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Exit interviews attribute 14 losses to budget elimination (the customer retained no replacement vendor), 11 to consolidation onto a suite vendor, 9 to price, and 7 to product gaps — of which 5 named the absence of field-level audit history, which ships in the September release. The save desk retained 26 of 67 at-risk accounts (39% save rate, versus 31% last quarter) at a median concession of 12% for a median term extension of 14 months. Concession-adjusted, saved ARR carried a 96% net present value relative to list renewal, which supports continuing the program at current authority levels.", "runs": [ { "text": "We churned 41 logos representing $3.9M ARR. Exit interviews attribute 14 losses to budget elimination (the customer retained no replacement vendor), 11 to consolidation onto a suite vendor, 9 to price, and 7 to product gaps — of which 5 named the absence of field-level audit history, which ships in the September release. The save desk retained 26 of 67 at-risk accounts (39% save rate, versus 31% last quarter) at a median concession of 12% for a median term extension of 14 months. 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The difference is almost entirely seat expansion in accounts that adopted the API integration pack during onboarding — reinforcing the onboarding-scope changes rolled out in April.", "runs": [ { "text": "Cohort behavior remains encouraging: the FY2024 cohort shows 121% cumulative net retention at month 24, against 109% for the FY2022 cohort at the same age. 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Coverage quality improved as well: 58% of pipeline is in stage 3 or later, versus 49% a quarter ago. The concentration caveat is that the top five opportunities represent $6.8M (22%) of total pipeline; slippage of even two of these would take coverage below 3.0x.", "runs": [ { "text": "Q3 opens with $31.4M of qualified pipeline against a $9.1M net-new bookings target — 3.5x coverage, up from 3.1x entering Q2. Coverage quality improved as well: 58% of pipeline is in stage 3 or later, versus 49% a quarter ago. 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