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(graph TD) - Coggle Diagram
graph TD
B --> W2[What - Sales Process]
B --> W3[Where - Geographic Reach]
B --> W4[When - Timing Factors]
B --> W5[Why - Root Causes]
%% WHO Branch
W1 --> W1a[Customer Profile]
W1a --> W1b[Decision Makers]
W1b --> H1["H1: Misidentification of key decision makers in target companies"]
W1 --> W1c[Industry Verticals]
W1c --> W1d[Solution Fit]
W1d --> H2["H2: Poor alignment with industry-specific needs"]
%% WHAT Branch
W2 --> W2a[Sales Methodology]
W2a --> W2b[Pipeline Stages]
W2b --> H3["H3: Inefficient stage-gate criteria causing qualified leads to drop"]
W2 --> W2c[Conversion Points]
W2c --> W2d[Drop-off Analysis]
W2d --> H4["H4: High friction points in demo-to-purchase conversion"]
%% WHERE Branch
W3 --> W3a[Market Coverage]
W3a --> W3b[Regional Performance]
W3b --> H5["H5: Inadequate market penetration in non-Pune regions"]
%% WHEN Branch
W4 --> W4a[Sales Cycle]
W4a --> W4b[Response Time]
W4b --> H6["H6: Extended sales cycle duration affecting closure rates"]
%% WHY Branch
W5 --> W5a[External Factors]
W5a --> W5b[Competition Analysis]
W5b --> H7["H7: Market saturation affecting differentiation"]
%% SPIN Analysis Branch
C --> S1[Situation Analysis]
C --> S2[Problem Identification]
C --> S3[Implication Assessment]
C --> S4[Need-Payoff Evaluation]
%% Situation Branch
S1 --> S1a[Current State]
S1a --> S1b[Resource Allocation]
S1b --> H8["H8: Suboptimal distribution of 600+ employees affecting efficiency"]
%% Problem Branch
S2 --> S2a[Pain Points]
S2a --> S2b[Process Gaps]
S2b --> H9["H9: Lack of standardized qualification process"]
%% Implication Branch
S3 --> S3a[Business Impact]
S3a --> S3b[Revenue Loss]
S3b --> H10["H10: Delayed technical implementation causing contract cancellations"]
%% Need-Payoff Branch
S4 --> S4a[Solution Benefits]
S4a --> S4b[Value Proposition]
S4b --> H11["H11: Weak ROI demonstration in proposals"]