GTM Efficiency & Pipeline Intelligence

Fieldstone · Q4 2025 · ARR $3.8M

Magic Number

0.87

↑ +129% QoQ

Pipeline Coverage

3.4x

↑ +0.6x QoQ

MQL→Opp Conv.

28.3%

↑ +11.2pp QoQ

Avg Deal Velocity

47d

↓ -9d QoQ

Win Rate

34%

↑ +6pp QoQ

ACV Realization

91%

→ -1pp QoQ

Magic Number Trend (Net New ARR ÷ Prior Qtr S&M Spend)

Pipeline Coverage Waterfall (Q4 2025)

Deal Velocity by Stage (Days in Each Stage)

Win Rate by Competitive Scenario

ACV Realization Rate by Quarter

MQL-to-Opportunity Conversion by Channel (Q4 2025)

SDR-to-AE Handoff Quality Score

Expansion Pipeline Rate

Quota Attainment Distribution

Sales Cycle by Company Size Segment

Segment	Avg Days	Win Rate	Avg ACV	Pipeline
SMB (1-50)	32d	41%	$8,400	$134K
Mid-Market (51-200)	48d	36%	$18,200	$418K
Enterprise (201-500)	71d	24%	$32,800	$263K
Blended	47d	34%	$16,300	$815K

⚠ Action Required: Enterprise Motion Efficiency Crisis

Enterprise segment (201-500 employees) shows 71-day sales cycle with 24% win rate vs. 36% blended — $263K pipeline generates only $63K ARR at current conversion, requiring 2.1x pipeline build to hit quota. Consider: pause enterprise prospecting until Q1; reallocate SDR capacity to mid-market ICP.

✓ Win: Partner Channel Outperforming Direct 3.2x on MQL Conversion

Partner-sourced MQLs convert at 47% vs. 14.7% direct outbound. Q4 partner pipeline: $184K (23% of total). Board deck recommendation: double partner headcount investment in Q1 2026.