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...
Executive summary Enterprise deals rarely fail in the negotiation. Instead, they are mis-shaped months earlier, in the unstructured phase where complex solutions are designed. The damage hides in the Missing Mile, the ungoverned gap between what sales quoted and what...
Finance should never discover the margin. It should design it. The number you defend to the board was decided weeks earlier, in a quote nobody in finance reviewed, by someone whose job that day was to land a signature. By the time it reaches you, the only task left is...
By Daniel Kube, Chief Executive Officer, servicePath™ Field notes on revenue lifecycle management from the Gartner Finance Symposium/Xpo™ 2026, and what they mean for any CFO turning AI ambition into recognized profit. Quick answer: The Missing Mile is the...
