Channel / Touchpoint
Business case
The buyer, customer, team, or system interactions where the friction appears, is detected, or needs to be resolved.
13 approved profiles
Growth Friction Profile
Compliance Hard-Stop
Is compliance stopping the decision because risk owners do not have credible answers in the format they need to approve movement?
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Customization Scope Creep
Is customization making the solution harder to buy, deliver, and scale because the team is accepting requests without protecting the core offer boundaries?
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Executive Sponsor Ghosting
Is the committee still meeting, but the decision drifting because the executive sponsor’s urgency, authority, or business case has disappeared?
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Misaligned Success Metrics
Is the opportunity drifting because stakeholders agree the problem matters, but each function is optimizing for a different definition of success?
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The Free Consulting Trap
Is the prospect consuming expertise without committing because the advisory value is not bounded to a clear decision or next step?
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The Saboteur’s Feature Creep
Is the evaluation expanding because risk-sensitive stakeholders are using new requirements to delay commitment without naming the real decision fear?
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The Silent Value Gap
Is the customer receiving value that leadership cannot see, remember, defend, or use to justify the next commitment?
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The Unarmed Champion
Is the champion supportive, but unable to move the committee because they lack the story, proof, and decision tools to make the case internally?
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The Unmeasured Risk
Is the investment being scrutinized more heavily than the cost of inaction, making delay look safer than it actually is?
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The “Wait for the Next Fiscal Year” Stall
Is “next fiscal year” being used as a timing excuse because urgency, cost of delay, or executive priority is not concrete enough?
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The “We Build It Internally” Bias
Is the internal-build option winning because it feels controlled, while the true cost of time, focus, governance, and learning delay is unpriced?
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Trust Degradation Ignored
Is the account being treated as healthy while small trust signals are quietly declining and making the next decision harder?
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Vague Implementation Fears
Is the buyer stalling because they like the idea, but cannot yet see how implementation becomes safe, sequenced, and politically manageable?
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