Sales coverage vs payroll cost
A commercial team wants broader pipeline coverage, but extra headcount raises fixed cost and pressure on margin.
ITB (IF → THEN → BUT) is a TRIZ-based tool to expose technical contradictions. Clarity is the first step toward non-compromise solutions.
Structured problem solving starts with visualizing the tension. If we make a change (IF), we gain a benefit (THEN), but we worsen something else (BUT).
Condensed Statement
If we hire more sales staff, then we reach more prospects and increase pipeline coverage, but we raise payroll cost and reduce margin flexibility.
Example: if we add automated review gates, then deployment quality improves, but individual feature lead time increases. The goal is high quality without sacrificing speed.
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hire more sales staff
we reach more prospects and increase pipeline coverage
we raise payroll cost and reduce margin flexibility
If we do not hire more sales staff, then we avoid we raise payroll cost and reduce margin flexibility, but we lose we reach more prospects and increase pipeline coverage.
A commercial team wants broader pipeline coverage, but extra headcount raises fixed cost and pressure on margin.
A delivery team wants fewer mistakes, but each extra approval step slows release flow and increases wait time.
An operations function wants tighter control, but more intensive inspection reduces throughput and creates bottlenecks.