Deal Velocity & Stage Conversion Bottlenecks

Aether Solutions · Q3 2024 · 10 Reps · $2.1M Quota

In-Quarter Realization

68.4%

Discovery Conv.

88%

+2% vs Q2

Qualification Conv.

71%

-1% vs Q2

Proposal Conv.

52%

-15% vs Q2

Negotiation Conv.

78%

+3% vs Q2

Bottleneck Revenue

$924K

Negotiation Stage

Avg 31d in stage

Entry Velocity

8.2

deals/week

+61% vs wk 1-3

Stage Conversion Funnel — Q3 Performance

Discovery

88%

Qualification

71%

Proposal

52%

Critical drop

Negotiation

78%

Multi-Stage

25.6%

Time in Stage Distribution (Days)

Entry Velocity — Rolling 4-Week Avg

Week 4 event: Outbound sequence launch drove entry velocity from 5.1 to 8.2 deals/wk

Deal Aging Curve — Close Probability

Stage Regression Rate by Week

Week 9 spike: 3 enterprise deals ($410K) regressed from Negotiation to Proposal after security review requirement added

Rep Cohort Performance — Stage Conversion Rates

Rep Cohort	Discovery	Qualification	Proposal	Negotiation	Pipeline ($K)
Enterprise (3 reps)	91%	76%	48%	82%	$1,240
Mid-Market (4 reps)	86%	69%	55%	76%	$680
SMB (3 reps)	89%	72%	58%	74%	$420
New Hires (<6mo, 2 reps)	82%	64%	47%	71%	$190
Top Performers (2 reps)	94%	81%	67%	86%	$940

Win Rate by Deal Size Tier

< $25K

64%

28 deals

$25K - $75K

58%

41 deals

$75K - $150K

49%

19 deals

> $150K

38%

12 deals

Key Insight: Proposal Stage Bottleneck

Proposal conversion dropped from 67% (Q2) to 52% (Q3), trapping $924K in Negotiation stage at avg 31 days. Enterprise cohort most affected (48% vs 67% benchmark). Intervention: Deploy deal review workshop for proposals >$100K; add security requirements checklist to Qualification stage to prevent late-stage regressions.