Shallow Deployment

The failure state that results when a pricing model stands in the way of expansion. The vendor's software is adopted only in the narrow slice of the customer's workflow where the economics still work, and never reaches the rest of the account. As the price stops scaling with the diminishing value each additional group receives, the customer keeps the highest-value work on the platform and routes the lower-value work to cheaper alternatives: a workaround, retained manual labor, or a point solution. The account looks retained but was never allowed to deepen.