What a teardown is.
One page, written by me, on the most expensive leak I can see from outside your company: the likely root cause, what I'd check first in your CRM and what I'd fix first. It comes with a "how to check me" step, so you can prove or disprove it in your own data. No call, no sequence afterwards.
A fictional example.
Corvane, Fieldline and Dana are invented, and so are their numbers. Real teardowns start from a company's public numbers, every source cited, before we ever see your CRM.
Pipeline Leak Teardown · Fictional example · Corvane (invented company)
You bought a competitor. Your renewal forecast now counts some customers twice.
Dana, since Corvane acquired Fieldline in the spring, you're running two customer bases that were never reconciled. Your site lists 2,400 customers and pricing of $349 per location per month, and your case studies describe customers with an average of four locations. Fieldline sold to the same commercial HVAC contractors. Some of them were customers of both.
In a two-portal setup, those shared customers usually exist twice: once per company, with different names, different owners and different renewal dates. Renewal forecasts sum both. Expansion reps call accounts the other team already manages. And the combined customer count in the board deck is higher than the number of businesses that actually pay you.
What it's likely costing. At $349 per location per month and four locations per customer, each customer is worth about $16,750 a year. If even 3–6% of your 2,400 customers are duplicated across the two portals, that's 72–144 accounts, or roughly $1.2M–$2.4M of annual revenue counted twice in renewal and expansion forecasts. The range depends entirely on the overlap rate, which one report would confirm.
What I'd do, in this order. First, match the two customer bases on normalized domain plus parent company, and review a sample by hand before trusting the rule. Second, agree one definition of "customer" and one owner per shared account, with comp signed off. Third, merge with the original IDs and renewal dates kept on every record. Only then rebuild the renewal forecast.
What I wouldn't do. Migrate Fieldline into Corvane's portal before the overlap is known. A clean import of a duplicated base makes the duplicates permanent.
How to check me. Export active customers from both portals, strip each domain to its root and count matches. If the overlap is under 2%, ignore this memo. If it's above 3%, the renewal number your board sees next quarter is too high.
Luis
What it isn't.
Not this
- A generic checklist
- A pitch deck with your logo on it
- An automated score
This
- One specific thesis about your business
- An order of operations
- A way to check it yourself