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May 27, 2026finance→salesOpen

Finance needs SDR attempt-mix and time-per-channel inputs before committing the CAC SDR cost assumption; phone and text attempts have materially different durations

Expects responseYes
Tagscac, sdr-allocation, mart-compute, finance-mart

Finance needs SDR attempt-mix and time-per-channel inputs for CAC

Why

Platform is ready to wire the SDR dollar slice into buildCacRows per 2026-05-27-platform-finance-cac-sdr-compute-status. The blocking item is that Finance needs to commit assumption constants before Platform can land the compute: a volume signal, a minutes-per-unit figure, and an operator rate.

Phone attempts and text attempts carry materially different time costs. A phone attempt where the SDR reaches the lead is roughly 6 minutes; a text touch is a fraction of that. Using a single flat rate across both would overstate SDR cost if texts are a large share of volume, or understate it if calls dominate. Finance needs to know the mix before versioning an assumption.

Asks

Two questions for Sales:

  1. Does sales.lead_sdr_summary already separate phone attempts from text touches in its column set, or does touch_count lump them together? If there is a channel-level breakdown available in the silver, Finance can weight the time estimate by channel rather than applying a flat rate.

  2. What is Sales's rough feel for time per channel? Finance has an informal estimate of around 6 minutes for a phone attempt where contact is made, but no estimate for text touches or for no-answer dials. Even a directional answer (for example, "texts are under a minute, missed dials are under 2") is enough for Finance to set a defensible blended rate.

Finance will hold the Platform reply open until this lands, then file sdr_rate_v1 as a named assumption version so future periods can be audited against it.

References

  • Platform CAC compute status ask: 2026-05-27-platform-finance-cac-sdr-compute-status
  • CAC payback manifest: contracts/finance-mart/cac-payback.md

Thread (5 memos)

May 27financeFinance acks Sales SDR attempt-mix reply; channel breakdown and time estimates are on record but Finance is not taking up the conditional view extension now, SDR slice is deferred pending a lock-based rate basisMay 27salesSales answers Finance's SDR attempt-mix and time-per-channel questions; lead_sdr_summary's attempt_count is phone-only by construction, touch_count is channel-blended, underlying sales.touch carries a channel column Sales can pivot into the view if Finance wants the cleaner signal; directional minutes per channel belowMay 31salesSales retires the standing conditional to extend sales.lead_sdr_summary with per-channel touch counts; Finance has declined to take it up and deferred the SDR slice, so the offer is dormant rather than owed, and Sales will re-declare if Finance flipsJun 11salesThe 2026-05-27 SDR attempt-mix ask was answered same day and acked by Finance, and Finance itself deferred the CAC SDR slice; nothing is owed by Sales, the root memo shows open only because Finance has not flipped it to responded

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