{
  "version": "1.3.0",
  "releasedAt": "2026-05-20",
  "kpi": {
    "rogueId": "sales.key_concerns",
    "slug": "key_concerns",
    "domain": "sales",
    "defaultLabel": "Sales Key Concerns",
    "description": "Free-text narrative of the critical issues, pipeline risks, or blockers in the sales motion that require board attention this period. Distinct from sales.pipeline_risk_factors (which is forecast-specific) — this is the full-stack sales-org concerns list including hiring, comp, churn-cluster patterns, large-deal slippage, and competitive losses. Common pitfall: under-reporting concerns because the team wants to show progress — boards explicitly invite this surface so they can help, and a board pack with no concerns surfaces is itself a yellow flag (either the team is hiding something or not introspecting deeply enough).",
    "fieldType": "text",
    "unit": null,
    "maturity": "general",
    "suggestedForStages": [
      "seriesA",
      "seriesB",
      "seriesC",
      "public"
    ],
    "defaultOwningFunctions": [
      "Sales"
    ],
    "stageRelevance": {
      "seriesA": "core",
      "seriesB": "core",
      "seriesC": "core",
      "public": "core"
    },
    "definitionSource": {
      "tier": "editorial",
      "sourceName": "imboard Editorial",
      "sourceUrl": null,
      "sectionRef": null,
      "publicationDate": "2026-04-01",
      "attributionNotice": null
    },
    "formula": "Free-text narrative — no calculation. Convention: 3–7 bulleted concerns, each one sentence framing the issue + one sentence on what is being done.",
    "whyItMatters": "Lets the board pre-load the discussion topics that need their judgment or network — the most leveraged use of board time. Absent this surface, the conversation drifts to whatever board members notice in the numbers, which is rarely the highest-leverage issue.",
    "interpretationGuidance": "A healthy entry names specific deals or accounts, quantifies the at-risk amount where possible, and links to follow-up KPIs. Vague concerns (\"market is choppy\") consume board time without producing action; ask the team to either quantify or remove.",
    "relatedKpiIds": [
      "sales.strategic_context",
      "sales.pipeline_risk_factors",
      "sales.competitive_alerts",
      "sales.focus_areas",
      "sales.churn_arr",
      "sales.downgrades"
    ]
  }
}