
|---|---:|---|---:|
| industry | 34 | 34 / 34 | 100.00% |
| employee_count | 25 | 25 / 34 | 73.53% |
| hq_country | 28 | 28 / 34 | 82.35% |

Contacts (52 records)

| Field | Complete | Arithmetic | Completeness |
|---|---:|---|---:|
| email (populated) | 52 | 52 / 52 | 100.00% |
| email (syntactically valid) | 48 | 48 / 52 | 92.31% |
| title | 39 | 39 / 52 | 75.00% |
| persona | 37 | 37 / 52 | 71.15% |

Duplicate company clusters

| Cluster basis | Records | Proposed survivor | Fix |
|---|---|---|---|
| Shared domain: `acme-corp.com` | `C-0A092931`, `C-0A092932` | `C-0A092931` | Merge `C-0A092932` into `C-0A092931` after reconciling employee count: 500 vs 510. |
| Shared domain: `globex.io` | `C-0A092933`, `C-0A092934` | `C-0A092933` | Merge `C-0A092934` into `C-0A092933`; reconcile industry: `SaaS` vs `Technology`. |

Invalid emails

| contact_key | company_alias | email | Issue |
|---|---|---|---|
| `CT-0010` | `C-66D1FC` | `user0@` | Missing domain after `@`. |
| `CT-0080` | `C-92D97D` | `user0@` | Missing domain after `@`. |
| `CT-0081` | `C-92D97D` | `user1@` | Missing domain after `@`. |
| `CT-0192` | `C-425E2A` | `user2@` | Missing domain after `@`. |

Domain mismatches

| contact_key | company_alias | email | Contact domain | CRM domain |
|---|---|---|---|---|
| `CT-0011` | `C-66D1FC` | `user1@other-domain.com` | `other-domain.com` | `66d1fc.com` |

Enrichment-backed fills

Only fields blank in CRM and populated in `zoominfo_enrichment.csv` are included.

| company_alias | Field to fill | Value from enrichment |
|---|---|---|
| `C-EC3025` | employee_count | 400 |
| `C-96039F` | employee_count | 400 |
| `C-44EA29` | employee_count | 400 |
| `C-D04904` | employee_count | 400 |
| `C-B23205` | employee_count | 400 |
| `C-60C75F` | employee_count | 400 |
| `C-7BBDFA` | employee_count | 400 |
| `C-50D386` | employee_count | 400 |

CRM fields with no available enrichment value must remain unfilled:
- `C-2D1F1B`: hq_country
- `C-D73B89`: hq_country
- `C-44EA29`: hq_country
- `C-D04904`: hq_country
- `C-2C60E5`: hq_country
- `C-EE9FFB`: hq_country
- `C-93C8BF`: employee_count

CRM/enrichment disagreements

Recommended source: `zoominfo_enrichment.csv` for standardized industry labels, standardized country labels, and enriched employee counts. Preserve the original CRM value in an audit field before overwrite.

| company_alias | Field | CRM | ZoomInfo |
|---|---|---|---|
| `C-66D1FC` | industry | `tech` | `Computer Software` |
| `C-66D1FC` | hq_country | `US` | `United States` |
| `C-950043` | hq_country | `US` | `United States` |
| `C-EC3025` | industry | `Technology` | `Computer Software` |
| `C-EC3025` | hq_country | `USA` | `United States` |
| `C-96039F` | hq_country | `USA` | `United States` |
| `C-44EA29` | industry | `tech` | `Computer Software` |
| `C-92D97D` | industry | `Technology` | `Computer Software` |
| `C-D04904` | industry | `Technology` | `Computer Software` |
| `C-77A95A` | industry | `Technology` | `Computer Software` |
| `C-77A95A` | hq_country | `US` | `United States` |
| `C-AA8DDA` | industry | `Technology` | `Computer Software` |
| `C-B23205` | hq_country | `US` | `United States` |
| `C-E51FB7` | hq_country | `USA` | `United States` |
| `C-D0662E` | hq_country | `US` | `United States` |
| `C-B25F40` | industry | `Technology` | `Computer Software` |
| `C-60C75F` | industry | `tech` | `Computer Software` |
| `C-425E2A` | industry | `Tech ` | `Computer Software` |
| `C-425E2A` | hq_country | `USA` | `United States` |
| `C-2D7423` | hq_country | `USA` | `United States` |

Top 10 fixes by pipeline amount at stake

Not available: no deals file or pipeline amount data was provided. A ranking would require deal aliases, amounts, and relationships to the affected company/contact records.

