Sensemaking
Patterns, insights, and strategic observations across your portfolio
Patterns Identified
5
Total Implications
15
Security Concerns Rising Across Portfolio
4 days agoThree accounts in the past month have raised security-related concerns or requirements. This isn't coincidental - the industry is shifting toward stricter compliance expectations.
Evidence
Implications
- Need to proactively assess security posture early in relationships
- Should create a security FAQ or readiness checklist
- Consider partnering more closely with our security team
Executive Sponsorship as Expansion Predictor
10 days agoAccounts with active executive sponsorship are 3x more likely to expand. The pattern is clear across Copperline, Vantage Point, and KestrelWorks.
Evidence
- •Copperline: Sam's advocacy opened VP door, expansion likelyReflection
- •Vantage Point: CTO approval enabled full R&D rolloutOutcome
- •KestrelWorks: Morgan's promotion strengthens expansion pathReflection
Implications
- Prioritize building executive relationships early
- Document and track executive engagement as a health indicator
- Create executive engagement playbook
Value Quantification Drives Retention
16 days agoAccounts where I've done formal value quantification have higher engagement and renewal confidence. The SilverOak report changed the conversation entirely.
Evidence
- •SilverOak: $1.2M documented value changed renewal dynamicReflection
- •Pinewood: Value case study created reference customerOutcome
- •Contrast: BlueCrest has no value documentation, feels at-riskOutcome
Implications
- Build value quantification into every account plan
- Create value realization report template
- Schedule proactive value reviews before renewals
Enablement Creates Independence
about 1 month agoCustomers with strong enablement resources need less reactive support and have higher satisfaction. The NimbusForge onboarding success proves this.
Evidence
Implications
- Invest more in creating reusable enablement content
- Measure customer self-service adoption as success metric
- Build enablement into outcome success criteria
Change Champion Networks Matter
about 1 month agoSuccessful implementations always have multiple internal champions, not just one. Single-point-of-contact accounts are fragile.
Evidence
- •Meridian: Taylor alone, account stalledReflection
- •NimbusForge: Jordan + training team, thrivingOutcome
- •Vantage Point: Quinn + CTO + team leads, expandingOutcome
Implications
- Map and nurture multiple champions per account
- Track champion count as health indicator
- Create champion development program