Segment value · The acquisition cost · Element
The loss cost
The cost of the opportunities that did not close.
The part
What it is
Every won customer is paid for partly by the effort spent on the ones that were lost, and a segment with a low win rate is expensive for that reason alone.
This is the component most often missing and the one that most changes the ranking.
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.