Closed-lost
Where lost ARR actually concentrates: which reasons cost the most, in which cohorts and at which deal sizes — down to the individual records.
39 lost · $3.66M
$3.66M
ARR lost in this cohort, across every reason below
Lost ARR by reason
- Product gap$1.07M
- Competitor$1.04M
- Pricing$932K
- No decision$424K
- Compliance gap$125K
- Timing$69K
vs prior 25w
no prior 25-week period in the dataset — the window starts at the first week on record
39 lost deals · 76.6% of closed ARR lost
ARR-weighted reason matrix
Loss category × segment. Click a cell to inspect its deals. Totals reconcile to $3.66M.
| Reason | Enterprise | Mid Market | Growth | Row total |
|---|---|---|---|---|
| Product gap | $1.07M5 | |||
| Competitor | $1.04M6 | |||
| Pricing | $932K15 | |||
| No decision | $424K10 | |||
| Compliance gap | $125K1 | |||
| Timing | $69K2 | |||
| Column total | $2.19M | $857K | $615K | $3.66M |
Reason detail breakdown
Fixed detail labels inside each category, ranked by lost ARR.
- CompetitorBundled with platform$796K4
- CompetitorLost on services$229K1
- CompetitorIncumbent renewal$17K1
- Compliance gapAudit log retention$125K1
- No decisionPriority displaced$223K5
- No decisionWent dark$117K3
- No decisionChampion left$47K1
- No decisionNo exec sponsor$37K1
- PricingBudget cut$609K9
- PricingCredit model too rich$244K5
- PricingDiscount not approved$79K1
- Product gapAPI rate ceiling$548K2
- Product gapOn-prem requirement$274K1
- Product gapSSO/SCIM depth$188K1
- Product gapReporting depth$59K1
- TimingMigration deferred$53K1
- TimingFiscal year freeze$16K1
Loss mix over time
Lost ARR per 4-week bucket, stacked by category.
- No decision
- Pricing
- Product gap
- Timing
- Competitor
- Compliance gap