1,100 closed deals · FY2026 · list → pocket price ·
synthetic data
Total list
$85.0M
Pocket price
$69.8M
82.1% realization
Quarter-end gap
5.9 pp
7.1% lower, relative
Calendar leak
$0.8M
price given to the close date
The waterfall — where price leaks between list and contract
By segment
Realization
enterprise
80.2%
mid_market
84.7%
smb
89.7%
By deal size
Realization
1: <20K
89.7%
2: 20-90K
84.7%
3: 90-200K
83.4%
4: >200K
79.3%
By close timing
Realization
last 2 weeks
77.2%
weeks 1-11
83.1%
The two review flags: realization falls monotonically with
deal size (creep beyond any cost-to-serve argument), and deals closed in
the final two weeks of a quarter realize 5.9 percentage points less
(7.1% lower in relative terms) — sales spending
price to make the date. Both patterns survive segmentation, which is what
separates a pricing problem from a mix story.