Automating The Bottom 90% Of Your Funnel Is Hard

Complex Relationships: today's recurring revenue relationships require team selling and high degrees of personalization. Automation frameworks like sequencing don't work at this stage of the funnel.

Disparate Data: SDRs use one software, AEs use another. Finance and support don't track their emails/calls. Some sales tools don't sync all the data to Salesforce. All of these disparate data sources make it impossible to automate analysis and execution of your process, so you rely on managers to do this manually.

Impossible Calculations: modeling your activity data on top of opportunities is hard enough. Accounting for the dozens of edge cases (bad data, missing data, race conditions) is impossible, unless you have 5-10 specialized employees with advanced data analysis skills.