Field notes: the CFO who could do math
By M. Patel, Chief Uncertainty Officer
A Fortune 500 customer, name redacted, deployed our Q-CRM platform across all 14 of its sales regions in Q2. Initial results were promising: every deal in the pipeline was simultaneously closed-won and closed-lost, and the executive dashboard had the pleasant indeterminate glow that we have come to associate with strong adoption.
Then, in week six, the company hired a new CFO. The new CFO, against our explicit guidance, performed arithmetic on the pipeline. The wavefunction collapsed. Several thousand deals resolved instantaneously into the 'closed-lost' state.
The customer churned. We learned a great deal. Going forward, all Q-CRM contracts will require a CFO compatibility assessment, in which our solutions team confirms that the CFO does not, by temperament or training, perform direct mathematical operations on revenue.
Disclaimer
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