Sample report. The company, accounts and people are fictional, generated from a synthetic CRM to show what the Greenwake Growth Diagnostic delivers on real data.
greenwakeGrowth DiagnosticACME
Summary
Your ARR: the last 12 months, and the next three years
The first segment is actual, rebuilt from your CRM: $13.0M won, $3.3M expanded, $8.3M lost to churn and downgrades. Everything to the right of today is projected from those same rates. Years are counted from today. Hover a point for the number.
ActualCurrent path: today's rates and team, no GreenwakeWith Greenwake (conservative gains)Target: 13% growth a year
| Last 12 months actual | Year 1 projected | Year 2 projected | Year 3 projected | |
|---|---|---|---|---|
| Ending ARR, current path | $57.5M +16% | $57.6M +0% | $63.1M +10% | $66.6M +5% |
| Ending ARR, with Greenwake | $57.5M +16% | $60.8M +6% | $68.5M +13% | $74.5M +9% |
| Target | – | $64.8M +13% | $73.1M +13% | $82.5M +13% |
What closes the gap, and what it assumes
Greenwake's number is the current path plus three levers, each from your own data and the conservative assumptions in the With Greenwake tab below. Together they add $7.9M by year 3. The target needs $8.0M more: that is the hiring plan's job (see Acquisition and Talent).
| Current path, year 3 | $66.6M |
| + Less churn | +$4.1M |
| + More expansion | +$2.2M |
| + More new business | +$1.6M |
| With Greenwake, year 3 | $74.5M |
Year by year: what each motion adds and takes away
ARR year over year on today's rates and team: what new business and expansion add and what churn and downgrades take away. Over three years, churn takes $34.2M while new business adds $33.1M and expansion $10.2M. Hover a bar for the number.
Assumes: today's rates and team held constant: 81% gross revenue retention and 86% net, measured over the last 12 months; expansion at today's 4% a year plus 2% price uplift at renewal; new business from today's funnel, stage by stage, at today's conversion rates and within what today's 5 AEs can close; no new hires and no Greenwake.
New business (Acquisition)Expansion and price uplift (Expansion)Churn and downgrades (Retention)ARR at year end
| Year 1 | Year 2 | Year 3 | |
|---|---|---|---|
| Starting ARR | $57.5M | $57.6M | $63.1M |
| + New business (Acquisition) | +$11.1M | +$10.8M | +$11.2M |
| + Expansion and price uplift (Expansion) | +$3.3M | +$3.2M | +$3.7M |
| − Churn and downgrades (Retention) | −$14.2M | −$8.5M | −$11.4M |
| Ending ARR | $57.6M | $63.1M | $66.6M |
| Change in the year | +$94K (+0%) | +$5.5M (+10%) | +$3.5M (+5%) |
| How churn is counted: customers can only churn when their contract renews, so the rate applies to the ARR renewing that year, not the whole book (multi-year contracts skip years; year 1 also uses the risk scores of renewals already in view) | |||
| ARR up for renewal | $58.8M | $45.9M | $61.8M |
| Lost, as a share of renewing ARR | 24% | 19% | 19% |
Assumes Greenwake's conservative gains (our assumptions, not yet measured; same team and hiring as the current path): saves 15% of the at-risk renewals it flags in time (it flagged 21 of 30 churned customers 90+ days out on your data); cuts churn 5% by closing relationship gaps; captures 20% of the identified expansion a year; lifts the expansion rate 5% and new-business win rates 5%. Over three years that is $4.1M less churn, $2.2M more expansion and $1.6M more new business. All assumptions
New business (Acquisition)Expansion and price uplift (Expansion)Churn and downgrades (Retention)ARR at year end
| Year 1 | Year 2 | Year 3 | |
|---|---|---|---|
| Starting ARR | $57.5M | $60.8M | $68.5M |
| + New business (Acquisition) | +$11.6M | +$11.3M | +$11.8M |
| + Expansion and price uplift (Expansion) | +$3.8M | +$4.0M | +$4.6M |
| − Churn and downgrades (Retention) | −$12.1M | −$7.6M | −$10.5M |
| Ending ARR | $60.8M | $68.5M | $74.5M |
| Change in the year | +$3.3M (+6%) | +$7.7M (+13%) | +$5.9M (+9%) |
| How churn is counted: customers can only churn when their contract renews, so the rate applies to the ARR renewing that year, not the whole book (multi-year contracts skip years; year 1 also uses the risk scores of renewals already in view) | |||
| ARR up for renewal | $59.0M | $48.7M | $67.4M |
| Lost, as a share of renewing ARR | 20% | 16% | 16% |
Same team and hiring; Greenwake's conservative gains only (see the Outlook tab). Ending ARR in year 3: $74.5M against $66.6M on the current path.
New business includes only the year it's won; when those customers later renew, churn or expand, that shows under Retention and Expansion. Today's team only: the hiring plan's effect is in Acquisition.
Gross revenue retention
81%
target 90% · last 12 months
Renewing ARR at risk
$9.0M
next 180 days · 31 accounts
Churn visible in advance
21 of 30
flagged by 90 days before renewal
Upside identified
$5.4M
true-ups and tier upgrades
ARR in 36 months
$66.6M
current path · $74.5M with Greenwake
CRM readiness
Ready
Level 3 of 4 · Data Hygiene 73/100 · $17.3M on records with gaps
Hiring plan cost
$15.1M
3 years, fully loaded · Greenwake saves $6.3M of it (fewer hires for the same target)
The revenue funnel at a glance
Every stage of new business as the CRM shows it: how many reach each stage in a month, and the share that moves on to the next. The highlighted step…
Every stage of new business as the CRM shows it: how many reach each stage in a month, and the share that moves on to the next. The highlighted step is the biggest lever. Open the Acquisition Engine to move any rate and see what it books.
- Activity2,078touches a month · SDR
- 4%
- Meeting Scheduled89meetings a month · SDR
- 67%
- Meeting Held60meetings a month · SDR
- 17%biggest lever
- Lead Qualified10leads a month · SDR
- 78%
- +14.4from marketing, partners and AEs
- Sales Accepted (SAL)23deals a month: 8.1 from SDRs · AE
- 83%
- Discovery19deals a month · AE
- 89%
- Sales Qualified (SQL)17deals a month · AE
- 87%
- Demo15deals a month · AE
- 72%
- Proposal10deals a month · AE
- 79%
- Verbal8.2deals a month · AE
- 92%
- Contract Review7.6deals a month · AE
- 92%
- Closed Won7.0deals a month · $145K average
- New business Held meetings qualified, 17% today against 26% for your best rep $1.0M in 12 months
- Expansion average expansion, $43K today against $67K for Omar Rossi $3.7M in 36 months
- Retention renewing ARR that goes at risk before renewal, 21% today against 10% for Sam Fischer's book $15.6M in 36 months
The five pillars at a glance
| Pillar | Status | Key numbers | Top issue | Impact |
|---|---|---|---|---|
| Retention | Needs attention | GRR 81%target 90% · $9.0M renewing at risk | $9.0M of renewals in the next 180 days show early churn signals | $9.0M |
| Expansion | Needs attention | NRR 86%target 105% · $5.4M upside identified | Churn and downgrades ($8.3M) cancel out the $2.4M of expansion | $8.1M |
| Acquisition | Needs attention | Win rate 33%$9.6M of $14.7M pipeline at risk | The hiring plan has 3 sales hires; 13% growth needs 6 starting in the next 12 months | $10.7M |
| Talent | Needs attention | 0 of 4 AEs at quotabook load 75%–117% · hiring plan $15.1M over 3 years | 0 of 4 tenured AEs hit quota over the last four quarters | $1.4M |
| Tech | Needs attention | 8 of 20 capabilities covered$179K a year recoverable · CRM data health 73/100 | 4 capability gaps in the stack are holding back acquisition, expansion and retention |
Top findings across the business
- The hiring plan has 3 sales hires; 13% growth needs 6 starting in the next 12 months Acquisition$10.7M
- $9.6M of the $14.7M open pipeline shows deal-risk signals Acquisition$9.6M
- $9.0M of renewals in the next 180 days show early churn signals Retention$9.0M
- Your target needs $51.0M of new business in three years; hiring 15 AEs at a realistic pace delivers $44.8M Acquisition$8.9M
- Open pipeline is 54% qualified for its stage (MEDDPICC), against an 80% target Acquisition$8.8M
- 30 customers left and renewals shrank: $8.3M lost in 12 months Retention$8.3M
- Churn and downgrades ($8.3M) cancel out the $2.4M of expansion Expansion$8.1M
CRM
Is the CRM set up, and kept clean, well enough to trust the numbers? Ready
Readiness
Ready
Level 3 CRM with Data Hygiene at 73/100: the full diagnostic runs
CRM maturity
Level 3 of 4
Relationships and qualification
Data Hygiene
73 / 100
$17.3M of pipeline and ARR on records with gaps
Setup gaps to close
1
none blocking
Two different problems with two different owners. CRM Gap Analysis: whether the CRM has the objects, fields and processes Greenwake needs; the admin closes these once. Data Hygiene: whether the people using it keep it accurate; the owners fix these every week. The readiness label combines them: Level 2 is the bar for a full diagnostic, and hygiene sets how far to trust it.
CRM Gap Analysis
What the CRM can support today, level by level. This one is at Level 3; closing the gaps below unlocks Level 4.
What the CRM can support today, level by level. This one is at Level 3; closing the gaps below unlocks Level 4.
Medium priorityDataTech
2 data gaps limit what the team can see coming
activities linked to a contact: 87%; accounts with a csm health score: 95%. Signals affected: single threaded.
What to doFix capture at the source: required buying roles on contacts, contact required on logged calls and meetings, a health score on every account.
How Greenwake does itData readiness check runs before every Greenwake scoring run and tracks these fill rates over time.
Low priorityDataTech
No history on health score, NPS or payment status
The CRM keeps only the current value, so nobody can check whether a health score was right before an account churned.
What to doEnable field history tracking on Health Score, NPS and Payment Status.
How Greenwake does itWith history on, Greenwake measures CSM health-score accuracy against actual renewals.
| Requirement | Today | Status | To close it |
|---|---|---|---|
| Level 1: Pipeline · unlocks pipeline, deal risk and team views Reached | |||
| Deals with an amount and a close date | 100% of deals, last 24 months | Met | |
| Accounts and deals owned by a CRM user | 100% | Met | |
| Deal stage history | 7,034 stage changes | Met | |
| Level 2: Revenue · unlocks retention, the revenue bridge, the capacity and hiring plan Reached | |||
| Customers with ARR and a contract end date | 100% of customers | Met | |
| Renewals tracked as opportunities with an amount to renew | 647 renewal opportunities, 100% with an amount | Met | |
| At least 20 renewals closed in the last 12 months | 166 | Met | |
| Quotas for quota-carrying reps | 26 quota records | Met | |
| Level 3: Relationships and qualification · unlocks champion, sponsor, multi-threading and deal-qualification signals Reached | |||
| A buying-role field on contacts, filled in | 98% of contacts | Met | |
| Activities linked to a contact | 87% of activities | Met | |
| Contact departures recorded | 51 recorded | Met | |
| Deals tracked against a qualification framework (MEDDPICC, MEDDIC, BANT, SPICED…) | MEDDPICC, on 96% of new deals | Met | |
| Calls and meetings typed apart from email | 51% of activities | Met | |
| Level 4: Signals · unlocks the full early-warning system and the backtest Next | |||
| Product usage, 6+ months of history | 35 months | Met | |
| Support cases | 1,790 | Met | |
| NPS or survey responses on the account | 219 customers | Met | |
| History on health score, NPS and payment status | Not in export | Partial | Turn on field history tracking for Health Score, NPS and Payment Status. |
What each early-warning signal can use today
| Area | Check | Result | Status | Why it matters |
|---|---|---|---|---|
| Product usage | Usage data available | 6,720 monthly rows | Pass | Needed for every adoption signal. Often lives in a product-analytics tool, not the CRM. |
| Product usage | Months of usage history | 35 | Pass | 6 months for trends; 12+ to backtest a year of renewals. |
| Relationships | Contacts with a buying role | 98% | Pass | Champion and executive-sponsor coverage depend on roles being recorded. |
| Relationships | Contact departures tracked | 51 recorded | Pass | Without departure dates a lost champion looks like an active one. |
| Relationships | Contacts with a created date | 100% | Pass | Needed to rebuild past relationship coverage for the backtest. |
| Activity | Activities linked to a contact | 87% | Warn | Unlinked activities hide who we actually talk to, so multi-threading is understated. |
| Activity | Activities typed as live touches (call/meeting) | 51% | Pass | Engagement cadence needs calls and meetings distinguishable from email. |
| Support | Support cases available | 1,790 | Pass | Escalation signals need case priority and escalation flags. |
| Sentiment | Customers with an NPS response in 180 days | 88% | Pass | Silent accounts are a signal too, but a low response rate weakens this one. |
| Commercial | Accounts with payment status | 100% | Pass | Late payment is an early commercial warning. |
| Account | Accounts with a CSM health score | 95% | Warn | Unscored accounts have no owner judgment on record. |
| Account | History on health score, NPS and payment status | Not in export | Warn | Without field history the backtest can't use these fields. Turn on field history tracking. |
| Revenue | Renewals with available-to-renew amount | 100% | Pass | Needed to measure retention in dollars. |
| Revenue | Renewals closed in the last 12 months | 166 | Pass | The backtest needs at least 20 to say anything. |
| Integrity | Records pointing at unknown accounts | 0 | Pass | Orphaned records are dropped from the analysis. |
| Early-warning signal | Readiness |
|---|---|
| Usage decline | Ready |
| Feature decline | Ready |
| Low utilization | Ready |
| Champion lost | Ready |
| No exec sponsor | Ready |
| Single threaded | Limited |
| Engagement gap | Ready |
| Support escalation | Ready |
| Detractor nps | Ready |
| Payment late | Ready |
Data Hygiene
How clean the records are that the forecast, the renewal number and every score in this diagnostic rest on, what revenue sits on records with gaps,…
How clean the records are that the forecast, the renewal number and every score in this diagnostic rest on, what revenue sits on records with gaps, and who fixes what. Each check counts records against the records it applies to; the score weights pipeline, renewals and relationships most.
Medium priorityGapTech
CRM data health is 73/100: $12.6M of pipeline and $4.8M of customer ARR sit on records with gaps
$17.3M
Pipeline and customer ARR on records with gaps
Scored on the records the forecast, the renewal number and the risk scores rest on (pipeline, renewals, relationships, activity and accounts), the CRM rates 73 out of 100: needs work. The biggest gaps: meddpicc elements missing for the deal's stage or close date: 90 of 105; customer with no executive sponsor recorded: 94 of 250; close date pushed two or more times: 26 of 119. 347 records need a fix, listed by owner below; the health and risk scores rest on complete account records for 55% of ARR.
What to doEach owner gets their cleanup items in Sadie's Monday note (up to three a week, largest revenue at risk first); make the fields required at the source so the gaps don't come back.
How Greenwake does itData Hygiene re-scored on every run, with each owner's cleanup items in their weekly note.
Data health
73 / 100
Needs work
Pipeline on records with gaps
$12.6M
of $15.0M open
Customer ARR on records with gaps
$4.8M
of $57.5M ARR
Records to fix
347
across 13 owners
Scores on complete records
55%
of ARR: how far to trust the health and risk scores
| Area | Check | Records with the gap | Clean | Revenue affected | Fix |
|---|---|---|---|---|---|
| Pipeline | Open deal past its close date | 17 of 119 | 86% | $1.5M | Move the close date or close the deal out. |
| Pipeline | Close date pushed two or more times | 26 of 119 | 78% | $3.7M | Requalify: what has to happen for this to close, and by when? |
| Pipeline | No stage change in 60 days | 22 of 119 | 82% | $4.9M | Advance it, or mark it lost. |
| Pipeline | Open deal with no amount | 5 of 119 | 96% | – | Add the amount, even an estimate; deals with no amount are invisible in the forecast. |
| Pipeline | MEDDPICC elements missing for the deal's stage or close date | 90 of 105 | 14% | $11.6M | Record the missing elements (metrics, economic buyer, decision criteria and process, paper process, pain, champion, competition) as the deal advances. |
| Pipeline | Open deal with no contacts attached | 14 of 119 | 88% | $315K | Add the buying group to the deal (contact roles), not just the account. |
| Pipeline | New deal with no lead source | 0 of 105 | 100% | – | Set the lead source when the deal is created, so marketing and sales can see what works. |
| Renewals | Open renewal with no owner | 7 of 250 | 97% | $1.4M | Assign an owner before the renewal window opens. |
| Renewals | Contract ends within 150 days, no renewal opportunity | 0 of 118 | 100% | – | Open the renewal opportunity now. |
| Renewals | Customer with no contract end date or ARR | 0 of 250 | 100% | – | Fill the contract end date and ARR from the order form. |
| Relationships | Customer with no active champion recorded | 25 of 250 | 90% | $3.4M | Name the champion (or confirm there isn't one: that's a risk in itself). |
| Relationships | Customer with no executive sponsor recorded | 94 of 250 | 62% | – | Name the executive sponsor, or make getting one the next step with this customer. |
| Relationships | Customer contact with no buying role | 55 of 1,265 | 96% | – | Tag the role: champion, economic buyer, executive sponsor, user. |
| Relationships | Customer contact with no email | 43 of 1,265 | 97% | – | Add the email; plays and outreach can't reach them without it. |
| Relationships | Duplicate contact (same email, same account) | 2 of 1,265 | 100% | – | Merge the duplicates. |
| Activity | Activity not linked to a contact | 5,452 of 40,799 | 87% | – | Require a contact on logged calls and meetings (or sync them from the calendar). |
| Accounts | Duplicate account (same company name) | 10 of 640 | 98% | – | Merge into the customer record. |
| Accounts | Customer with no industry | 20 of 250 | 92% | – | Fill the industry: segmentation, benchmarks and content depend on it. |
| Accounts | Customer with no CSM health score | 13 of 250 | 95% | – | Have the owner set a health score (green, yellow, red) on every customer. |
| Accounts | Customer owned by an inactive user | 0 of 250 | 100% | – | Reassign to an active owner. |
Area scores: Pipeline 52; Renewals 97; Relationships 68; Activity 55; Accounts 88. A check scores 100 when every record is clean and 0 at 70% clean or worse (past one bad record in ten it can't be relied on); each area averages its checks, and the overall score weights pipeline, renewals and relationships 25% each, accounts 15%, activity 10%. Revenue affected is the deal amount or the customer's ARR, counted once per record, and only for gaps that put that revenue at risk (not for a missing industry or email): a measure of exposure, not a cost estimate.
