Capacity & Bowtie
Ramp-adjusted quota capacity vs the number, and the two-sided Bowtie funnel with its bottleneck named.
Overview
Capacity & Bowtie gives a CRO two board-grade views in one place. Capacity governance answers whether the team actually covers the number once you account for ramp; Bowtie analytics answers where the two-sided revenue funnel, acquisition through retention, is leaking. Both feed the scenario model and the leadership panel.
Ramp-adjusted capacity
Full quota capacity overstates what you can count on, because a ramping rep does not carry a full number. Capacity governance multiplies each rep's quota by their ramp (productivity) to get the capacity you can actually rely on, compares it to the target, and reports a verdict, over-capacity, balanced, or under-capacity, with the exact capacity gap and the reps below pace on attainment. It is a defensible read on whether the team is staffed for the plan.
The Bowtie funnel
The Bowtie models revenue as one funnel spanning both halves of the customer lifecycle: lead to MQL to SQL to won on the acquisition side, then onboarded to adopted to expanded on the retention side. It computes the conversion at every step, the end-to-end conversion, and names the single lowest-conversion step as the bottleneck, the leak to fix first. A step off a stage with no count is unmeasurable, not a guessed number, so it can never be falsely flagged as the bottleneck.
Deterministic
Both views are deterministic: the same reps, target, and funnel counts always produce the same capacity verdict and the same bottleneck, so the numbers hold up in a board or planning review. Nothing is invented, capacity comes from real quotas and ramp, and the bottleneck is always a measured conversion.