The most expensive work is between roles

Value leaks at the handoffs nobody owns. How undefined seams between roles quietly tax revenue, and the ownership move that recovers the most expensive work in your org.

You review the pipeline every Monday. You inspect the sales development representative (SDR) numbers, then the account executive (AE) numbers, then the customer success (CS) numbers. Maybe even the TPS reports. Each column looks fine. The funnel still leaks. You commission a deal review. Everyone performed their role.

You have run this meeting for two ye…