What predicts a close in agencies and consultancies.
A partner signs when the hours become billable. Meetings decide it, not paperwork.
The argument
Agencies buy tools that their own clients will pay for, so the question is never whether the tool is good, it is whether the hours it saves can be billed or the work it enables can be sold. A deal moves when somebody names the client engagement it will be used on, and stalls indefinitely when it stays a general improvement. Meetings carry the most weight of any commercial pack because agency decisions are made in conversation rather than in documents, and procurement barely exists: a partner signs. Intent is reduced because agency staff research constantly as part of client work and most of it has nothing to do with buying. Silence is a strong negative here, since agencies that want something chase it.
The weights
Published, because a score you cannot audit is a score nobody trusts.
72% of the score comes from what the company does, 28% from what named people do. Within each side, these are the shares.
Company signals
Person signals
See it against a real pipeline.
The demo loads with these weights. Move them and watch the deals reorder.