Why GTM pivots fail: Boards fixate on pipeline and conversion while missing the real risk

Day 1: the forecast evaporates. Day 30: pipeline hygiene degrades. Day 60: key accounts

At $8M you spend 25 hours/week on revenue. The benchmark says 15. The gap is

Logo retention: 88%. NRR: 108%. Expansion: 14%. But blended numbers hide segment divergence and a

A $15K deal closes in 38 days. A $75K deal takes 128. Your ‘average cycle’

Median realisation: 84% of list. Top quartile: 93%. At $15M ARR, 84% = $2.4M annual

Raw coverage: 3.4x. Weighted: 1.8x. The gap is 1.6x of phantom pipeline. Apply these stage

Every benchmark you use is probably wrong — sourced from reports mixing $2M startups with

Capital deployed. Headcount doubled. Revenue grew 18%. The plan said 65%. Here are the 6

The $8M–$15M stall is not a sales problem. It is 5 structural constraints nobody is

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