01
Step 1
Inbound lead capture
A website visitor — Michael Adams, COO at Globex Logistics — fills out the "Schedule a Tour" form on northwindanalytics.com. Interface365 captures the lead with full source attribution.
Why this matters →Form submissions auto-capture with UTM source, route to an owner, and never live in someone's inbox.
Request a demo
Michael Adams
michael.adams@globexlogistics.com
VP Operations
Globex Logistics
50 ops + analyst seats
Request demo
RM
Michael Adams
Lead
SourceWebsite / Schedule a Tour
Lead score68 / 100
Rating● Warm
OwnerAlex Rivera
CreatedMar 8, 2026 · 14:23
Status
New
How it gets there: The website's form posts to Interface365's webhook endpoint with the lead payload. The matching
Source ("Website") is configured under Settings → Sources, so attribution is automatic. New leads land assigned to the on-call agent (round-robin via owner-assignment rule).02
Step 2
Qualification call & lead enrichment
Alex calls Michael within an hour, qualifies the requirement, and enriches the lead record with custom fields. The lead status flows New → Contacted → Qualified.
Why this matters →One call, three custom fields filled, status flipped — the record is now pipeline-ready without any retyping.
Lead status progression
New → Contacted → ● Qualified
Activity logged
Discovery call
Michael confirmed they've outgrown spreadsheets + a stale Looker instance. Need real-time ops dashboards live by Q2. Decision committee: CFO (David Park) + Director of IT/Security (James Wilson). Strong ICP fit — 500-employee 3PL, ops-heavy, no incumbent.
Custom fields (Lead)
ARR target
$80K–$100K
Plan tier
Business
Seats
50
Go-live target
Q2 2026
ICP fit score
92 / 100
Decision timeline
3–4 weeks
03
Step 3
Lead conversion — one click, three entities
With the lead qualified, Alex clicks Convert. Interface365 creates a Contact + Company + Deal all linked, and links them together.
Why this matters →One click creates Contact + Company + Deal, all linked. No retyping, no orphaned records.
RM
Michael Adams — Lead
Status: Converted
Converts to
RM
Michael Adams
Contact
TitleCOO
Emailmichael.adams@globexlogistics.com
TypePotential Customer
GL
Globex Logistics
Company
IndustrySaaS / Tech
Size150 employees
Websiteglobexlogistics.com
Globex — Northwind Business · 50 seats · 3-yr
Deal
ARR$90,000/yr
StageDiscovery
StatusOpen
One transaction, atomic. Either all three entities are created, or none. The lead's notes, activities, and files are reassigned to the new contact/company/deal automatically — nothing is lost.
04
Step 4
Deal enrichment — buying committee, custom fields, tags
Enterprise SaaS deals at this scale involve a buying committee — champion, finance, security. Alex adds the CFO and Director of IT as additional contacts on the deal with explicit roles.
Why this matters →Multi-contact deals with explicit roles model real buying committees natively — not as comma-lists in a notes field.
Buying committee — 3 contacts on this deal
MA
Michael Adams
VP Operations · michael.adams@globexlogistics.com
DP
David Park
CFO · david.park@globexlogistics.com
JW
James Wilson
Director of IT & Security · james.wilson@globexlogistics.com
Custom fields (Deal)
Plan tier
Business
Seats
50
Contract length
36 months
List ARR
$100,000/yr
Security review
Pending
Champion strength
Strong
Tags & visibility
Tags
Strategic Hot Enterprise Q2 close
Visibility
Team — Northwind sales only Owner & expected close
Owner: Alex Rivera
Expected close: May 15, 2026 (62 days)
Expected close: May 15, 2026 (62 days)
05
Step 5
Activities, notes & files — the full deal context
Over the next two weeks, Alex logs every interaction. Site visits, showings, internal notes, and uploaded documents all live on the deal record.
Why this matters →Every interaction, decision, and document lives on the deal — not scattered across email, Slack, and Drive.
