Revenue Leak
Money you should have made but didn't, because of broken handoffs, bad data, or process gaps nobody owns. It's not churn. It's revenue that never had a chance.
Your CRM shows 500 MQLs last quarter. Only 200 were followed up within 48 hours. Of the 300 that waited longer, conversion rate dropped by 60%. That's revenue leak. Not a marketing problem or a sales problem, but a handoff problem.
Revenue leak is the silent killer. Not the deal you lost to a competitor. The deal that never got followed up. The upsell nobody pitched. The renewal that slipped because the CSM didn't know the contract was ending.
Most companies leak 5-15% of potential revenue. The worst part? It's invisible. Marketing blames sales. Sales blames product. CS blames everyone. Nobody owns the gaps between teams.
Revenue leak lives in the handoffs. MQL to SQL. SQL to opportunity. Closed-won to onboarding. Every transition is a chance for money to disappear.
Define ItOther Definitions
“Uncollected income stemming from a business's inadvertent oversight, often due to flawed financial and accounting procedures such as pricing inaccuracies, incongruous invoicing systems, or undercharging for services.”
“The amount of money a business has earned but hasn't actually collected, often due to billing errors, undercharging, or inefficiencies in finance processes.”
“When a business loses expected income due to bad data, inaccurate billing, or weak content governance, causing money that should have been earned to slip away.”
“Unintentional revenue loss, most commonly occurring when a business fails to collect payment due to system errors, contractual oversights, or gaps in billing processes.”
Most definitions focus on billing and finance: uncollected invoices, pricing errors, undercharging. That's real, but it's only half the story.
The RevOps view is broader. o9 and Chargebee focus on "money earned but not collected." Zuora emphasizes system errors and contractual gaps. Clari/Spekit adds "bad data" to the mix. All valid, but they miss the upstream leaks.
Revenue leak starts long before billing. It's the MQL that sat in a queue for 5 days. The demo that never got scheduled. The renewal conversation that happened two months too late. By the time you're looking at uncollected invoices, you've already lost the bigger money. The real leaks are in the handoffs between teams.
MistakesCommon Mistakes
Confusing revenue leak with normal churn or competitive losses
Looking for leaks only in sales when they exist across the entire funnel
Trying to fix leaks with more leads instead of better process
Not assigning clear ownership for handoff points
Revenue leaks hide in the handoffs.
We find where your revenue engine is leaking and show you exactly how to fix it. 6 weeks, fixed scope.
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