Speed to lead
The elapsed time between a prospect raising their hand (form, call, DM) and the first substantive reply reaching them.
- Formula
first_reply_timestamp − inbound_timestamp, measured per lead and reported as a median.- Assumption
- An automated reply counts only if it asks a qualifying question or offers a booking action — an autoresponder that says 'we got your message' is not a reply.
Benchmark sources: Harvard Business Review, MIT / InsideSales.