Cleanup by owner
| Owner | Records to fix | What | Revenue at risk on them |
|---|---|---|---|
| Rowan Blake | 23 | 23 deals | $3.3M |
| Casey Morgan | 20 | 20 deals | $2.9M |
| Devon Price | 17 | 17 deals | $2.9M |
| Arjun Okafor | 28 | 17 accounts, 10 contacts, 1 renewal | $2.9M |
| Harper Quinn | 24 | 24 deals | $2.6M |
| Omar Rossi | 29 | 18 accounts, 8 contacts, 2 renewals, 1 deal | $1.2M |
| Sasha Reid | 16 | 10 deals, 6 accounts | $574K |
| Sam Fischer | 37 | 17 contacts, 15 accounts, 4 deals, 1 renewal | $320K |
| Amara Novak | 31 | 16 accounts, 14 contacts, 1 deal | $194K |
| Grant Tanaka | 30 | 17 accounts, 12 contacts, 1 deal | $190K |
| Avery Nguyen | 26 | 12 accounts, 11 contacts, 3 deals | $147K |
| Tomas Castillo | 43 | 22 accounts, 17 contacts, 3 deals, 1 renewal | $140K |
| Fatima Haddad | 23 | 10 accounts, 10 contacts, 2 renewals, 1 deal | $71K |
The cleanup list
Every record with a gap: the ones putting revenue at risk first, largest first. Activities not linked to a contact are counted above, not listed: fix those at the source.
| Record | Type | Owner | What to fix | Revenue at risk |
|---|---|---|---|---|
| Vantage Robotics Inc. | Account | Arjun Okafor | Customer with no active champion recorded; Customer with no executive sponsor recorded | $1.7M |
| Quarry Hospitality Inc. | Account | Arjun Okafor | Customer with no active champion recorded; Customer with no executive sponsor recorded | $1.0M |
| Vantage Foods Inc. - Renewal 2027 | Renewal | Omar Rossi | Open renewal with no owner | $908K |
| Willow Software Inc. - New Business | Deal | Devon Price | No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (economic buyer, identified pain, champion) | $594K |
| Granite Hospitality Inc. - New Business | Deal | Casey Morgan | Close date pushed two or more times; No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (economic buyer, decision criteria, decision process) | $567K |
| Clearwater Robotics Inc. - New Business | Deal | Devon Price | MEDDPICC elements missing for the deal's stage or close date (paper process, competition) | $538K |
| Falcon Networks Inc. - New Business | Deal | Devon Price | MEDDPICC elements missing for the deal's stage or close date (decision criteria, identified pain) | $534K |
| Harbor Insurance Inc. - New Business | Deal | Rowan Blake | Close date pushed two or more times; No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (metrics, decision process, champion, competition) | $495K |
| Fernhill Labs Inc. - New Business | Deal | Rowan Blake | MEDDPICC elements missing for the deal's stage or close date (economic buyer, competition) | $494K |
| Zephyr Learning Inc. - New Business | Deal | Harper Quinn | MEDDPICC elements missing for the deal's stage or close date (metrics, identified pain) | $434K |
| Granite Systems Inc. - New Business | Deal | Casey Morgan | Open deal past its close date; No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (decision criteria) | $359K |
| Harbor Networks Inc. - New Business | Deal | Rowan Blake | No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (identified pain, champion) | $328K |
| Prairie Logistics Inc. - New Business | Deal | Rowan Blake | MEDDPICC elements missing for the deal's stage or close date (champion) | $326K |
| Granite Learning Inc. - New Business | Deal | Casey Morgan | Close date pushed two or more times; No stage change in 60 days | $324K |
| Zephyr Biosciences Inc. - New Business | Deal | Harper Quinn | No stage change in 60 days | $319K |
| Beacon Networks Inc. - New Business | Deal | Casey Morgan | Close date pushed two or more times; No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, decision criteria, decision process, paper process, identified pain, champion, competition) | $306K |
| Bright Biosciences Inc. - New Business | Deal | Harper Quinn | Close date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (economic buyer, decision criteria, decision process) | $306K |
| Granite Hospitality Inc. - New Business | Deal | Casey Morgan | MEDDPICC elements missing for the deal's stage or close date (economic buyer, identified pain) | $259K |
| Orchid Media Inc. - New Business | Deal | Harper Quinn | Open deal past its close date; No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, paper process) | $257K |
| Sable Networks Inc. - Renewal 2027 | Renewal | Sam Fischer | Open renewal with no owner | $242K |
| Ember Freight Inc. - New Business | Deal | Rowan Blake | No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, decision criteria, decision process, champion, competition) | $227K |
| Atlas Builders Inc. - New Business | Deal | Casey Morgan | Close date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (champion) | $218K |
| Atlas Outfitters Inc. - New Business | Deal | Devon Price | Close date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (economic buyer, competition) | $206K |
| Harbor Labs Inc. - New Business | Deal | Devon Price | MEDDPICC elements missing for the deal's stage or close date (metrics, identified pain, champion) | $184K |
| Ember Health Inc. - New Business | Deal | Casey Morgan | No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, decision criteria, identified pain, champion) | $178K |
| Upland Builders Inc. | Account | Amara Novak | Customer with no active champion recorded; Customer with no executive sponsor recorded | $169K |
| Redstone Freight Inc. - Renewal 2027 | Renewal | Arjun Okafor | Open renewal with no owner | $167K |
| Beacon Networks Inc. - New Business | Deal | Casey Morgan | MEDDPICC elements missing for the deal's stage or close date (metrics, identified pain) | $164K |
| Clearwater Builders Inc. - Expansion 2027 | Deal | Omar Rossi | Open deal with no contacts attached | $162K |
| Pinecrest Robotics Inc. - New Business | Deal | Rowan Blake | No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (decision criteria, decision process, paper process, competition) | $160K |
| Pinecrest Robotics Inc. - New Business | Deal | Rowan Blake | Close date pushed two or more times; No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (metrics, decision process, identified pain, champion) | $151K |
| Keystone Labs Inc. - New Business | Deal | Rowan Blake | Close date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (metrics, identified pain, champion) | $146K |
| Orchid Biosciences Inc. - New Business | Deal | Harper Quinn | Close date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (identified pain, champion) | $141K |
| Keystone Labs Inc. - New Business | Deal | Rowan Blake | MEDDPICC elements missing for the deal's stage or close date (decision criteria, decision process, paper process, identified pain, champion, competition) | $139K |
| Nimbus Freight Inc. - New Business | Deal | Casey Morgan | MEDDPICC elements missing for the deal's stage or close date (metrics, identified pain, champion) | $139K |
| Juniper Software Inc. - New Business | Deal | Harper Quinn | MEDDPICC elements missing for the deal's stage or close date (economic buyer, decision criteria, identified pain, champion) | $136K |
| Lumen Labs Inc. | Account | Grant Tanaka | Customer with no active champion recorded | $135K |
| Alder Software Inc. - New Business | Deal | Rowan Blake | MEDDPICC elements missing for the deal's stage or close date (economic buyer) | $134K |
| Driftwood Logistics Inc. - New Business | Deal | Devon Price | No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (metrics, decision process, identified pain, competition) | $133K |
| Atlas Labs Inc. - New Business | Deal | Rowan Blake | Open deal past its close date; No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (economic buyer, decision process, paper process, identified pain) | $128K |
| Zephyr Financial Inc. - New Business | Deal | Devon Price | MEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, champion) | $124K |
| Prairie Logistics Inc. - New Business | Deal | Sasha Reid | No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (metrics, identified pain, champion) | $122K |
| Orchid Hospitality Inc. - New Business | Deal | Sasha Reid | MEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer) | $122K |
| Atlas Learning Inc. - New Business | Deal | Harper Quinn | MEDDPICC elements missing for the deal's stage or close date (economic buyer, decision criteria, identified pain) | $119K |
| Bright Energy Inc. - New Business | Deal | Rowan Blake | MEDDPICC elements missing for the deal's stage or close date (identified pain) | $117K |
| Granite Foods Inc. - New Business | Deal | Rowan Blake | Close date pushed two or more times; No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (decision criteria, identified pain) | $111K |
| Atlas Media Inc. - New Business | Deal | Harper Quinn | Open deal past its close date; MEDDPICC elements missing for the deal's stage or close date (competition) | $107K |
| Keystone Learning Inc. - New Business | Deal | Casey Morgan | Close date pushed two or more times; No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (economic buyer, identified pain) | $102K |
| Cedar Labs Inc. - New Business | Deal | Harper Quinn | Open deal past its close date; MEDDPICC elements missing for the deal's stage or close date (paper process, competition) | $102K |
| Prairie Logistics Inc. - New Business | Deal | Sasha Reid | Close date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (champion) | $102K |
| Redstone Financial Inc. - New Business | Deal | Rowan Blake | MEDDPICC elements missing for the deal's stage or close date (identified pain, champion) | $101K |
| Juniper Software Inc. - New Business | Deal | Harper Quinn | Close date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (economic buyer, champion) | $100K |
| Driftwood Learning Inc. | Account | Avery Nguyen | Customer with no active champion recorded; Customer with no executive sponsor recorded | $97K |
| Pinecrest Biosciences Inc. - New Business | Deal | Harper Quinn | MEDDPICC elements missing for the deal's stage or close date (metrics, decision criteria) | $95K |
| Granite Energy Inc. - New Business | Deal | Devon Price | Open deal past its close date; Close date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (economic buyer, decision process) | $93K |
| Granite Foods Inc. - New Business | Deal | Rowan Blake | MEDDPICC elements missing for the deal's stage or close date (economic buyer) | $90K |
| Granite Energy Inc. - New Business | Deal | Devon Price | MEDDPICC elements missing for the deal's stage or close date (metrics, champion) | $85K |
| Quarry Analytics Inc. - New Business | Deal | Casey Morgan | MEDDPICC elements missing for the deal's stage or close date (identified pain, champion) | $84K |
| Bright Health Inc. - New Business | Deal | Devon Price | Open deal past its close date; MEDDPICC elements missing for the deal's stage or close date (economic buyer, decision criteria, decision process, champion, competition) | $81K |
| Tidal Robotics Inc. | Account | Omar Rossi | Customer with no active champion recorded; Customer with no executive sponsor recorded | $77K |
| Juniper Insurance Inc. - New Business | Deal | Devon Price | Open deal past its close date; MEDDPICC elements missing for the deal's stage or close date (metrics, decision criteria, decision process, paper process) | $77K |
| Willow Labs Inc. - New Business | Deal | Harper Quinn | Close date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (economic buyer, decision criteria, paper process, identified pain) | $75K |
| Atlas Media Inc. - New Business | Deal | Harper Quinn | Open deal past its close date; No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, decision process, champion) | $73K |
| Ironwood Manufacturing Inc. - New Business | Deal | Casey Morgan | MEDDPICC elements missing for the deal's stage or close date (decision criteria, decision process, identified pain, competition) | $70K |
| Atlas Media Inc. - New Business | Deal | Harper Quinn | MEDDPICC elements missing for the deal's stage or close date (economic buyer, decision criteria, identified pain, champion) | $64K |
| Alder Software Inc. - New Business | Deal | Rowan Blake | MEDDPICC elements missing for the deal's stage or close date (economic buyer) | $62K |
| Orchid Hospitality Inc. - New Business | Deal | Sasha Reid | MEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, identified pain, champion) | $58K |
| Redstone Outfitters Inc. | Account | Tomas Castillo | Customer with no active champion recorded; Customer with no executive sponsor recorded | $57K |
| Orchid Robotics Inc. - New Business | Deal | Devon Price | Close date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (economic buyer, decision criteria, decision process, champion) | $56K |
| Prairie Labs Inc. - New Business | Deal | Devon Price | Open deal past its close date; MEDDPICC elements missing for the deal's stage or close date (metrics, decision criteria, champion) | $55K |
| Fernhill Systems Inc. - New Business | Deal | Harper Quinn | MEDDPICC elements missing for the deal's stage or close date (metrics, identified pain, champion) | $49K |
| Prairie Logistics Inc. - New Business | Deal | Sasha Reid | Close date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (metrics, identified pain, champion) | $47K |
| Willow Systems Inc. - New Business | Deal | Harper Quinn | MEDDPICC elements missing for the deal's stage or close date (decision process, identified pain, competition) | $42K |
| Fernhill Systems Inc. - New Business | Deal | Harper Quinn | MEDDPICC elements missing for the deal's stage or close date (metrics, identified pain, champion, competition) | $41K |
| Orchid Hospitality Inc. - New Business | Deal | Sasha Reid | Open deal past its close date; MEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, decision criteria, decision process, paper process, identified pain, competition) | $40K |
| Beacon Outfitters Inc. - New Business | Deal | Devon Price | MEDDPICC elements missing for the deal's stage or close date (metrics, decision criteria, identified pain, champion, competition) | $39K |
| Oakridge Financial Inc. - New Business | Deal | Devon Price | Close date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (decision criteria, identified pain, champion, competition) | $36K |
| Granite Health Inc. - Expansion 2027 | Deal | Fatima Haddad | Open deal with no contacts attached | $36K |
| Falcon Financial Inc. - New Business | Deal | Sasha Reid | MEDDPICC elements missing for the deal's stage or close date (metrics) | $34K |
| Falcon Hospitality Inc. - New Business | Deal | Sasha Reid | MEDDPICC elements missing for the deal's stage or close date (metrics, identified pain) | $34K |
| Sable Networks Inc. - Expansion 2027 | Deal | Sam Fischer | Open deal with no contacts attached | $32K |
| Harbor Outfitters Inc. - New Business | Deal | Rowan Blake | MEDDPICC elements missing for the deal's stage or close date (identified pain, champion) | $32K |
| Willow Analytics Inc. | Account | Grant Tanaka | Customer with no active champion recorded; Customer with no executive sponsor recorded | $32K |
| Meridian Freight Inc. - New Business | Deal | Casey Morgan | Open deal past its close date; Close date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (economic buyer, decision criteria, paper process, champion) | $31K |
| Driftwood Labs Inc. - New Business | Deal | Casey Morgan | MEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, decision criteria) | $31K |
| Cedar Energy Inc. - New Business | Deal | Harper Quinn | Open deal past its close date; MEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, decision criteria, decision process, paper process, identified pain, competition) | $30K |
| Beacon Software Inc. | Account | Tomas Castillo | Customer with no active champion recorded; Customer with no executive sponsor recorded | $30K |
| Atlas Hospitality Inc. - Expansion 2027 | Deal | Avery Nguyen | Open deal with no contacts attached | $28K |
| Oakridge Robotics Inc. - Renewal 2027 | Renewal | Fatima Haddad | Open renewal with no owner | $27K |
| Ironwood Energy Inc. | Account | Tomas Castillo | Customer with no active champion recorded; Customer with no executive sponsor recorded | $26K |
| Nimbus Labs Inc. - New Business | Deal | Casey Morgan | MEDDPICC elements missing for the deal's stage or close date (economic buyer, decision process) | $26K |
| Cobalt Biosciences Inc. - New Business | Deal | Casey Morgan | Close date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, decision criteria, champion, competition) | $24K |
| Driftwood Hospitality Inc. - New Business | Deal | Harper Quinn | Close date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (decision criteria, identified pain, champion, competition) | $22K |
| Meridian Builders Inc. - Expansion 2027 | Deal | Avery Nguyen | Open deal with no contacts attached | $22K |
| Sterling Freight Inc. - New Business | Deal | Casey Morgan | MEDDPICC elements missing for the deal's stage or close date (paper process) | $22K |
| Sable Outfitters Inc. - New Business | Deal | Rowan Blake | Close date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (decision criteria, identified pain, champion) | $21K |
| Apex Software Inc. - New Business | Deal | Harper Quinn | MEDDPICC elements missing for the deal's stage or close date (metrics, identified pain) | $21K |
| Beacon Foods Inc. - Expansion 2027 | Deal | Sam Fischer | Open deal with no contacts attached | $21K |
| Clearwater Analytics Inc. - New Business | Deal | Rowan Blake | Open deal past its close date; MEDDPICC elements missing for the deal's stage or close date (metrics, decision criteria, decision process, identified pain, champion, competition) | $20K |
| Cedar Media Inc. - New Business | Deal | Devon Price | Close date pushed two or more times | $20K |
| Cobalt Outfitters Inc. - New Business | Deal | Harper Quinn | Open deal past its close date; MEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, decision criteria, decision process, paper process, identified pain, champion, competition) | $18K |
| Apex Software Inc. - New Business | Deal | Sasha Reid | MEDDPICC elements missing for the deal's stage or close date (metrics, champion) | $15K |
| Atlas Freight Inc. - New Business | Deal | Rowan Blake | MEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, decision process, identified pain, champion) | $15K |
| Clearwater Analytics Inc. - New Business | Deal | Rowan Blake | MEDDPICC elements missing for the deal's stage or close date (metrics, identified pain, champion) | $15K |
| Ironwood Networks Inc. - New Business | Deal | Casey Morgan | MEDDPICC elements missing for the deal's stage or close date (economic buyer, identified pain, champion, competition) | $15K |
| Falcon Financial Inc. - New Business | Deal | Casey Morgan | Open deal past its close date; No stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, paper process) | $13K |
| Meridian Insurance Inc. - New Business | Deal | Harper Quinn | MEDDPICC elements missing for the deal's stage or close date (economic buyer, decision criteria) | $12K |
| Meridian Software Inc. | Account | Tomas Castillo | Customer with no active champion recorded; Customer with no executive sponsor recorded | $12K |
| Quarry Energy Inc. | Account | Sam Fischer | Customer with no active champion recorded | $11K |
| Oakridge Systems Inc. | Account | Amara Novak | Customer with no active champion recorded; Customer with no executive sponsor recorded | $11K |
| Sable Financial Inc. - New Business | Deal | Rowan Blake | Close date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (champion) | $10K |
| Fernhill Robotics Inc. - New Business | Deal | Rowan Blake | MEDDPICC elements missing for the deal's stage or close date (economic buyer, competition) | $10K |
| Orchid Systems Inc. | Account | Grant Tanaka | Customer with no active champion recorded | $9K |
| Fernhill Foods Inc. - Renewal 2026 | Renewal | Fatima Haddad | Open renewal with no owner | $9K |
| Willow Outfitters Inc. | Account | Omar Rossi | Customer with no active champion recorded; Customer with no executive sponsor recorded | $9K |
| Ironwood Freight Inc. | Account | Omar Rossi | Customer with no active champion recorded | $9K |
| Beacon Manufacturing Inc. | Account | Arjun Okafor | Customer with no active champion recorded; Customer with no executive sponsor recorded | $7K |
| Lumen Software Inc. | Account | Grant Tanaka | Customer with no active champion recorded | $7K |
| Vantage Software Inc. | Account | Amara Novak | Customer with no active champion recorded | $7K |
| Falcon Builders Inc. | Account | Amara Novak | Customer with no active champion recorded; Customer with no executive sponsor recorded | $6K |
| Meridian Systems Inc. | Account | Tomas Castillo | Customer with no active champion recorded | $6K |
| Bright Media Inc. | Account | Sam Fischer | Customer with no active champion recorded | $6K |
| Vantage Labs Inc. - Renewal 2027 | Renewal | Tomas Castillo | Open renewal with no owner | $6K |
| Lumen Systems Inc. | Account | Grant Tanaka | Customer with no active champion recorded; Customer with no executive sponsor recorded; Customer with no CSM health score | $5K |
| Apex Foods Inc. - Expansion 2027 | Deal | Sam Fischer | Open deal with no contacts attached | $5K |
| Prairie Insurance Inc. | Account | Omar Rossi | Customer with no active champion recorded; Customer with no executive sponsor recorded | $5K |
| Granite Media Inc. | Account | Omar Rossi | Customer with no active champion recorded; Customer with no executive sponsor recorded | $4K |
| Willow Learning Inc. - Expansion 2027 | Deal | Sam Fischer | Open deal with no contacts attached | $2K |
| Ember Energy Inc. - Renewal 2027 | Renewal | Omar Rossi | Open renewal with no owner | $2K |
| Oakridge Media Inc. - Expansion 2027 | Deal | Tomas Castillo | Open deal with no contacts attached | $2K |
| Tidal Software Inc. - Expansion 2027 | Deal | Tomas Castillo | Open deal with no contacts attached | $1K |
| Keystone Freight Inc. - Expansion 2027 | Deal | Grant Tanaka | Open deal with no contacts attached | $1K |
| Redstone Health Inc. - Expansion 2027 | Deal | Tomas Castillo | Open deal with no contacts attached | $1K |
| Juniper Logistics Inc. - Expansion 2027 | Deal | Avery Nguyen | Open deal with no contacts attached | $400 |
| Lumen Logistics Inc. - Expansion 2027 | Deal | Amara Novak | Open deal with no contacts attached | $400 |
| Beacon Biosciences Inc. - New Business | Deal | Harper Quinn | Open deal past its close date; No stage change in 60 days; Open deal with no amount; MEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, decision criteria, paper process, identified pain, champion, competition) | – |
