JSU / Playbooks / Tech Companies
How to price your Tech sales bottleneck
Run the same math as the JSU Bottleneck Index on your own Tech numbers in three steps.
The Tech Companies bottleneck prices a single question: what does it cost you per year to be slow and unfocused at first contact? For a typical firm it is around $760,000.
The formula
Annual bottleneck = average deal value × winnable deals lost per quarter × 4. For Tech Companies, that is $95,000 × 2 × 4 = $760,000.
Run it on your real numbers
The published figure is representative. Take your own average deal and your honest quarterly loss to slow and generic follow-up. Weeks, shortlist-driven.
- A target raises and budgets for tooling
- A competitor sunsets a product or hikes prices
- A new CTO or VP Eng inherits the stack
- A platform deprecation forces a migration
Then decide if it's worth closing
Once you have your number, compare it to the cost of fixing speed and aim at first contact. In tech companies, the leak is almost always the larger figure.
Remember what each variable really represents. The $95,000 is one tech relationship walking out the door. The 2 losses a quarter are not no-fits; they are deals you could have won had you reached the buyer inside the 24 hours window. Multiply by four and you have a full year of revenue that went to whoever simply answered first. That is the figure to price your fix against.
The bottleneck is rarely effort. It is speed and aim at the first touch.
What does a slow shortlist cost a tech vendor?
At a $95,000 average contract, two lost deals a quarter is $760,000 a year, most of it to whoever opened the conversation before the shortlist formed.
Which signals predict a buyer evaluating alternatives?
Funding rounds, platform deprecations, new engineering leadership, and competitor price moves. Each one opens a buying window before any RFP.