How to
What to do when your champion leaves mid deal.
A champion leaving kills more late stage deals than pricing does. The first week matters most: find out who inherited the project before the organization decides it was their idea and not a priority.
Why it kills deals.
The business case lived in one person head. When they go, nobody else can explain why the project mattered, and an unexplained project in a budget review does not survive.
Their replacement has every incentive to review inherited commitments rather than honor them.
The first week.
Find out who inherited the project, not who inherited the title. Those are often different people.
Send a short written summary of where things stand and why the project was started, in language the new person can forward. You are replacing the institutional memory that just walked out.
Do not restart discovery. Nothing signals "this was never real" faster than a vendor asking questions the company already answered.
Being less exposed next time.
A deal with one engaged contact is one resignation from nothing, and that is true in every industry. Two names is not multi-threading; it is a backup.
The measurable version: count engaged contacts per open deal and treat single threaded late stage deals as at risk regardless of how well the conversations are going.
Seeing it coming.
Kaypo counts contacts on every open deal and flags single threaded deals that are otherwise scoring well, which is the combination that looks safe and is not.
Questions
What happens when your champion leaves a deal?
Late stage deals usually stall, because the business case lived with that person. The first step is identifying who inherited the project rather than who inherited the title.
How do you multi-thread a deal after losing your champion?
Get a second and third engaged contact involved before you need them, ideally in different functions. A deal with one contact is one resignation from nothing.
It arrives in Slack
Every morning, each rep gets one message naming the deals on their own book that moved overnight, biggest mover first, with the reason beside each number and the deals that have gone quiet underneath.
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Related reading
Why deals go quiet, and what to do about it
A deal going silent almost never means what a rep hopes it means. What the silence usually is, and how to tell the difference early.
How many contacts should be on a B2B deal
Single threaded deals lose more often, and most teams do not measure it. What the number should be and how to check yours.
How to tell which of your open deals are actually real
Every pipeline has deals that are alive and deals being carried. The difference shows in what the buyer did, not the stage somebody dragged the card to.
How to tell whether a buyer is actually serious
The difference between a buyer who is interested and a buyer who is buying, measured by what they spend rather than what they say.
Reviewed September 20, 2026 against the product as it behaves today.