The network gap is the distance between the warm paths a team actually has and the ones it can see. Across everyone’s combined relationships, a route to almost any buyer usually exists. The gap is that those paths sit scattered in separate networks, invisible in the CRM and impossible to surface by scrolling one person’s connections.
Each person can only see their own first-degree connections, and even those are hard to recall on demand. Nobody can track who their colleagues know, let alone who those people could introduce them to. The CRM records deals, not relationships, so the second-degree ties where most warm paths live never get captured anywhere.
The result is teams going cold into accounts they already had a warm route into, simply because no one could see it.
Closing the gap means pooling the team’s relationships and applying relationship intelligence to surface the real ties, then using pathfinding to route from any target back to a connector. For the deeper argument, see why sales teams miss their own warm paths.
Via closes the network gap by bringing your team’s relationships together and surfacing the real ones. Warm paths that used to sit invisible across separate networks become searchable, so you stop going cold into accounts you could reach warm.