Journey Velocity Analytics
The engineering of Flow Optimization—measuring the precise time-to-transition between Evaluate, Validate, and Commit stages to isolate and remove pipeline bottlenecks.
The "Invisible Friction" Problem
Your pipeline isn't a snapshot; it's a flow. If accounts stay in the "Validate" stage for 60 days but your "Evaluate" stage only takes 7, you have a Technical Proof Gap. Without Velocity Analytics, you’re flying blind on deal health. We fix this by tracking the "Stage-Stay" duration for every account, surfacing the bottlenecks where buyers are getting stuck so you can deploy specific "Velocity Content" to restart the engine.
Velocity Hazards
- Stalled Proof Cycles: Buyers getting stuck in technical validation because of poor documentation.
- Executive Inertia: Long delays in the "Commit" phase due to lack of ROI justification.
- Linear Forecasting: Predicting revenue based on volume instead of the actual speed of the committee.
Stage Transition Velocity
Rule: Velocity is the ultimate truth of narrative-market fit.
Environment Implementation
6sense / Demandbase ON
We utilize the Historical Stage-Flow reports. We configure "Velocity Alerts" that flag accounts that have exceeded 1.5x the median stage duration, triggering an automated "Stage-Stall" outreach track.
Platform Off (CRM/MAP First)
We build Stage-Timestamp Logic in CRM. A flow captures the exact date of every Stage change; a custom report calculates the delta between timestamps to provide a real-time view of pipeline friction.
Artifacts You Receive
- Stage Duration Benchmarks: Your baseline "Good" vs "Stalled" windows.
- Friction Point Audit: Identification of the specific assets missing in stalled stages.
- Velocity-Response Playbook: Sales tactics for "unsticking" accounts.