Why is it common for companies to think of themselves in terms of a funnel?

  • Because flywheels were only recently invented, but funnels have been around for much longer.
  • Because funnels are powered by gravity, just as businesses are anchored by revenue.
  • Because companies that don’t use the inbound methodology are inherently funnel-shaped.
  • Because many business charts show conversion rates, and those charts are often shaped like a funnel.