| Sable Logistics Inc. - New Business | Deal | Devon Price | No stage change in 60 days; Open deal with no amount; MEDDPICC elements missing for the deal's stage or close date (metrics) | – |
| Tidal Foods Inc. - New Business | Deal | Casey Morgan | Close date pushed two or more times; Open deal with no amount; MEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, decision criteria, decision process, identified pain, champion, competition) | – |
| Apex Networks Inc. | Account | Arjun Okafor | Customer with no executive sponsor recorded; Customer with no industry | – |
| Cedar Networks Inc. | Account | Omar Rossi | Customer with no executive sponsor recorded; Customer with no CSM health score | – |
| Driftwood Robotics Inc. | Account | Avery Nguyen | Customer with no executive sponsor recorded; Customer with no industry | – |
| Ember Energy Inc. | Account | Omar Rossi | Customer with no industry; Customer with no CSM health score | – |
| Ember Insurance Inc. | Account | Grant Tanaka | Customer with no industry; Customer with no CSM health score | – |
| Fernhill Outfitters Inc. | Account | Tomas Castillo | Customer with no executive sponsor recorded; Customer with no CSM health score | – |
| Juniper Labs Inc. | Account | Grant Tanaka | Customer with no executive sponsor recorded; Customer with no industry | – |
| Kwame Haddad (Oakridge Builders Inc.) | Contact | Avery Nguyen | Customer contact with no buying role; Customer contact with no email | – |
| Nimbus Manufacturing Inc. | Account | Tomas Castillo | Customer with no executive sponsor recorded; Customer with no industry | – |
| Pinecrest Health Inc. | Account | Tomas Castillo | Customer with no executive sponsor recorded; Customer with no CSM health score | – |
| Redstone Hospitality Inc. | Account | Amara Novak | Customer with no executive sponsor recorded; Customer with no industry | – |
| Sable Networks Inc. | Account | Sam Fischer | Customer with no executive sponsor recorded; Customer with no industry | – |
| Sterling Labs Inc. - New Business | Deal | Sasha Reid | Open deal with no amount; MEDDPICC elements missing for the deal's stage or close date (economic buyer, decision criteria, decision process, identified pain) | – |
| Alder Biosciences Inc. | Account | Omar Rossi | Customer with no executive sponsor recorded | – |
| Alder Health Inc. | Account | Avery Nguyen | Customer with no executive sponsor recorded | – |
| Alder Robotics Inc. | Account | Grant Tanaka | Customer with no executive sponsor recorded | – |
| Amara Castillo (Zephyr Freight Inc.) | Contact | Tomas Castillo | Customer contact with no buying role | – |
| Amara Evans (Sterling Hospitality Inc.) | Contact | Sam Fischer | Customer contact with no email | – |
| Amara Jensen (Tidal Energy Inc.) | Contact | Amara Novak | Customer contact with no email | – |
| Amara Mensah (Vantage Manufacturing Inc.) | Contact | Sam Fischer | Customer contact with no email | – |
| Apex Biosciences Inc. | Account | Arjun Okafor | Customer with no executive sponsor recorded | – |
| Apex Media Inc. | Account | Sam Fischer | Customer with no executive sponsor recorded | – |
| Apex Software Inc. | Account | Sasha Reid | Duplicate account (same company name) | – |
| Arjun Castillo (Nimbus Analytics Inc.) | Contact | Tomas Castillo | Customer contact with no email | – |
| Arjun Cohen (Crescent Health Inc.) | Contact | Grant Tanaka | Customer contact with no buying role | – |
| Arjun Ibrahim (Redstone Labs Inc.) | Contact | Arjun Okafor | Customer contact with no buying role | – |
| Atlas Analytics Inc. | Account | Omar Rossi | Customer with no executive sponsor recorded | – |
| Atlas Health Inc. | Account | Fatima Haddad | Customer with no CSM health score | – |
| Atlas Hospitality Inc. | Account | Avery Nguyen | Customer with no executive sponsor recorded | – |
| Atlas Robotics Inc. | Account | Arjun Okafor | Customer with no executive sponsor recorded | – |
| Atlas Software Inc. | Account | Avery Nguyen | Customer with no industry | – |
| Avery Johnson (Quarry Systems Inc.) | Contact | Grant Tanaka | Customer contact with no email | – |
| Avery Larsen (Vantage Robotics Inc.) | Contact | Arjun Okafor | Customer contact with no buying role | – |
| Avery Novak (Oakridge Manufacturing Inc.) | Contact | Avery Nguyen | Customer contact with no buying role | – |
| Avery Okafor (Vantage Learning Inc.) | Contact | Omar Rossi | Customer contact with no email | – |
| Avery Park (Crescent Media Inc.) | Contact | Sam Fischer | Customer contact with no email | – |
| Avery Walsh (Quarry Media Inc.) | Contact | Fatima Haddad | Customer contact with no email | – |
| Beacon Analytics Inc. | Account | Fatima Haddad | Customer with no executive sponsor recorded | – |
| Beacon Biosciences Inc. - New Business | Deal | Harper Quinn | Open deal with no amount | – |
| Beacon Builders Inc. | Account | Arjun Okafor | Customer with no executive sponsor recorded | – |
| Beacon Health Inc. | Account | Tomas Castillo | Customer with no executive sponsor recorded | – |
| Bright Financial Inc. | Account | Grant Tanaka | Customer with no industry | – |
| Caleb Brennan (Beacon Software Inc.) | Contact | Tomas Castillo | Customer contact with no email | – |
| Cedar Hospitality Inc. | Account | Amara Novak | Customer with no executive sponsor recorded | – |
| Chloe Novak (Lumen Robotics Inc.) | Contact | Tomas Castillo | Customer contact with no email | – |
| Chloe Rossi (Driftwood Learning Inc.) | Contact | Avery Nguyen | Customer contact with no buying role | – |
| Clearwater Foods Inc. | Account | Fatima Haddad | Customer with no executive sponsor recorded | – |
| Clearwater Insurance Inc. | Account | Omar Rossi | Customer with no executive sponsor recorded | – |
| Clearwater Labs Inc. | Account | Omar Rossi | Customer with no executive sponsor recorded | – |
| Clearwater Software Inc. | Account | Avery Nguyen | Customer with no executive sponsor recorded | – |
| Cobalt Analytics Inc. | Account | Arjun Okafor | Customer with no CSM health score | – |
| Cobalt Energy Inc. | Account | Grant Tanaka | Customer with no CSM health score | – |
| Cobalt Insurance Inc. | Account | Tomas Castillo | Customer with no executive sponsor recorded | – |
| Cobalt Labs Inc. | Account | Sam Fischer | Customer with no executive sponsor recorded | – |
| Crescent Health Inc. | Account | Grant Tanaka | Customer with no CSM health score | – |
| Crescent Insurance Inc. | Account | Avery Nguyen | Customer with no executive sponsor recorded | – |
| Crescent Manufacturing Inc. | Account | Arjun Okafor | Customer with no industry | – |
| Crescent Systems Inc. | Account | Sam Fischer | Customer with no CSM health score | – |
| Diego Castillo (Lumen Software Inc.) | Contact | Grant Tanaka | Customer contact with no email | – |
| Diego Cohen (Ironwood Insurance Inc.) | Contact | Fatima Haddad | Customer contact with no buying role | – |
| Driftwood Insurance Inc. | Account | Amara Novak | Customer with no industry | – |
| Driftwood Software Inc. | Account | Grant Tanaka | Customer with no executive sponsor recorded | – |
| Driftwood Systems Inc. | Account | Tomas Castillo | Customer with no executive sponsor recorded | – |
| Elena Holm (Redstone Learning Inc.) | Contact | Amara Novak | Customer contact with no email | – |
| Elena Kim (Meridian Software Inc.) | Contact | Tomas Castillo | Customer contact with no buying role | – |
| Elena Rossi (Orchid Systems Inc.) | Contact | Grant Tanaka | Customer contact with no email | – |
| Ember Analytics Inc. | Account | Amara Novak | Customer with no executive sponsor recorded | – |
| Ember Biosciences Inc. | Account | Tomas Castillo | Customer with no executive sponsor recorded | – |
| Ember Labs Inc. | Account | Grant Tanaka | Customer with no executive sponsor recorded | – |
| Ember Systems Inc. | Account | Arjun Okafor | Customer with no executive sponsor recorded | – |
| Ethan Castillo (Cedar Logistics Inc.) | Contact | Tomas Castillo | Customer contact with no email | – |
| Ethan Evans (Willow Financial Inc.) | Contact | Tomas Castillo | Customer contact with no buying role | – |
| Ethan Ibrahim (Vantage Software Inc.) | Contact | Amara Novak | Customer contact with no email | – |
| Ethan Mensah (Nimbus Builders Inc.) | Contact | Amara Novak | Customer contact with no buying role | – |
| Ethan Tanaka (Willow Analytics Inc.) | Contact | Grant Tanaka | Customer contact with no email | – |
| Falcon Energy Inc. | Account | Tomas Castillo | Customer with no executive sponsor recorded | – |
| Falcon Financial Inc. | Account | Sasha Reid | Duplicate account (same company name) | – |
| Falcon Health Inc. | Account | Arjun Okafor | Customer with no executive sponsor recorded | – |
| Falcon Hospitality Inc. | Account | Sasha Reid | Duplicate account (same company name) | – |
| Falcon Logistics Inc. | Account | Omar Rossi | Customer with no executive sponsor recorded | – |
| Falcon Logistics, Inc | Account | Omar Rossi | Duplicate account (same company name) | – |
| Fatima Duarte (Cobalt Foods Inc.) | Contact | Omar Rossi | Customer contact with no buying role | – |
| Fatima Duarte (Prairie Energy Inc.) | Contact | Sam Fischer | Customer contact with no buying role | – |
| Fatima Gupta (Redstone Outfitters Inc.) | Contact | Tomas Castillo | Customer contact with no email | – |
| Fatima Okafor (Orchid Insurance Inc.) | Contact | Grant Tanaka | Customer contact with no email | – |
| Fatima Silva (Alder Builders Inc.) | Contact | Fatima Haddad | Customer contact with no buying role | – |
| Fatima Yilmaz (Quarry Systems Inc.) | Contact | Grant Tanaka | Customer contact with no buying role | – |
| Fernhill Energy Inc. | Account | Fatima Haddad | Customer with no executive sponsor recorded | – |
| Fernhill Manufacturing Inc. | Account | Avery Nguyen | Customer with no executive sponsor recorded | – |
| Granite Financial Inc. | Account | Fatima Haddad | Customer with no executive sponsor recorded | – |
| Granite Health Inc. | Account | Fatima Haddad | Customer with no executive sponsor recorded | – |
| Grant Brennan (Sterling Software Inc.) | Contact | Arjun Okafor | Customer contact with no buying role | – |
| Grant Castillo (Beacon Software Inc.) | Contact | Tomas Castillo | Customer contact with no buying role | – |
| Grant Castillo (Redstone Software Inc.) | Contact | Arjun Okafor | Customer contact with no email | – |
| Grant Tanaka (Sable Builders Inc.) | Contact | Fatima Haddad | Customer contact with no buying role | – |
| Hannah Duarte (Redstone Hospitality Inc.) | Contact | Amara Novak | Customer contact with no buying role | – |
| Hannah Yilmaz (Cobalt Media Inc.) | Contact | Amara Novak | Customer contact with no buying role | – |
| Harbor Energy Inc. | Account | Tomas Castillo | Customer with no industry | – |
| Harbor Freight Inc. | Account | Tomas Castillo | Customer with no executive sponsor recorded | – |
| Harbor Manufacturing Inc. | Account | Sam Fischer | Customer with no executive sponsor recorded | – |
| Ines Gupta (Driftwood Media Inc.) | Contact | Avery Nguyen | Customer contact with no buying role | – |
| Jordan Ibrahim (Clearwater Foods Inc.) | Contact | Fatima Haddad | Customer contact with no buying role | – |
| Jordan Jensen (Juniper Learning Inc.) | Contact | Sam Fischer | Customer contact with no buying role | – |
| Jordan Mensah (Prairie Insurance Inc.) | Contact | Omar Rossi | Customer contact with no buying role | – |
| Jordan Novak (Pinecrest Insurance Inc.) | Contact | Sam Fischer | Customer contact with no email | – |
| Jordan Reyes (Oakridge Foods Inc.) | Contact | Amara Novak | Customer contact with no email | – |
| Juniper Media Inc. | Account | Fatima Haddad | Customer with no executive sponsor recorded | – |
| Juniper Networks Inc. | Account | Omar Rossi | Customer with no executive sponsor recorded | – |
| Juniper Robotics Inc. | Account | Tomas Castillo | Customer with no executive sponsor recorded | – |
| Juniper Systems Inc. | Account | Amara Novak | Customer with no executive sponsor recorded | – |
| Keystone Manufacturing Inc. | Account | Omar Rossi | Customer with no executive sponsor recorded | – |
| Keystone Networks Inc. | Account | Omar Rossi | Customer with no industry | – |
| Keystone Software Inc. | Account | Omar Rossi | Customer with no executive sponsor recorded | – |
| Kwame Cohen (Orchid Energy Inc.) | Contact | Grant Tanaka | Customer contact with no buying role | – |
| Kwame Holm (Redstone Media Inc.) | Contact | Arjun Okafor | Customer contact with no buying role | – |
| Kwame Novak (Crescent Systems Inc.) | Contact | Sam Fischer | Customer contact with no buying role | – |
| Kwame Patel (Fernhill Biosciences Inc.) | Contact | Tomas Castillo | Customer contact with no email | – |
| Kwame Yilmaz (Lumen Builders Inc.) | Contact | Tomas Castillo | Customer contact with no buying role | – |
| Leah Castillo (Oakridge Manufacturing Inc.) | Contact | Avery Nguyen | Customer contact with no buying role | – |
| Leah Johnson (Crescent Media Inc.) | Contact | Sam Fischer | Customer contact with no buying role | – |
| Leah Okafor (Oakridge Networks Inc.) | Contact | Tomas Castillo | Customer contact with no email | – |
| Leah Rossi (Redstone Media Inc.) | Contact | Arjun Okafor | Customer contact with no buying role | – |
| Leah Walsh (Crescent Hospitality Inc.) | Contact | Tomas Castillo | Customer contact with no buying role | – |
| Lena Garcia (Vantage Manufacturing Inc.) | Contact | Sam Fischer | Duplicate contact (same email, same account) | – |
| Lena Nguyen (Nimbus Builders Inc.) | Contact | Amara Novak | Customer contact with no buying role | – |
| Lena Reyes (Driftwood Freight Inc.) | Contact | Tomas Castillo | Customer contact with no email | – |
| Lena Rossi (Ember Learning Inc.) | Contact | Fatima Haddad | Customer contact with no buying role | – |
| Lena Schmidt (Driftwood Learning Inc.) | Contact | Avery Nguyen | Customer contact with no email | – |
| Lumen Builders Inc. | Account | Tomas Castillo | Customer with no CSM health score | – |
| Lumen Learning Inc. | Account | Amara Novak | Customer with no executive sponsor recorded | – |
| Lumen Media Inc. | Account | Sam Fischer | Customer with no executive sponsor recorded | – |
| Marcus Bauer (Lumen Builders Inc.) | Contact | Tomas Castillo | Customer contact with no buying role | – |
| Marcus Johnson (Driftwood Robotics Inc.) | Contact | Avery Nguyen | Customer contact with no buying role | – |
| Mateo Adler (Juniper Logistics Inc.) | Contact | Avery Nguyen | Customer contact with no email | – |
| Mateo Brennan (Orchid Builders Inc.) | Contact | Avery Nguyen | Customer contact with no email | – |
| Mateo Novak (Clearwater Software Inc.) | Contact | Avery Nguyen | Customer contact with no buying role | – |
| Mateo Schmidt (Cobalt Freight Inc.) | Contact | Amara Novak | Customer contact with no buying role | – |
| Maya Schmidt (Zephyr Manufacturing Inc.) | Contact | Fatima Haddad | Customer contact with no email | – |
| Meridian Biosciences Inc. | Account | Sam Fischer | Customer with no executive sponsor recorded | – |
| Meridian Builders Inc. | Account | Avery Nguyen | Customer with no executive sponsor recorded | – |
| Meridian Logistics Inc. | Account | Amara Novak | Customer with no executive sponsor recorded | – |
| Nadia Evans (Oakridge Manufacturing Inc.) | Contact | Avery Nguyen | Customer contact with no buying role | – |
| Nadia Ibrahim (Redstone Analytics Inc.) | Contact | Arjun Okafor | Customer contact with no buying role | – |
| Nadia Novak (Redstone Hospitality Inc.) | Contact | Amara Novak | Customer contact with no buying role | – |
| Nimbus Builders Inc. | Account | Amara Novak | Customer with no executive sponsor recorded | – |
| Nimbus Outfitters Inc. | Account | Amara Novak | Customer with no executive sponsor recorded | – |
| Noah Novak (Beacon Analytics Inc.) | Contact | Fatima Haddad | Customer contact with no email | – |
| Noah Novak (Granite Insurance Inc.) | Contact | Sam Fischer | Duplicate contact (same email, same account) | – |
| Noah Walsh (Oakridge Energy Inc.) | Contact | Sam Fischer | Customer contact with no email | – |
| Oakridge Builders Inc. | Account | Avery Nguyen | Customer with no executive sponsor recorded | – |
| Oakridge Energy Inc. | Account | Sam Fischer | Customer with no executive sponsor recorded | – |
| Oakridge Media Inc. | Account | Tomas Castillo | Customer with no executive sponsor recorded | – |
| Oakridge Robotics Inc. | Account | Fatima Haddad | Customer with no executive sponsor recorded | – |
| Omar Rossi (Fernhill Energy Inc.) | Contact | Fatima Haddad | Customer contact with no buying role | – |
| Omar Schmidt (Willow Analytics Inc.) | Contact | Grant Tanaka | Customer contact with no buying role | – |
| Orchid Hospitality Inc. | Account | Sasha Reid | Duplicate account (same company name) | – |
| Orchid Insurance Inc. | Account | Grant Tanaka | Customer with no executive sponsor recorded | – |
| Pinecrest Media Inc. | Account | Sam Fischer | Customer with no executive sponsor recorded | – |
| Prairie Hospitality, Inc | Account | Fatima Haddad | Duplicate account (same company name) | – |
| Prairie Logistics Inc. | Account | Sasha Reid | Duplicate account (same company name) | – |
| Prairie Media Inc. | Account | Grant Tanaka | Customer with no executive sponsor recorded | – |
| Priya Gupta (Keystone Outfitters Inc.) | Contact | Amara Novak | Customer contact with no email | – |
| Priya Haddad (Cedar Health Inc.) | Contact | Tomas Castillo | Customer contact with no email | – |
| Priya Haddad (Fernhill Analytics Inc.) | Contact | Grant Tanaka | Customer contact with no buying role | – |
| Priya Larsen (Nimbus Health Inc.) | Contact | Sam Fischer | Customer contact with no email | – |
| Priya Novak (Pinecrest Media Inc.) | Contact | Sam Fischer | Customer contact with no buying role | – |
| Priya Yilmaz (Sable Networks Inc.) | Contact | Sam Fischer | Customer contact with no email | – |
| Quarry Logistics Inc. | Account | Amara Novak | Customer with no executive sponsor recorded | – |
| Rachel Cohen (Ember Systems Inc.) | Contact | Arjun Okafor | Customer contact with no buying role | – |
| Rachel Duarte (Nimbus Builders Inc.) | Contact | Amara Novak | Customer contact with no buying role | – |
| Rachel Holm (Apex Networks Inc.) | Contact | Arjun Okafor | Customer contact with no buying role | – |
| Rachel Kim (Clearwater Builders Inc.) | Contact | Omar Rossi | Customer contact with no email | – |
| Rachel Nguyen (Keystone Software Inc.) | Contact | Omar Rossi | Customer contact with no email | – |
| Rachel Okafor (Orchid Foods Inc.) | Contact | Grant Tanaka | Customer contact with no email | – |
| Redstone Labs Inc. | Account | Arjun Okafor | Customer with no industry | – |
| Redstone Media Inc. | Account | Arjun Okafor | Customer with no executive sponsor recorded | – |
| Redstone Networks Inc. | Account | Grant Tanaka | Customer with no executive sponsor recorded | – |
| Redstone Software Inc. | Account | Arjun Okafor | Customer with no executive sponsor recorded | – |
| Redstone Systems Inc. | Account | Sam Fischer | Customer with no industry | – |
| Sable Biosciences Inc. | Account | Grant Tanaka | Customer with no executive sponsor recorded | – |
| Sable Freight Inc. | Account | Tomas Castillo | Customer with no executive sponsor recorded | – |
| Sable Health Inc. | Account | Fatima Haddad | Customer with no executive sponsor recorded | – |
| Sam Duarte (Zephyr Freight Inc.) | Contact | Tomas Castillo | Customer contact with no buying role | – |
| Sterling Health Inc. | Account | Amara Novak | Customer with no industry | – |
| Sterling Hospitality Inc. | Account | Sam Fischer | Customer with no executive sponsor recorded | – |
| Sterling Labs Inc. | Account | Sasha Reid | Duplicate account (same company name) | – |
| Tidal Energy Inc. | Account | Amara Novak | Customer with no executive sponsor recorded | – |
| Tidal Media Inc. | Account | Avery Nguyen | Customer with no executive sponsor recorded | – |
| Upland Financial Inc. | Account | Arjun Okafor | Customer with no industry | – |
| Vantage Health Inc. | Account | Arjun Okafor | Customer with no executive sponsor recorded | – |
| Vantage Labs Inc. | Account | Tomas Castillo | Customer with no executive sponsor recorded | – |
| Vantage Learning Inc. | Account | Omar Rossi | Customer with no CSM health score | – |
| Vantage Manufacturing, Inc | Account | Sam Fischer | Duplicate account (same company name) | – |
| Vantage Outfitters Inc. | Account | Sam Fischer | Customer with no industry | – |
| Victor Adler (Keystone Outfitters Inc.) | Contact | Amara Novak | Customer contact with no buying role | – |
| Victor Haddad (Falcon Health Inc.) | Contact | Arjun Okafor | Customer contact with no buying role | – |
| Victor Haddad (Tidal Labs Inc.) | Contact | Fatima Haddad | Customer contact with no email | – |
| Victor Larsen (Oakridge Energy Inc.) | Contact | Sam Fischer | Customer contact with no buying role | – |
| Wei Gupta (Willow Analytics Inc.) | Contact | Grant Tanaka | Customer contact with no buying role | – |
| Wei Haddad (Pinecrest Media Inc.) | Contact | Sam Fischer | Customer contact with no email | – |
| Wei Park (Alder Biosciences Inc.) | Contact | Omar Rossi | Customer contact with no email | – |
| Willow Biosciences Inc. | Account | Avery Nguyen | Customer with no executive sponsor recorded | – |
| Willow Financial Inc. | Account | Tomas Castillo | Customer with no executive sponsor recorded | – |
| Willow Financial, Inc | Account | Tomas Castillo | Duplicate account (same company name) | – |
| Willow Hospitality Inc. | Account | Arjun Okafor | Customer with no industry | – |
| Yuki Fischer (Juniper Networks Inc.) | Contact | Omar Rossi | Customer contact with no email | – |
| Yuki Gupta (Tidal Energy Inc.) | Contact | Amara Novak | Customer contact with no email | – |
| Yuki Haddad (Cobalt Foods Inc.) | Contact | Omar Rossi | Customer contact with no buying role | – |
| Yuki Walsh (Pinecrest Insurance Inc.) | Contact | Sam Fischer | Customer contact with no buying role | – |
Admin checklist
What the CRM admin changes so the setup gaps close and the hygiene gaps stop coming back: setup first (it decides what Greenwake can switch on), then…
What the CRM admin changes so the setup gaps close and the hygiene gaps stop coming back: setup first (it decides what Greenwake can switch on), then the field rules and automations that prevent recurring gaps. Steps for Salesforce. Self-serve: the admin works through it without a call.
