Experience layer · extends “Signals” in the approach
Turn every touchpoint into a signal someone acts on.
An account leaves a trail. Read together on one timeline, the trail tells a seller when to call and what to say. We decide which signals matter, give each an owner and a play, and wire them into the tools your people already use.
Where the value leaks
Three ways it goes missing.
- 01
Signals nobody sees
A funding round, a new executive or a competitor page view is captured in a tool no seller opens.
- 02
Plays nobody owns
A signal with no named owner and no agreed response is just a notification, and notifications get ignored.
- 03
Contact when it is convenient
Without timing, outreach follows the seller's calendar rather than the buyer's moment, and arrives after the opportunity has formed.
The leak, shown
One account across ninety days: what marketing did, what the account did, what the system did, and what a seller did.
One account · ninety days · four lanes
IllustrativeAccount: Northwind Industrial
- Day 3Ad clickMarketing
- Day 15WebinarMarketing
- Day 27Pricing pageMarketing
- Day 31Funding receivedSignals
- Day 32Target sequencePlays
- Day 34First callSeller
- Day 37Opportunity opened
- Day 40MeetingSeller
- Day 45New VP CommercialSignals
- Day 46Briefing invitePlays
- Day 56ProposalSeller
- Day 58Case studyMarketing
- Day 61Rival page viewedSignals
- Day 62Comparison packPlays
- Day 71Without signals: first contact
from funding signal to a seller on the phone.
is when the same account was first contacted without it.
How we ensure the value
A baseline, a standing control, and proof.
The same three moves on every engagement, so a gain is a number against a starting point, held by a rule with an owner, and reported whether or not it flatters us.
- 1
Baseline
We catalogue the signals you already capture, who sees them and how long it takes before anyone acts, and trace a sample of won deals back through their trail.
- 2
Standing control
A short list of signals, each with a named owner, a play for marketing, a play for sales and a response window. A signal without an owner is not live.
- 3
Proof
Time from signal to action, and the pipeline and win rate of signal-triggered accounts against the rest, reported monthly.
What you get
What we hand over.
- A signal library: what matters, why, and what each one means
- Plays for marketing and sales for every signal
- Routing, alerts and response windows in your tools
- Account timelines for sellers
- Reporting on signal-to-action time and outcome
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