Win/Loss — Q1 2026

Q1 deal review. 8 closed deals (6 won, 2 lost) and 2 stalled.

Wins

• 6 wins, all mid-market, all rules-engine-led.
• Pattern: we won when we got into a POC within 2 weeks of first call.

Losses

• Lost to workato: enterprise account that wanted a single iPaaS for everything. Out of mid-market-thesis anyway; not a regret.
• Lost to status quo / no-decision: prospect's procurement cycle was 90 days; we couldn't bridge to their fiscal year. Same shape as the meridian-parts risk.

Stalls

• 2 deals waiting on SAML support. Now in flight via sso-saml.

Takeaways

• Speed of POC is the strongest predictor of close.
• Procurement timeline is a real loss vector — addressed (partially) by freemium-self-serve if it lands.
• We have not lost a single design-partner-class account to a competitor in Q1. Worth protecting.