- Keep history on health score, NPS and payment status Setup gap · Level 4History on health score, NPS and payment status: Not in export. So health-score accuracy can be checked.
- Object Manager → Account → Fields & Relationships → Set History Tracking: Health Score, Last NPS Score, Payment Status.
- Make qualification part of moving a deal forward Stops a hygiene gap recurringMEDDPICC elements missing for the deal's stage or close date: 90 of 105. Deals that skip qualification lose more often.
- Validation rules require the elements each stage expects before the stage can change.
- Link every call and meeting to a contact Stops a hygiene gap recurringActivity not linked to a contact: 5,452 of 40,799. Engagement and multi-threading are measured per contact.
- Turn on Einstein Activity Capture (or your email and calendar sync); make Name (WhoId) required on logged calls with a validation rule.
- Attach the buying group to each deal Stops a hygiene gap recurringOpen deal with no contacts attached: 14 of 119. Single-threaded deals close less often.
- Require at least one Opportunity Contact Role before Proposal (validation rule or flow).
- Fill industry on every account Stops a hygiene gap recurringCustomer with no industry: 20 of 250. Segmentation, benchmarks and content depend on it.
- Make Industry required on the Account layout; backfill from an enrichment tool.
- Require a health score on every customer Stops a hygiene gap recurringCustomer with no CSM health score: 13 of 250. The owner's view is recorded next to the evidence.
- Add (or require) a Health Score picklist on Account and a monthly reminder flow for owners.
- Record buying roles on contacts Stops a hygiene gap recurringCustomer contact with no buying role: 55 of 1,265. Champion and sponsor coverage depend on them.
- Object Manager → Contact: add picklist Buying Role (Champion, Economic Buyer, Executive Sponsor, User); turn on Opportunity Contact Roles and require one primary role.
- Require an amount and close date on every deal Stops a hygiene gap recurringOpen deal with no amount: 5 of 119. The forecast and every pipeline number rest on them.
- Object Manager → Opportunity → Page Layouts: mark Amount and Close Date as required (or add a validation rule: ISBLANK(Amount)).
- Give every renewal an owner Stops a hygiene gap recurringOpen renewal with no owner: 7 of 250. Unowned renewals get missed.
- In the renewal flow, set Owner = Account Owner.
Retention
Which renewals are at risk, how early can we see it, and is every risk being worked to an outcome? Needs attention
Gross revenue retention
81%
$8.3M lost in 12 months
Renewing ARR at risk
$9.0M
31 of 141 renewals
Rated Green but at risk
$5.7M
13 accounts
Churn visible in advance
21 of 30
typically 120 days out
Revenue retention
Gross revenue retention is 81% against a 90% target. Over the last 12 months 166 renewals came due worth $43.5M. 30 customers left ($7.8M) and…
High priorityRiskRetention
30 customers left and renewals shrank: $8.3M lost in 12 months
$8.3M
ARR lost in the last 12 months
Gross revenue retention is 81% against a 90% target. Over the last 12 months 166 renewals came due worth $43.5M. 30 customers left ($7.8M) and renewals shrank by another $487K. Weakest segment: SMB at 78%.
What to doFind at-risk renewals early enough to act, and track every save attempt to an owner.
How Greenwake does itChurn early-warning agent: weekly risk scoring and owned plays on every at-risk renewal.
Medium priorityOpportunityRetention
The biggest retention lever: renewing ARR that goes at risk before renewal, 21% today against 10% for Sam Fischer's book
$15.6M
Higher ARR in 36 months
Of every variable behind retention, this one moves ARR the most. At the rate Sam Fischer's book reaches (10%, against 21% for the team), ARR would be about $15.6M higher in 36 months ($6.6M in 12).
What to doRun Adoption recovery and Value re-baseline and Seat deployment plan on every account it fires for, and review this rate monthly.
How Greenwake does itThe Revenue Engine measures every variable behind retention, expansion and new business from your CRM and prices each one against the whole ARR number; Sadie's plays are aimed at each.
| Segment | Renewals | Up for renewal | Churned | Contraction | Customers lost | GRR | NRR |
|---|---|---|---|---|---|---|---|
| SMB | 80 | $962K | $195K | $16K | 14 | 78.0% | 79.6% |
| Mid-Market | 54 | $7.0M | $904K | $43K | 10 | 86.4% | 88.7% |
| Enterprise | 32 | $35.6M | $6.7M | $428K | 6 | 80.0% | 82.0% |
| All | 166 | $43.5M | $7.8M | $487K | 30 | 81.0% | 86.5% |
GRR = renewed dollars (capped at the amount up for renewal) ÷ amount up for renewal, over renewals that closed in the last 12 months. NRR adds price uplift and expansion closed on those accounts in the same period.
Customer Health Index
Every customer gets a health score from 0 to 100, built from evidence in your systems rather than opinion: adoption (usage, seats, features),…
Every customer gets a health score from 0 to 100, built from evidence in your systems rather than opinion: adoption (usage, seats, features), relationships (champion, sponsor, engagement), sentiment (support, NPS) and commercial (the spend trend: renewing up, flat or down, expansion and contract length). It is the same scoring Sadie uses every week, so the index, the plays and the proof below always agree.
Average health
80 / 100
weighted by ARR · 250 customers
Healthy
71%
of ARR
At risk or Critical
$13.6M
60 customers
CSM says Green
$7.4M
20 customers (all renewal dates) the index scores At risk or worse
Healthy 71% of ARR · $40.8M · 178 customersWatch 5% of ARR · $3.1M · 12 customersAt risk 10% of ARR · $5.5M · 25 customersCritical 14% of ARR · $8.1M · 35 customers
Click a band or its label to see the accounts in it.
Healthy · 178 accounts · $40.8M
| Account | CSM | AE | ARR | Health | CSM rating | Weakest parts |
|---|---|---|---|---|---|---|
| Orchid Insurance Inc. | Grant Tanaka | Rowan Blake | $1.9M | 90 | Green | None |
| Driftwood Robotics Inc. | Avery Nguyen | Devon Price | $1.9M | 90 | Green | None |
| Cedar Software Inc. | Omar Rossi | Devon Price | $1.9M | 100 | Green | None |
| Cobalt Media Inc. | Amara Novak | Devon Price | $1.7M | 100 | Yellow | None |
| Clearwater Builders Inc. | Omar Rossi | Devon Price | $1.7M | 100 | Green | None |
| Sterling Software Inc. | Arjun Okafor | Casey Morgan | $1.6M | 100 | Green | None |
| Keystone Outfitters Inc. | Amara Novak | Devon Price | $1.6M | 100 | Green | None |
| Fernhill Learning Inc. | Arjun Okafor | Harper Quinn | $1.6M | 100 | Yellow | None |
| Alder Builders Inc. | Fatima Haddad | Devon Price | $1.5M | 100 | Green | None |
| Ember Insurance Inc. | Grant Tanaka | Rowan Blake | $1.4M | 100 | Not rated | None |
| Prairie Foods Inc. | Arjun Okafor | Casey Morgan | $1.4M | 100 | Green | None |
| Crescent Health Inc. | Grant Tanaka | Rowan Blake | $1.2M | 85 | Not rated | Sentiment |
| Nimbus Outfitters Inc. | Amara Novak | Rowan Blake | $1.1M | 90 | Green | None |
| Cobalt Learning Inc. | Sam Fischer | Harper Quinn | $1.1M | 100 | Green | None |
| Driftwood Media Inc. | Avery Nguyen | Rowan Blake | $1.1M | 100 | Green | None |
| Willow Hospitality Inc. | Arjun Okafor | Casey Morgan | $984K | 100 | Green | None |
| Sterling Health Inc. | Amara Novak | Harper Quinn | $960K | 100 | Green | None |
| Vantage Foods Inc. | Omar Rossi | Casey Morgan | $908K | 100 | Green | None |
| Ironwood Foods Inc. | Avery Nguyen | Rowan Blake | $886K | 100 | Green | None |
| Vantage Manufacturing Inc. | Sam Fischer | Casey Morgan | $844K | 100 | Green | None |
| Fernhill Hospitality Inc. | Arjun Okafor | Harper Quinn | $752K | 100 | Green | None |
| Fernhill Energy Inc. | Fatima Haddad | Devon Price | $723K | 95 | Green | None |
| Nimbus Builders Inc. | Amara Novak | Rowan Blake | $582K | 90 | Green | None |
| Apex Systems Inc. | Tomas Castillo | Devon Price | $417K | 90 | Green | None |
| Oakridge Manufacturing Inc. | Avery Nguyen | Casey Morgan | $406K | 100 | Green | None |
| Fernhill Manufacturing Inc. | Avery Nguyen | Rowan Blake | $337K | 90 | Green | None |
| Vantage Outfitters Inc. | Sam Fischer | Rowan Blake | $336K | 85 | Yellow | Sentiment |
| Prairie Hospitality Inc. | Fatima Haddad | Rowan Blake | $301K | 100 | Green | None |
| Granite Health Inc. | Fatima Haddad | Rowan Blake | $300K | 90 | Green | None |
| Cobalt Foods Inc. | Omar Rossi | Casey Morgan | $282K | 100 | Green | None |
| Redstone Foods Inc. | Amara Novak | Rowan Blake | $267K | 100 | Green | None |
| Redstone Software Inc. | Arjun Okafor | Casey Morgan | $264K | 95 | Green | None |
| Driftwood Freight Inc. | Tomas Castillo | Devon Price | $248K | 100 | Green | None |
| Fernhill Logistics Inc. | Arjun Okafor | Harper Quinn | $247K | 100 | Green | None |
| Sable Networks Inc. | Sam Fischer | Rowan Blake | $242K | 90 | Green | None |
| Ironwood Outfitters Inc. | Avery Nguyen | Casey Morgan | $240K | 100 | Green | None |
| Oakridge Learning Inc. | Sam Fischer | Harper Quinn | $238K | 100 | Green | None |
| Lumen Builders Inc. | Tomas Castillo | Rowan Blake | $238K | 100 | Not rated | None |
| Zephyr Labs Inc. | Tomas Castillo | Devon Price | $230K | 100 | Green | None |
| Willow Financial Inc. | Tomas Castillo | Harper Quinn | $230K | 95 | Yellow | None |
| Crescent Systems Inc. | Sam Fischer | Devon Price | $204K | 100 | Not rated | None |
| Oakridge Networks Inc. | Tomas Castillo | Devon Price | $202K | 100 | Green | None |
| Crescent Media Inc. | Sam Fischer | Devon Price | $196K | 100 | Green | None |
| Orchid Foods Inc. | Grant Tanaka | Casey Morgan | $188K | 100 | Green | None |
| Sable Media Inc. | Avery Nguyen | Harper Quinn | $185K | 100 | Green | None |
| Driftwood Systems Inc. | Tomas Castillo | Rowan Blake | $181K | 95 | Green | None |
| Meridian Foods Inc. | Avery Nguyen | Rowan Blake | $176K | 100 | Green | None |
| Prairie Media Inc. | Grant Tanaka | Casey Morgan | $175K | 90 | Green | None |
| Harbor Manufacturing Inc. | Sam Fischer | Devon Price | $168K | 90 | Green | None |
| Redstone Freight Inc. | Arjun Okafor | Casey Morgan | $167K | 100 | Green | None |
| Granite Insurance Inc. | Sam Fischer | Harper Quinn | $165K | 100 | Green | None |
| Redstone Analytics Inc. | Arjun Okafor | Devon Price | $161K | 100 | Green | None |
| Harbor Robotics Inc. | Sam Fischer | Casey Morgan | $154K | 100 | Green | None |
| Crescent Hospitality Inc. | Tomas Castillo | Harper Quinn | $149K | 100 | Green | None |
| Juniper Media Inc. | Fatima Haddad | Harper Quinn | $146K | 90 | Green | None |
| Tidal Labs Inc. | Fatima Haddad | Devon Price | $145K | 85 | Green | Sentiment |
| Beacon Foods Inc. | Sam Fischer | Devon Price | $137K | 100 | Yellow | None |
| Beacon Labs Inc. | Sam Fischer | Rowan Blake | $135K | 100 | Green | None |
| Driftwood Outfitters Inc. | Avery Nguyen | Casey Morgan | $134K | 100 | Green | None |
| Atlas Hospitality Inc. | Avery Nguyen | Casey Morgan | $129K | 90 | Green | None |
| Falcon Learning Inc. | Fatima Haddad | Rowan Blake | $120K | 100 | Green | None |
| Cedar Freight Inc. | Amara Novak | Rowan Blake | $119K | 100 | Green | None |
| Lumen Financial Inc. | Amara Novak | Harper Quinn | $119K | 100 | Green | None |
| Orchid Builders Inc. | Avery Nguyen | Devon Price | $118K | 100 | Green | None |
| Crescent Builders Inc. | Amara Novak | Rowan Blake | $115K | 85 | Green | Adoption |
| Driftwood Biosciences Inc. | Arjun Okafor | Casey Morgan | $110K | 100 | Green | None |
| Juniper Networks Inc. | Omar Rossi | Casey Morgan | $108K | 95 | Green | None |
| Prairie Robotics Inc. | Avery Nguyen | Devon Price | $106K | 100 | Green | None |
| Atlas Software Inc. | Avery Nguyen | Rowan Blake | $106K | 85 | Yellow | Sentiment |
| Juniper Energy Inc. | Sam Fischer | Harper Quinn | $100K | 100 | Green | None |
| Meridian Builders Inc. | Avery Nguyen | Harper Quinn | $98K | 95 | Green | None |
| Granite Financial Inc. | Fatima Haddad | Casey Morgan | $94K | 90 | Green | None |
| Clearwater Software Inc. | Avery Nguyen | Harper Quinn | $90K | 90 | Red | None |
| Granite Robotics Inc. | Tomas Castillo | Devon Price | $88K | 100 | Green | None |
| Sable Systems Inc. | Avery Nguyen | Harper Quinn | $85K | 100 | Yellow | None |
| Driftwood Builders Inc. | Omar Rossi | Harper Quinn | $84K | 100 | Green | None |
| Fernhill Analytics Inc. | Grant Tanaka | Devon Price | $84K | 100 | Green | None |
| Redstone Learning Inc. | Amara Novak | Devon Price | $79K | 100 | Green | None |
| Beacon Builders Inc. | Arjun Okafor | Devon Price | $70K | 90 | Green | None |
| Harbor Builders Inc. | Amara Novak | Harper Quinn | $64K | 100 | Green | None |
| Willow Biosciences Inc. | Avery Nguyen | Devon Price | $64K | 83 | Yellow | None |
| Vantage Learning Inc. | Omar Rossi | Harper Quinn | $60K | 100 | Not rated | None |
| Harbor Financial Inc. | Grant Tanaka | Harper Quinn | $57K | 100 | Yellow | None |
| Nimbus Systems Inc. | Sam Fischer | Rowan Blake | $54K | 100 | Yellow | None |
| Tidal Media Inc. | Avery Nguyen | Casey Morgan | $46K | 90 | Green | None |
| Vantage Builders Inc. | Amara Novak | Casey Morgan | $40K | 100 | Green | None |
| Lumen Media Inc. | Sam Fischer | Harper Quinn | $38K | 95 | Yellow | None |
| Sable Health Inc. | Fatima Haddad | Rowan Blake | $38K | 95 | Green | None |
| Prairie Energy Inc. | Sam Fischer | Rowan Blake | $31K | 100 | Green | None |
| Beacon Insurance Inc. | Omar Rossi | Devon Price | $30K | 100 | Green | None |
| Pinecrest Health Inc. | Tomas Castillo | Rowan Blake | $28K | 90 | Not rated | None |
| Harbor Analytics Inc. | Tomas Castillo | Rowan Blake | $27K | 100 | Green | None |
| Oakridge Robotics Inc. | Fatima Haddad | Harper Quinn | $27K | 90 | Red | None |
| Nimbus Health Inc. | Sam Fischer | Rowan Blake | $27K | 100 | Green | None |
| Nimbus Insurance Inc. | Avery Nguyen | Harper Quinn | $25K | 100 | Green | None |
| Quarry Foods Inc. | Arjun Okafor | Rowan Blake | $25K | 100 | Green | None |
| Meridian Logistics Inc. | Amara Novak | Devon Price | $24K | 100 | Green | None |
| Upland Biosciences Inc. | Amara Novak | Devon Price | $24K | 100 | Green | None |
| Crescent Insurance Inc. | Avery Nguyen | Casey Morgan | $23K | 85 | Green | Sentiment |
| Driftwood Insurance Inc. | Amara Novak | Casey Morgan | $23K | 100 | Green | None |
| Apex Foods Inc. | Sam Fischer | Harper Quinn | $23K | 100 | Yellow | None |
| Fernhill Biosciences Inc. | Tomas Castillo | Devon Price | $22K | 100 | Green | None |
| Bright Hospitality Inc. | Omar Rossi | Casey Morgan | $22K | 85 | Yellow | Sentiment |
| Falcon Logistics Inc. | Omar Rossi | Casey Morgan | $22K | 100 | Green | None |
| Lumen Analytics Inc. | Omar Rossi | Harper Quinn | $20K | 100 | Green | None |
| Atlas Health Inc. | Fatima Haddad | Casey Morgan | $19K | 100 | Not rated | None |
| Clearwater Freight Inc. | Arjun Okafor | Rowan Blake | $18K | 100 | Green | None |
| Keystone Networks Inc. | Omar Rossi | Harper Quinn | $18K | 100 | Green | None |
| Apex Media Inc. | Sam Fischer | Devon Price | $17K | 100 | Yellow | None |
