Why we weight funnel health 0.25 TOFU, 0.40 MOFU, 0.35 BOFU, the reasoning behind the formula
When we built dolv's funnel health scoring, the obvious first version was equal weights. One-third each.
Equal weights broke immediately. A healthy TOFU was inflating the composite score even when MOFU and BOFU were in poor shape. The number felt fine. The pipeline was not.
We spent time with data from actual GTM teams and landed on 0.25 for TOFU, 0.40 for MOFU, 0.35 for BOFU.
The reasoning:
TOFU is the easiest stage to inflate with activity that does not convert. Lower weight keeps it from masking real problems downstream.
MOFU is where most funnels actually break. The consideration-to-decision gap is where qualified interest dies. Higher weight here reflects where the bottleneck usually sits.
BOFU is high-stakes but low-volume. Weighted meaningfully but below MOFU because one won deal can mask a broken closing process.
Curious whether this matches what other GTM operators see in their own funnels.
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