The signal taxonomy
Personnel — new VP, layoffs, reorg;;Financial — funding, IPO, earnings call keyword;;Product — deprecation, launch, migration;;Behavioral — G2 visit, docs read, sign-up abandon
The response-time bar
- Under 60 minutes on personnel signals. Under 5 minutes on behavioral signals. Batch is dead.
Instrumentation
Time-to-first-touch by signal type. Track it weekly. It's the leading indicator that predicts everything downstream.