| Nimbus Manufacturing Inc. | Tomas Castillo | Casey Morgan | $17K | 100 | Green | None |
| Nimbus Hospitality Inc. | Grant Tanaka | Rowan Blake | $15K | 100 | Green | None |
| Crescent Outfitters Inc. | Arjun Okafor | Harper Quinn | $15K | 100 | Yellow | None |
| Bright Financial Inc. | Grant Tanaka | Casey Morgan | $15K | 100 | Green | None |
| Keystone Freight Inc. | Grant Tanaka | Casey Morgan | $14K | 100 | Green | None |
| Driftwood Analytics Inc. | Amara Novak | Harper Quinn | $14K | 100 | Green | None |
| Falcon Energy Inc. | Tomas Castillo | Rowan Blake | $14K | 100 | Green | None |
| Alder Media Inc. | Sam Fischer | Devon Price | $14K | 100 | Green | None |
| Cedar Biosciences Inc. | Sam Fischer | Rowan Blake | $14K | 100 | Green | None |
| Alder Labs Inc. | Fatima Haddad | Casey Morgan | $13K | 100 | Yellow | None |
| Sable Freight Inc. | Tomas Castillo | Devon Price | $12K | 85 | Green | Sentiment |
| Alder Manufacturing Inc. | Arjun Okafor | Harper Quinn | $12K | 90 | Green | None |
| Orchid Financial Inc. | Sam Fischer | Harper Quinn | $12K | 100 | Green | None |
| Willow Health Inc. | Grant Tanaka | Casey Morgan | $12K | 100 | Green | None |
| Orchid Energy Inc. | Grant Tanaka | Rowan Blake | $12K | 100 | Green | None |
| Meridian Analytics Inc. | Tomas Castillo | Rowan Blake | $12K | 100 | Green | None |
| Tidal Software Inc. | Tomas Castillo | Rowan Blake | $12K | 100 | Green | None |
| Prairie Learning Inc. | Arjun Okafor | Harper Quinn | $12K | 100 | Green | None |
| Redstone Networks Inc. | Grant Tanaka | Rowan Blake | $12K | 100 | Green | None |
| Crescent Manufacturing Inc. | Arjun Okafor | Casey Morgan | $12K | 100 | Green | None |
| Nimbus Networks Inc. | Sam Fischer | Harper Quinn | $11K | 100 | Green | None |
| Bright Insurance Inc. | Amara Novak | Devon Price | $11K | 100 | Green | None |
| Oakridge Media Inc. | Tomas Castillo | Rowan Blake | $11K | 100 | Green | None |
| Ironwood Hospitality Inc. | Tomas Castillo | Devon Price | $11K | 100 | Yellow | None |
| Cobalt Energy Inc. | Grant Tanaka | Casey Morgan | $10K | 100 | Not rated | None |
| Cedar Analytics Inc. | Fatima Haddad | Rowan Blake | $10K | 100 | Green | None |
| Willow Learning Inc. | Sam Fischer | Devon Price | $10K | 100 | Green | None |
| Juniper Labs Inc. | Grant Tanaka | Casey Morgan | $10K | 100 | Green | None |
| Harbor Energy Inc. | Tomas Castillo | Harper Quinn | $10K | 100 | Green | None |
| Sable Manufacturing Inc. | Grant Tanaka | Harper Quinn | $10K | 100 | Yellow | None |
| Clearwater Insurance Inc. | Omar Rossi | Casey Morgan | $10K | 100 | Green | None |
| Atlas Robotics Inc. | Arjun Okafor | Harper Quinn | $10K | 100 | Green | None |
| Prairie Freight Inc. | Grant Tanaka | Rowan Blake | $10K | 100 | Green | None |
| Cedar Robotics Inc. | Omar Rossi | Casey Morgan | $9K | 100 | Green | None |
| Pinecrest Insurance Inc. | Sam Fischer | Devon Price | $9K | 100 | Green | None |
| Upland Health Inc. | Avery Nguyen | Devon Price | $9K | 100 | Green | None |
| Clearwater Foods Inc. | Fatima Haddad | Rowan Blake | $8K | 100 | Green | None |
| Oakridge Foods Inc. | Amara Novak | Devon Price | $8K | 100 | Green | None |
| Fernhill Outfitters Inc. | Tomas Castillo | Rowan Blake | $8K | 100 | Not rated | None |
| Nimbus Analytics Inc. | Tomas Castillo | Casey Morgan | $8K | 100 | Green | None |
| Zephyr Freight Inc. | Tomas Castillo | Casey Morgan | $8K | 100 | Green | None |
| Redstone Health Inc. | Tomas Castillo | Casey Morgan | $7K | 100 | Green | None |
| Cobalt Software Inc. | Sam Fischer | Casey Morgan | $7K | 100 | Green | None |
| Zephyr Manufacturing Inc. | Fatima Haddad | Harper Quinn | $7K | 100 | Green | None |
| Alder Robotics Inc. | Grant Tanaka | Rowan Blake | $7K | 100 | Green | None |
| Keystone Builders Inc. | Avery Nguyen | Casey Morgan | $7K | 95 | Green | None |
| Prairie Systems Inc. | Avery Nguyen | Casey Morgan | $6K | 85 | Yellow | Sentiment |
| Redstone Insurance Inc. | Avery Nguyen | Casey Morgan | $6K | 100 | Green | None |
| Cedar Logistics Inc. | Tomas Castillo | Casey Morgan | $6K | 100 | Green | None |
| Harbor Freight Inc. | Tomas Castillo | Casey Morgan | $6K | 100 | Yellow | None |
| Vantage Labs Inc. | Tomas Castillo | Casey Morgan | $6K | 100 | Green | None |
| Granite Logistics Inc. | Fatima Haddad | Rowan Blake | $6K | 100 | Green | None |
| Alder Biosciences Inc. | Omar Rossi | Devon Price | $6K | 100 | Green | None |
| Juniper Systems Inc. | Amara Novak | Devon Price | $6K | 100 | Yellow | None |
| Redstone Systems Inc. | Sam Fischer | Casey Morgan | $5K | 95 | Green | None |
| Alder Learning Inc. | Omar Rossi | Devon Price | $4K | 100 | Green | None |
| Driftwood Energy Inc. | Amara Novak | Rowan Blake | $4K | 100 | Green | None |
| Ironwood Health Inc. | Fatima Haddad | Rowan Blake | $4K | 100 | Green | None |
| Cobalt Labs Inc. | Sam Fischer | Harper Quinn | $4K | 85 | Red | Sentiment |
| Upland Financial Inc. | Arjun Okafor | Harper Quinn | $4K | 100 | Green | None |
| Juniper Logistics Inc. | Avery Nguyen | Devon Price | $4K | 100 | Green | None |
| Atlas Foods Inc. | Avery Nguyen | Devon Price | $4K | 100 | Green | None |
| Quarry Media Inc. | Fatima Haddad | Devon Price | $3K | 100 | Green | None |
| Cedar Health Inc. | Tomas Castillo | Harper Quinn | $3K | 100 | Green | None |
| Lumen Logistics Inc. | Amara Novak | Casey Morgan | $3K | 100 | Green | None |
| Beacon Systems Inc. | Avery Nguyen | Casey Morgan | $3K | 100 | Green | None |
| Ironwood Media Inc. | Avery Nguyen | Harper Quinn | $3K | 100 | Yellow | None |
| Alder Health Inc. | Avery Nguyen | Rowan Blake | $3K | 100 | Green | None |
| Ember Energy Inc. | Omar Rossi | Devon Price | $2K | 100 | Not rated | None |
Watch · 12 accounts · $3.1M
| Account | CSM | AE | ARR | Health | CSM rating | Weakest parts |
|---|---|---|---|---|---|---|
| Ember Labs Inc. | Grant Tanaka | Casey Morgan | $1.3M | 75 | Green | Sentiment |
| Redstone Media Inc. | Arjun Okafor | Harper Quinn | $912K | 75 | Green | Adoption |
| Lumen Robotics Inc. | Tomas Castillo | Rowan Blake | $280K | 75 | Green | Sentiment |
| Tidal Energy Inc. | Amara Novak | Devon Price | $162K | 75 | Yellow | Sentiment |
| Ember Analytics Inc. | Amara Novak | Casey Morgan | $136K | 75 | Green | Sentiment |
| Cedar Financial Inc. | Fatima Haddad | Casey Morgan | $132K | 75 | Green | Sentiment |
| Ember Networks Inc. | Arjun Okafor | Rowan Blake | $112K | 75 | Yellow | Sentiment |
| Cedar Networks Inc. | Omar Rossi | Harper Quinn | $50K | 75 | Not rated | Sentiment |
| Beacon Health Inc. | Tomas Castillo | Rowan Blake | $10K | 75 | Green | Sentiment |
| Fernhill Foods Inc. | Fatima Haddad | Rowan Blake | $9K | 75 | Red | Sentiment, Commercial |
| Keystone Manufacturing Inc. | Omar Rossi | Rowan Blake | $8K | 75 | Green | Sentiment |
| Vantage Health Inc. | Arjun Okafor | Rowan Blake | $2K | 75 | Green | Sentiment |
At risk · 25 accounts · $5.5M
| Account | CSM | AE | ARR | Health | CSM rating | Weakest parts |
|---|---|---|---|---|---|---|
| Oakridge Energy Inc. | Sam Fischer | Casey Morgan | $1.6M | 45 | Yellow | Sentiment, Adoption |
| Falcon Freight Inc. | Tomas Castillo | Devon Price | $1.4M | 50 | Yellow | Sentiment, Commercial |
| Ember Learning Inc. | Fatima Haddad | Devon Price | $998K | 45 | Yellow | Adoption, Sentiment |
| Apex Networks Inc. | Arjun Okafor | Casey Morgan | $642K | 50 | Red | Sentiment |
| Driftwood Software Inc. | Grant Tanaka | Casey Morgan | $133K | 50 | Green | Sentiment, Adoption |
| Lumen Learning Inc. | Amara Novak | Casey Morgan | $130K | 50 | Green | Relationship |
| Juniper Robotics Inc. | Tomas Castillo | Harper Quinn | $114K | 50 | Red | Commercial, Sentiment |
| Cobalt Freight Inc. | Amara Novak | Harper Quinn | $93K | 60 | Red | Sentiment |
| Sable Builders Inc. | Fatima Haddad | Harper Quinn | $85K | 70 | Green | Sentiment, Adoption |
| Juniper Learning Inc. | Sam Fischer | Casey Morgan | $73K | 60 | Yellow | Sentiment |
| Ironwood Learning Inc. | Amara Novak | Devon Price | $34K | 60 | Red | Sentiment, Adoption |
| Upland Networks Inc. | Arjun Okafor | Casey Morgan | $29K | 60 | Red | Sentiment, Commercial, Adoption |
| Atlas Analytics Inc. | Omar Rossi | Devon Price | $25K | 45 | Green | Adoption, Commercial, Relationship |
| Cedar Hospitality Inc. | Amara Novak | Casey Morgan | $13K | 70 | Red | Sentiment, Adoption |
| Quarry Energy Inc. | Sam Fischer | Rowan Blake | $11K | 55 | Green | Adoption, Relationship |
| Oakridge Systems Inc. | Amara Novak | Devon Price | $11K | 55 | Red | Sentiment, Commercial, Relationship |
| Orchid Systems Inc. | Grant Tanaka | Rowan Blake | $9K | 45 | Yellow | Relationship, Adoption |
| Willow Outfitters Inc. | Omar Rossi | Rowan Blake | $9K | 48 | Green | Sentiment, Relationship, Adoption |
| Apex Biosciences Inc. | Arjun Okafor | Rowan Blake | $8K | 70 | Red | Sentiment, Commercial |
| Quarry Logistics Inc. | Amara Novak | Devon Price | $8K | 60 | Yellow | Sentiment |
| Ironwood Insurance Inc. | Fatima Haddad | Devon Price | $8K | 60 | Red | Sentiment |
| Quarry Systems Inc. | Grant Tanaka | Casey Morgan | $7K | 50 | Yellow | Sentiment, Adoption, Commercial |
| Meridian Systems Inc. | Tomas Castillo | Devon Price | $6K | 65 | Red | Sentiment, Relationship |
| Redstone Labs Inc. | Arjun Okafor | Harper Quinn | $5K | 60 | Red | Sentiment |
| Clearwater Labs Inc. | Omar Rossi | Casey Morgan | $5K | 48 | Yellow | Sentiment, Commercial |
Critical · 35 accounts · $8.1M
| Account | CSM | AE | ARR | Health | CSM rating | Weakest parts |
|---|---|---|---|---|---|---|
| Vantage Robotics Inc. | Arjun Okafor | Rowan Blake | $1.7M | 35 | Green | Relationship, Adoption |
| Redstone Hospitality Inc. | Amara Novak | Devon Price | $1.4M | 15 | Green | Adoption, Relationship, Sentiment |
| Pinecrest Media Inc. | Sam Fischer | Harper Quinn | $1.3M | 35 | Green | Commercial, Adoption, Relationship |
| Falcon Health Inc. | Arjun Okafor | Harper Quinn | $1.3M | 0 | Green | Adoption, Commercial, Relationship |
| Quarry Hospitality Inc. | Arjun Okafor | Casey Morgan | $1.0M | 0 | Green | Relationship, Adoption, Sentiment, Commercial |
| Sable Biosciences Inc. | Grant Tanaka | Casey Morgan | $171K | 35 | Red | Sentiment, Adoption |
| Upland Builders Inc. | Amara Novak | Harper Quinn | $169K | 0 | Red | Adoption, Relationship, Sentiment, Commercial |
| Sterling Hospitality Inc. | Sam Fischer | Casey Morgan | $144K | 35 | Red | Sentiment, Adoption |
| Lumen Labs Inc. | Grant Tanaka | Casey Morgan | $135K | 10 | Green | Relationship, Adoption |
| Meridian Biosciences Inc. | Sam Fischer | Harper Quinn | $118K | 20 | Yellow | Relationship, Adoption |
| Cobalt Analytics Inc. | Arjun Okafor | Devon Price | $105K | 0 | Not rated | Adoption, Sentiment, Commercial, Relationship |
| Driftwood Learning Inc. | Avery Nguyen | Casey Morgan | $97K | 30 | Green | Relationship, Sentiment, Adoption |
| Tidal Robotics Inc. | Omar Rossi | Harper Quinn | $77K | 0 | Yellow | Relationship, Adoption, Sentiment, Commercial |
| Keystone Software Inc. | Omar Rossi | Casey Morgan | $67K | 25 | Red | Sentiment, Adoption |
| Redstone Outfitters Inc. | Tomas Castillo | Devon Price | $57K | 0 | Green | Relationship, Commercial, Adoption |
| Willow Analytics Inc. | Grant Tanaka | Rowan Blake | $32K | 0 | Yellow | Relationship, Commercial, Adoption |
| Beacon Software Inc. | Tomas Castillo | Casey Morgan | $30K | 0 | Red | Adoption, Sentiment, Relationship |
| Ironwood Energy Inc. | Tomas Castillo | Devon Price | $26K | 40 | Yellow | Commercial, Sentiment, Relationship |
| Ember Systems Inc. | Arjun Okafor | Devon Price | $23K | 0 | Yellow | Adoption, Commercial, Sentiment |
| Upland Media Inc. | Omar Rossi | Harper Quinn | $18K | 30 | Red | Sentiment, Adoption |
| Cobalt Insurance Inc. | Tomas Castillo | Rowan Blake | $13K | 0 | Yellow | Adoption, Sentiment, Relationship |
| Meridian Software Inc. | Tomas Castillo | Devon Price | $12K | 0 | Red | Adoption, Relationship, Sentiment |
| Ember Biosciences Inc. | Tomas Castillo | Casey Morgan | $11K | 25 | Green | Adoption, Commercial, Relationship |
| Oakridge Builders Inc. | Avery Nguyen | Rowan Blake | $9K | 30 | Red | Sentiment, Adoption |
| Ironwood Freight Inc. | Omar Rossi | Devon Price | $9K | 0 | Yellow | Adoption, Relationship, Sentiment |
| Pinecrest Learning Inc. | Fatima Haddad | Devon Price | $8K | 35 | Green | Sentiment, Commercial, Adoption |
| Beacon Manufacturing Inc. | Arjun Okafor | Rowan Blake | $7K | 30 | Yellow | Relationship, Commercial, Adoption |
| Vantage Software Inc. | Amara Novak | Rowan Blake | $7K | 0 | Yellow | Adoption, Relationship, Sentiment, Commercial |
| Lumen Software Inc. | Grant Tanaka | Devon Price | $7K | 0 | Green | Adoption, Relationship, Sentiment |
| Falcon Builders Inc. | Amara Novak | Rowan Blake | $6K | 40 | Green | Adoption, Relationship |
| Bright Media Inc. | Sam Fischer | Harper Quinn | $6K | 0 | Green | Adoption, Relationship, Sentiment |
| Lumen Systems Inc. | Grant Tanaka | Devon Price | $5K | 15 | Not rated | Adoption, Sentiment, Relationship |
| Prairie Insurance Inc. | Omar Rossi | Rowan Blake | $5K | 40 | Green | Relationship, Sentiment, Commercial |
| Beacon Analytics Inc. | Fatima Haddad | Harper Quinn | $4K | 15 | Yellow | Adoption, Relationship, Sentiment |
| Granite Media Inc. | Omar Rossi | Harper Quinn | $4K | 0 | Red | Adoption, Relationship, Sentiment, Commercial |
The index scores the customers you have today. Customers already lost show up in retention above, not here.
The four parts, and what is pulling health down
| Part of the index | Measures | Weight | Average score | Customers affected | ARR affected | Most common signal |
|---|---|---|---|---|---|---|
| Relationship | champion, sponsor and engagement | 25% | 88 | 79 | $22.8M (40%) | No executive sponsor (48) |
| Sentiment | support escalations and NPS | 25% | 85 | 66 | $12.8M (22%) | NPS detractor (57) |
| Adoption | usage, seats and features | 25% | 90 | 51 | $12.3M (21%) | Active users falling (47) |
| Commercial | spend trend: renewals up or down, expansion, contract term | 25% | 84 | 25 | $5.8M (10%) | Shorter contract term (12) |
Weights follow how you price (per seat, from the pre-audit survey) and are tuned each quarter to what actually predicted churn in your own renewal history. Average scores are weighted by ARR.
Spend trends
The commercial part of the index reads each customer's spend over time: whether they renewed up, flat or down, what they have added since, how long they commit for, and whether the next renewal is heading lower.
| Trend | Means | Customers | ARR |
|---|---|---|---|
| Growing | expanded in the last 12 months or renewed above prior spend | 62 | $12.8M (22%) |
| Flat | renewed within 5% of prior spend | 132 | $33.2M (58%) |
| New | in their first term, no renewal yet | 37 | $7.3M (13%) |
| Shrinking | renewed below prior spend, or the open renewal is forecast below it | 19 | $4.2M (7%) |
Contract length16 months on average (weighted by ARR); 27% of ARR is on a multi-year term.
