📝 ESSAY

A dark corridor of three successive archway gates, the first open, the second half open, the third barely ajar, with a single glowing blue coin travelling between the first and second gate.

Three gates, three prices. The first should be nearly free.

Two organisations can run the same demand process on the same platform and get opposite pipelines. One is flooded with ideas nobody will sponsor, the other hears almost nothing from the business at all. The difference is rarely the intake form or the scoring model, it is who pays, and for what.