Revenue Leakage Audit Checklist

PIPELINE LEAKAGE

Pipeline Leakage Assessment

PIPELINE LEAKAGE AUDIT

LEAD LEAKAGE:
☐ Leads not followed up (>24 hrs): _____
☐ Leads stuck unqualified (>7 days): _____
☐ Leads with no activity (>14 days): _____
ESTIMATED LEAKAGE: $_____

OPPORTUNITY LEAKAGE:
☐ Stale opportunities (no activity >21 days): _____
☐ Past close date deals: _____
☐ No next step documented: _____
ESTIMATED LEAKAGE: $_____

HANDOFF LEAKAGE:
☐ MQLs not accepted: _____
☐ SQLs not converted: _____
☐ Meetings not held: _____
ESTIMATED LEAKAGE: $_____

TOTAL PIPELINE LEAKAGE: $_____

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CONTRACT LEAKAGE

Contract Value Audit

CONTRACT VALUE LEAKAGE

PRICING LEAKAGE:
☐ Unnecessary discounting: $_____
☐ Missed upsell opportunities: $_____
☐ Incorrect pricing applied: $_____

TERMS LEAKAGE:
☐ Free pilots not converted: $_____
☐ Free months given: $_____
☐ Scope creep (free services): $_____

CONTRACT ERRORS:
☐ Wrong product/quantity: _____
☐ Billing start date errors: _____
☐ Missing auto-renewal: _____

TOTAL CONTRACT LEAKAGE: $_____

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RENEWAL LEAKAGE

Renewal Leakage Assessment

Category	At Risk ARR	Preventable	Lost
No engagement	$	$	$
Unresolved issues	$	$	$
Champion left	$	$	$
Product gaps	$	$	$
Budget cuts	$	$	$

Churn Root Causes

RENEWAL LEAKAGE ANALYSIS

CONTROLLABLE CHURN:
☐ Poor onboarding: _____
☐ Low adoption: _____
☐ Unresolved tickets: _____
☐ Wrong initial sale: _____
TOTAL: $_____

PARTIALLY CONTROLLABLE:
☐ Champion changed: _____
☐ Budget reduced: _____
☐ Acquired/merged: _____
TOTAL: $_____

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LEAKAGE REMEDIATION

Prioritization Matrix

Issue	Impact	Effort	Priority	Owner
Lead follow-up	$	Low	P1
Stale opps	$	Low	P1
Pricing errors	$	Med	P2
Renewal gaps	$	High	P2

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