Observe. Decide. Act. Prove. — Interactive decisioning engine
Unknown lead from a web form
Low starting probability, fast decay. Needs strong signals quickly or belief erodes to zero.
Unknown intent, no prior relationship, requires rapid qualification
Downloaded a whitepaper, read the blog
Moderate start, slower decay. Deliberate researcher — the engine gives them time to convert.
Self-educating buyer, exploring solutions, needs trust-building content
Introduced by an existing customer
Higher starting probability, patient decay. Warm intro carries social proof the engine respects.
Pre-qualified via social proof, higher trust baseline, shorter sales cycle
Formal vendor evaluation in progress
Highest start, minimal decay. Formal process signals real budget and timeline commitment.
Budget allocated, multi-stakeholder, structured evaluation, long timeline