Step 1 · A deal just changed
Mallin fired three risks after today's call.
Mallin watched the call you just finished. It noticed champion commitment weakening after procurement entered the thread, the economic buyer drifting (Linda Park, 1 of 5 calls), and a competitor anchoring the commercial frame. This is the kind of shift that doesn't show up in a stage report.
HIGHChampion commitment weakened after procurement call
Marcus's airtime dropped from ~40% to ~8% at call 5. He's preparing a recommendation to Linda without you in the room.
Evidence preview
“Yeah, I think we have what we need. Linda's expecting a recommendation.”— Marcus Hale, call 5
HIGHEconomic buyer (Linda Park) unengaged for 6 weeks
Linda has had 35 minutes with you across 5 months. The person who decides this hasn't been in the room since February.
MEDIUMCompetition disclosed late — Vantage anchored first
You showed list price at call 4. Vantage surfaced at the same call. Their structure is the anchor now.