The champion who left didn’t take a copy of the business case

Most renewals lost to "budget" were actually lost the day one person changed jobs, and the warning signs were visible months earlier.

By Steve 5 min read
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A renewal goes cold. The reason recorded is budget pressure, or a change of priorities, or a review of all discretionary spend. Sometimes that is true. More often, something narrower happened: the person who understood why you were bought no longer works there, and nothing they knew was written down anywhere their successor would find it. This is a distinct failure from value erosion. In value erosion, the customer still needs what you do and has concluded you deliver less of it than the price implies. In champion turnover, the…

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