Win/Loss Analysis - Q1
Q1 win/loss review finds reliability perception and missing competitive collateral behind losses.
The team reviewed 34 Q1 closed-lost opportunities totaling around $2.1M in ACV. SentinelShield was the most frequent named competitor, and several late-stage losses were tied to the March Detect outage. VaultEdge is undercutting Protect deals on backup pricing and recovery time claims. The team agreed to draft an outage one-pager and a VaultEdge competitive brief by end of next week, and Raj will raise loss note quality with the VP of Sales.
How the call went
No external-side turns; call was internal among vendor employees.
Opening
0Close
0No turn-level sentiment was scored for this call, so only the opening, close, and overall figures above are available.
How the conversation ran?Talk share is measured from speech time in the captured portion of the transcript.
- Questions we asked
- 12
- Questions they asked
- 0
- Turns
- 40
- Longest silence
- 2s
Who was on the call
Customer
- Internal call
What happened9
The moments the model picked out, grouped by kind. Each opens onto the turns behind it.
Issue raised4?A problem was brought up on the call.
Kevin presents Q1 win/loss data: 34 closed-lost opportunities, around $2.1M combined ACV, 22 with a named competitor, and SentinelShield most frequent.
Maria flags the lack of a sales leave-behind about the March incident; Brian confirms no packaged collateral exists.
VaultEdge is winning Protect deals on aggressive backup pricing and sub-15-minute RTO claims that the team cannot currently counter.
Kevin notes loss note quality is inconsistent, making it hard to identify true loss patterns.
Commitment2?Someone committed to doing something.
Kevin agrees to draft a one-pager on the Detect outage resolution with product.
Raj will raise making loss notes a required field with the VP of Sales.
Decision1?A decision was reached.
Brian volunteers for the VaultEdge competitive brief; the team sets end of next week as the draft deadline for both documents.
Risk1?A risk to the account, project, or system was surfaced.
Late-stage losses are linked to reliability concerns from the March Detect outage, including one prospect citing six hours without threat visibility.
Expansion signal1?Interest in buying more, or in a broader rollout.
Comply v2 is a bright spot; Maria reports prospects getting excited by on-demand SOC 2 and HIPAA reporting in demos.
What was promised4
| Commitment | Owner | Due | Action type | ||
|---|---|---|---|---|---|
| Draft a one-pager on the Detect outage resolution for sales conversations. | Kevin O'BrienAegisCloud | 1 May 2026said “end of next week” | document or write up?Write, draft, compile, update, or finalize a document, report, runbook, case note, plan, or summary, including creating shared docs and drafting communications. | ||
| Draft a competitive brief on VaultEdge for Protect deals. | Brian ChoAegisCloud | 1 May 2026said “end of next week” | document or write up?Write, draft, compile, update, or finalize a document, report, runbook, case note, plan, or summary, including creating shared docs and drafting communications. | ||
| Talk to the VP of Sales about making loss notes a required field with a minimum character count. | Raj KapoorAegisCloud | No date given | process improvement?Update or introduce internal workflows, checklists, runbooks, gates, policies, or training to change how work is done and prevent recurrence, distinct from product/system changes and static documentation. | ||
| Tighten the engagement model for late-stage evaluations. | Maria SantosAegisCloud | No date given | process improvement?Update or introduce internal workflows, checklists, runbooks, gates, policies, or training to change how work is done and prevent recurrence, distinct from product/system changes and static documentation. |
Left unanswered2
Are VaultEdge's RTO claims accurate, and has anyone done a head-to-head benchmark?
AegisCloudCompetitionHow many Q1 losses were directly caused by the March outage versus normal timing?
AegisCloudOutage
Themes and issues4
What the call was about, and the specific issue recorded under each theme.
| Theme | As the model phrased it?The wording the model used before mapping it to the shared taxonomy. | Issue | |
|---|---|---|---|
| Competition?Calls about competitive positioning, win-loss analysis, deal strategy, and evaluating competitors or alternative vendors. | win-loss analysis | competitor loss reasons | |
| Reliability?Calls about overall system reliability, availability, resilience, capacity, and performance, excluding specific outages or incident response. | reliability | post-outage perception | |
| Competition?Calls about competitive positioning, win-loss analysis, deal strategy, and evaluating competitors or alternative vendors. | competitive intelligence | missing collateral | |
| Engineering Process?Calls about engineering process, sprints, estimation, tech debt, scope, timeline, and project management. | process | loss note quality |
Products mentioned
3 mentions
Competitors mentioned
3 mentions
SentinelShield
Currently usingthreat -2
SentinelShield shows up the most, 9 times.
VaultEdge
Currently usingthreat -2
They're undercutting us on backup pricing pretty aggressively.
CyberNova
Passing referencethreat -1
CyberNova was 4.
Numbers stated on this call10
Values are shown exactly as they were spoken.
| Claim | As spoken | Metric | Stated by | |
|---|---|---|---|---|
| closed-lost opportunities in Q1 | “34” | count | Kevin O'Brien | |
| combined ACV of closed-lost opportunities | “around 2.1 million” | money | Kevin O'Brien | |
| closed-lost opportunities with named competitor reason | “22” | count | Kevin O'Brien | |
| losses to SentinelShield | “9” | count | Kevin O'Brien | |
| losses to VaultEdge | “6” | count | Kevin O'Brien | |
| losses to CyberNova | “4” | count | Kevin O'Brien | |
| late-stage deals that slipped or went cold around the March outage | “at least five” | count | Kevin O'Brien | |
| losses explicitly citing the outage | “two” | count | Kevin O'Brien | |
| duration of threat visibility outage | “six hours” | outage duration | Kevin O'Brien | |
| VaultEdge's claimed recovery time objective | “sub-15-minute” | recovery time | Kevin O'Brien |
How far to trust this call
Every fact above was extracted from the captured portion of the transcript only.
9 min captured of 17 min stated. Anything said in the remaining 8 min is absent from this page.
0 turns flagged low-confidence.
- Clocks unaligned(warning)
2 participant(s) speak before joining — transcript and events are on different clocks. Do NOT derive absolute timestamps by joining these two sources.
- Partial transcript(warning)
transcript covers 50.1% of a 16.5min meeting; 7.6min after the final turn is unaccounted for
The model's own note: Transcript is partial (8.9 minutes); internal call with no external-side turns.
Extracted 2 Aug 2026 by deepseek-v4-flash · extractor v1.0.0 · schema v1.1.0 · extended thinking on · 17,813 tokens