Activity timeline
Product demo — full team
All 3 stakeholders attended. David (CFO) liked the per-seat pricing transparency; James (Director of IT) asked about SOC 2 + data residency — flagged as security review item.
Stakeholder review meeting
David asked about multi-year discount terms and out clauses. Sent over comparable pricing from 3 recent Series A SaaS wins for context.
Email — Technical deep-dive + security pack
Sent to all 3 stakeholders with SOC 2 Type 2 report + DPA + data-residency map. David opened twice within an hour. James forwarded to internal security team for review.
Call with David (CFO)
Walked through 3-year TCO + ROI model — payback at month 7 from analyst-time savings. CFO confirmed procurement approval will go to board next Tuesday.
Internal notes
Mar 14
CFO is the procurement gate, but Michael is the actual decision driver. Need to keep both engaged. Send 3-yr ROI model + customer wins ASAP.
Mar 15
Let's authorize up to 20% multi-year discount off list if they commit to 3 years and sign before March 31. Cap there — anything deeper needs my sign-off.
Mar 18
Board approval expected Tuesday. Quote needs to be ready by then. Pulling line items now.
Files attached (4)
Northwind-tech-architecture.pdf
SOC2-type2-report-2026.pdf
3yr-tco-roi-model.xlsx
comparable-saas-deals-summary.pdf
06
Step 6
Tasks & follow-ups — never let a thread drop
Tasks attach to the deal with priority, due dates, and assignees. Polymorphic — they can also attach to contacts, companies, or projects.
Why this matters →Polymorphic tasks (deal / contact / company / project) with priority + due-date — follow-ups stop slipping.
Tasks for this deal
Build full quote with line items + 20% multi-year discount
Follow up post board meeting (Tuesday)
Close out James's security review (DPA + data residency)
9 task types · 4 priority levels · 5 statuses. Tasks support: To Do, Phone Call, Email, Meeting, Follow Up, Demo, Proposal, Deadline, Other. Priority: Low / Medium / High / Urgent. Status: Pending / In Progress / Completed / Cancelled / Deferred.
07
Step 7
Pipeline progression & stagnant alerts
As the deal advances, Alex drags it through stages. If activity drops for 14+ days, Interface365 flags it as stagnant and surfaces it on the dashboard.
Why this matters →Drag-drop stages with weighted forecast, plus stagnant alerts that flag idle deals before they die quietly.
✓ Discovery
20%
✓ Demo
35%
● Proposal
65%
Negotiation
80%
Closed Won
100%
Globex — Northwind Business · 50 seats · 3-yr
Deal · in Proposal
ARR$90,000/yr
Probability65%
Weighted forecast$58,500 ARR
Days in stage8 days
Last activity2 days ago (call)
Expected closeMay 15, 2026 (62 days)
Stagnant deals (last activity 14d+)
Initech — Series B
$50K ARR · in Proposal · 21d idle
Vandelay Industries
$30K ARR · in Negotiation · 15d idle
Pied Piper
$120K ARR · in Discovery · 3d idle
Forecasting math: Weighted forecast = ARR × stage probability. $90K × 65% = $58,500 weighted. As the deal advances, the weight increases — and so does the team's projected pipeline ARR.
08
Step 8
Product catalog — plan tiers, services, add-ons
Northwind's catalog of plan tiers, professional services, and add-ons — with lifecycle states (Active, Draft, Retired) so old prices don't pollute new quotes.
Why this matters →A pricebook with lifecycle states (Active / Draft / Retired) — old rates can't accidentally land on a new quote.
