What if your 95%+ retention hides a 60-day sales cycle?

From the outside, it looks simple.
Strong retention. Happy customers. Steady growth.

What most people don’t see: our average deal takes ~60 days to close.

Some move faster. Many don’t.

And that changes how you run GTM entirely.

Long sales cycles stretch everything:

• Forecasting feels fuzzy

• Pipeline looks “slow”

• Follow-ups run for weeks

• Product, finance, security, legal all get involved
  

Behind every “Closed Won” there are:

• Multiple demos

• Security reviews

• Custom proposals

• Legal back-and-forth

• Internal champions pushing internally

Weeks of invisible work for one visible announcement.

As someone running GTM, this tests patience more than anything.
You question your positioning. Your pricing. Your messaging. Your motion.

But here’s what I’ve learned:

When someone evaluates you for 60 days and still chooses you, it’s not impulse.
It’s conviction.

Long sales cycles slow visible momentum.
But they often create stronger customers.

If your deals take 45-90 days, do you see it as a weakness or a moat?