The Dangerous Blind Spot Between Closing and Delivering A signed contract can look like a finish line on the revenue dashboard while functioning as the starting point for a customer crisis. The sales team celebrates the booking, delivery receives a new project with an unfamiliar set of assumptions, and the customer discovers that the confident story told during evaluation does not map neatly onto the first implementation meeting. This is where sales-to-customer-success handoff discipline becomes more than administrative housekeeping. It becomes a control point for protecting the value promised in the deal. The breakdown is rarely caused by a careless salesperson or an uncooperative delivery lead. More often, it is…