Table 125 Jul 2026From “The funnel bottleneck nobody's measuring.”

Which parts of the funnel a system writes to

The middle column is the whole argument: a stage is measured when a system owns it, and the seam is owned by nobody.

Table 1Which parts of the funnel a system writes to

The interval	Which system owns it	What gets recorded
Campaign to lead	Marketing automation	Volume, source, cost
Lead to first human action	Neither	Nothing, in the stacks I have worked in
First action to qualification	Sales, informally	An outcome, not a duration
Qualification to opportunity	CRM	Stage, date, owner
Opportunity to close	CRM	Everything, in detail
Close to renewal	Customer success	Increasingly, everything

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Source: Author's own classification. Not a finding of any cited paper.

PNG4:3, 1600 × 1200, with the title, the source line and the attribution set in the image isoglu-2026-funnel-bottleneck-nobody-measures-fig02.png

From the essay

Revenue operations & AI

The funnel bottleneck nobody's measuring.

The funnel you instrument is the one your CRM can see. The most expensive interval in it happens between two systems, and shows up in neither.

25 Jul 2026

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APA 7

Isoglu, S. (2026). Which parts of the funnel a system writes to [Table]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-funnel-bottleneck-nobody-measures-fig02/

BibTeX

@misc{isoglu-2026-funnel-bottleneck-nobody-measures-fig02,
  author = {Isoglu, Sinan},
  title = {{Which parts of the funnel a system writes to}},
  year = {2026},
  howpublished = {Table 1, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-funnel-bottleneck-nobody-measures-fig02/},
  note = {From the essay {The funnel bottleneck nobody's measuring.}}
}

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<figure>
  <a href="https://isoglu.com/insights/exhibits/isoglu-2026-funnel-bottleneck-nobody-measures-fig02/">
    <img src="https://isoglu.com/social/isoglu-2026-funnel-bottleneck-nobody-measures-fig02.png" alt="Table 1: Which parts of the funnel a system writes to" width="3200" height="2400">
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  <figcaption>Table 1: Which parts of the funnel a system writes to. Source: Author&#39;s own classification. Not a finding of any cited paper. <a href="https://isoglu.com/insights/exhibits/isoglu-2026-funnel-bottleneck-nobody-measures-fig02/">View exhibit</a>.</figcaption>
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