AI made your quotes faster. Gartner’s 2026 data says speed was the wrong half of the problem. Nineteen working weeks remain to fix the right half. Executive summary We bought speed. The constraint was discount authority. And that gap is going into next year’s audit...
In complex B2B deals, a fast first quote can be a vanity metric that quietly kills your margins. The real bleed happens in the revision loop: the messy, unmeasured middle mile where deals leak margin, consume scarce specialist hours, and stall in internal queues....
Quick answer. Net revenue retention can rise while gross profit falls, because NRR measures retained and expanded revenue, not the cost of delivering it. When a contract grows on a price never tied to current cost-to-serve, usage scales revenue and margin erosion...