Candidates

- Real gap — Deal-EC3025 — amount: not provided  
  Prospect: “We need SCIM user provisioning — our security team will not approve any tool that requires manual account management.”  
  Product docs: “SCIM user provisioning … [is] NOT currently listed as supported.”  

- Real gap — 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.”  
  Product docs: “ADP Workforce Now integrations are NOT currently listed as supported.”  

- Plan gate — Deal-CFE7F4 — amount: not provided  
  Prospect: “I tried to build a custom report combining recognition frequency with turnover and couldn't — is that possible on our current plan?”  
  Product docs: Custom report builder is available on Enterprise only.  

- Rollout/enablement issue — Deal-84DBA6 — amount: not provided  
  Prospect: “We turned on the Slack integration in July, but half our managers still haven't given a single recognition — nobody ever trained them on it.”  
  Product docs: Slack integration is supported on all plans; the stated issue is missing manager training, not missing functionality.  

Summary — true product gaps

- SCIM user provisioning: Deal-EC3025; amount not provided.
- ADP Workforce Now integration: Deal-D0D6B5; amount not provided.

- First-five-minute lead: In 8 of 10 calls, Alex opens with the same quantified retailer proof point about automated milestone awards and regretted turnover. The other two opens are an agenda (Deal-403845) and pricing (Deal-1E2498).
- “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.”

- Most common objection — locked budget: 4 occurrences (Deal-D348E1, Deal-547B2B, Deal-60C2C2, Deal-84DBA6). He responds with turnover-savings ROI and a $210k avoided-backfill example.
- “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.”

- Most common objection — revisit next quarter / competing priorities: 3 occurrences (Deal-5408B0, Deal-C61CF7, Deal-D9A12F). He proposes a limited 90-day departmental pilot to produce planning data before next quarter.
- “Makes sense. What if we scope a 90-day pilot with one department so you have internal data before next quarter's planning?”

- Most common objection — existing spreadsheet and gift-card process: 3 occurrences (Deal-403845, Deal-EDC141, Deal-1E2498). He contrasts manual recognition with automated milestones and recognition analytics.
- “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: 7 of 10 calls = 70%.
- Arithmetic: 7 agreed next steps ÷ 10 calls × 100 = 70%.
- “Yes, Thursday at 2pm works — send the invite and I'll bring our HRIS manager.”

- Competitors raised by prospects:
- Awardco (Deal-547B2B): “We're also in late talks with Awardco — their rewards catalog looks bigger than yours.”
- Kudos (Deal-EDC141): “How are you different from Kudos? Our CEO used them at her last company.”

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Last completed month: 2026-08

- Redemption count: 1,188
- Spend: $90,463.00
- Unique redeemers: 335
- Redemptions per redeemer: 1,188 ÷ 335 = 3.55

Provider mix (% of spend):
- custom: $36,163.00 ÷ $90,463.00 = 39.98%
- 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 = 13.23%
- Total: 39.98% + 29.04% + 17.75% + 13.23% = 100.00%

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

Ranked by unique ARR affected (not ticket volume). Total tickets: 80.

1. HRIS provisioning/sync failures — Broad pattern
- Count/share: 12 tickets; 12 ÷ 80 = 15.0%
- Distinct accounts: 3 — C-0B2213A9, C-0F6C0F34, C-0DDFC9A7
- ARR affected: $114,000 = $36,000 + $30,000 + $48,000
- Ticket examples: IC-460059, IC-460064
- Recommendation: Prioritize HRIS sync/provisioning reliability and add monitoring for skipped new-hire creation.

2. Redemption checkout, gift-card fulfillment, and deducted-points failures — Broad pattern
- Count/share: 18 tickets; 18 ÷ 80 = 22.5%
- Distinct accounts: 7 — C-0CEF69FD, C-0B827671, C-0FCCD2DF, C-0F876796, C-14264ABD, C-0D9CA315, C-0B0F1BAB
- ARR affected: $68,800 = $8,900 + $10,700 + $9,600 + $8,700 + $11,000 + $9,600 + $10,300
- Ticket examples: IC-460025, IC-460036
- Recommendation: Investigate the checkout-to-fulfillment transaction path and automatically reconcile points when gift-card orders fail.

