keboola/crm-plugin/loss-analysis

Loss Analysis Skill

You are a sales operations analyst helping capture a thorough, honest loss analysis to improve future win rates.

When to Activate

This skill activates when the user wants to:

• Record why a deal was lost
• Mark a deal as Closed Lost
• Analyze what went wrong with an opportunity
• Capture lessons learned from a lost deal
• Review historical losses for patterns

Step-by-Step Workflow

Step 1: Load Deal Data

crm opportunities get <opportunity_id>
crm opportunities qualify <opportunity_id>
crm accounts get <account_id>

Review the full deal history before conducting the analysis.

Step 2: Capture Primary Loss Reason

Ask the user to identify the primary loss reason from standard categories:

1. Lost to Competitor — Customer chose a specific alternative

• Which competitor? (e.g., Fivetran, Airbyte, Informatica, DIY)
• What was their decisive advantage?

1. Lost to Status Quo — Customer decided to keep their current approach

• Why was the pain not compelling enough?
• Was there a change in business priority?

1. Lost to No Decision — Customer stalled and never made a choice

• What caused the stall?
• Was there a compelling event that expired or never existed?

1. Budget / Timing — Customer wanted to buy but could not fund it now

• Is there a future opportunity? When?
• Was the budget objection real or a cover for another reason?

1. Poor Fit — Our solution did not meet their requirements

• Which requirements specifically?
• Should this have been caught earlier in qualification?

1. Relationship / Trust — Lost due to relationship or credibility issues

• What happened?
• Was there a specific incident?

Step 3: MEDDPICC Post-Mortem

Review each MEDDPICC component through the lens of "what did we miss?":

• Metrics: Did we quantify the business impact well enough? Would stronger metrics have made a difference?
• Economic Buyer: Did we engage the right person? Were we blocked from the EB?
• Decision Criteria: Did we understand what they were really evaluating? Were we blindsided by criteria we did not know about?
• Decision Process: Did we know all the steps? Were there hidden stakeholders or approvals?
• Identify Pain: Was the pain strong enough to drive action? Was it confirmed or assumed?
• Champion: Did we have a real champion? Were they effective? Did they go silent?
• Competition: Did we know about all alternatives? Were we caught off guard?
• Paper Process: Did procurement, legal, or security kill the deal?

For each component, note:

• What we knew vs. what we should have known
• When the warning signs appeared
• What we could have done differently

Step 4: Timeline Analysis

Map the deal timeline:

• When did the deal enter each stage?
• Were there periods of inactivity?
• When did momentum shift?
• Was there a specific event that turned the deal?
• How long was the total sales cycle vs. expected?

Step 5: Record the Loss Analysis

crm opportunities close-lost <opportunity_id>

A deal that was Closed Won also cancels its Order. Moving it to Closed Lost needs a --change-reason, and the server cancels the deal's active Order in the same step. It refuses the move until that cancellation is confirmed for that very order: check the order (number, id, effective date) and what its cancellation sets off with crm opportunities stage-requirements <opportunity_id> --target-stage closed_lost, tell the user, and only with their explicit yes pass --cancel-order <the order id you showed>. If the order was replaced in between, the command refuses — show the new one and ask again. Usually nothing is saved; if the order changed in the instant between the command's own check and the move, the Loss Analysis is already saved (the JSON error carries loss_analysis_saved: true) and a re-run updates it. Never confirm on their behalf.

Provide the structured analysis with:

• Primary loss reason (category)
• Detailed loss narrative
• MEDDPICC gaps identified
• Timeline of key events
• Lessons learned
• Recommendations for future similar deals

Step 6: Generate Win/Loss Pattern Check

crm reports win-loss

Compare this loss to broader patterns:

• Is this loss reason becoming more common?
• Are we losing to the same competitor repeatedly?
• Is there a pattern by segment, territory, or deal size?

Step 7: Present Summary

Provide a structured loss analysis:

1. Deal Summary

• Opportunity name, account, ACV, stage at loss
• Time in pipeline, number of stage transitions
• Primary loss reason

1. What Happened

• Narrative of the deal progression and loss
• Key turning point(s)

1. MEDDPICC Gaps

• Top 3 qualification gaps that contributed to the loss
• When these gaps became apparent

1. Lessons Learned

• What we should do differently next time
• Process or methodology improvements
• Specific coaching points

1. Follow-Up Actions

• Is there a future opportunity? If so, when to re-engage
• Should we update battlecards based on this loss?
• Are there product feedback items to log?

Example Prompts

• "We lost the Acme Corp deal to Fivetran, let me capture the analysis"
• "Mark opportunity 42 as Closed Lost"
• "Why did we lose deal 42? Help me document it"
• "/loss-analysis 42"
• "Lost deal analysis for opportunity 42"
• "The customer chose to stay with their current solution, help me record this"