Process Intelligence
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Salesforce→Lead · Opportunity · OpportunityHistory · Task→event log (CSV / XES)→process mining→value case

Lead-to-close: where the pipeline leaks, and what fixing it is worth

The answer first

Annual value at stake

    1 · Discover the paths in the event log

    Process map

    Every box is an activity, every arrow a hand-off seen in the data. Switch to Wait time to see where deals sit idle; drag the slider to hide rare transitions.

    2 · Diagnose

    Three process patterns associated with lower win rates

    3 · Variants

    How deals really travel

    4 · Value engineering

    From process evidence to a business case

    Each driver links a business objective to a measurable process KPI and a dollar outcome. Adjust how much of each gap you expect to close; the totals recalculate.

    Annual value, at chosen capture
    Go deeper

    How it was built and what happens next

    How it was built

    Salesforce data to Process Intelligence in four steps

    Extract

    SOQL over REST

    Lead, Opportunity, OpportunityHistory and Task, authenticated through the Salesforce CLI session. No stored passwords.

    pipeline/extract.py
    Correlate

    One case per deal

    Case ID = Opportunity Id. Leads join via ConvertedOpportunityId; Tasks via WhatId. Duplicate history rows collapse to real stage changes.

    pipeline/transform.py
    Load

    Event log

    CSV with case, activity, start/end, resource and case attributes, plus IEEE XES with lifecycle transitions. Imports into process mining tools.

    data/event_log.csv · .xes
    Mine & size

    Map, variants, value

    Directly-follows graph, variant analysis, cohort win rates and a driver-based value model.

    pipeline/mine.py
    Next steps

    Turning the finding into a decision

    Decision today: agree the validation scope, named owners and pilot success criteria.

    Illustrative schedule; owners are proposed.