DecisionVelocity
When demos fail, the decision was already broken.
Most SaaS teams blame demo performance, pricing, or sales execution when deals stall.
The real problem is upstream: buyers arrive without clarity on the problem, the category, or how to evaluate options. By the time the demo happens, the decision was already unstable.
DecisionVelocity is a diagnostic system that scores your pipeline across five dimensions of decision readiness, including, Problem Ownership, Cost of Inaction, Category Confidence, Fit Confidence, and Decision Closure.
This is how we help you know exactly where friction is building before another deal goes dark.
What the Diagnostic Reveals
DecisionVelocity scores your pipeline across five dimensions. Each one represents a condition that must be present before a buyer can move forward. When any dimension is weak, deals stall. That’s not because your product is wrong, but because the buyer is not ready to decide.
Problem Ownership – Do prospects believe the problem is theirs to solve, or are they still browsing? Are they experiencing the pain, or just aware it exists?
Cost of Inaction – Do they understand what staying on the current path actually costs them? Not in theory, but in revenue, time, and competitive position they are losing right now?
Category Confidence – Before they evaluate your product, do they believe this type of solution is the right approach? If they are not convinced the category is worth investing in, product comparisons are premature.
Fit Confidence – Do they believe your company specifically can deliver? Do they have enough proof, trust, and evidence to choose you over alternatives?
Decision Closure – Can they actually close the deal internally? Do they have the authority, the budget approval path, and the internal ammunition to get stakeholders to say yes?
These dimensions are sequential.
Fixing downstream problems while upstream ones are broken wastes effort. If a prospect does not own the problem, urgency messaging falls flat. If they do not believe in the category, social proof for your specific product is irrelevant.
The diagnostic identifies exactly which dimensions are broken and what to fix first.
Why This Problem Is Hard to See
Most funnels look healthy on the surface.
Traffic arrives.
Content gets consumed.
Sales calls happen.
But uncertainty is invisible in analytics.
When buyers hesitate, they do not announce confusion.
They defer.
They delay.
They ask for follow-ups instead of committing.
Teams often respond by pushing harder downstream.
That only increases friction.
The Pre-Demo Decision Assessment takes 5 minutes and reveals which of the five dimensions is weakest in your pipeline. Your personalized diagnostic arrives within 15-20 minutes.
When the Diagnostic Finds Friction
When the diagnostic reveals where decision readiness breaks down, the report includes a strategic action plan, including the 2-3 highest-leverage fixes and why they unlock everything downstream. Many teams implement these with their existing resources.
For teams that want the fixes built, not just identified, we offer implementation sprints and ongoing optimization. But we never recommend implementation until the diagnostic tells us what is actually broken.
Diagnose first, then prescribe. That is the entire methodology.
Why Teams Struggle to Build This Internally
Teams often assume this is a writing task. It is not.
Three failure patterns repeat:
- Teams default to explaining features instead of mapping what buyers need to believe before they can decide
- Internal teams spend months learning what works through trial and error while deals keep stalling
- Early learning windows are lost because decision work happens too late in the funnel
A structured decision system requires narrative discipline, not volume. Missing one belief weakens the entire chain.
How DecisionVelocity Works
Step 1: Run the free assessment
15 questions. 5 minutes. You receive a personalized diagnostic email within 15-20 minutes with your scores across all five dimensions, your pipeline-at-risk percentage, and where friction is most likely building. No sales call required.
Step 2: The full diagnostic
DecisionVelocity Diagnostic – $7,500. The complete five-dimension diagnostic. We map your entire pre-demo buyer journey, review messaging and positioning, interview your founder and sales lead, and identify where decision friction compounds across your pipeline. You receive a comprehensive diagnostic report, a prioritized friction map, and a strategic action plan. Timeline: 2 weeks.
For teams that want to start with a single dimension, we also offer a Focused Friction Diagnostic at $3,500.
Beyond diagnosis
If the diagnostic reveals fixes that need building, such as repositioned messaging, pre-demo content sequences, buyer enablement materials, we offer implementation sprints and ongoing optimization retainers. But we never recommend implementation until the diagnostic tells us what is actually broken.
If the diagnostic does not reveal meaningful decision friction, I will say so and stop there.
Who This Is For
DecisionVelocity is designed for:
- Founder-led B2B SaaS companies ($1M-$10M ARR)
- Demo-dependent sales motions with 6-12 month cycles
- Multiple stakeholders and ambiguous buying criteria
- Teams that want fewer, better demos, not more pipeline volume
It is not for volume-driven funnels, short-cycle self-serve products, or teams that have not found product-market fit yet.
Frequently Asked Questions
Is this right for complex or technical products?
Yes. DecisionVelocity is designed for complexity. The more ambiguous the problem, the more decision friction exists. Complex products benefit most from diagnosing where understanding breaks down before sales begins.
What if the diagnostic shows we should stop demos?
That is a successful outcome. DecisionVelocity exists to prevent wasted sales effort and false momentum. In some cases, the correct move is to pause demos until buyer understanding changes. Knowing that before you burn another quarter of sales cycles is worth far more than $7,500.
How much time does this require from us?
Minimal. The free assessment takes 5 minutes. The Focused Diagnostic requires one 60-90 minute session. The Full Diagnostic requires 2-3 interviews over two weeks. The value comes from interpretation and analysis, not extraction.
What happens if no decision friction is found?
Then the engagement ends. DecisionVelocity is not designed to force a solution. If your demos are already viable and your pipeline is decision-ready, you will be told directly.
What are the five dimensions you measure?
- Problem Ownership
- Cost of Inaction
- Category Confidence
- Fit Confidence
- Decision Closure
Each dimension represents a specific condition that must be present for a buyer to move forward. The free assessment scores all five. The paid diagnostic explains why specific dimensions are weak, what is causing it, and what to fix first.
What is the difference between the free assessment and the paid diagnostic?
The assessment is a self-reported snapshot. It shows you where to look. The diagnostic is an expert investigation. I analyze your actual pipeline, messaging, buyer journey, and internal processes to determine why specific dimensions score the way they do, and what specifically to fix. Think of the assessment as the X-ray and the diagnostic as the specialist reading it.
I’m ready when you are!