JSU / Engines / Bottleneck Index
The JSU Bottleneck Index 2026.
What slow follow-up and misread buyers cost B2B companies, priced per industry. One table, fifteen industries, built from deal-pattern work running since 2009. Values are representative; a briefing runs the math on your real numbers.
Speed is the killer
A deal starts cooling the second it surfaces.
The moment a buying signal fires, the deal is at its most winnable, and it never gets more winnable than that. Whoever answers first takes most of it. Pick an industry and drag your response time: the red bar is what the wait costs you, per deal and per year.
Answer 4h 24m after the signal and you capture 25% of a $96,000 deal. The engine answers in five minutes and captures 97%. That gap is $77,627 a deal, across 12 winnable deals a year. Drag the marker to feel it.
The table
Ranked by what it costs you.
Annual cost = average deal × winnable deals lost per quarter × 4. Tap a column to sort; tap an industry for its engine.
| Cools in | |||
|---|---|---|---|
| Logistics & Freight | $96,000 | 8 hours | $1,152,000 |
| Commercial Construction | $240,000 | 3 business days | $960,000 |
| Tech Companies | $95,000 | 24 hours | $760,000 |
| Manufacturing | $85,000 | 2 business days | $680,000 |
| SaaS | $36,000 | 6 hours | $576,000 |
| Telecom & Connectivity | $72,000 | 1 business day | $576,000 |
| Remodelers & Design-Build | $65,000 | 6 hours | $520,000 |
| MSPs | $42,000 | 22 hours | $504,000 |
| Industrial Services | $60,000 | 24 hours | $480,000 |
| Payments | $30,000 | 8 hours | $480,000 |
| Commercial HVAC | $38,000 | 4 hours | $456,000 |
| Staffing & Recruiting | $28,000 | 4 hours | $448,000 |
| Wholesale Distribution | $54,000 | 1 business day | $432,000 |
| CRE Brokerages | $96,000 | about a week | $384,000 |
| Professional Services | $48,000 | 2 business days | $384,000 |
Published June 2026 · representative values, refreshed quarterly.
How to read the Index
The annual bottleneck is the compound cost of two failures: speed (inquiries cooling past the window before a credible response) and aim (pages and messages that read every buyer identically).
Why the windows differ
Staffing cools in hours because reqs get filled by whoever answers the same day. Construction holds for days because bid cycles are long, but the list closes early, so the real window is shortlist formation, not response time. The engine is built per industry because the clock is set per industry.
Run your number
What the clock costs you, specifically.
Two inputs. The same math as the JSU Bottleneck Index: average deal, times winnable deals lost per quarter, times four.
The engine runs at roughly 8% of that, the first year. The other 92% is what you stop leaking.
Price my engineTake it with you
The whole Index, in one file.
All fifteen industries, every average deal, window, and annual leak, ranked. Send it to your team or run your own numbers against it.
15 industries · $8,792,000 mapped · updated June 2026
The briefing
See your bottleneck before we ever talk.
We read your site, name the bottleneck costing you most, and show the revenue math. The briefing is the proof.