{
  "version": "1.3.0",
  "releasedAt": "2026-05-20",
  "kpi": {
    "rogueId": "sales.closed_lost_value",
    "slug": "closed_lost_value",
    "domain": "sales",
    "defaultLabel": "Deals Lost Value",
    "description": "Total dollar value of opportunities closed-lost during the period — the opportunity-cost view on the pipeline motion. Useful for sizing the \"what we missed\" gap and prioritizing post-mortem efforts on the highest-value losses. Common pitfall: post-mortems on small lost deals waste time relative to insight; tier the post-mortem cadence by value (e.g. every loss above the 80th-percentile deal size gets a written debrief). Boards expect the largest 2–3 losses to be explained explicitly in commentary.",
    "fieldType": "currency",
    "unit": null,
    "maturity": "general",
    "suggestedForStages": [
      "seriesA",
      "seriesB",
      "seriesC",
      "public"
    ],
    "defaultOwningFunctions": [
      "Sales"
    ],
    "stageRelevance": {
      "seriesA": "recommended",
      "seriesB": "recommended",
      "seriesC": "recommended",
      "public": "recommended"
    },
    "definitionSource": {
      "tier": "editorial",
      "sourceName": "imboard Editorial",
      "sourceUrl": null,
      "sectionRef": null,
      "publicationDate": "2026-04-01",
      "attributionNotice": null
    },
    "formula": "Closed-Lost Value = Σ (deal_value) across opportunities that transitioned to closed-lost in the period. Use the same value convention (TCV vs ACV) as Closed-Won Value for consistency.",
    "whyItMatters": "Quantifies the realized opportunity cost — useful for justifying packaging changes, ICP refinement, or product investment that would have closed specific tier-1 losses. Drives loss-reason prioritization.",
    "interpretationGuidance": "Loss-Value / Won-Value (= loss share of total close events) — at steady state usually 30–60% depending on motion type (inbound-heavy motions have higher win rates and lower loss values; outbound motions have lower win rates and higher loss values). Spiking loss-value with stable won-value usually indicates competitive friction or pricing pressure on enterprise deals specifically.",
    "relatedKpiIds": [
      "sales.closed_lost_count",
      "sales.closed_won_value",
      "sales.win_rate",
      "sales.average_deal_size",
      "sales.competitive_alerts"
    ],
    "metricBasis": {
      "timeBasis": "period_flow",
      "production": "primary"
    }
  }
}