VEL_PROTOCOL_04 // PROTOCOL_SPEC
Opportunity Yield Analysis
Measure how paid media exposure affects opportunity creation, deal size, and win probability across target account cohorts.
Velocity Alone Isn’t Enough
Acceleration matters—but so does the total output of the system. Revenue teams must understand whether media increases the volume and quality of opportunities entering the pipeline, or if it's simply speeding up existing small-deal flow.
CRITICAL FAILURE MODES
- ✕ Pipeline velocity increases without improving overall win probability
- ✕ Media spend increases opportunity count but results in smaller average deal sizes
- ✕ Revenue teams lack visibility into whether media-exposed opportunities are actually 'higher quality'
Opportunity Yield Logic
PIPELINE INPUTS
Opportunity Creation Events
Account Exposure Status (Cohort)
Average Opportunity Size (ACV/ARR)
Historical Win/Loss Outcomes
→
YIELD OUTPUT
Opportunity Yield Model
Logic: [Exposed Opps vs Control] → Yield Delta per Account
PLATFORM ON (Revenue Analytics)
We integrate CRM opportunity data with exposure cohorts to analyze yield impact and deal-size lift in real-time.
Result: Exposed accounts produce 1.6× more pipeline opportunities
PLATFORM OFF (Yield Workbook)
We calculate opportunity yield manually using matched-pair analysis and cohort labels to prove program ROI.
Metric: Opportunity creation rate delta per 100 accounts
Artifacts You Receive
- ✓Opportunity Yield Dashboard
- ✓Exposure vs. Control Yield Analysis
- ✓Deal Size (ACV) Impact Model
- ✓Pipeline Quality & Health Report
Implementation Steps
WK 1
Identify all opportunity creation events across exposed and control cohorts over a 6-month lookback.
WK 2
Analyze opportunity count, average deal size, and win probability for each cohort.
WK 3
Publish yield metrics and provide a comprehensive revenue impact summary for leadership.