What is Deal Pulse?

Deal Pulse is a 0-100 health score that measures how engaged buyers and sellers are in a Decision Site. Think of it as a "vital signs" monitor for your deals - it tells you which deals are healthy and which need attention.

In Plain Language

Imagine you're managing 20 deals. Some have lots of meetings scheduled, active stakeholders, and clear next steps. Others have gone quiet - no recent activity, stalled action items, narrow buyer engagement.

Deal Pulse automatically identifies which is which.

It analyzes activity across your Decision Site and gives you a single number (0-100) that answers: "How healthy is this deal's engagement?"

What It Actually Measures

Deal Pulse tracks engagement health, not deal outcome. Specifically:

✅ What It Measures

• Meeting frequency (past and upcoming)
• Buyer login activity and sessions
• Stakeholder breadth (how many people involved)
• Mutual action plan progress
• Communication and dialogue balance
• Recent activity vs older activity

❌ What It Doesn't Measure

• Whether the deal will close
• Deal size or revenue
• CRM stage or pipeline position
• Message content or sentiment
• External emails or phone calls
• Competitive position

Key Insight: A high score means strong engagement. It doesn't guarantee a close. A low score means weak engagement. It doesn't mean the deal is lost - it might just be early stage or need re-engagement.

The 0-100 Score

Five Categories

Your overall score comes from five categories, each weighted differently:

Overall Score =
  Engagement (50%) +
  Collaboration (25%) +
  Diversity (10%) +
  Organization (10%) +
  Communication (5%)

1. Engagement (50% - Most Important)

• What: Meeting activity, buyer sessions, recency
• Why it matters: Shows active buyer interest
• Example: 2-3 meetings per month, buyer logging in weekly

2. Collaboration (25%)

• What: Mutual action plan, milestones, tasks
• Why it matters: Shows joint commitment to moving forward
• Example: Shared milestones, both sides completing tasks

3. Diversity (10%)

• What: Number of stakeholders, departments, companies
• Why it matters: Multi-threading reduces risk
• Example: 5 contacts across 3 departments

4. Organization (10%)

• What: Task completion, artifact uploads, planning quality
• Why it matters: Shows structured deal process
• Example: Action items with assignees and due dates

5. Communication (5%)

• What: Comments from buyers and sellers, dialogue balance
• Why it matters: Shows active conversation
• Example: Both sides adding comments regularly

How It Works (Simplified)

1. You and buyers take actions in Decision Site
   (meetings, logins, comments, tasks, etc.)
        ↓
2. Actions are tracked and stored
        ↓
3. Every night, Deal Pulse analyzes activity
   (applies time decay, calculates category scores)
        ↓
4. You see updated score in the morning

Time Decay

Recent activity counts more than old activity:

• Last/next 7 days: 100% weight (full credit)
• Last/next 30 days: 85% weight
• Last/next 90 days: 70% weight

This means:

• A meeting yesterday helps your score more than one 60 days ago
• Old high activity can decay if not refreshed with new activity
• Scores can drop even without negative events

Buyer vs Seller Activity

Buyer actions are more valuable:

• Buyer activity: 1.5x weight
• Seller activity: 1.0x weight

Why? Because buyer engagement is harder to get and more indicative of deal health.

Example:

• Buyer adds comment = 1.5 points
• Seller adds comment = 1.0 point

Who Can See Deal Pulse

• ✅ Internal users (ADMIN, CREATOR, COLLABORATOR)
• ❌ External users (GUEST role - buyers don't see it)

Deal Pulse is an internal sales tool. Buyers never see their "score."

What Makes a Good Score?

Context matters more than the absolute number:

• Early stage deal (discovery): Score of 30-40 might be normal
• Late stage deal (negotiation): Score below 60 is concerning
• Complex enterprise deal: Score of 50-70 is good
• Simple SMB deal: Score should be 70+ if moving forward

Focus on trends:

• ✅ Score increasing over time = positive momentum
• ✅ Stable high score (60+) = healthy engagement
• ⚠️ Score decreasing = losing momentum
• 🔴 Score dropping below 25 = critical

Common Misunderstandings

"High score means we'll close the deal"

Reality: High score means strong engagement. You still need to execute the sale.

"Low score means the deal is dead"

Reality: Low score means weak engagement. Re-engage the buyer or check if timing is right.

"I can game the score by adding fake activity"

Reality: Possible but pointless. The score reflects real engagement. Gaming it doesn't help you close deals.

"Score dropped 5 points, something is wrong"

Reality: Small fluctuations (±5-10 points) are normal due to time decay and activity patterns.

When to Use Deal Pulse

✅ Good Use Cases

• Prioritize outreach: Focus on deals below 50
• Identify at-risk deals: Catch declining scores early
• Benchmark deals: Compare similar-stage deals
• Spot patterns: Learn what high-scoring deals do differently

❌ Don't Use It For

• Predicting close probability
• Replacing sales judgment
• Evaluating rep performance (too many external factors)
• As the only metric (use with CRM stage, pipeline value, etc.)

Next Steps

Now that you understand what Deal Pulse is:

1. View your scores: Check Deal Pulse for your active deals
2. Learn the details: Scoring Algorithm
3. Take action: Improving Scores

Ready to see it in action? → Quick Start guide