How to Diagnose the Bottleneck to Closing More Revenue

The bottleneck in four out of five companies that I speak with is opportunity creation, it's demand-gen. And this is oftentimes misdiagnosed as conversion rates. At the end of Q2, we had a couple of these big deals that we had been tracking for much over the quarter. And those deals, they didn't convert, they pushed. And so what that meant was we weren't able to hit our Q2 revenue targets. Had those couple of big deals converted, we would have been in a much better place.