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Master the four-phase journey: Lead Scouting → Leads → Deals → Accounts.
By Sebastian StreiffertPublished Jan 10, 2026Updated May 29, 202610 min read
Lumenbase structures your entire customer journey into four distinct phases - Lead Scouting, Lead Development, Deals, and Accounts. This isn't just pipeline visualization; it's a complete framework for managing relationships from first discovery through long-term account growth.
Each phase has its own dedicated workspace, customizable stages, and metrics. The result? You always know exactly where every prospect and customer stands, and what action to take next.
Think of these as distinct zones in your sales operation, each with different goals and tools:
Lead Scouting is where prospects enter before you've invested any outreach effort (via your outreach platform). The goal is qualification - separating high-potential targets from the noise.
| Metric | What It Tells You | Healthy Range |
|---|---|---|
| Scouting Volume | Contacts available for qualification | Depends on team capacity |
| Average LumenScore | Overall lead quality in pipeline | > 50 indicates strong fit |
| Qualification Rate | % promoted to Lead Development | 15–30% |
| Days in Scouting | Time before decision made | < 14 days |
Leads (the Development phase) is where qualified prospects receive active outreach (using your favorite outreach platform). This isn't just a holding pen - it's a structured nurturing workflow with customizable stages.
Configure your own lead stages in Company Settings → Configure Lead Stages. Default stages include:
| Stage | Purpose | Typical Actions |
|---|---|---|
| New | Just promoted from scouting | Initial research, first outreach (via your outreach platform) |
| Contacted | First touch sent | Follow-up sequences, track opens/clicks |
| Engaged | Replied or showed interest | Discovery calls, needs assessment |
| Qualified | Ready for deal creation | Proposal scoping, stakeholder mapping |
Drag cards on the Kanban board, or update stage directly from the contact record. LumenScore updates automatically based on engagement signals - opens, replies, meetings booked.
When a lead becomes a real opportunity - budget confirmed, decision-maker engaged, timeline established - create a Deal. This is your active pipeline with revenue tracking and forecasting.
Configure pipeline stages in Company Settings → Configure Pipelines. Each stage can have a default probability for forecasting:
| Stage | Exit Criteria | Default Probability |
|---|---|---|
| Discovery | Needs confirmed, stakeholders identified | 20% |
| Proposal | Solution presented and discussed | 40% |
| Negotiation | Terms under active discussion | 70% |
| Closed Won | Contract signed | 100% |
| Closed Lost | Opportunity ended | 0% |
Winning a deal marks the company as an Account. The record keeps its history; it includes account management features for retention and expansion.
Categorize accounts using Company Bands. The default setup reflects strategic importance, but workspaces can rename and repurpose bands for lifecycle stages, product lines, or any other model. Configure them in Company Settings → Configure Fields → Company Band (cog icon). See the Company Bands article for full details.
| Band | Default use | Treatment |
|---|---|---|
| Normal | Prospects and standard companies | Regular check-ins, support access |
| Account | Customers with won deals | Quarterly reviews, dedicated CSM |
| Key Account | Highest-value relationships | Executive sponsorship, custom SLAs |
Understanding when to move prospects between phases keeps your funnel accurate and actionable:
When you decide a lead is ready for a sales conversation, you convert it to a Deal. This is a manual action: click Convert to Deal on any lead card or from the company detail page. The conversion dialog lets you pick a pipeline, stage, deal amount, and which contacts to carry over. By default the company is removed from the Leads board, but you can choose to keep it there.
Typical signals that a lead is ready:
When a deal is marked Won and it is the company's first won deal, Lumenbase automatically changes the company's band: by default to "Account". This is what makes the company appear on the Accounts page.
You can configure which band is assigned on first won deal, and which bands you have available, in Company Settings → Configure Fields → Company Band (cog icon). You can also choose None to disable auto-assignment entirely. See the Company Bands article for full details.
Access each phase from the sidebar:
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