Two Goals, One SDR
SDRs are incentivized on two things: booking new business meetings and advancing the qualified pipeline they already have. The trouble is that those two goals compete for the same attention. Once a meeting is held and the opportunity enters the working stage, it can disappear into the void, especially for SDRs carrying 20-plus working opportunities at once.
The previous answer was a manual spreadsheet. Most SDRs did not have time to keep it updated, and even when they did, it never made it clear which deals were worth pushing this week, which ones were worth pursuing at all, and which should be DQ'd to clean the pipeline up.
What's Blocking the Deal
StageIQ replaces the spreadsheet with prescriptive, deal-by-deal intelligence. It started as a Glean agent and now lives as a Cowork skill that runs on a schedule. For each opportunity, it surfaces the specific reason the deal is not progressing to the next stage and gives the SDR a concrete recommendation they can act on this week.
The output is opinionated. In one CDK example from the demo, Josh Tarbox wanted a check-in based on the February demo. StageIQ told the SDR to reach out to book the next meeting, flagged the missing piece as EB not identified, and provided an opening line to use. The SDR followed the recommendation, the meeting was booked, and it was held two days ago.
The level of detail is what changes behavior. Not just follow up, but who to call, what to say, and why it matters. That context is what turns a recommendation into action.
A Manager-Level View
The newest piece, shipped this week, is a team-level rollup for managers. Jim Aversa, one of the SDR managers, can now see at a glance that he has 106 opportunities in the working stage, 10 of which appear to hit the criteria to move into discovery. The rollup also flags which rep deserves the most attention this week — in this example it is Bristol, who has three opportunities each one criterion away from advancing.
Drilling into Bristol's coaching card gives Jim specific one-on-one talking points instead of a vague summary. It identifies the missing piece (the evaluation path is unclear) and suggests Bristol talk to his AE about whether the pain points raised around Mimecast and KnowBe4 are significant enough to de-risk the deal ahead of the customer's O365 migration. That is a coaching conversation that can actually move the pipeline, not just a high-level pulse check.
Early Signal
Sam launched a more manual prototype last quarter that required SDRs to input one opportunity at a time. The first week it was in the field, with help from the SDR ops team, coincided with the highest converting week of the quarter from SAL to qualified pipeline.
Sam stops short of claiming the tool caused the lift, though he likes to think it helped. The current version is now in active testing with the cohort of SDRs on Jim Aversa's team, and the manager-level rollup is being tested with Jim directly.
What's Next
Director-level and VP-level rollups are launching this Monday, with iteration on those views to follow. The longer-term vision is to scale StageIQ beyond SDRs and across go-to-market. AEs, FCMs, and CAMs would each get prescriptive intelligence tailored to how their role moves a deal forward.
Sam is also weighing a rebuild in Nora Task Builder based on the deal intelligence Zach showed earlier in the same session. The current version takes long enough to run that it is scheduled rather than triggered live, so a faster runtime would unlock new use patterns and likely make the recommendations sharper.
Either path lands StageIQ in the same place: a system where every rep, manager, and leader gets the same prescriptive view of their pipeline, calibrated to the action they can take this week.
