Cohort
A group of leads sharing a trait, priced together because there are enough of them to measure something. Company size, industry, seniority, buying timeline, source.
Why it matters
Cohorts are what make day-0 pricing possible at all. One lead tells you nothing; two hundred leads of its kind tell you how often they close and for how much.
What goes wrong
The temptation is to slice finely, because finer segments look more precise. They are not: past a point each segment holds too few resolved deals to mean anything, and the model starts fitting noise and presenting it as insight. A floor on sample size is what stops that, and it should refuse loudly rather than quietly widening its error bars.
What this product does about it
A level needs 25 resolved deals, won or lost, behind it before it may price anything. Levels that miss it are named on the report and get the base value.
How to check it on your own account
Group your last year of leads by one attribute and count the resolved deals in each bucket. If most buckets are under 25, that attribute cannot carry a multiplier yet.
Next to this
The rest of this step
Measure this on your own data
The diagnostic reads a CRM export in your browser and reports your volume, your match rate and the spread between your leads against the thresholds in this glossary. Nothing is uploaded and no account is needed.