Across regions we see technical steps sometimes compress while legal and security reviews lengthen. Buyers ask for documentation earlier and pull finance and IT risk in before commercial phases accelerate.
That mismatch hurts pipeline if your motion still assumes a neat thirty-day path from interest to meeting. We split nurture paths by evaluation posture and queue proof early before calendars clog.
Your programme stays bespoke to discovery; these are directional patterns we bake into pacing, not a generic calendar we impose on everyone.