Measurement Health

surveyed 6 · sketched 6

The conscience of the system: what we actually measure vs what we’re guessing, and whether our own definitions are drifting under us.

Measurement status

ex-ante1
ex-post5
proxy0
hypothesis6

Ontology drift

qualified_lead composition shift25%

Same label, shifting composition — a definition-drift artifact, not a market change.

Objective × regime (Ψ)

Regime Ψhigh rateEmphasisefficiency

Ψ is operator-set, never forecast. A high-rate regime prices free cash flow over growth.

Incentive distortion (realized < designed)

Comp-vs-objective gap30%

Comp rewards new logos more than the stated net-retention objective — the org optimizes what it pays for.

Definition history — qualified_lead

VersionDefinitionChanged byPressure note
v1MQL score ≥ 60rev-opsbaseline
v2currentMQL score ≥ 45 AND demo bookedcroquota pressure — loosened to hit the pipeline target

Data freshness: 2026-06-08 00:40 UTC · reject log: 0 rows (no malformed input on the seed).