Total Lost Opportunities
34
Q4 2024
Lost Revenue
$1.2M
↑ 15% vs Q3
Top Loss Reason
Price
38% of losses
Win Rate Impact
-8.3%
Compared to target
Price & Budget
17
Price too high
9
$387K
Budget cuts/freeze
5
$198K
ROI not justified
3
$123K
Competition
8
Better feature set
4
$167K
Existing relationship
2
$89K
Incumbent advantage
2
$78K
Process & Timing
6
Timeline mismatch
3
$145K
Decision delayed
2
$98K
Procurement issues
1
$34K
Technical & Fit
3
Integration complexity
2
$67K
Missing features
1
$45K
Quarterly Trend Analysis
Last 4 quarters34
Q4 Losses
+6 vs Q3
$1.2M
Lost Revenue
+15% vs Q3
$35K
Avg Loss Value
+8% vs Q3
62%
Win Rate
-8.3% vs target
18.5
Avg Days to Loss
Similar to Q3
87%
Reason Capture Rate
+12% vs Q3
Recommended Actions
Pricing Strategy Review
38% of losses due to price. Review competitive pricing and value proposition messaging with sales team.
Competitive Intelligence Update
24% losses to competition. Update battle cards and competitive positioning for top 3 competitors.
Sales Process Optimization
Timeline issues causing 18% of losses. Review and optimize sales cycle length and qualification criteria.
ROI Calculator Enhancement
Budget justification issues. Develop better ROI tools and business case templates.
Technical Integration Support
Integration complexity concerns. Enhance technical pre-sales support and documentation.
| Opportunity | Company | Lost Value | Loss Stage | Primary Reason | Secondary Factors | Rep | Date Lost |
|---|---|---|---|---|---|---|---|
| Enterprise Software License | TechCorp Global | $245K | Negotiation | Price too high | Budget constraints | Sarah Chen | Dec 15, 2024 |
| Cloud Migration Services | Regional Healthcare | $178K | Proposal | Competition - better features | Existing relationship | Mike Johnson | Dec 8, 2024 |
| Network Infrastructure | Manufacturing Inc | $156K | Qualified | Timeline mismatch | Budget freeze | Lisa Rodriguez | Nov 28, 2024 |
| Security Assessment | Financial Services Co | $134K | Negotiation | Incumbent advantage | Procurement issues | David Kim | Dec 22, 2024 |
| Managed Print Services | Legal Partnership | $89K | Proposal | Integration complexity | Technical concerns | Tom Wilson | Dec 5, 2024 |
| Data Recovery Solution | Insurance Group | $98K | Qualified | Decision delayed | Internal changes | Jennifer Adams | Nov 15, 2024 |