Root Causes
First principles behind lost deals, prioritised by deals and ACV, with roadmap coverage and investment cases.
| Root cause | Deals | Lost ACV | Weighted ACV | Coverage | Roadmap | Investment | Cost / Uplift | Payback |
|---|---|---|---|---|---|---|---|---|
Generic AI messaging loses enterprise replies no_change | 8 | $1.2M | $1.2M | Full | On roadmap Target 2026-Q4 | Proposed 0 of 1 plans active | $369K / $691.9K | 8 mo |
Seat price 30% above market for 500+ developers reprioritize | 3 | $893K | $893K | Partial | Not on roadmap | In progress 1 of 1 plans active | $86K / $430.7K | 3 mo |
Per-resolution pricing misaligned with high-volume SMB reprioritize | 5 | $764K | $764K | Partial | Not on roadmap | Proposed 0 of 1 plans active | $318K / $420.7K | 11 mo |
No agentic multi-file edits reprioritize | 4 | $670K | $670K | Partial | On roadmap Target 2027-Q1 | Proposed 0 of 1 plans active | $338K / $297K | 14 mo |
No SOC 2 Type II and EU data residency gaps no_change, reprioritize | 4 | $650K | $650K | Full | On roadmap Target 2026-Q4 | Approved 1 of 1 plans active | $293K / $251.7K | 12 mo |
Agents fail silently without human-in-the-loop approvals no_change | 6 | $580K | $580K | Full | On roadmap Target 2026-Q4 | In progress 1 of 1 plans active | $126K / $339.7K | 6 mo |
No voice channel in the autonomous agent reprioritize | 3 | $579K | $579K | Partial | On roadmap Target 2027-Q1 | Approved 1 of 1 plans active | $362K / $314.9K | 17 mo |
Token pricing uncompetitive above 50M tokens/month reprioritize | 1 | $489K | $489K | Partial | Not on roadmap | Proposed 0 of 1 plans active | $317K / $239.9K | 17 mo |
Opaque pricing above starter tier reprioritize | 9 | $442K | $442K | Partial | Not on roadmap | In progress 1 of 1 plans active | $223K / $217K | 14 mo |
Model quality lags on long-context reasoning no_change | 3 | $435K | $435K | Full | On roadmap Target 2026-Q4 | In progress 1 of 1 plans active | $249K / $252.5K | 15 mo |
Shallow Salesforce Service Cloud integration no_change | 6 | $431K | $431K | Full | On roadmap Target 2026-Q4 | In progress 1 of 1 plans active | $368K / $230.7K | 23 mo |
Perceived vendor risk as a 2023 startup reprioritize | 2 | $382K | $382K | Partial | On roadmap Target 2027-Q1 | Proposed 0 of 1 plans active | $206K / $141.5K | 14 mo |
Missing native connectors for Snowflake and Databricks add | 2 | $163K | $163K | No coverage | Not on roadmap | Proposed 0 of 1 plans active | $117K / $89.8K | 19 mo |
Suggestion latency above 800ms on large monorepos no_change | 2 | $119K | $119K | Full | On roadmap Target 2026-Q4 | Approved 1 of 1 plans active | $118K / $64.4K | 26 mo |
Pilot playbook fails on multi-step technical tickets no_change | 1 | $89K | $89K | Full | On roadmap No target quarter | Proposed 0 of 1 plans active | $197K / $43.8K | 59 mo |
No SOC 2 Type II certification no_change | 1 | $77K | $77K | Full | On roadmap Target 2026-Q4 | Approved 1 of 1 plans active | $219K / $36.4K | 76 mo |
Thin implementation services for ERP rollouts reprioritize | 1 | $65K | $65K | Partial | Not on roadmap | Proposed 0 of 1 plans active | $309K / $29.4K | 120 mo |
Incumbent relationship with Outreachly in enterprise reprioritize | 2 | $61K | $61K | Partial | On roadmap Target 2027-Q2 | Proposed 0 of 1 plans active | $233K / $30K | 102 mo |
Few public enterprise references in finance add | 1 | $39K | $39K | No coverage | Not on roadmap | Proposed 0 of 1 plans active | $348K / $16K | 120 mo |
GDPR-compliant outreach missing for EU prospects reprioritize | 0 | $0 | $0 | Partial | On roadmap Target 2027-Q1 | Approved 1 of 1 plans active | $274K / $0 | 120 mo |