What predicts a close in manufacturing and industrial.
Relationships and capital cycles. The web tells you almost nothing.
The argument
Industrial buyers have the smallest digital footprint in B2B. Site behavior and intent data are both weighted down hard, not because they are wrong but because their absence means nothing and treating absence as a negative would score every real deal badly. What is left is conversations and meetings, which is how this segment actually buys. Capital approval cycles are long and quiet, so the going quiet signature is reduced substantially. Pipeline history is weighted up because in a segment with weak leading indicators, the movement of the deal itself is the most reliable evidence available.
The weights
Published, because a score you cannot audit is a score nobody trusts.
74% of the score comes from what the company does, 26% 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.