Reflections

I'm seeing a theme of security and compliance becoming a bigger deal across accounts. Meridian's stalled security review, Ironclad's SOC2 push, and even Vantage Point asking about our security certifications. Makes me think I should be more proactive about understanding each customer's security posture and requirements upfront.

The SilverOak value realization report was a big win. Blake was genuinely surprised by the $1.2M figure - we'd never quantified it so clearly before. But then finding out about the competitor... mixed feelings. The report opened doors to have a real conversation about what's at stake.

Morgan's promotion at KestrelWorks reminded me that the relationships I build create ripple effects. All that time invested in helping her succeed with the predictive maintenance project - it wasn't just about the project, it was about building her credibility internally. Now she's a VP and an even stronger champion.

Meridian is really frustrating. I know the security review delay isn't anyone's fault - CISO medical leave is just life - but it's affecting the whole account momentum. Taylor seems disengaged. I need to find ways to keep the relationship warm without seeming pushy about the timeline.

The intro call with Marcus Webb at Copperline. I was nervous about meeting a VP cold, but Sam set it up really well. Marcus was engaged, asked good questions, and seemed genuinely interested in the expansion possibilities. Now I need to deliver a business case that matches his expectations.

Cautiously optimistic. NimbusForge onboarding success gives me a playbook to use elsewhere. KestrelWorks is progressing. Worried about Meridian and SilverOak renewals. BlueCrest's budget freeze came out of nowhere. I need to prioritize ruthlessly - can't give equal attention to everything.

I want to get better at data-driven insights. I use usage data when I have it, but I don't proactively dig in enough. The Pinewood case study was a turning point - the correlation analysis really landed. I should be doing that analysis more regularly across all accounts.

The NimbusForge onboarding playbook becoming a company best practice. Jordan pushing for it to be standardized was validating. All those iterations, the feedback loops, the measuring - it paid off. And it's helping other CSMs now, not just my accounts.