A developer makes the site-visit pipeline visible
An illustrative deployment: a long sales cycle where the only number that predicts revenue is site visits booked and attended — and where nobody could see it weekly.
Illustrative scenario. This is a composite of deployment patterns we build for, not a named customer account, and the figures are modelled rather than measured. We will publish attributed results with named customers once they have agreed to be named — until then, treat this as a worked example of how the product is used, and ask us for specifics on a call.
This is an illustrative scenario. It is a composite of the deployment patterns this product is built for, with modelled figures — not an account of a named customer. See the note above.
The starting position
Three projects, a mix of direct digital enquiries and channel-partner referrals, and a sales cycle measured in months rather than days. Bookings are reviewed monthly, which means a bad month is discovered when it is already a bad month.
The specific difficulties:
- The number that actually predicts bookings — site visits booked and attended — is not tracked anywhere except in individual sales managers' heads.
- Channel-partner leads and direct leads sit in the same list with no reliable way to tell them apart, so partner performance is argued about rather than measured.
- A long cycle means a lead can go quiet for three weeks without anybody noticing, and "went quiet" is how nearly every one of them ends.
What is built
Site visit becomes a first-class stage, with a date. Booked, attended, no-show — recorded as it happens rather than reconstructed at review time. This single change gives a weekly leading indicator to a business that previously had only a monthly lagging one.
Source and partner are captured on every lead. Not as a free-text field someone fills inconsistently, but as structured data set at capture, so partner contribution is reportable without a reconciliation exercise.
Stale leads surface on last activity, not last update. In a months-long cycle this distinction decides whether the report is useful at all: bulk operations and rescoring touch rows constantly, so a lead nobody has spoken to since last month looks freshly worked if you sort by updated date.
Follow-ups carry the promise. "Call after the festival", "send the floor plan on Monday", "family visiting from Dubai in March" — each is a dated commitment in a queue rather than a line in a notebook.
What it changes
The weekly review changes from a discussion about how the month feels to a look at three numbers: visits booked this week, visits attended, and live leads with no contact in fourteen days. The last of those is the intervention list; the first two say what next month looks like.
Attribution stops being contentious because it stops being reconstructed. Partner performance is a report, not a negotiation.
The general lesson
Every long-cycle business has one mid-funnel event that predicts revenue better than anything else — a site visit, a demo, a sample dispatch, a survey. Most do not track it as a stage with a date, and so review the only thing they can see, which is the outcome, months after any of it could be changed.
Find that event, make it a stage, and put it on the weekly screen.
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Get your team off spreadsheets this week
Import your leads, add your users, set your routing rules. Most teams are live the same day.