The competitor set · The share of losses · Element
The pattern
What recurs across losses.
The part
What it is
Losses concentrated in one segment, against one competitor, or at one stage are three different findings with three different responses.
A pattern visible across a quarter is worth acting on; a single loss is a story.
The smallest level
The attributes it carries
Each attribute is one of the framework’s shared types. What a date is, and how it is written, is defined once for the whole model — the note here says what it means in this particular place.
The other elements in the share of losses
The outcome
What happened to each lost opportunity.
LearnThe stated reason
Why the buyer says they chose otherwise.
Learn