Coverage Signals
Coverage signals identify gaps in multi-threading, territory balance, and stakeholder coverage.Signal Types
| Signal Type | Severity Logic | Description |
|---|---|---|
coverage_gap | CRITICAL if ratio under 1, WARNING if under 2 | Contacts per opportunity below minimum |
single_threaded | WARNING | Only 1 contact on an active opportunity |
no_champion | WARNING | No champion identified on the account |
no_economic_buyer | WARNING | No economic buyer identified on open deals |
territory_imbalance | WARNING over 20% deviation, CRITICAL over 40% | Territory load deviation from average |
Threshold Configuration
| Parameter | Default | Description |
|---|---|---|
min_contacts_per_opp | 3 | Minimum contacts for healthy multi-threading |
single_thread_warning | true | Fire signal when only 1 contact on an opp |
territory_imbalance_warning_pct | 20 | Deviation % for WARNING |
territory_imbalance_critical_pct | 40 | Deviation % for CRITICAL |
Relationship Rules that Drive Coverage Signals
| Rule | Name | Weight | Relevance |
|---|---|---|---|
| REL-001 | Champion identified and active | 9 | No champion = 10 score |
| REL-002 | Executive sponsor coverage | 8 | No exec = 10 score |
| REL-003 | Multi-threading depth | 7 | Unique buying roles count |
| REL-009 | Buying committee completeness | 7 | Coverage of 4 key roles |
| REL-011 | Single-thread concentration risk | 8 | 1 contact = 10 score, 0 contacts = 0 score |
Recommended Actions
| Signal | Typical Action |
|---|---|
| Coverage gap | Identify and map additional contacts, request introductions |
| Single-threaded | Urgently multi-thread, identify at least 2 more contacts |
| No champion | Cultivate internal advocate, identify potential champions |
| No economic buyer | Research org chart, request introduction to budget holder |
| Territory imbalance | Review territory assignments, rebalance account distribution |