Why B2B and IT service companies lose revenue in silence

B2B and IT service companies rarely lose revenue in obvious ways.

It doesn’t usually look like failure.
It looks like silence.

Deals don’t move forward — but no one can say why.
Leads don’t convert — but attribution looks fine.
Clients hesitate — but feedback is vague.

Most of this happens between handoffs:
– marketing → sales
– sales → delivery
– delivery → retention

When responsibility is unclear,
revenue doesn’t disappear loudly.
It fades quietly.

This is why scale requires more than growth tactics.
It requires systems that connect decisions, ownership, and context.

If revenue loss isn’t visible, it doesn’t mean it isn’t happening.