Term changes at the last renewal12 customers shortened their term ($3.0M); 6 committed for longer ($229K).
Renewed below prior spend9 customers ($1.6M of ARR) in the last 18 months.
Open renewals forecast below current spend9 customers ($2.6M of ARR): the earliest commercial warning.
Not part of health: 13 customers ($1.8M of ARR) have an overdue invoice. Late payment is usually procurement or accounts payable, not how a customer feels about the product, so it goes to Finance as a billing flag instead of lowering health.
Does the CSM rating agree?
| Health Index | CSM: Green | CSM: Yellow | CSM: Red | CSM: not rated |
|---|---|---|---|---|
| Healthy | 143 $33.0M | 22 $4.5M | 3 $121K | 10 $3.2M |
| Watch | 8 $2.8M | 2 $274K | 1 $9K | 1 $50K |
| At risk | 6 $393K | 8 $4.1M | 11 $963K | 0 |
| Critical | 14 $7.0M | 10 $316K | 9 $622K | 2 $110K |
Highlighted: customers the CSM rates Green that the evidence scores At risk or Critical, $7.4M of ARR whose risk the CSM rating hides.
62 vs 100
It predicts churn. 90 days before renewal, last year's 30 churned customers had a median health of 62; the 128 that renewed had 100.
Early warning: the next 180 days
Every upcoming renewal, scored on leading indicators across adoption, relationships, sentiment and commercial signals. The scoring uses evidence…
Every upcoming renewal, scored on leading indicators across adoption, relationships, sentiment and commercial signals. The scoring uses evidence only, not opinion. How a customer gets flagged.
Renewing ARR by risk tier
$30.8M renewing across 141 accounts
Click a band or its label to see the accounts in it.
Critical · 16 accounts · $5.7M
| Account | Segment | CSM | AE | ARR | Renews in | Risk score | CSM rating | Evidence |
|---|---|---|---|---|---|---|---|---|
| Vantage Robotics Inc. | Enterprise | Arjun Okafor | Rowan Blake | $1.7M | 164 days | 65 | Green | Champion Omar Adler left 51 days ago; no replacement identified; Active users down 18% (last 3 months vs prior 3, sustained) |
| Pinecrest Media Inc. | Enterprise | Sam Fischer | Harper Quinn | $1.3M | 143 days | 65 | Green | Renewed at 75% of prior spend ($1.74M to $1.31M) on 2026-02-20; Active users down 21% (last 3 months vs prior 3, sustained) |
| Falcon Health Inc. | Enterprise | Arjun Okafor | Harper Quinn | $1.3M | 75 days | 100 | Green | Active users down 29% (last 3 months vs prior 3, sustained); Core feature usage down 36% (last 3 months vs prior 3, sustained) |
| Quarry Hospitality Inc. | Enterprise | Arjun Okafor | Casey Morgan | $1.0M | 66 days | 100 | Green | Champion Wei Duarte left 66 days ago; no replacement identified; Active users down 15% (last 3 months vs prior 3, sustained) |
| Lumen Labs Inc. | Mid-Market | Grant Tanaka | Casey Morgan | $135K | 11 days | 90 | Green | Champion Mateo Ibrahim left 144 days ago; no replacement identified; Last live touch (call/meeting) 178 days ago |
| Cobalt Analytics Inc. | Mid-Market | Arjun Okafor | Devon Price | $105K | 49 days | 100 | Not rated | Active users down 36% (last 3 months vs prior 3, sustained); Core feature usage down 47% (last 3 months vs prior 3, sustained) |
| Tidal Robotics Inc. | Mid-Market | Omar Rossi | Harper Quinn | $77K | 28 days | 100 | Yellow | Active users down 27% (last 3 months vs prior 3, sustained); Champion Ethan Park left 161 days ago; no replacement identified |
| Redstone Outfitters Inc. | Mid-Market | Tomas Castillo | Devon Price | $57K | 14 days | 100 | Green | Champion Victor Johnson left 103 days ago; no replacement identified; Last live touch (call/meeting) 75 days ago |
| Ember Systems Inc. | SMB | Arjun Okafor | Devon Price | $23K | 42 days | 100 | Yellow | Active users down 39% (last 3 months vs prior 3, sustained); Core feature usage down 51% (last 3 months vs prior 3, sustained) |
| Cobalt Insurance Inc. | SMB | Tomas Castillo | Rowan Blake | $13K | 64 days | 100 | Yellow | Active users down 28% (last 3 months vs prior 3, sustained); Core feature usage down 36% (last 3 months vs prior 3, sustained) |
| Pinecrest Learning Inc. | SMB | Fatima Haddad | Devon Price | $8K | 88 days | 65 | Green | Active users down 16% (last 3 months vs prior 3, sustained); NPS detractor: scored 5 on 2026-06-08 |
| Vantage Software Inc. | SMB | Amara Novak | Rowan Blake | $7K | 135 days | 100 | Yellow | Active users down 44% (last 3 months vs prior 3, sustained); Core feature usage down 55% (last 3 months vs prior 3, sustained) |
| Lumen Software Inc. | SMB | Grant Tanaka | Devon Price | $7K | 177 days | 100 | Green | Active users down 28% (last 3 months vs prior 3, sustained); Champion Sofia Jensen left 79 days ago; no replacement identified |
| Lumen Systems Inc. | SMB | Grant Tanaka | Devon Price | $5K | 122 days | 85 | Not rated | Core feature usage down 35% (last 3 months vs prior 3, sustained); Champion Hannah Bauer left 160 days ago; no replacement identified |
| Prairie Insurance Inc. | SMB | Omar Rossi | Rowan Blake | $5K | 80 days | 60 | Green | Champion Jordan Rossi left 82 days ago; no replacement identified; NPS detractor: scored 6 on 2026-04-27 |
| Granite Media Inc. | SMB | Omar Rossi | Harper Quinn | $4K | 68 days | 100 | Red | Active users down 46% (last 3 months vs prior 3, sustained); Core feature usage down 56% (last 3 months vs prior 3, sustained) |
High · 15 accounts · $3.2M
| Account | Segment | CSM | AE | ARR | Renews in | Risk score | CSM rating | Evidence |
|---|---|---|---|---|---|---|---|---|
| Oakridge Energy Inc. | Enterprise | Sam Fischer | Casey Morgan | $1.6M | 177 days | 55 | Yellow | Only 768 of 1675 seats active (46% utilization); 1 escalated/critical case(s) in the last 90 days |
| Ember Learning Inc. | Enterprise | Fatima Haddad | Devon Price | $998K | 139 days | 55 | Yellow | Active users down 24% (last 3 months vs prior 3, sustained); Only 468 of 1045 seats active (45% utilization) |
| Lumen Learning Inc. | Mid-Market | Amara Novak | Casey Morgan | $130K | 132 days | 50 | Green | Last live touch (call/meeting) 95 days ago; Core feature usage down 23% (last 3 months vs prior 3, sustained) |
| Juniper Robotics Inc. | Mid-Market | Tomas Castillo | Harper Quinn | $114K | 100 days | 50 | Red | NPS detractor: scored 5 on 2026-08-20; Open renewal forecast at 72% of current spend ($82K of $114K), closing 2027-01-08 |
| Cobalt Freight Inc. | Mid-Market | Amara Novak | Harper Quinn | $93K | 74 days | 40 | Red | 2 escalated/critical case(s) in the last 90 days; NPS detractor: scored 2 on 2026-05-29 |
| Sable Builders Inc. | Mid-Market | Fatima Haddad | Harper Quinn | $85K | 167 days | 30 | Green | Active users down 16% (last 3 months vs prior 3, sustained); 1 escalated/critical case(s) in the last 90 days |
| Juniper Learning Inc. | Mid-Market | Sam Fischer | Casey Morgan | $73K | 45 days | 40 | Yellow | 4 escalated/critical case(s) in the last 90 days; NPS detractor: scored 1 on 2026-08-11 |
| Upland Networks Inc. | SMB | Arjun Okafor | Casey Morgan | $29K | 50 days | 40 | Red | Only 26 of 55 seats active (47% utilization); NPS detractor: scored 3 on 2026-05-08 |
| Atlas Analytics Inc. | SMB | Omar Rossi | Devon Price | $25K | 37 days | 55 | Green | Last live touch (call/meeting) 95 days ago; Active users down 16% (last 3 months vs prior 3, sustained) |
| Oakridge Systems Inc. | SMB | Amara Novak | Devon Price | $11K | 40 days | 45 | Red | Champion Diego Tanaka left 133 days ago; no replacement identified; NPS detractor: scored 4 on 2026-07-05 |
| Willow Outfitters Inc. | SMB | Omar Rossi | Rowan Blake | $9K | 166 days | 52 | Green | Champion Victor Mensah left 73 days ago; no replacement identified; NPS detractor: scored 5 on 2026-08-02 |
| Apex Biosciences Inc. | SMB | Arjun Okafor | Rowan Blake | $8K | 75 days | 30 | Red | NPS detractor: scored 2 on 2026-08-25; Open renewal forecast at 82% of current spend ($7K of $8K), closing 2026-12-14 |
| Quarry Systems Inc. | SMB | Grant Tanaka | Casey Morgan | $7K | 167 days | 50 | Yellow | Active users down 15% (last 3 months vs prior 3, sustained); NPS detractor: scored 3 on 2026-09-19 |
| Meridian Systems Inc. | SMB | Tomas Castillo | Devon Price | $6K | 91 days | 35 | Red | Champion Yuki Bauer left 40 days ago; no replacement identified; NPS detractor: scored 4 on 2026-07-01 |
| Clearwater Labs Inc. | SMB | Omar Rossi | Casey Morgan | $5K | 45 days | 52 | Yellow | 1 escalated/critical case(s) in the last 90 days; NPS detractor: scored 3 on 2026-09-16 |
Watch · 5 accounts · $435K
| Account | Segment | CSM | AE | ARR | Renews in | Risk score | CSM rating | Evidence |
|---|---|---|---|---|---|---|---|---|
| Lumen Robotics Inc. | Mid-Market | Tomas Castillo | Rowan Blake | $280K | 97 days | 25 | Green | 3 escalated/critical case(s) in the last 90 days |
| Ember Analytics Inc. | Mid-Market | Amara Novak | Casey Morgan | $136K | 126 days | 25 | Green | 1 escalated/critical case(s) in the last 90 days, 1 still open; No active executive sponsor |
| Fernhill Foods Inc. | SMB | Fatima Haddad | Rowan Blake | $9K | 24 days | 25 | Red | NPS detractor: scored 1 on 2026-08-12; Open renewal is for 12 months, down from 36 |
| Keystone Manufacturing Inc. | SMB | Omar Rossi | Rowan Blake | $8K | 90 days | 25 | Green | 2 escalated/critical case(s) in the last 90 days, 1 still open |
| Vantage Health Inc. | SMB | Arjun Okafor | Rowan Blake | $2K | 129 days | 25 | Green | NPS detractor: scored 4 on 2026-06-04; Last live touch (call/meeting) 57 days ago |
Low · 105 accounts · $21.4M
| Account | Segment | CSM | AE | ARR | Renews in | Risk score | CSM rating | Evidence |
|---|---|---|---|---|---|---|---|---|
| Clearwater Builders Inc. | Enterprise | Omar Rossi | Devon Price | $1.7M | 50 days | 0 | Green | Expanded $324K in the last 12 months |
| Keystone Outfitters Inc. | Enterprise | Amara Novak | Devon Price | $1.6M | 37 days | 0 | Green | No warning signs |
| Ember Insurance Inc. | Enterprise | Grant Tanaka | Rowan Blake | $1.4M | 137 days | 0 | Not rated | Expanded $224K in the last 12 months |
| Crescent Health Inc. | Enterprise | Grant Tanaka | Rowan Blake | $1.2M | 99 days | 15 | Not rated | NPS detractor: scored 4 on 2026-09-03 |
| Nimbus Outfitters Inc. | Enterprise | Amara Novak | Rowan Blake | $1.1M | 97 days | 10 | Green | No active executive sponsor |
| Cobalt Learning Inc. | Enterprise | Sam Fischer | Harper Quinn | $1.1M | 140 days | 0 | Green | Expanded $153K in the last 12 months |
| Driftwood Media Inc. | Enterprise | Avery Nguyen | Rowan Blake | $1.1M | 158 days | 0 | Green | Expanded $184K in the last 12 months |
| Willow Hospitality Inc. | Enterprise | Arjun Okafor | Casey Morgan | $984K | 109 days | 0 | Green | Invoice 30 days past due (billing flag for Finance) |
| Sterling Health Inc. | Enterprise | Amara Novak | Harper Quinn | $960K | 90 days | 0 | Green | No warning signs |
| Vantage Foods Inc. | Enterprise | Omar Rossi | Casey Morgan | $908K | 95 days | 0 | Green | Expanded $231K in the last 12 months |
| Ironwood Foods Inc. | Enterprise | Avery Nguyen | Rowan Blake | $886K | 150 days | 0 | Green | No warning signs |
| Vantage Manufacturing Inc. | Enterprise | Sam Fischer | Casey Morgan | $844K | 129 days | 0 | Green | No warning signs |
| Fernhill Hospitality Inc. | Enterprise | Arjun Okafor | Harper Quinn | $752K | 159 days | 0 | Green | No warning signs |
| Nimbus Builders Inc. | Enterprise | Amara Novak | Rowan Blake | $582K | 105 days | 10 | Green | No active executive sponsor |
| Oakridge Manufacturing Inc. | Enterprise | Avery Nguyen | Casey Morgan | $406K | 20 days | 0 | Green | No warning signs |
| Fernhill Manufacturing Inc. | Enterprise | Avery Nguyen | Rowan Blake | $337K | 78 days | 10 | Green | No active executive sponsor |
| Cobalt Foods Inc. | Enterprise | Omar Rossi | Casey Morgan | $282K | 6 days | 0 | Green | No warning signs |
| Redstone Foods Inc. | Mid-Market | Amara Novak | Rowan Blake | $267K | 48 days | 0 | Green | No warning signs |
| Fernhill Logistics Inc. | Mid-Market | Arjun Okafor | Harper Quinn | $247K | 53 days | 0 | Green | Expanded $68K in the last 12 months |
| Sable Networks Inc. | Mid-Market | Sam Fischer | Rowan Blake | $242K | 142 days | 10 | Green | No active executive sponsor |
| Ironwood Outfitters Inc. | Mid-Market | Avery Nguyen | Casey Morgan | $240K | 107 days | 0 | Green | No warning signs |
| Oakridge Learning Inc. | Mid-Market | Sam Fischer | Harper Quinn | $238K | 40 days | 0 | Green | Expanded $64K in the last 12 months |
| Lumen Builders Inc. | Mid-Market | Tomas Castillo | Rowan Blake | $238K | 98 days | 0 | Not rated | Expanded $56K in the last 12 months |
| Zephyr Labs Inc. | Mid-Market | Tomas Castillo | Devon Price | $230K | 125 days | 0 | Green | No warning signs |
| Crescent Systems Inc. | Mid-Market | Sam Fischer | Devon Price | $204K | 89 days | 0 | Not rated | No warning signs |
| Meridian Foods Inc. | Mid-Market | Avery Nguyen | Rowan Blake | $176K | 131 days | 0 | Green | No warning signs |
| Prairie Media Inc. | Mid-Market | Grant Tanaka | Casey Morgan | $175K | 91 days | 10 | Green | No active executive sponsor |
| Redstone Freight Inc. | Mid-Market | Arjun Okafor | Casey Morgan | $167K | 131 days | 0 | Green | Expanded $31K in the last 12 months |
| Harbor Robotics Inc. | Mid-Market | Sam Fischer | Casey Morgan | $154K | 129 days | 0 | Green | No warning signs |
| Crescent Hospitality Inc. | Mid-Market | Tomas Castillo | Harper Quinn | $149K | 32 days | 0 | Green | Expanded $43K in the last 12 months |
| Juniper Media Inc. | Mid-Market | Fatima Haddad | Harper Quinn | $146K | 33 days | 10 | Green | No active executive sponsor; Invoice 30 days past due (billing flag for Finance) |
| Tidal Labs Inc. | Mid-Market | Fatima Haddad | Devon Price | $145K | 173 days | 15 | Green | NPS detractor: scored 4 on 2026-07-22; Invoice 30 days past due (billing flag for Finance) |
| Beacon Foods Inc. | Mid-Market | Sam Fischer | Devon Price | $137K | 158 days | 0 | Yellow | No warning signs |
| Driftwood Outfitters Inc. | Mid-Market | Avery Nguyen | Casey Morgan | $134K | 31 days | 0 | Green | No warning signs |
| Lumen Financial Inc. | Mid-Market | Amara Novak | Harper Quinn | $119K | 14 days | 0 | Green | No warning signs |
| Driftwood Biosciences Inc. | Mid-Market | Arjun Okafor | Casey Morgan | $110K | 72 days | 0 | Green | Expanded $22K in the last 12 months |
| Juniper Networks Inc. | Mid-Market | Omar Rossi | Casey Morgan | $108K | 146 days | 5 | Green | No active executive sponsor; Expanded $14K in the last 12 months |
| Atlas Software Inc. | Mid-Market | Avery Nguyen | Rowan Blake | $106K | 134 days | 15 | Yellow | NPS detractor: scored 3 on 2026-06-13 |
| Meridian Builders Inc. | Mid-Market | Avery Nguyen | Harper Quinn | $98K | 41 days | 5 | Green | No active executive sponsor; Expanded $15K in the last 12 months |
| Clearwater Software Inc. | Mid-Market | Avery Nguyen | Harper Quinn | $90K | 126 days | 10 | Red | No active executive sponsor |
| Driftwood Builders Inc. | Mid-Market | Omar Rossi | Harper Quinn | $84K | 136 days | 0 | Green | No warning signs |
| Fernhill Analytics Inc. | Mid-Market | Grant Tanaka | Devon Price | $84K | 114 days | 0 | Green | Expanded $12K in the last 12 months |
| Redstone Learning Inc. | Mid-Market | Amara Novak | Devon Price | $79K | 35 days | 0 | Green | Expanded $22K in the last 12 months |
| Beacon Builders Inc. | Mid-Market | Arjun Okafor | Devon Price | $70K | 6 days | 10 | Green | No active executive sponsor |
| Harbor Builders Inc. | Mid-Market | Amara Novak | Harper Quinn | $64K | 168 days | 0 | Green | Expanded $17K in the last 12 months |
| Willow Biosciences Inc. | Mid-Market | Avery Nguyen | Devon Price | $64K | 166 days | 17 | Yellow | No active executive sponsor; Active users down 13% (last 3 months vs prior 3); recent dip, may be seasonal |
| Harbor Financial Inc. | Mid-Market | Grant Tanaka | Harper Quinn | $57K | 173 days | 0 | Yellow | No warning signs |
| Tidal Media Inc. | Mid-Market | Avery Nguyen | Casey Morgan | $46K | 143 days | 10 | Green | No active executive sponsor |
| Sable Health Inc. | Mid-Market | Fatima Haddad | Rowan Blake | $38K | 101 days | 5 | Green | No active executive sponsor; Expanded $7K in the last 12 months |
| Beacon Insurance Inc. | SMB | Omar Rossi | Devon Price | $30K | 74 days | 0 | Green | Expanded $8K in the last 12 months |
| Oakridge Robotics Inc. | SMB | Fatima Haddad | Harper Quinn | $27K | 132 days | 10 | Red | Core feature usage down 21% (last 3 months vs prior 3, sustained) |
| Nimbus Health Inc. | SMB | Sam Fischer | Rowan Blake | $27K | 31 days | 0 | Green | Invoice 30 days past due (billing flag for Finance) |
| Quarry Foods Inc. | SMB | Arjun Okafor | Rowan Blake | $25K | 59 days | 0 | Green | Expanded $3K in the last 12 months |
| Meridian Logistics Inc. | SMB | Amara Novak | Devon Price | $24K | 75 days | 0 | Green | Expanded $3K in the last 12 months |
| Upland Biosciences Inc. | SMB | Amara Novak | Devon Price | $24K | 176 days | 0 | Green | Expanded $4K in the last 12 months |
| Crescent Insurance Inc. | SMB | Avery Nguyen | Casey Morgan | $23K | 25 days | 15 | Green | NPS detractor: scored 4 on 2026-08-22 |
| Driftwood Insurance Inc. | SMB | Amara Novak | Casey Morgan | $23K | 8 days | 0 | Green | No warning signs |
| Apex Foods Inc. | SMB | Sam Fischer | Harper Quinn | $23K | 143 days | 0 | Yellow | Renewed at 105% of prior spend |
