The handoff window: what breaks when speed becomes vague

Ambiguous SLAs create ghost pipeline: marketing marks something ready, sales does not pick it up with intent, and nobody can say whose turn it is.

We define the window in plain terms: time to first human review, required fields, and what happens on weekends or across time zones. No poetry, just routing rules your CRM can enforce.

Measurement beats intent. If you cannot pull an average time-to-first-touch by segment last month, you do not have a handoff problem yet; you have a visibility problem.

Tight windows feel strict; loose ones feel friendly. Prospects only care that the story stays coherent when they finally get on the phone.