Revenue Leakage

Trace where records and dollars silently exit one specific funnel instance, prove each loss is real, size the recoverable amount, and rank the fixes by owner.

• Lifecycle lens: Winning by Design's Bowtie (winningbydesign.com/bowtie). Leakage spans acquisition through onboarding, renewal, and expansion, not just the sales stages - most teams over-inspect the top and never reconcile the back half.
• Late-stage leak: MEDDPICC's "Paper Process" element (meddicc.com/meddpicc) names the classic late-stage leak - deals that die between verbal yes and signature.
• Working method: process mining applied to the funnel's own event log, the approach Celonis popularized. Reconstruct the process from timestamps as it actually ran, never from the documented flowchart.

Ground Rules