| Fernhill Biosciences Inc. | SMB | Tomas Castillo | Devon Price | $22K | 83 days | 0 | Green | Expanded $3K in the last 12 months |
| Bright Hospitality Inc. | SMB | Omar Rossi | Casey Morgan | $22K | 120 days | 15 | Yellow | 1 escalated/critical case(s) in the last 90 days |
| Atlas Health Inc. | SMB | Fatima Haddad | Casey Morgan | $19K | 145 days | 0 | Not rated | Expanded $5K in the last 12 months |
| Clearwater Freight Inc. | SMB | Arjun Okafor | Rowan Blake | $18K | 135 days | 0 | Green | Expanded $5K in the last 12 months |
| Keystone Networks Inc. | SMB | Omar Rossi | Harper Quinn | $18K | 97 days | 0 | Green | No warning signs |
| Apex Media Inc. | SMB | Sam Fischer | Devon Price | $17K | 45 days | 0 | Yellow | No warning signs |
| Crescent Outfitters Inc. | SMB | Arjun Okafor | Harper Quinn | $15K | 19 days | 0 | Yellow | No warning signs |
| Alder Media Inc. | SMB | Sam Fischer | Devon Price | $14K | 140 days | 0 | Green | No warning signs |
| Cedar Biosciences Inc. | SMB | Sam Fischer | Rowan Blake | $14K | 118 days | 0 | Green | No warning signs |
| Alder Labs Inc. | SMB | Fatima Haddad | Casey Morgan | $13K | 155 days | 0 | Yellow | No warning signs |
| Sable Freight Inc. | SMB | Tomas Castillo | Devon Price | $12K | 86 days | 15 | Green | NPS detractor: scored 6 on 2026-05-01 |
| Orchid Financial Inc. | SMB | Sam Fischer | Harper Quinn | $12K | 171 days | 0 | Green | No warning signs |
| Meridian Analytics Inc. | SMB | Tomas Castillo | Rowan Blake | $12K | 162 days | 0 | Green | Expanded $2K in the last 12 months |
| Tidal Software Inc. | SMB | Tomas Castillo | Rowan Blake | $12K | 29 days | 0 | Green | Expanded $3K in the last 12 months |
| Prairie Learning Inc. | SMB | Arjun Okafor | Harper Quinn | $12K | 180 days | 0 | Green | No warning signs |
| Crescent Manufacturing Inc. | SMB | Arjun Okafor | Casey Morgan | $12K | 147 days | 0 | Green | No warning signs |
| Bright Insurance Inc. | SMB | Amara Novak | Devon Price | $11K | 52 days | 0 | Green | Expanded $1K in the last 12 months |
| Ironwood Hospitality Inc. | SMB | Tomas Castillo | Devon Price | $11K | 111 days | 0 | Yellow | Expanded $2K in the last 12 months |
| Cobalt Energy Inc. | SMB | Grant Tanaka | Casey Morgan | $10K | 33 days | 0 | Not rated | Expanded $3K in the last 12 months |
| Willow Learning Inc. | SMB | Sam Fischer | Devon Price | $10K | 47 days | 0 | Green | No warning signs |
| Juniper Labs Inc. | SMB | Grant Tanaka | Casey Morgan | $10K | 10 days | 0 | Green | Expanded $2K in the last 12 months |
| Sable Manufacturing Inc. | SMB | Grant Tanaka | Harper Quinn | $10K | 21 days | 0 | Yellow | No warning signs |
| Clearwater Insurance Inc. | SMB | Omar Rossi | Casey Morgan | $10K | 158 days | 0 | Green | Invoice 60+ days past due (billing flag for Finance) |
| Prairie Freight Inc. | SMB | Grant Tanaka | Rowan Blake | $10K | 28 days | 0 | Green | Expanded $1K in the last 12 months |
| Cedar Robotics Inc. | SMB | Omar Rossi | Casey Morgan | $9K | 64 days | 0 | Green | No warning signs |
| Pinecrest Insurance Inc. | SMB | Sam Fischer | Devon Price | $9K | 167 days | 0 | Green | Expanded $2K in the last 12 months |
| Upland Health Inc. | SMB | Avery Nguyen | Devon Price | $9K | 84 days | 0 | Green | No warning signs |
| Clearwater Foods Inc. | SMB | Fatima Haddad | Rowan Blake | $8K | 135 days | 0 | Green | No warning signs |
| Zephyr Freight Inc. | SMB | Tomas Castillo | Casey Morgan | $8K | 134 days | 0 | Green | No warning signs |
| Zephyr Manufacturing Inc. | SMB | Fatima Haddad | Harper Quinn | $7K | 153 days | 0 | Green | No warning signs |
| Keystone Builders Inc. | SMB | Avery Nguyen | Casey Morgan | $7K | 83 days | 5 | Green | Last live touch (call/meeting) 51 days ago; Expanded $2K in the last 12 months |
| Prairie Systems Inc. | SMB | Avery Nguyen | Casey Morgan | $6K | 91 days | 15 | Yellow | NPS detractor: scored 5 on 2026-08-10 |
| Redstone Insurance Inc. | SMB | Avery Nguyen | Casey Morgan | $6K | 76 days | 0 | Green | Expanded $2K in the last 12 months |
| Vantage Labs Inc. | SMB | Tomas Castillo | Casey Morgan | $6K | 106 days | 0 | Green | No warning signs |
| Granite Logistics Inc. | SMB | Fatima Haddad | Rowan Blake | $6K | 131 days | 0 | Green | Expanded $1K in the last 12 months |
| Alder Biosciences Inc. | SMB | Omar Rossi | Devon Price | $6K | 63 days | 0 | Green | Expanded $1K in the last 12 months |
| Redstone Systems Inc. | SMB | Sam Fischer | Casey Morgan | $5K | 5 days | 5 | Green | Last live touch (call/meeting) 49 days ago; Expanded $600 in the last 12 months |
| Alder Learning Inc. | SMB | Omar Rossi | Devon Price | $4K | 31 days | 0 | Green | No warning signs |
| Driftwood Energy Inc. | SMB | Amara Novak | Rowan Blake | $4K | 151 days | 0 | Green | No warning signs |
| Ironwood Health Inc. | SMB | Fatima Haddad | Rowan Blake | $4K | 41 days | 0 | Green | No warning signs |
| Upland Financial Inc. | SMB | Arjun Okafor | Harper Quinn | $4K | 20 days | 0 | Green | No warning signs |
| Quarry Media Inc. | SMB | Fatima Haddad | Devon Price | $3K | 179 days | 0 | Green | No warning signs |
| Lumen Logistics Inc. | SMB | Amara Novak | Casey Morgan | $3K | 120 days | 0 | Green | Expanded $400 in the last 12 months |
| Beacon Systems Inc. | SMB | Avery Nguyen | Casey Morgan | $3K | 33 days | 0 | Green | Expanded $600 in the last 12 months |
| Ironwood Media Inc. | SMB | Avery Nguyen | Harper Quinn | $3K | 23 days | 0 | Yellow | No warning signs |
| Alder Health Inc. | SMB | Avery Nguyen | Rowan Blake | $3K | 133 days | 0 | Green | Expanded $700 in the last 12 months |
| Ember Energy Inc. | SMB | Omar Rossi | Devon Price | $2K | 130 days | 0 | Not rated | No warning signs |
High priorityRiskRetention
$9.0M of renewals in the next 180 days show early churn signals
$9.0M
Renewing ARR at risk
31 of 141 upcoming renewals (29% of $30.8M) score Critical or High. Most common drivers: detractor nps (23 accounts), usage decline (21 accounts), feature decline (19 accounts).
- Vantage Robotics Inc.Critical, renews in 164 days: Champion Omar Adler left 51 days ago; no replacement identified; Active users down 18% (last 3 months vs prior 3, sustained)$1.7M
- Pinecrest Media Inc.Critical, renews in 143 days: Renewed at 75% of prior spend ($1.74M to $1.31M) on 2026-02-20; Active users down 21% (last 3 months vs prior 3, sustained)$1.3M
- Falcon Health Inc.Critical, renews in 75 days: Active users down 29% (last 3 months vs prior 3, sustained); Core feature usage down 36% (last 3 months vs prior 3, sustained)$1.3M
- Quarry Hospitality Inc.Critical, renews in 66 days: Champion Wei Duarte left 66 days ago; no replacement identified; Active users down 15% (last 3 months vs prior 3, sustained)$1.0M
- Lumen Labs Inc.Critical, renews in 11 days: Champion Mateo Ibrahim left 144 days ago; no replacement identified; Last live touch (call/meeting) 178 days ago$135K
What to doOpen an owned, dated recovery play on each account this week; Critical accounts reviewed by the CS leader.
How Greenwake does itChurn early-warning agent + plays ledger (opens, assigns, escalates and tracks plays automatically; Sadie drafts each play's outreach for the owner to review and send).
High priorityRiskRetention
13 at-risk accounts ($5.7M) are rated Green by their CSM
$5.7M
At-risk ARR marked Green
42% of at-risk renewals carry a Green health score, so they won't be on anyone's worry list. Health scores are lagging the evidence in usage, relationships and support.
- Vantage Robotics Inc.Green, but: Champion Omar Adler left 51 days ago; no replacement identified; Active users down 18% (last 3 months vs prior 3, sustained)$1.7M
- Pinecrest Media Inc.Green, but: Renewed at 75% of prior spend ($1.74M to $1.31M) on 2026-02-20; Active users down 21% (last 3 months vs prior 3, sustained)$1.3M
- Falcon Health Inc.Green, but: Active users down 29% (last 3 months vs prior 3, sustained); Core feature usage down 36% (last 3 months vs prior 3, sustained)$1.3M
- Quarry Hospitality Inc.Green, but: Champion Wei Duarte left 66 days ago; no replacement identified; Active users down 15% (last 3 months vs prior 3, sustained)$1.0M
- Lumen Labs Inc.Green, but: Champion Mateo Ibrahim left 144 days ago; no replacement identified; Last live touch (call/meeting) 178 days ago$135K
What to doReplace opinion-only health scores with evidence-based scoring that the CSM can override with a reason.
How Greenwake does itSignal-based risk score with explainable evidence, written back to the CRM next to the CSM score.
High priorityRiskRetention
$2.7M forecast as Commit sits on Critical/High-risk accounts
$2.7M
Committed renewal ARR at risk
11 renewals are in the Commit forecast while their leading indicators point the other way. Forecast calls are relying on rep judgment the data doesn't support.
- Pinecrest Media Inc.Commit, scored Critical (65)$1.3M
- Quarry Hospitality Inc.Commit, scored Critical (100)$1.0M
- Lumen Labs Inc.Commit, scored Critical (90)$135K
- Tidal Robotics Inc.Commit, scored Critical (100)$77K
- Redstone Outfitters Inc.Commit, scored Critical (100)$57K
What to doRequire a risk review before a renewal enters Commit; flag Commit deals whose score is Critical/High.
How Greenwake does itRisk tier written to the renewal opportunity; forecast-exposure view in the weekly report.
Accounts to act on first
| Account | Segment | ARR | Renews in | Risk | CSM health | Evidence |
|---|---|---|---|---|---|---|
| Vantage Robotics Inc. | Enterprise | $1.7M | 164 days | Critical (65) | Green | Champion Omar Adler left 51 days ago; no replacement identified; Active users down 18% (last 3 months vs prior 3, sustained); No active executive sponsor |
| Pinecrest Media Inc. | Enterprise | $1.3M | 143 days | Critical (65) | Green | Renewed at 75% of prior spend ($1.74M to $1.31M) on 2026-02-20; Active users down 21% (last 3 months vs prior 3, sustained); Core feature usage down 30% (last 3 months vs prior 3, sustained) |
| Falcon Health Inc. | Enterprise | $1.3M | 75 days | Critical (100) | Green | Active users down 29% (last 3 months vs prior 3, sustained); Core feature usage down 36% (last 3 months vs prior 3, sustained); Only 633 of 1380 seats active (46% utilization) |
| Quarry Hospitality Inc. | Enterprise | $1.0M | 66 days | Critical (100) | Green | Champion Wei Duarte left 66 days ago; no replacement identified; Active users down 15% (last 3 months vs prior 3, sustained); Only 515 of 1045 seats active (49% utilization) |
| Lumen Labs Inc. | Mid-Market | $135K | 11 days | Critical (90) | Green | Champion Mateo Ibrahim left 144 days ago; no replacement identified; Last live touch (call/meeting) 178 days ago; Active users down 23% (last 3 months vs prior 3, sustained) |
| Cobalt Analytics Inc. | Mid-Market | $105K | 49 days | Critical (100) | Not scored | Active users down 36% (last 3 months vs prior 3, sustained); Core feature usage down 47% (last 3 months vs prior 3, sustained); Only 60 of 215 seats active (28% utilization) |
| Tidal Robotics Inc. | Mid-Market | $77K | 28 days | Critical (100) | Yellow | Active users down 27% (last 3 months vs prior 3, sustained); Champion Ethan Park left 161 days ago; no replacement identified; NPS detractor: scored 6 on 2026-08-29 |
| Redstone Outfitters Inc. | Mid-Market | $57K | 14 days | Critical (100) | Green | Champion Victor Johnson left 103 days ago; no replacement identified; Last live touch (call/meeting) 75 days ago; Active users down 18% (last 3 months vs prior 3, sustained) |
| Ember Systems Inc. | SMB | $23K | 42 days | Critical (100) | Yellow | Active users down 39% (last 3 months vs prior 3, sustained); Core feature usage down 51% (last 3 months vs prior 3, sustained); Only 9 of 45 seats active (20% utilization) |
| Cobalt Insurance Inc. | SMB | $13K | 64 days | Critical (100) | Yellow | Active users down 28% (last 3 months vs prior 3, sustained); Core feature usage down 36% (last 3 months vs prior 3, sustained); Only 21 of 50 seats active (42% utilization) |
| Pinecrest Learning Inc. | SMB | $8K | 88 days | Critical (65) | Green | Active users down 16% (last 3 months vs prior 3, sustained); NPS detractor: scored 5 on 2026-06-08; Open renewal forecast at 79% of current spend ($6K of $8K), closing 2026-12-27 |
| Vantage Software Inc. | SMB | $7K | 135 days | Critical (100) | Yellow | Active users down 44% (last 3 months vs prior 3, sustained); Core feature usage down 55% (last 3 months vs prior 3, sustained); Champion Arjun Holm left 93 days ago; no replacement identified |
Would we have seen it coming?
The same scoring, replayed on last year's renewals. Each account is rebuilt from only the data that existed at the time, so the test uses no…
The same scoring, replayed on last year's renewals. Each account is rebuilt from only the data that existed at the time, so the test uses no hindsight. "Flagged" means Greenwake's score reached High or Critical: evidence in your systems, not anyone's opinion.
How a customer gets flagged
1 · Evidence
What the customer is doing
- Product usageAutomatic
- Support toolAutomatic
- Survey toolAutomatic
- Contract historyAutomatic
- Logged activityReps keep it current
- Contact recordsReps keep it current
- Renewal opportunityReps keep it current
2 · Score
Each warning sign adds points
A falling-usage trend, a departed champion or a lower renewal forecast each add points to a 0–100 risk score, recalculated every week.0100
Watch 20+High 30+Critical 60+
3 · Flag
High or Critical = flagged
A score of 30 or more flags the account. A play opens with an owner and a deadline, and stays open until the account recovers or renews.Never part of the score: the CSM's Green/Yellow/Red rating (shown only to compare) and late invoices (sent to Finance as a billing flag). "Automatic" sources need no one to type anything; the others are only as good as the CRM is kept.
High priorityRiskRetention
21 of last year's 30 churned customers were visible 90 days before renewal
$6.4M
Churned ARR that was visible in advance
Scoring each account week by week on only the data available at the time, the agent had flagged, by 90 days out, $6.4M of the $7.8M that churned, typically 120 days before renewal. 79% of the accounts it had flagged by then went on to churn or downsell. The signal was there; nothing turned it into action.
What to doScore every renewal weekly from 180 days out and put an owned play on each flag.
How Greenwake does itChurn early-warning agent, running on the same signals and thresholds validated here.
Share of churned ARR already flagged, by days before renewal
30 customers ($7.8M) churned in the last 12 months
120 daystypical warning before renewal
79%of flagged accounts churned or downsold
5%of renewing accounts falsely flagged
5churns never flagged High or Critical
| Days before renewal | 180 | 150 | 120 | 90 | 60 | 30 |
|---|---|---|---|---|---|---|
| Churned ARR flagged | 0% | 61% | 69% | 82% | 83% | 98% |
| Churned customers flagged | 3% | 30% | 57% | 70% | 77% | 83% |
What gave them away
The warning signs the 21 churned customers flagged 90+ days out were showing when they were first flagged. Most had more than one.
| Warning sign | Source | Churned customers showing it | |
|---|---|---|---|
| No recent calls or meetings | Logged activity | Reps keep it current | 14 of 21 |
| No executive sponsor | Contact records | Reps keep it current | 12 of 21 |
| NPS detractor | Survey tool | Automatic | 7 of 21 |
| Only one contact engaged | Logged activity | Reps keep it current | 6 of 21 |
| Champion left | Contact records | Reps keep it current | 6 of 21 |
| Seats going unused | Product usage | Automatic | 5 of 21 |
| Renewed below prior spend | Contract history | Automatic | 4 of 21 |
| Usage falling | Product usage | Automatic | 4 of 21 |
| Support escalations | Support tool | Automatic | 1 of 21 |
| Core features used less | Product usage | Automatic | 1 of 21 |
Not flagged in time: their signals stayed below High or never appeared in the data. Typical causes are acquisition, budget cuts, or reasons the CRM doesn't capture. Accounts: Vantage Analytics Inc.; Nimbus Software Inc.; Quarry Labs Inc.; Sterling Systems Inc.; Beacon Learning Inc.
Health score, payment status and NPS have no history in the export, so the backtest leaves them out (NPS is used where the survey predates the test date). With field history turned on, results would improve.
Relationship and engagement coverage
The habits that keep renewals safe, measured across the whole book against target. These are the upstream causes of the risk above.
The habits that keep renewals safe, measured across the whole book against target. These are the upstream causes of the risk above.
Coverage against target
Share of accounts meeting each standard
- Executive sponsor coverage: An active contact with the buying role "Executive Sponsor": 518 from the CRM's buying-role field.
- Champion coverage: An active contact with the buying role "Champion": 591 from the CRM's buying-role field.
- Multi-threading: Distinct active contacts linked to a logged email, call or meeting in the last 90 days; two or more counts. 14% of the activity logged in that window names no contact, so it can't count.
- Engagement cadence: A logged activity of type Call, Executive Meeting, Meeting, QBR in the last 45 days.
Contacts count as active unless the CRM says they left (51 marked as left). Role and status names are mapped to Greenwake's whatever your CRM calls them.
