What predicts a close in hospitality, food service and physical retail.
An operator signs, fast. A quiet deal is often a busy season rather than a no.
The argument
These buyers decide quickly and change their minds quickly, and the calendar decides more than the pipeline does: nobody signs a new system three weeks before their busiest season. Responsiveness and behaviour carry most of the weight because an operator who is interested engages immediately and one who is not goes silent for months without meaning no. Process is the smallest share of any pack, since an owner or general manager signs without legal or procurement. History is moderate because a stalled deal often reflects a season rather than a decision, and treating it as death loses deals that would have closed in the spring.
The weights
Published, because a score you cannot audit is a score nobody trusts.
70% of the score comes from what the company does, 30% 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.