Active
Northwind Business Plan
NW-PLAN-BIZ
Subscription
$2,000 / seat / yr (list)
Active
Northwind Enterprise Plan
NW-PLAN-ENT
Subscription
$3,500 / seat / yr (list)
Active
Implementation Services
NW-SVC-IMPL
Professional Services
$30,000 / project (one-time)
Active
Premium Support
NW-ADD-PSUP
Add-on
$200 / seat / yr
Active
Custom Integration (per connector)
NW-SVC-INT
Professional Services
$8,000 / connector (one-time)
Draft
AI Insights Module
NW-MOD-AI
Add-on
$400 / seat / yr
Beta — not yet GA, not quotable
Retired
Northwind Starter Plan
NW-PLAN-STR
Subscription
$1,000 / seat / yr
Sunset Q4 2025 · existing customers grandfathered
09
Step 9
Quote creation — plan, support, implementation, multi-year discount
Alex assembles a formal quote pulling line items from the catalog. Prices are snapshotted at the moment of creation — future catalog changes won't retroactively affect this quote.
Why this matters →Multi-line quotes with snapshot pricing, line-level discounts, recurring + one-time charges — print-ready out of the box.
Q-2026-042
| # | Item | Qty | Unit price | Disc % | Total |
|---|---|---|---|---|---|
| 1 | Northwind Business Plan 50 seats · 36-month commit · multi-year volume discount | 50 | $2,000 | 20% | $80,000 |
| 2 | Premium Support 24×7 priority response · dedicated CSM · SLA backed | 50 | $200 | 0% | $10,000 |
| 3 | Implementation Services (one-time) Schema mapping · 5 standard connectors · UAT · go-live | 1 | $30,000 | 0% | $30,000 |
Recurring (annual)
Plan + Premium Support subtotal$90,000
Sales tax (SaaS subscription — exempt in CA)$0
Annual recurring (ARR)$90,000 /yr
One-time charges
Implementation services$30,000
Sales tax (professional services — exempt in CA)$0
One-time total$30,000
Year-1 billings · 3-year TCV
$120,000 · $300,000
Year-1: $90K ARR + $30K one-time. 3-yr TCV: $90K × 3 + $30K = $300K
Pricing snapshot. Each line item locks in the catalog price at the moment of quote creation. If Northwind raises the per-seat rate next month from $2,000 to $2,400, this quote keeps its $2,000 rate. The deal currency (USD here) is also stamped on every line — even if you later switch the deal to EUR, this quote stays in USD.
10
Step 10
Quote lifecycle — Sent → Viewed → Accepted
The quote progresses through statuses with timestamps captured at each step. Email-tracked views ping back to Interface365.
Why this matters →Status transitions Draft → Sent → Viewed → Accepted with timestamps, email-open tracking, and a full audit trail.
Draft → Sent → Viewed → ✓ Accepted
Alternate outcomes
✕ Declined ○ Expired
Q-2026-042 · event timeline
Mar 22 · 11:42
Quote created by Alex Rivera Draft
Mar 22 · 16:08
Quote sent to
michael.adams@globexlogistics.com, david.park@globexlogistics.com SentMar 22 · 17:14
Quote viewed by Michael Adams · 2nd view by David Park at 18:20 Viewed
Mar 23 · 09:42
Pushback from David Park (CFO): "Procurement won't sign at 20% off list — we need 30% to get this through this quarter." Alex flags the deal with Negotiating
Mar 24 · 14:20
Alex opens the deal's activity timeline, pulls the
comparable-saas-deals-summary.pdf attached on Mar 15 (3 Series-A SaaS deals at 50-seat scale, multi-year discount range 18–22%). Sends David a 1-page response: "Our 20% is at the top of market for your seat count + 3-yr term — here's the data."Mar 25 · 16:08
David Park acknowledges the comp data: "Fair — taking it to procurement at 20% as quoted." Procurement clears that evening.
Mar 26 · 10:31
Quote accepted by Michael Adams — procurement approved Mar 25 at the original 20% ✓ Accepted
Why the timeline mattered. Without the activity log, Alex would have caved to 25-30% off list to keep the deal alive — that's $8-12K of pure ARR margin handed back without justification. Because every comp deal, file, and stakeholder interaction lived on the deal record, the data-driven rebuttal took 20 minutes. Held the price at 20%.
