{
  "version": "1.3.0",
  "releasedAt": "2026-05-20",
  "kpi": {
    "rogueId": "sales.pipeline_sales_cycle",
    "slug": "pipeline_sales_cycle",
    "domain": "sales",
    "defaultLabel": "Sales Cycle Quarter-to-Quarter",
    "description": "Container handle for the three-section quarter-over-quarter compare object that tracks average days-to-close trend (lastQuarter / thisQuarter / improvement). Renders via the QuarterToQuarterImprovementGrid widget with three slots. The \"is the motion getting faster or slower\" diagnostic — cycle length trend is one of the most reliable leading indicators of ICP fit and packaging quality. Common pitfall: comparing without controlling for deal-size mix — if up-market mix is shifting, a flat cycle is actually an improvement (because up-market cycles are inherently longer). Note the mix context in commentary if material.",
    "fieldType": "text",
    "unit": null,
    "maturity": "general",
    "suggestedForStages": [
      "seriesA",
      "seriesB",
      "seriesC",
      "public"
    ],
    "defaultOwningFunctions": [
      "Sales"
    ],
    "stageRelevance": {
      "seriesA": "recommended",
      "seriesB": "recommended",
      "seriesC": "recommended",
      "public": "recommended"
    },
    "definitionSource": {
      "tier": "editorial",
      "sourceName": "imboard Editorial",
      "sourceUrl": null,
      "sectionRef": null,
      "publicationDate": "2026-04-01",
      "attributionNotice": null
    },
    "formula": "Container — three-slot composite. lastQuarter and thisQuarter slots = average sales cycle in days (sales.avg_sales_cycle_days for that period). improvement = (lastQuarter − thisQuarter) / lastQuarter × 100 (positive = cycle compressed = better). When deal-size mix changes materially, the slots should be ACV-segmented separately and the improvement read per segment.",
    "whyItMatters": "Cycle compression compounds dramatically — a 20% reduction in cycle time roughly translates to a 20% capacity increase for the same headcount. Cycle expansion does the inverse and usually predicts future-period coverage stress.",
    "interpretationGuidance": "Cycle compression of 10%+ QoQ at constant ACV mix is a strong signal that ICP / pricing / sales-process changes are working. Expansion of 20%+ at constant mix is the canonical \"something is broken in the buyer journey\" signal — usually procurement, security, or competitive friction worth a stage-by-stage diagnosis.",
    "relatedKpiIds": [
      "sales.avg_sales_cycle_days",
      "sales.pipeline_stage_metrics",
      "sales.avg_contract_value",
      "sales.win_rate",
      "sales.pipeline_value"
    ]
  }
}