---
title: "Losing to Competitor X when security starts late"
description: "Buzzsnap lost four enterprise deals in a quarter to the same competitor. The loss interviews pointed to one step, not the product."
url: https://meridian.nexity.build/podcast/losing-to-competitor-x-when-security-starts-late
published: 2026-08-12
updated: 2026-10-27
---

# Losing to Competitor X when security starts late

*The Deal Record · Ep. 10 · Aug 12, 2026 · 36 min*

Buzzsnap lost four enterprise deals in a quarter to the same competitor. The loss interviews pointed to one step, not the product.

- Guest: Sarah Mitchell (Head of Sales, Buzzsnap)
- Hosted by: Mark Richards (Head of Revenue Research, Nexity)

Listen on: [Spotify](https://open.spotify.com/episode/deal-record-10), [Apple Podcasts](https://podcasts.apple.com/podcast/the-deal-record/id0000000000?i=10), [YouTube](https://www.youtube.com/watch?v=dealrecord10)

## Chapters

- 00:00 Four losses, one pattern
- 10:10 What the loss interviews said
- 24:45 Moving the security review to week two

Buzzsnap lost four enterprise deals in a quarter to the same competitor. The loss interviews pointed to one step, not the product.

### In this episode

00:00 — Four losses, one pattern.

10:10 — What the loss interviews said.

24:45 — Moving the security review to week two.

Recorded for season 2 of The Deal Record. Episodes run about 36 minutes and are released every other Tuesday.