Published by mathilde Post-sales mode 14 0 Mathilde Henry
Growth is won after signature. Most executive committees measure their performance at closing. Pipeline, conversion rate, signature date. That's where bonuses land, where internal celebrations kick off, where the forecasts presented to the board get built. The problem is that valuation data tells a completely different story. A company's value is not created the moment the client signs. It's created in the eighteen months that follow. Or it's destroyed, sile...
