How does value flow — and where does time die?
Flow Efficiency: 0.7% — 80min work in 13 days. World-class is >40%.
Full ASCII diagram
VALUE STREAM MAP: SALES DEV AGENT
════════════════════════════════════════════════════════════
[TRIGGER: Pipeline empty, 0 scored prospects this week]
│
▼
┌──────────────────┐
│ 1. FIND PROSPECT │ C/T: 30min Wait: 0 %C&A: 40%
│ LinkedIn browsing │
│ Manual search │
└────────┬──────────┘
│ ░░░░░░░░░░░░░░░░░░░░░ (2-3 days: no system, gets deprioritised)
▼
┌──────────────────┐
│ 2. ASSESS FIT │ C/T: 15min Wait: 2d %C&A: 30%
│ Gut feeling │
│ No scoring model │
└────────┬──────────┘
│ ░░░ (1 hour: context switching)
▼
┌──────────────────┐
│ 3. WRITE MESSAGE │ C/T: 20min Wait: 1h %C&A: 15%
│ From scratch │
│ Same template │
└────────┬──────────┘
│ ░░░░░░░░░░░░░ (1-2 days: "I'll send it tomorrow")
▼
┌──────────────────┐
│ 4. SEND + LOG │ C/T: 5min Wait: 1.5d %C&A: 50%
│ Manual send │
│ Forget to log │
└────────┬──────────┘
│ ░░░░░░░░░░░░░░░░░░░░░░░░░░░░░░░ (5-14 days: follow-up forgotten)
▼
┌──────────────────┐
│ 5. FOLLOW UP │ C/T: 10min Wait: 7d %C&A: 20%
│ If remembered │
│ Same message │
└────────┬──────────┘
│
▼
[OUTPUT: Maybe a reply. No data on what worked. No scored pipeline.]
NOTE: %C&A values are estimates (no historical data). First real
measurement comes from Track 3 dogfood outreach.
Cycle Time: 80 min (1.3 hours of actual work)
Wait Time: ~12 days (research gaps + procrastination + forgotten follow-up)
Lead Time: ~13 days
Flow Efficiency: 80min / 13 days = ~0.7%
World-class: >40% Good: 20-40% Typical: 5-15% CURRENT: 0.7%
════════════════════════════════════════════════════════════
Bottlenecks
| Rank | Step | Wait | Root Cause | Agent Fix |
|---|---|---|---|---|
| 1 | Follow-up | 5-14 days | No system, relies on memory | Sequencer auto-schedules, CRM tasks with dates |
| 2 | Find prospect | 2-3 days | Manual search, gets deprioritised | Prospect Research Service: company → profile in 60s |
| 3 | Send + log | 1-2 days | Procrastination, no urgency signal | Compose + schedule in one step, auto-log to CRM |
| 4 | Assess fit | 2 days | Gut feeling, no model | Lead Scoring: ranked list with reasoning |
| 5 | Write message | 1 hour | Blank page problem, no personalization data | Outreach Composer: draft from research + SPCL gate |
Seven Wastes
| Waste | Current | With Agent |
|---|---|---|
| Waiting | 12 days of gaps between steps | Sequencer eliminates inter-step delays |
| Rework | Same bad message sent to everyone | SPCL gate catches quality < 3.5 before send |
| Motion | Context switching between LinkedIn, email, CRM | One workflow: Research → Score → Compose → Sequence |
| Overproduction | Messaging cold prospects equally | Routing: Hot/Warm/Cold get different treatments |
| Over-processing | Manual logging of every touchpoint | Auto-log on send, webhook on open/reply |
Target State
Agent-assisted flow:
Cycle Time: ~15 min (research 5min + review 5min + approve 5min)
Wait Time: ~1 day (human review queue)
Lead Time: ~1.5 days
Flow Efficiency: 15min / 1.5 days ≈ 7% → 10x improvement
At scale (agent handles full queue):
Flow Efficiency target: 20-40%
Gate
Before moving to Dependency Map:
- All 5 steps documented with cycle time — YES
- Wait time measured between each step — YES (0 to 14 days)
- Flow efficiency calculated — YES (0.7% current, 7% target)
- Bottlenecks identified and ranked — YES (5 ranked)
- Waste types categorized — YES (5 of 7 present)
- Improvement opportunities prioritized — YES (agent fixes mapped to each bottleneck)
Context
- Outcome Map — Previous: what does success look like
- Dependency Map — Next: what must happen first
- Value Stream Map Template — The empty pattern