Where revenue quietly leaks
Revenue leaks rarely show up in the P&L as a line item. They show up as churn nobody explained, discounts nobody tracked, expansions that never happened, and renewals forecast off a field that hadn't been updated in ninety days. Here's the checklist we walk inside a Diagnostic.
Pipeline (six leaks)
- Inbound leads that go 48+ hours without follow-up.
- Qualified conversations with no owner assigned in the CRM.
- Proposals sent without a follow-up cadence attached.
- Pricing exceptions granted with no record of precedent.
- "Nurture" as the CRM status where deals go to die.
- Deals with a close date more than 30 days in the past.
Onboarding (five leaks)
- Signed clients waiting more than a week for kickoff.
- Onboarding steps duplicated across two or more tools.
- No first-value milestone defined for the first 30 days.
- Success criteria never written down or agreed to.
- Handoff from sales to delivery with no shared context doc.
Retention & renewal (six leaks)
- Renewals with no owner in the 90 days before expiry.
- Product usage not visible to the people responsible for retention.
- QBRs happening only when the customer asks for one.
- Expansion signals (new use case, new team) not routed to anyone.
- Support tickets not tagged for renewal risk.
- Renewal price increases decided without a value story attached.
Delivery and pricing leaks round out the twenty-two. If more than eight of these apply, revenue is leaking faster than any single AI use case can plug it — the ordering matters.