11
Step 11
Deal Closed Won 🏆
Quote acceptance triggers the deal to move to Closed Won. Probability flips to 100%. Forecast updates. The whole firm's pipeline KPIs ripple.
Why this matters →Close-Won updates the deal, fires events, refreshes pipeline + leaderboard — no orphan records.
✓ Discovery
✓ Demo
✓ Proposal
✓ Negotiation
★ Closed Won
Globex — Northwind Business · 50 seats · 3-yr
Closed Won · Mar 26, 2026
Final ARR$90,000/yr
Contract term36 months
Total contract value$300,000 (3-yr + impl.)
Commission (~11% of Y1 ARR)$10,000
Days to close22 days (target was 60!)
$90K
Annual recurring (ARR)
$300K
3-yr TCV
$10K
Commission earned
12
Step 12
Webhooks fire — Slack, Zapier, accounting
The instant the deal flips to Won, Interface365 fires deal.won webhooks to every subscribed endpoint. Slack celebrates. Zapier syncs to QuickBooks. Email goes to leadership.
Why this matters →Outbound webhooks to Slack / Zapier / QuickBooks / anything — HMAC-signed, retried, logged in delivery history.
Webhook payload (POST)
// POST https://hooks.zapier.com/... // X-I365-Signature: sha256=... { "event": "deal.won", "timestamp": "2026-03-26T10:31:14Z", "data": { "deal_id": "d_8h2f9k3", "name": "Globex — Northwind Business 3-yr", "arr": 90000, "tcv": 300000, "currency": "USD", "company": "Globex Logistics", "contact": "Michael Adams", "owner": "Alex Rivera", "closed_at": "2026-03-26T10:31:14Z" } }
Slack #sales-wins
#sales-wins
Northwind sales · 28 members
Interface365 APP 10:31 AM
🎉 Closed Won — new logo!
Alex Rivera just closed Globex Logistics — 50 seats · Business · 3-yr for $90K ARR ($300K TCV).
Commission: $10K. Days to close: 22. Handoff to Emma in CS.
Alex Rivera just closed Globex Logistics — 50 seats · Business · 3-yr for $90K ARR ($300K TCV).
Commission: $10K. Days to close: 22. Handoff to Emma in CS.
HMAC-signed, retried, logged. Every webhook gets an
X-I365-Signature: sha256=... header so receivers can verify authenticity. Failed deliveries auto-retry with exponential backoff. The Settings → Webhooks → Delivery logs page shows every fire with status code, response, and retry count.13
Step 13
Customer onboarding — implementation project
Auto-created on Won, the implementation project tracks the post-sale work: kickoff, schema mapping, ETL setup, sandbox, UAT, go-live. Tasks, budget, and stage all in one place — and Alex stays looped in via the linked deal.
Why this matters →Once a deal closes Won, implementation moves to a Project with tasks, budget, and health tracking — and catches scope changes before they blow the timeline or margin.
Globex — Implementation & Go-Live
Implementation project · linked to deal
Linked dealGlobex — Northwind Business · 50 seats · 3-yr
KickoffMar 28, 2026
Target go-liveJun 30, 2026 (94 days)
CS leadEmma Lewis (Customer Success)
PriorityHigh
Delivery pipeline
✓ Kickoff
✓ Schema mapping
● Data integration
User training
UAT
Go-live
Project tasks
ETL pipeline build + data backfill
User training (50 ops + analyst seats)
User acceptance testing (UAT)
Go-live readiness review with Michael
Production cutover & success milestone email
Project budget
$30,000
Budget
$19,000
Spent
$11,000
Remaining
63.3% utilized · on track
Health
Health● On track
Progress38% complete
Days remaining58 days
Day 30 · scope change request
Globex requests Snowflake integration (out of scope) — +$8,000
On Day 30 of implementation, Michael asks to add a Snowflake connector — Globex's internal data warehouse where 18 months of shipment history lives. Not in the original scope of 5 standard connectors. Cost: $8K for custom integration dev. Emma logs the request as a task on the project, attaches the SE estimate.
