DECISION SYSTEM
GTM OPS VIEW

Pipeline & Lead Intelligence

Are we pursuing the right accounts, qualifying the right opportunities, and converting the right signals into pipeline?

Recreated with anonymized data. Represents the operating logic behind systems I built at Akadeum: the GTM view commercial teams used to evaluate lead quality, ICP fit, and pipeline movement.

Total Leads (YTD)
1,240
Active Pipeline
$5.1M
Closed / Won (YTD)
6
Lead → Close Cycle
165d
Expansion Annual Rev
$570K
MQL → SQL (before → after ICP rebuild)
11% → 20%
SQL → Opportunity (before → after)
26% → 43%
Speed to first touch (lead routing workflow)
~48h → <20h
CONVERSION FUNNEL: YTD
Click any stage for details · Avg cycle Lead → Customer: 165 days (~5 months)
Lead
1,240
~14d
↓ 17% convert
MQL
210
~21d
↓ 20% convert
SQL
42$1.9M pipeline
~18d
↓ 43% convert
Opportunity
18$1.5M pipeline
~112d
↓ 33% convert
Customer
6$1.7M pipeline
POST-SALE EXPANSION
Reagent reorders, service plan renewals, software subscriptions. Once an instrument is placed, recurring revenue compounds through consumables and service contracts.
Expanding Accounts
6
Avg Expansion Annual Rev
$95K
Won → Expansion Rate
67%
Avg Time to First Reorder
~90d