This outlines the standard configuration for CaliberMind’s five-stage linear funnel, which progresses from the initial “Known” stage to “Opportunity Closed Won”. It details the specific triggers available for each stage such as timestamps, status fields, and event collections. While also defining the transition logic for journey timeouts, early exits, and global exclusions. Additionally, this article addresses technical requirements for Person and Company journey attribution and provides context regarding expected calculation differences between CaliberMind and native CRM or Marketing Automation platforms.

Standardized Funnel Stage Logic:

The standard configuration consists of five linear stages. While the logic below is standard, the specific stage names may be renamed to align with internal naming conventions.

  • Stage 1: Known
    • Trigger: An event occurs from a known Account.
  • Stage 2: MQA (Renamable)
    • Trigger: Configurable event based on one of the following:
      • A timestamp MQL/MQA field on the Lead, Contact, or Account record.
      • A Status field on the Lead, Contact, or Account record (requires history tracking enabled).
      • A specific collection of CaliberMind (event_types).
  • Stage 3: Opportunity Stage 1 (Renamable)
    • Trigger: Configurable Opportunity-based event.
    • Logic: Must leverage either an Opportunity Creation event OR an Opportunity Stage Change.
    • Filters: May be filtered to specific Opportunity Types.
  • Stage 4: Opportunity Stage 2 (Renamable)
    • Trigger: Configurable Opportunity-based event.
    • Logic: Must leverage an Opportunity Stage Change.
    • Filters: May be filtered to specific Opportunity Types.
  • Stage 5: Opportunity Closed Won
    • Trigger: Opportunity moves to Closed Won status.

Transition Logic & Exclusions

Journey Timeouts Timeouts determine when a journey is considered “stalled” or abandoned. These are configurable per stage based on:

  • Number of days since entering the stage; OR
  • Number of days since the last inbound activity.

Early Exits An Early Exit removes an account from the funnel before completion. These can be triggered by:

  • A timestamp MQL/MQA field on the Lead, Contact, or Account record.
  • A Status field on the Lead, Contact, or Account record (requires history tracking enabled).
  • A specific collection of CaliberMind (event_types). 

Global Exclusions

  • Specific Companies, People, or Events may be filtered out of the funnel entirely based on client requirements.

 Technical Restraints & Requirements

Opportunity Attribution Logic

  • Person Journeys: To progress to an Opportunity stage, the Person must be identified as the Primary Contact on the Opportunity (using CaliberMind primary contact logic).
  • Company Journeys: A Company journey may only advance to an Opportunity stage for a single Opportunity at a time.
    • Note: A single Company journey cannot split into multiple concurrent Opportunity journeys, even if multiple opportunities exist for that company.

Platform Parity

  • Disclaimer: The CaliberMind funnel is calculated differently than funnels built natively within a CRM (e.g., Salesforce) or Marketing Automation Platform (e.g., Marketo). Exact data parity with these systems is not expected due to differences in calculation architecture.