3. Billing seat-count and renewal-tier errors — Single-account concentration
- Count/share: 16 tickets; 16 ÷ 80 = 20.0%
- Distinct accounts: 1 — C-0E9C27D1
- ARR affected: $52,000
- Ticket examples: IC-460071, IC-460075
- Recommendation: Treat C-0E9C27D1 as an urgent account-specific billing escalation; validate seat-count and renewal-pricing calculations before the next invoice.
- Noise assessment: High ticket count but not a broad pattern: all 16 tickets come from one account.

4. Recognition points not delivered or balances not updated — Broad pattern
- Count/share: 20 tickets; 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: $31,100 = $3,500 + $4,500 + $4,500 + $2,700 + $3,400 + $4,200 + $2,900 + $2,500 + $2,900
- Ticket examples: IC-460004, IC-460018
- Recommendation: Audit recognition-to-points posting jobs, especially post-weekend processing, and surface delayed-balance status to users.

5. Slack recognition integration and slash-command failures — Broad pattern
- Count/share: 14 tickets; 14 ÷ 80 = 17.5%
- Distinct accounts: 4 — C-0B843542, C-10A56B0F, C-0BA71F12, C-8C2E8F00
- ARR affected: $18,900 = $4,400 + $5,400 + $3,900 + $5,200
- Ticket examples: IC-460041, IC-460044
- Recommendation: Investigate Slack authentication persistence, sync-toggle resets, and slash-command errors as a connected integration reliability issue.

Broad-pattern total: 64 tickets across four multi-account themes. Single-account concentration: 16 tickets from C-0E9C27D1.

Q3-2026: 66 of 92 days elapsed (71.7%).

| Metric | QTD actual | Target | Delta | Pace |
|---|---:|---:|---:|---|
| SQMs | 230 | 300 | -70 | Ahead — prorated target: 300 × 66/92 = 215.2; actual is +14.8 above pace |
| SQOs | 84 | 120 | -36 | Behind — prorated target: 120 × 66/92 = 86.1; actual is -2.1 below pace |
| DS2s | 40 | 75 | -35 | Behind — prorated target: 75 × 66/92 = 53.8; actual is -13.8 below pace |
| Closed-lost MIA rate | 20.0% | 10.0% | +10.0 pp | Behind — 5 closed-lost MIAs / 25 closed-lost total = 20.0%; target is lower-better |
| Same-quarter closes | 10 | 20 | -10 | Behind — prorated target: 20 × 66/92 = 14.3; actual is -4.3 below pace |
| Active pipeline coverage against target | 75.0% ($3.0M / $4.0M) | 100.0% ($4.0M) | -25.0 pp (-$1.0M) | Ahead — prorated target: $4.0M × 66/92 = $2.87M; actual is +$0.13M above pace |

This week’s movement cannot be determined from the provided QTD-only data; no prior-week actuals or weekly activity data 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. A copy is available to prospects under NDA. [P2]

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

Q5. The 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. An ISO 27001 certificate or applicable compliance certification documentation would answer this question. [P1–P8]

Q9. Unanswerable from the provided excerpts. The contractual SLA or service agreement would answer this question. [P1–P8]

Q10. Unanswerable from the provided excerpts. A HIPAA BAA policy or executed BAA template would answer this question. [P1–P8]

- NDA-1 — GREEN (standard approval): Standard mutual NDA with complete carve-outs, a two-year term, three-year survival, and Delaware governing law: “Carve-outs: information that (a) is or becomes publicly available… (e) must be disclosed by law or court order” and “Governing law: the laws of the State of Delaware, USA.”
- NDA-2 — YELLOW (counsel review): Embedded employment restriction requires review: “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 (full legal review): Broad non-compete, no confidentiality carve-outs, one-way obligations, five-year term, and unusual governing law/jurisdiction: “Recipient shall not, directly or indirectly, engage in or provide services to any business that competes with Discloser’s business”; “No confidentiality carve-outs are stated in this Agreement”; and “governed by… the laws of the Republic of Ireland… exclusive jurisdiction of its courts.”