1 min lesson
Task 2: define 'qualified' and state what it misses
Connect "Define 'qualified' and state what it misses" to the decision you would make.
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Task 2: define 'qualified' and state what it misses
Before you trust the number, lock four choices: threshold, grain, window and source. Then choose the definition that matches the question and say what it excludes.
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Advanced table
Naming the definition and its limits is what 'defend the number' means
- Definition
- Operational person funnel
- Rule
- One distinct person at the earliest qualifying event, score ≥ 75 plus a 'qualified' stage, captured in the last 90 days from form and product signals.
- When it fits
- Weekly stage-conversion reporting on a fixed cohort.
- What it misses
- Untouched high-fit leads, account-level intent, long sales cycles and offline or partner signals.
- Definition
- Account-intent view
- Rule
- Roll several people into one account and include product, offline and partner intent across a longer window.
- When it fits
- Enterprise account prioritization when buying-group activity matters more than person-level stage flow.
- What it misses
- Person-level progression, and it cannot be compared directly with the strict 90-day funnel.
| Definition | Rule | When it fits | What it misses |
|---|---|---|---|
| Operational person funnel | One distinct person at the earliest qualifying event, score ≥ 75 plus a 'qualified' stage, captured in the last 90 days from form and product signals. | Weekly stage-conversion reporting on a fixed cohort. | Untouched high-fit leads, account-level intent, long sales cycles and offline or partner signals. |
| Account-intent view | Roll several people into one account and include product, offline and partner intent across a longer window. | Enterprise account prioritization when buying-group activity matters more than person-level stage flow. | Person-level progression, and it cannot be compared directly with the strict 90-day funnel. |
Naming the definition and its limits is what 'defend the number' means. Do not compare rates across different grains, windows or sources.
Grain is the whole game
Nearly every wrong answer in this round comes from a grain error: counting rows when the question is about people or people when it's about accounts. Before you write a SELECT, say out loud "the grain of this answer is one row per ___." If you can't finish that sentence, you can't trust the number and the interviewer already knows it.