Alex sees it on the project view immediately — current budget shows $19K of $30K spent (63.3%) with $11K remaining. If approved, the budget would update to $38K total · $19K spent (50.0%) — well under the 90% red line. He @-mentions Mark on the task. Mark approves within 24 hours. David Park countersigns from Globex's side. Project health stays ● On track.
Without the project view: scope creep would surface at go-live as a missed deadline OR an unbilled $8K of dev work. Caught in time, it's a 24-hour decision, both sides sign off in one place, and the deal momentum carries cleanly into the renewal conversation.
14
Step 14
Dashboard view — the Friday after
It's Friday morning. Alex's Globex deal closed Wednesday — one of 4 wins across the AE team this month. Every number below rolls up Alex's deal alongside the rest of the bookings.
Why this matters →Live KPIs roll Alex's deal up alongside the team's — pipeline, leaderboard, stagnant alerts, all in one view.
KPIs · This month vs last month
Open deals
22
↑ +5 New ARR booked
$340K
↑ +22% Active tasks
31
4 overdue New SQLs
18
↑ +35%
Pipeline overview · Sales
Discovery (4)
$120K ARR
Demo (6)
$280K ARR
Proposal (5)
$340K ARR
Negotiation (3)
$240K ARR
Won this mo (4)
$340K ARR
Top closers · this month
🏆
Alex Rivera
3 deals
$98K
#2
Emma Lewis
2 deals
$70K
#3
Jordan Lee
2 deals
$50K
#4
Olivia Bennett
1 deal
$35K
Closing soon (next 14 days)
Aperture Science · Pro $55K ARR · 30 seats · in 4d
Soylent Industries · Business $85K ARR · 60 seats · in 8d
Massive Dynamic · Business $35K ARR · 25 seats · in 12d
15
Step 15 · the prequel
What Northwind set up before any of this worked
Rewind 30 minutes from "Day 1." Every screen you just walked through — the source dropdown on the demo-request form, the buying-committee roles, the 5-stage SaaS pipeline, the catalog plan tiers, the multi-year discount rules — was configured once by Mark in Settings. Then it reused itself through every step that followed.
Why this matters →Everything you saw was configured once before Day 1. Configure once, reuse forever — no per-deal setup overhead.
Pipelines & stages (2 pipelines)
Sales · 5 stages Implementation · 6 stages
Custom fields (16 across 4 entities)
Lead · 6 Deal · 6 Contact · 2 Project · 2
Activity types
Discovery call Demo Technical deep-dive POC kickoff Stakeholder call Champion check-in Procurement call
Lead statuses
New Contacted Qualified Converted Disqualified
Tags (color-coded)
Strategic Hot Enterprise Q2 close Expansion
Sources (lead origin)
Website demo form G2 Capterra LinkedIn outbound Customer referral
Webhooks (3 active endpoints)
Slack #sales-wins Zapier → QuickBooks Email digest
Roles, teams & permissions
20 users · 3 teams 5 roles Team-scoped visibility
One-time setup, lifetime value. A typical Northwind Analytics RevOps admin spends ~3 hours configuring all of this on day one. Every deal afterward inherits the conventions automatically. New AEs onboard in 30 minutes because the workspace already speaks their language.
Entity relationship map
How every entity in this walkthrough connects
Lead
converts to→
Contact
+
Company
+
Deal
Activities
+
Notes
+
Tasks
+
Files
attach to→
Deal
Products
line items in→
Quote
accepted, closes→
Deal Won
creates→
Project
Webhooks
fired by every event→
Slack
Zapier
Custom endpoints
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