=== Report 1: New Business Pipeline: Stage Where Lost Opportunities Were Last Seen (written by Ines) === Engineer's note: Grain is one row per New-business pipeline stage (plus a 'No stage transition recorded' bucket), scoped to lost opportunities at wholesale tenants as specified. Please check the row count/share for the 'No stage transition recorded' bucket in the printed report: if it holds most of the lost opportunities, the change_history audit trail doesn't have enough coverage to answer the graveyard-stage question and the result should be read as inconclusive rather than a real stage distribution. REPORT: New Business Pipeline: Stage Where Lost Opportunities Were Last Seen QUESTION: Among B2B wholesale opportunities that were actually lost in new-customer acquisition (not renewals), which stage were they sitting in just before they were marked Closed Lost — i.e. where is the real graveyard? stage_name | stage_order | lost_opportunities_last_seen_here | pct_of_total_lost_in_new_business | total_lost_opportunities_new_business -----------------------------+-------------+-----------------------------------+-----------------------------------+-------------------------------------- No stage transition recorded | NULL | 30 | 100.0 | 30 (1 rows) === Report 2: New Business Only: Won vs Lost Opportunity Characteristics (written by Grace) === Engineer's note: Restricted to pipelines named 'New business' (joined on pipelines.name) as requested, excluding Renewals; all other filters (tenant industry, is_closed) and conversions (EUR via nearest prior-day exchange rate) match the prior report's methodology. REPORT: New Business Only: Won vs Lost Opportunity Characteristics QUESTION: Restricted to genuine new-customer acquisition deals (excluding renewals), what reliably differs between won and lost opportunities — deal size, activities before close, days open, or concentration among accounts and reps? outcome | opportunities | avg_amount_eur | median_amount_eur | avg_activities_before_close | avg_days_open | distinct_accounts | distinct_reps --------+---------------+----------------+-------------------+-----------------------------+---------------+-------------------+-------------- won | 155 | 7097.90 | 5880.52 | 2.30 | 9.1 | 155 | 10 lost | 30 | 5628.59 | 6520.14 | 3.37 | 35.5 | 30 | 9 (2 rows) === Report 3: New Business Only: Deal Cycle Time Trend by Month (written by Grace) === Engineer's note: Filtered to pipelines named exactly 'New business' per tenant, joined via tenant_id+pipeline_id; months with zero closed opportunities in scope won't appear as rows (no calendar spine requested). Cycle time computed as closed_at minus created_at in days (fractional). REPORT: New Business Only: Deal Cycle Time Trend by Month QUESTION: Restricted to genuine new-customer acquisition deals (excluding renewals), how long does it take to close an opportunity, and is that cycle time trending up or down over the last three years? month | opportunities_closed | closed_won | closed_lost | win_rate_pct | avg_cycle_days | median_cycle_days --------+----------------------+------------+-------------+--------------+----------------+------------------ 2023-01 | 3 | 3 | 0 | 100.0 | 14.0 | 16.0 2023-02 | 4 | 4 | 0 | 100.0 | 11.4 | 9.6 2023-03 | 5 | 3 | 2 | 60.0 | 15.7 | 17.0 2023-04 | 2 | 2 | 0 | 100.0 | 3.0 | 3.0 2023-05 | 2 | 1 | 1 | 50.0 | 23.3 | 23.3 2023-06 | 3 | 2 | 1 | 66.7 | 19.1 | 26.3 2023-07 | 1 | 1 | 0 | 100.0 | 30.4 | 30.4 2023-08 | 2 | 2 | 0 | 100.0 | 14.8 | 14.8 2023-09 | 2 | 1 | 1 | 50.0 | 21.6 | 21.6 2023-10 | 2 | 2 | 0 | 100.0 | 19.7 | 19.7 2023-11 | 7 | 5 | 2 | 71.4 | 19.7 | 18.1 2023-12 | 3 | 2 | 1 | 66.7 | 14.9 | 12.7 2024-01 | 8 | 8 | 0 | 100.0 | 13.0 | 12.6 2024-02 | 4 | 4 | 0 | 100.0 | 8.6 | 8.5 2024-03 | 3 | 3 | 0 | 100.0 | 18.8 | 14.0 2024-04 | 3 | 3 | 0 | 100.0 | 11.0 | 13.0 2024-05 | 8 | 6 | 2 | 75.0 | 22.7 | 20.4 2024-07 | 5 | 2 | 3 | 40.0 | 33.7 | 31.0 2024-08 | 3 | 3 | 0 | 100.0 | 12.6 | 14.5 2024-09 | 2 | 2 | 0 | 100.0 | 21.6 | 21.6 2024-10 | 7 | 6 | 1 | 85.7 | 17.2 | 15.0 2024-11 | 7 | 3 | 4 | 42.9 | 23.1 | 17.0 2024-12 | 4 | 1 | 3 | 25.0 | 29.6 | 30.9 2025-01 | 3 | 2 | 1 | 66.7 | 17.2 | 15.3 2025-02 | 2 | 1 | 1 | 50.0 | 34.1 | 34.1 2025-03 | 4 | 3 | 1 | 75.0 | 14.9 | 14.6 2025-04 | 6 | 5 | 1 | 83.3 | 18.4 | 18.6 2025-05 | 3 | 3 | 0 | 100.0 | 13.7 | 11.8 2025-06 | 2 | 2 | 0 | 100.0 | 6.5 | 6.5 2025-07 | 5 | 5 | 0 | 100.0 | 12.5 | 9.3 2025-08 | 2 | 2 | 0 | 100.0 | 5.0 | 5.0 2025-09 | 5 | 4 | 1 | 80.0 | 13.7 | 14.7 2025-10 | 5 | 4 | 1 | 80.0 | 23.6 | 14.0 2025-11 | 7 | 5 | 2 | 71.4 | 20.5 | 21.0 2025-12 | 2 | 1 | 1 | 50.0 | 30.9 | 30.9 (35 rows)