Editorial draft available to read. Factual and language review is pending. Examples are illustrative.
Decision and method
Define the funnel unit before drawing it: person, account or opportunity. Write the entry condition for each stage and retain its occurrence time. Decide how reopened opportunities and skipped stages are represented; replacing a current status must not erase the earlier journey.
Illustrative example
Illustrative example: 40 opportunities enter, 18 receive proposals and 6 are won. When following that cohort, the rates are 18/40 and 6/18. Proposals opened in the previous month belong to another cohort even if their contracts were signed during this month.
Acceptance check
Select five opportunities and reconstruct their transitions from the event history. Chart totals must follow those rules, including reopened cases. Check that the title states whether it shows entry cohorts or movements during the reporting period. Document records with missing transition dates separately.
Key takeaways
- A reliable funnel keeps its unit, cohort and transition rules explicit throughout the report.