It was supposed to close on March 15; instead the manufacturing giant ghosted us for 127 days and walked away without signing a single page.
Victim: 480 k ARR, 6-step funnel, champion-only org chart. Coroner: Emre Yildirim, Head of RevOps.
Data Wound Security & Compliance field blank for 23 days—procurement gate stayed locked until we couriered a fresh SOC-2. Forecast accuracy nosedived 18 pts.
Process Bruise No economic buyer surfaced until 48 h before the original close; contract landed on the desk of a new corporate counsel who wanted unlimited liability.
Tech Laceration CPQ spat out a 12-month ramp that collided with the MSA’s 36-month minimum—four redline cycles burned 29 calendar days we didn’t have.
Cause-of-Death Cert Missing compliance pack + contract misalignment → legal stalemate → buyer retreated to status quo.
RevOps Prescription Snag the 9-point “Legal-Ready Checklist” so your next opp enters contract stage pre-armed: https://bit.ly/atlaschecklist
