Symptom
The distortion lives in aggregate revenue totals — the standard revenue dashboard sums all accounts without revealing how the revenue is distributed across the customer base.
Cause
Large accounts grow faster than the mid-market and SMB base through expansion and upsell — concentrating revenue in fewer accounts automatically without any single deliberate decision.
Impact
Revenue becomes structurally fragile — a single large account departure removes six to ten percent of total revenue representing two to three quarters of new business at normal sales velocity.