B2B contact data decays at up to 30% a year. People change roles, companies move, suppliers get acquired, sole traders incorporate, businesses dissolve. None of it announces itself in your CRM. The records just slowly stop matching reality.
The cost is invisible until it isn't. Outreach hits dead inboxes. Invoices get sent to the wrong address. AI agents recommend the wrong things because the data underneath them isn't true. Two records of the same customer get treated as two different customers, and nobody notices until the relationship is already strained.
The work to keep records clean is real, but it's never finished, and it sits below the things that feel urgent. So most businesses don't do it — until they're paying for it somewhere else.