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HiON · FranDev · Lead intelligence

Is the AI qualifier doing its job?

Bi-weekly — script calibration ritual. Healthy distribution is bimodal; speed-to-lead p99 hides the failures.

Synthesized · Claude narrative
Confidence · High

AI score distribution stays bimodal — clear clusters at 7–10 and 1–4 with a thin middle. Speed-to-lead held the 60s SLA on 87% of calls; the p99 sits at 280s (a Bland AI cold-start outlier). Of the 'reached but not booked' bucket, 23% are partner-aligned questions — script edit recommended (see workbench below). Disqualification mix is shifting toward 'no-timeline' (24% → 38% over 4 weeks), suggesting the landing page is over-attracting tire-kickers — worth a CRO pass.

01AI score distribution
0–10 from Bland AI scoring. Bimodal is healthy; a bell around 5–6 suggests the script isn't differentiating.
0
0
1
15
2
21
3
15
4
11
5
0
6
0
7
20
8
7
9
18
10
11

Read: Clear clusters at the top end (7–10) and bottom (1–4) with a thin middle — the script is doing its job. If the 5–6 bucket starts growing, run the script optimization workbench (Section 06).

02Speed-to-lead detail
Time from form submit to AI call connect. Most dashboards show one average; this shows the full distribution.
0–30s
40
30–60s
61
60–90s
6
90–120s
4
2–5m
5
>5m
2
SLA compliance
86%
under 60s
p50
36s
p90
1.5m
p99
5.2m
failures hide here
Reached + qualified · DD booked
119% · n=118

On-script outcome.

Reached + qualified · no DD booked
3631% · n=118

Highest-leverage panel — money on the table.

Reached + unqualified
5345% · n=118

Script working as gate. Check DQ trend below.

Not reached
1815% · n=118

VM / no answer / call failed. p99 hides here.

04Disqualification reasons
Weekly trend. Watch the shape — improving targeting means fewer 'Below Capital' over time.
05MUMBO funnel
Multi-unit operators tracked separately — different cadence, much higher SQL rate, target 30–45d to signed.
  • Leads
    9
  • SQL
    4
  • Education
    6
  • Financial val.
    2
  • Discovery booked
    1
  • Discovery completed
    1
  • Under agreement
    1
  • Signed
    1
06Script optimization
Bi-weekly. Sample transcripts + Claude-clustered objections + suggested edits.
Score 9Signed

“Loved the operator-light model. Asked about Tesla telemetry royalty math, satisfied with the explanation.”

Score 6Still active

“Capital question landed awkwardly — said 'I'd have to check with my partner.' Booked discovery.”

Score 3Unqualified

“Timeline 18+ months. Asked about 'making money on the side' — script correctly disqualified.”

Top objections this period
  • 7×Partner alignment friction on capital gate ("I'd have to check with my partner")
  • 5×Tesla telemetry royalty math confusion
  • 4×Timing-too-soon hesitation (3-month timeline feels aggressive)
  • 3×Confusion about HiON-as-franchisee vs. Tesla-direct relationship
  • 2×Site-control assumption ("I thought I bring the location")
Claude-suggested edits · Confidence High
  1. Soften the capital gate.
    Currently producing 23% "check with partner" responses (was 11% in March). Rewrite to: "Most of the franchisees we work with have access to liquid capital in the $X range. Does that fit your situation, or would you want me to flag your call to discuss financing partners?" — softens the gate, preserves the disqualification.
  2. Pre-empt the royalty math question.
    Insert a 1-sentence anchor before the close: "You’ll see in our deck that the 5¢/kWh royalty is calculated against gross sessions — happy to walk you through the math on a follow-up."
  3. Add an early MUMBO branch.
    If the caller mentions existing franchise ownership, branch to a 90-second MUMBO-specific qualifying path instead of running the full single-unit script — current script wastes their time and ours.