That's just it, we won 2 deals but couldn't get either of them of approved. I think one of other big fails is they fail to deliver a message that vendors are paying for the service. I've had a few customers who actually screamed at me that they had no idea what they were getting themselves into by clicking submit.
I recently went back and revisited all of the BZ leads we never got hold of, and although and less then 5% of all of the people I spoke to said they bought a system from BZ.
Chalked this up as an expensive lesson in business development.