SCARCE.
Our best people are the constraint. A handful of advisors, architects and domain experts decide whether a pursuit becomes revenue — and nobody measures that.
Pursuit intelligence
Wish. Wow. Wallet.
Built for the economics of expertise.
Two questions decide everything: how strongly should we bet, and are we earning the right to keep investing? Upside records the judgment behind each bet, the commitment we actually earn from the customer, and what every outcome — won or lost — taught us.
INVISIBLE.
HubSpot tracks the deal. Our timesheets track the hour. Nothing connects the two. We cannot say which bets consumed senior attention, why we made them, or what movement they created.
OURS TO FIX.
So Upside records the judgment behind every bet, the commitment we earn as we go, and what the outcome taught us — and we end the quarter with a pattern instead of an anecdote.
How we work
One continuous loop, four honest questions.
Not a stage pipeline. A loop that keeps asking whether the bet is still worth what it is consuming.
01How strongly should we bet?
Invest
Eight qualification dimensions — problem gravity, sponsor strength, economic ownership, urgency, value, right to win, access, strategic value. We keep evidence and unknowns beside every judgment, and one of us owns the tier.
02Are we earning the right to keep investing?
Convert
A next meeting is activity, not progress. We track movement on a 0–6 commitment ladder, from an interesting conversation to a funded next step, with evidence attached to every step change.
03What did our attention cost, and what did it return?
Economics
Hours by role at a loaded internal rate. Influenced pipeline. Converted revenue. Pursuit ROI. Revenue won per expert hour. Never people-policing — portfolio mathematics we hold ourselves to.
04What should we remember?
Learn
We review every outcome with a primary reason and contributing factors, so patterns accumulate into memory we keep instead of dissolving into the next quarter.
Our executive view
HubSpot already
shows pipeline.
Here we show
economics.
Our loaded cost against real outcomes. Average effort per win versus per loss. Hours we spent on pursuits that never had a sponsor. Illustrative shapes here — the live figures sit inside the workspace.
Every hour, named
attention invested
Senior time logged against the pursuit it actually served
Fully loaded
cost of effort
Not a guess — an agreed internal economic rate per role
Traceable
revenue influenced
Open value where our experts genuinely moved the customer
Multiplied
pursuit return
Converted revenue set against what the attention cost
When we need expert help
We ask without writing a brief.
A guided intake takes eight short questions and turns them into a qualified pursuit with our context attached — open to anyone here, logged in or not.
When we advise
We say yes deliberately, and no on the record.
We qualify once, in a working session rather than a form. The tier decision, the thesis and the unknowns stay attached to the pursuit.
When we account for it
We report in the language finance already speaks.
Effort per win versus effort per loss. Hours burned on pursuits with no known sponsor. Revenue won per expert hour. Pipeline lives in HubSpot; our economics live here.
Conviction is a decision we can defend.
- 0Problem gravity established
- 1Sponsor strength named
- 2Economic owner identified
- 3Urgency and timing tested
- 4Value hypothesis drafted
- 5Right to win argued
- 6Tier owned by one of us
What we hold ourselves to
Tomorrow we should be able to say where we invested our best people, why we made those bets, what customer movement we created, and what each outcome taught us.Enter the workspace