The Real Cost of Four Teams Using Four Different Definitions of "Pipeline"
When GTM friction shows up as a hundred small disagreements about the numbers
Cross-functional GTM friction rarely shows up as one big failure. It shows up as a hundred small disagreements about what the numbers mean.
When marketing, sales, finance, and customer success each define pipeline differently, every forecast meeting becomes a translation exercise. The cost isn't confusion in one meeting — it's hundreds of small decisions made on incompatible assumptions.
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