Every answer,footnoted.1

EU churn rose from 1.3% to 3.4% in Q3, mostly among mid-market teams that renewed after the July price change.1 Support threads keep naming the new five-seat minimum, and several accounts asked to move to monthly billing before renewal.2,3

• 1Q3 retention review.pdf“EU churn rose 2.1 points after the July price change.”
• 2#cs-eu thread, Sep 14“Three accounts named the new five-seat minimum.”
• 3ZD-4821“Customer asked to move to monthly billing before renewal.”

The pilot SOW commits to SSO and audit logs by October 15, plus a named support contact for the 60-day trial.1 That SSO date slipped from September 30 after the security review, and the open Linear issue is the only place the new date is tracked.2,3

• 1Northwind pilot SOW v3.docx“Lanternfish will deliver SSO and audit logs by October 15.”
• 2#deals-northwind thread, Sep 22“SSO slips from Sep 30 until the security review closes.”
• 3LIN-2207“New SSO date pending sign-off from security.”

Reviews took a median of 19 days over the last two quarters, and about 60% of that time was spent waiting on the customer’s questionnaire.1 Sending the SOC 2 report and a data-flow diagram up front cut the wait to 9 days in the three deals that tried it.2,3

• 1Security review tracker.xlsx“Median time to close: 19 days, most of it waiting on the customer.”
• 2#security-reviews thread, Sep 30“Sent the SOC 2 report and data-flow diagram on day one. Closed in 9.”
• 3GH-1182“Proposal: attach both documents to every first reply.”