Deals Summary (Won / Lost)
Container handle for the period's notable deals split into WON and LOST arrays — each deal carries name, account, amount, owner, deal type, source, and competitor, plus a win reason + close date (won) or a loss reason (lost). The bespoke sales feed card renders this as the "Notable Deals" won/lost breakdown the demo design shows. This is RICHER than the flat `sales.pipeline_key_deals` editor gallery (which has no won/lost split, reason, or close date). Common pitfall: carrying the same list forward each quarter — refresh to the actual period's closes. — Sales KPI, I'mBoard-authored (editorial tier).
I'mBoard-authored (editorial tier)
No public third-party standard anchors this KPI yet, so I'mBoard authors and maintains the definition — transparently labeled as editorial tier. See the ontology methodology for the published vs editorial tier system and the back-attribution workstream.
Rogue ID: sales.deals_summary
Type: Text
Domain: Sales
Definition
Container handle for the period's notable deals split into WON and LOST arrays — each deal carries name, account, amount, owner, deal type, source, and competitor, plus a win reason + close date (won) or a loss reason (lost). The bespoke sales feed card renders this as the "Notable Deals" won/lost breakdown the demo design shows. This is RICHER than the flat sales.pipeline_key_deals editor gallery (which has no won/lost split, reason, or close date). Common pitfall: carrying the same list forward each quarter — refresh to the actual period's closes.
Formula
Container — { wonDeals: IWonDeal[], lostDeals: ILostDeal[] }. Won deals carry winReason + closeDate; lost deals carry lossReason. No aggregate calculation; the surface makes specific outcomes visible at the board level.Why it matters
Turns the quarter's win/loss outcomes into board-readable narrative — why deals were won (superior product / service) and lost (features / price / competitor) is the qualitative signal raw pipeline numbers miss.
How to interpret
Cluster the loss reasons: repeated features losses signal a product gap; repeated price losses signal a packaging/positioning gap. Pair with sales.pipeline_key_deals for the still-open top deals.
Related KPIs
sales.pipeline_key_dealssales.closed_won_valuesales.closed_lost_value
Source
I'mBoard editorial — authored and maintained by I'mBoard, first published 2026-04-01. No third-party standard is cited for this KPI; when one emerges, the definition is back-attributed and promoted to the published tier (a minor version bump). Read the ontology methodology for the published vs editorial tier system, attribution rules, and dispute process.
Stage relevance
| Company stage | Priority |
|---|---|
| Series A | Recommended |
| Series B | Recommended |
| Series C+ | Recommended |
| Public | Recommended |
Suggested for stages: Series A, Series B, Series C+, Public.
Default owning functions
- Sales
Machine-readable
- This KPI as JSON:
/api/ontology/sales/deals_summary.json - All Sales KPIs:
/api/ontology/sales.json - Full catalog:
/api/ontology/index.json
Competitive Alerts
Narrative read on competitive dynamics affecting the sales motion — material wins / losses to specific competitors, observed pricing or packaging moves in the market, new entrants, M&A in the competitive set. Boards use this surface to bring outside intelligence (their other portfolio companies, advisors) to bear on the competitive picture. Common pitfall: listing competitor names without quantifying how often they show up in deal cycles — a "Competitor X is being aggressive" entry without "we saw them in 8 of 20 active deals last quarter, up from 3 of 18" is too vague to act on. — Sales KPI, I'mBoard-authored (editorial tier).
Downgrade ARR
Annualized recurring revenue lost from existing customers who reduced spend mid-term or at renewal (seat reductions, tier downgrades, removed modules) — without leaving entirely. The "contraction" line of the ARR waterfall, distinct from full churn. Often a more sensitive leading indicator than churn because customers tend to contract before they cancel. Common pitfall: lumping downgrades into churn obscures the early-warning signal — boards looking only at logo churn miss the slow-bleed pattern. Surfaces in the KpiVarianceTable widget alongside expansion and churn so the net-retention math is auditable. — Sales KPI, I'mBoard-authored (editorial tier).