The handoff kills the deal.

A lead converts. Marketing hands it to sales. Sales runs the call, then hands the closed deal to onboarding. Each handoff is a chance for context to get lost — the lead's original pain point, the promise made on the demo call, the nuance that made them say yes in the first place.

By the time a customer reaches their third internal contact, they've often had to repeat themselves twice. That's not a people problem. It's a systems problem — no shared source of truth, no clear ownership at each transition point.

Fixing this isn't about hiring more people to "manage the relationship." It's about designing the handoff itself: what information transfers, who owns it, and what happens if something falls through. When that's built into the system, the deal doesn't depend on any one person remembering to loop everyone in.