Lead-to-Cash Conversion Funnel

Stackframe Analytics · B2B Data Platform

Tracking marketing-sourced leads → recognized revenue within 180 days

Lead-to-Cash Conv.

4.2%

+0.4% vs Q3

Target: 6.5%

MQL→SQL Accept

31%

-2% vs Q3

Speed-to-Opp

68h

+8h vs Q3

Target: 36h

Opp→Closed-Won

24%

+1.2%

Avg Sales Cycle

47d

Flat

Revenue Real. Lag

18d

-3d

Cost/Qual. Opp

$842

+$67

Channel Bookings

$2.4M

+12%

Mktg-Sourced Pipeline

58%

+3%

SLA Breach Rate

19%

+4%

Lead-to-Cash Conversion Funnel (90-Day Cohort)

Leads

8,420

MQLs (31%)

2,610

SQLs (31% accept)

809

Opps (78% conv)

631

Closed-Won (24%)

151

Speed-to-Opportunity Distribution

68h median · 24h SLA target · 19% breach rate on enterprise inbound

Lead-to-Opp Conv. by Channel

Funnel Leakage Value by Stage & Exit Reason (Last 90 Days)

Stage	Exit Reason	Lost Count	Pipeline Value	% of Total
MQL→SQL	Quality - No Budget	412	$1,236,000	18.2%
MQL→SQL	Quality - Wrong ICP	389	$972,500	14.3%
MQL→SQL	Timing - Future Quarter	298	$894,000	13.1%
SQL→Opp	No Response (>5 touches)	84	$546,000	8.0%
Opp→Closed	Competitive Loss	127	$952,500	14.0%
Opp→Closed	Price	89	$623,000	9.2%
Opp→Closed	No Decision	72	$504,000	7.4%
Opp→Closed	Budget Reallocated	56	$392,000	5.8%
SQL→Opp	Champion Left Company	31	$217,000	3.2%
Opp→Closed	Technical Fit Gap	28	$196,000	2.9%

Total Leakage Value: $6.8M pipeline · Top 3 reasons account for 45.6% of lost value

Revenue Realization Lag (Close → Invoice)

18d median · Target: 14d · Finance recognizes revenue ~21d post-CRM close-won

Avg Sales Cycle by Channel Source

Marketing-Sourced Pipeline

58%

of total pipeline ($14.2M / $24.5M)

Closed-Won Attribution

41%

Marketing touch in winning opp

Product-Qualified Leads

11.4%

L2C conversion (vs 2.8% paid social)

PQL Share of Closed-Won

29%

Highest revenue quality

Blended CAC

$4,620

Total mktg+sales / new customers

LTV:CAC Ratio

3.8:1

Target: 4.5:1 by Q2

Enterprise Inbound MQLs: 24h SLA Breach Queue

Lead ID	Company	Source	Hours Waiting	Owner
L-89234	Apex Logistics	Demo Request	78h	Unassigned
L-89187	Riverstone Capital	Webinar	62h	M. Chen
L-89156	Vantage Solutions	Content DL	54h	J. Kumar
L-89098	Stellar Systems	Organic	31h	A. Rodriguez
L-89072	Paramount Tech	Paid Search	28h	K. Patel

⚠ 19% of enterprise inbound MQLs breach 24h SLA — routing & capacity issue

Channel ROI Summary

Product-Qualified $8.40

Organic Search $5.20

Webinar $3.80

Content Marketing $2.90

Paid Search $1.60

Paid Social $0.90

Revenue per dollar spent on channel CAC (180d lookback)

Attribution Model: Multi-Touch (First+Last+Influenced) · Version: 2.4.1 · Data Sources: HubSpot, Salesforce, Stripe, NetSuite

Last Updated: 2 hours ago · Data Quality Report