Coverage by account
Every customer against the four standards. 79 accounts have at least one gap ($22.8M of ARR); 171 meet all that apply. Largest gaps first.
| Account | Segment | CSM | AE | ARR | Exec sponsor | Champion | Multi-threaded | Cadence | Gaps |
|---|---|---|---|---|---|---|---|---|---|
| Vantage Robotics Inc. | Enterprise | Arjun Okafor | Rowan Blake | $1.7M | ✗ | ✗ | ✗0 | ✗61d | 4 |
| Upland Builders Inc. | Mid-Market | Amara Novak | Harper Quinn | $169K | ✗ | ✗ | ✗0 | ✗202d | 4 |
| Redstone Outfitters Inc. | Mid-Market | Tomas Castillo | Devon Price | $57K | ✗ | ✗ | ✗1 | ✗75d | 4 |
| Quarry Hospitality Inc. | Enterprise | Arjun Okafor | Casey Morgan | $1.0M | ✗ | ✗ | ✓3 | ✗54d | 3 |
| Lumen Labs Inc. | Mid-Market | Grant Tanaka | Casey Morgan | $135K | ✓ | ✗ | ✗0 | ✗178d | 3 |
| Lumen Learning Inc. | Mid-Market | Amara Novak | Casey Morgan | $130K | ✗ | ✓ | ✗0 | ✗95d | 3 |
| Meridian Biosciences Inc. | Mid-Market | Sam Fischer | Harper Quinn | $118K | ✗ | ✓ | ✗1 | ✗107d | 3 |
| Driftwood Learning Inc. | Mid-Market | Avery Nguyen | Casey Morgan | $97K | ✗ | ✗ | ✗1 | ✓2d | 3 |
| Willow Analytics Inc. | Mid-Market | Grant Tanaka | Rowan Blake | $32K | ✗ | ✗ | ✓2 | ✗97d | 3 |
| Ironwood Freight Inc. | SMB | Omar Rossi | Devon Price | $9K | n/a | ✗ | ✗1 | ✗79d | 3 |
| Vantage Software Inc. | SMB | Amara Novak | Rowan Blake | $7K | n/a | ✗ | ✗0 | ✗197d | 3 |
| Bright Media Inc. | SMB | Sam Fischer | Harper Quinn | $6K | n/a | ✗ | ✗0 | ✗111d | 3 |
| Granite Media Inc. | SMB | Omar Rossi | Harper Quinn | $4K | n/a | ✗ | ✗0 | ✗94d | 3 |
| Redstone Hospitality Inc. | Enterprise | Amara Novak | Devon Price | $1.4M | ✗ | ✓ | ✓2 | ✗151d | 2 |
| Pinecrest Media Inc. | Enterprise | Sam Fischer | Harper Quinn | $1.3M | ✗ | ✓ | ✓2 | ✗65d | 2 |
| Falcon Health Inc. | Enterprise | Arjun Okafor | Harper Quinn | $1.3M | ✗ | ✓ | ✗0 | ✓43d | 2 |
| Cobalt Analytics Inc. | Mid-Market | Arjun Okafor | Devon Price | $105K | ✓ | ✓ | ✗1 | ✗58d | 2 |
| Tidal Robotics Inc. | Mid-Market | Omar Rossi | Harper Quinn | $77K | ✗ | ✗ | ✓2 | ✓45d | 2 |
| Cobalt Insurance Inc. | SMB | Tomas Castillo | Rowan Blake | $13K | n/a | ✓ | ✗1 | ✗62d | 2 |
| Meridian Software Inc. | SMB | Tomas Castillo | Devon Price | $12K | n/a | ✗ | ✓2 | ✗61d | 2 |
| Orchid Systems Inc. | SMB | Grant Tanaka | Rowan Blake | $9K | n/a | ✗ | ✗1 | ✓8d | 2 |
| Beacon Manufacturing Inc. | SMB | Arjun Okafor | Rowan Blake | $7K | n/a | ✗ | ✗1 | ✓23d | 2 |
| Lumen Software Inc. | SMB | Grant Tanaka | Devon Price | $7K | n/a | ✗ | ✓2 | ✗77d | 2 |
| Beacon Analytics Inc. | SMB | Fatima Haddad | Harper Quinn | $4K | n/a | ✓ | ✗0 | ✗124d | 2 |
| Orchid Insurance Inc. | Enterprise | Grant Tanaka | Rowan Blake | $1.9M | ✗ | ✓ | ✓5 | ✓0d | 1 |
| Driftwood Robotics Inc. | Enterprise | Avery Nguyen | Devon Price | $1.9M | ✗ | ✓ | ✓5 | ✓13d | 1 |
| Oakridge Energy Inc. | Enterprise | Sam Fischer | Casey Morgan | $1.6M | ✗ | ✓ | ✓7 | ✓10d | 1 |
| Ember Labs Inc. | Enterprise | Grant Tanaka | Casey Morgan | $1.3M | ✗ | ✓ | ✓6 | ✓0d | 1 |
| Nimbus Outfitters Inc. | Enterprise | Amara Novak | Rowan Blake | $1.1M | ✗ | ✓ | ✓5 | ✓11d | 1 |
| Redstone Media Inc. | Enterprise | Arjun Okafor | Harper Quinn | $912K | ✗ | ✓ | ✓8 | ✓6d | 1 |
| Fernhill Energy Inc. | Enterprise | Fatima Haddad | Devon Price | $723K | ✗ | ✓ | ✓5 | ✓4d | 1 |
| Apex Networks Inc. | Enterprise | Arjun Okafor | Casey Morgan | $642K | ✗ | ✓ | ✓6 | ✓7d | 1 |
| Nimbus Builders Inc. | Enterprise | Amara Novak | Rowan Blake | $582K | ✗ | ✓ | ✓6 | ✓11d | 1 |
| Apex Systems Inc. | Enterprise | Tomas Castillo | Devon Price | $417K | ✓ | ✓ | ✓5 | ✗47d | 1 |
| Fernhill Manufacturing Inc. | Enterprise | Avery Nguyen | Rowan Blake | $337K | ✗ | ✓ | ✓7 | ✓3d | 1 |
| Granite Health Inc. | Mid-Market | Fatima Haddad | Rowan Blake | $300K | ✗ | ✓ | ✓4 | ✓20d | 1 |
| Redstone Software Inc. | Mid-Market | Arjun Okafor | Casey Morgan | $264K | ✗ | ✓ | ✓4 | ✓22d | 1 |
| Sable Networks Inc. | Mid-Market | Sam Fischer | Rowan Blake | $242K | ✗ | ✓ | ✓7 | ✓0d | 1 |
| Willow Financial Inc. | Mid-Market | Tomas Castillo | Harper Quinn | $230K | ✗ | ✓ | ✓5 | ✓11d | 1 |
| Driftwood Systems Inc. | Mid-Market | Tomas Castillo | Rowan Blake | $181K | ✗ | ✓ | ✓4 | ✓29d | 1 |
| Prairie Media Inc. | Mid-Market | Grant Tanaka | Casey Morgan | $175K | ✗ | ✓ | ✓4 | ✓11d | 1 |
| Sable Biosciences Inc. | Mid-Market | Grant Tanaka | Casey Morgan | $171K | ✗ | ✓ | ✓4 | ✓4d | 1 |
| Harbor Manufacturing Inc. | Mid-Market | Sam Fischer | Devon Price | $168K | ✗ | ✓ | ✓6 | ✓10d | 1 |
| Tidal Energy Inc. | Mid-Market | Amara Novak | Devon Price | $162K | ✗ | ✓ | ✓4 | ✓23d | 1 |
| Juniper Media Inc. | Mid-Market | Fatima Haddad | Harper Quinn | $146K | ✗ | ✓ | ✓4 | ✓27d | 1 |
| Sterling Hospitality Inc. | Mid-Market | Sam Fischer | Casey Morgan | $144K | ✗ | ✓ | ✓5 | ✓31d | 1 |
| Ember Analytics Inc. | Mid-Market | Amara Novak | Casey Morgan | $136K | ✗ | ✓ | ✓4 | ✓2d | 1 |
| Driftwood Software Inc. | Mid-Market | Grant Tanaka | Casey Morgan | $133K | ✗ | ✓ | ✓2 | ✓21d | 1 |
| Atlas Hospitality Inc. | Mid-Market | Avery Nguyen | Casey Morgan | $129K | ✗ | ✓ | ✓3 | ✓14d | 1 |
| Juniper Robotics Inc. | Mid-Market | Tomas Castillo | Harper Quinn | $114K | ✗ | ✓ | ✓4 | ✓10d | 1 |
| Juniper Networks Inc. | Mid-Market | Omar Rossi | Casey Morgan | $108K | ✗ | ✓ | ✓5 | ✓0d | 1 |
| Meridian Builders Inc. | Mid-Market | Avery Nguyen | Harper Quinn | $98K | ✗ | ✓ | ✓4 | ✓3d | 1 |
| Granite Financial Inc. | Mid-Market | Fatima Haddad | Casey Morgan | $94K | ✗ | ✓ | ✓5 | ✓3d | 1 |
| Clearwater Software Inc. | Mid-Market | Avery Nguyen | Harper Quinn | $90K | ✗ | ✓ | ✓4 | ✓1d | 1 |
| Beacon Builders Inc. | Mid-Market | Arjun Okafor | Devon Price | $70K | ✗ | ✓ | ✓5 | ✓8d | 1 |
| Keystone Software Inc. | Mid-Market | Omar Rossi | Casey Morgan | $67K | ✗ | ✓ | ✓6 | ✓4d | 1 |
| Willow Biosciences Inc. | Mid-Market | Avery Nguyen | Devon Price | $64K | ✗ | ✓ | ✓5 | ✓6d | 1 |
| Cedar Networks Inc. | Mid-Market | Omar Rossi | Harper Quinn | $50K | ✗ | ✓ | ✓4 | ✓24d | 1 |
| Tidal Media Inc. | Mid-Market | Avery Nguyen | Casey Morgan | $46K | ✗ | ✓ | ✓4 | ✓8d | 1 |
| Lumen Media Inc. | Mid-Market | Sam Fischer | Harper Quinn | $38K | ✗ | ✓ | ✓5 | ✓11d | 1 |
| Sable Health Inc. | Mid-Market | Fatima Haddad | Rowan Blake | $38K | ✗ | ✓ | ✓5 | ✓10d | 1 |
| Beacon Software Inc. | SMB | Tomas Castillo | Casey Morgan | $30K | n/a | ✗ | ✓3 | ✓10d | 1 |
| Pinecrest Health Inc. | SMB | Tomas Castillo | Rowan Blake | $28K | n/a | ✓ | ✓4 | ✗50d | 1 |
| Ironwood Energy Inc. | SMB | Tomas Castillo | Devon Price | $26K | n/a | ✗ | ✓3 | ✓8d | 1 |
| Atlas Analytics Inc. | SMB | Omar Rossi | Devon Price | $25K | n/a | ✓ | ✓2 | ✗95d | 1 |
| Ember Systems Inc. | SMB | Arjun Okafor | Devon Price | $23K | n/a | ✓ | ✗1 | ✓4d | 1 |
| Alder Manufacturing Inc. | SMB | Arjun Okafor | Harper Quinn | $12K | n/a | ✓ | ✓3 | ✗62d | 1 |
| Ember Biosciences Inc. | SMB | Tomas Castillo | Casey Morgan | $11K | n/a | ✓ | ✓2 | ✗83d | 1 |
| Quarry Energy Inc. | SMB | Sam Fischer | Rowan Blake | $11K | n/a | ✗ | ✓2 | ✓23d | 1 |
| Oakridge Systems Inc. | SMB | Amara Novak | Devon Price | $11K | n/a | ✗ | ✓2 | ✓24d | 1 |
| Willow Outfitters Inc. | SMB | Omar Rossi | Rowan Blake | $9K | n/a | ✗ | ✓2 | ✓2d | 1 |
| Pinecrest Learning Inc. | SMB | Fatima Haddad | Devon Price | $8K | n/a | ✓ | ✗1 | ✓19d | 1 |
| Keystone Builders Inc. | SMB | Avery Nguyen | Casey Morgan | $7K | n/a | ✓ | ✓3 | ✗51d | 1 |
| Falcon Builders Inc. | SMB | Amara Novak | Rowan Blake | $6K | n/a | ✗ | ✓2 | ✓8d | 1 |
| Meridian Systems Inc. | SMB | Tomas Castillo | Devon Price | $6K | n/a | ✗ | ✓2 | ✓5d | 1 |
| Lumen Systems Inc. | SMB | Grant Tanaka | Devon Price | $5K | n/a | ✗ | ✓2 | ✓24d | 1 |
| Prairie Insurance Inc. | SMB | Omar Rossi | Rowan Blake | $5K | n/a | ✗ | ✓2 | ✓45d | 1 |
| Redstone Systems Inc. | SMB | Sam Fischer | Casey Morgan | $5K | n/a | ✓ | ✓3 | ✗49d | 1 |
| Vantage Health Inc. | SMB | Arjun Okafor | Rowan Blake | $2K | n/a | ✓ | ✓3 | ✗57d | 1 |
| Cedar Software Inc. | Enterprise | Omar Rossi | Devon Price | $1.9M | ✓ | ✓ | ✓7 | ✓7d | 0 |
| Cobalt Media Inc. | Enterprise | Amara Novak | Devon Price | $1.7M | ✓ | ✓ | ✓7 | ✓15d | 0 |
| Clearwater Builders Inc. | Enterprise | Omar Rossi | Devon Price | $1.7M | ✓ | ✓ | ✓8 | ✓28d | 0 |
| Sterling Software Inc. | Enterprise | Arjun Okafor | Casey Morgan | $1.6M | ✓ | ✓ | ✓10 | ✓5d | 0 |
| Keystone Outfitters Inc. | Enterprise | Amara Novak | Devon Price | $1.6M | ✓ | ✓ | ✓6 | ✓6d | 0 |
| Fernhill Learning Inc. | Enterprise | Arjun Okafor | Harper Quinn | $1.6M | ✓ | ✓ | ✓6 | ✓5d | 0 |
| Alder Builders Inc. | Enterprise | Fatima Haddad | Devon Price | $1.5M | ✓ | ✓ | ✓4 | ✓1d | 0 |
| Ember Insurance Inc. | Enterprise | Grant Tanaka | Rowan Blake | $1.4M | ✓ | ✓ | ✓6 | ✓4d | 0 |
| Falcon Freight Inc. | Enterprise | Tomas Castillo | Devon Price | $1.4M | ✓ | ✓ | ✓6 | ✓9d | 0 |
| Prairie Foods Inc. | Enterprise | Arjun Okafor | Casey Morgan | $1.4M | ✓ | ✓ | ✓5 | ✓23d | 0 |
| Crescent Health Inc. | Enterprise | Grant Tanaka | Rowan Blake | $1.2M | ✓ | ✓ | ✓8 | ✓2d | 0 |
| Cobalt Learning Inc. | Enterprise | Sam Fischer | Harper Quinn | $1.1M | ✓ | ✓ | ✓7 | ✓18d | 0 |
| Driftwood Media Inc. | Enterprise | Avery Nguyen | Rowan Blake | $1.1M | ✓ | ✓ | ✓8 | ✓0d | 0 |
| Ember Learning Inc. | Enterprise | Fatima Haddad | Devon Price | $998K | ✓ | ✓ | ✓3 | ✓12d | 0 |
| Willow Hospitality Inc. | Enterprise | Arjun Okafor | Casey Morgan | $984K | ✓ | ✓ | ✓7 | ✓2d | 0 |
| Sterling Health Inc. | Enterprise | Amara Novak | Harper Quinn | $960K | ✓ | ✓ | ✓8 | ✓0d | 0 |
| Vantage Foods Inc. | Enterprise | Omar Rossi | Casey Morgan | $908K | ✓ | ✓ | ✓6 | ✓1d | 0 |
| Ironwood Foods Inc. | Enterprise | Avery Nguyen | Rowan Blake | $886K | ✓ | ✓ | ✓8 | ✓14d | 0 |
| Vantage Manufacturing Inc. | Enterprise | Sam Fischer | Casey Morgan | $844K | ✓ | ✓ | ✓8 | ✓3d | 0 |
| Fernhill Hospitality Inc. | Enterprise | Arjun Okafor | Harper Quinn | $752K | ✓ | ✓ | ✓4 | ✓7d | 0 |
| Oakridge Manufacturing Inc. | Enterprise | Avery Nguyen | Casey Morgan | $406K | ✓ | ✓ | ✓8 | ✓6d | 0 |
| Vantage Outfitters Inc. | Enterprise | Sam Fischer | Rowan Blake | $336K | ✓ | ✓ | ✓8 | ✓3d | 0 |
| Prairie Hospitality Inc. | Enterprise | Fatima Haddad | Rowan Blake | $301K | ✓ | ✓ | ✓6 | ✓6d | 0 |
| Cobalt Foods Inc. | Enterprise | Omar Rossi | Casey Morgan | $282K | ✓ | ✓ | ✓8 | ✓0d | 0 |
| Lumen Robotics Inc. | Mid-Market | Tomas Castillo | Rowan Blake | $280K | ✓ | ✓ | ✓7 | ✓4d | 0 |
| Redstone Foods Inc. | Mid-Market | Amara Novak | Rowan Blake | $267K | ✓ | ✓ | ✓7 | ✓30d | 0 |
| Driftwood Freight Inc. | Mid-Market | Tomas Castillo | Devon Price | $248K | ✓ | ✓ | ✓4 | ✓0d | 0 |
| Fernhill Logistics Inc. | Mid-Market | Arjun Okafor | Harper Quinn | $247K | ✓ | ✓ | ✓5 | ✓15d | 0 |
| Ironwood Outfitters Inc. | Mid-Market | Avery Nguyen | Casey Morgan | $240K | ✓ | ✓ | ✓4 | ✓21d | 0 |
| Oakridge Learning Inc. | Mid-Market | Sam Fischer | Harper Quinn | $238K | ✓ | ✓ | ✓4 | ✓1d | 0 |
| Lumen Builders Inc. | Mid-Market | Tomas Castillo | Rowan Blake | $238K | ✓ | ✓ | ✓5 | ✓4d | 0 |
| Zephyr Labs Inc. | Mid-Market | Tomas Castillo | Devon Price | $230K | ✓ | ✓ | ✓5 | ✓4d | 0 |
| Crescent Systems Inc. | Mid-Market | Sam Fischer | Devon Price | $204K | ✓ | ✓ | ✓5 | ✓6d | 0 |
| Oakridge Networks Inc. | Mid-Market | Tomas Castillo | Devon Price | $202K | ✓ | ✓ | ✓5 | ✓10d | 0 |
| Crescent Media Inc. | Mid-Market | Sam Fischer | Devon Price | $196K | ✓ | ✓ | ✓6 | ✓10d | 0 |
| Orchid Foods Inc. | Mid-Market | Grant Tanaka | Casey Morgan | $188K | ✓ | ✓ | ✓6 | ✓2d | 0 |
| Sable Media Inc. | Mid-Market | Avery Nguyen | Harper Quinn | $185K | ✓ | ✓ | ✓5 | ✓2d | 0 |
| Meridian Foods Inc. | Mid-Market | Avery Nguyen | Rowan Blake | $176K | ✓ | ✓ | ✓4 | ✓36d | 0 |
| Redstone Freight Inc. | Mid-Market | Arjun Okafor | Casey Morgan | $167K | ✓ | ✓ | ✓5 | ✓25d | 0 |
| Granite Insurance Inc. | Mid-Market | Sam Fischer | Harper Quinn | $165K | ✓ | ✓ | ✓5 | ✓15d | 0 |
| Redstone Analytics Inc. | Mid-Market | Arjun Okafor | Devon Price | $161K | ✓ | ✓ | ✓6 | ✓27d | 0 |
| Harbor Robotics Inc. | Mid-Market | Sam Fischer | Casey Morgan | $154K | ✓ | ✓ | ✓4 | ✓5d | 0 |
| Crescent Hospitality Inc. | Mid-Market | Tomas Castillo | Harper Quinn | $149K | ✓ | ✓ | ✓7 | ✓7d | 0 |
| Tidal Labs Inc. | Mid-Market | Fatima Haddad | Devon Price | $145K | ✓ | ✓ | ✓4 | ✓8d | 0 |
| Beacon Foods Inc. | Mid-Market | Sam Fischer | Devon Price | $137K | ✓ | ✓ | ✓6 | ✓0d | 0 |
| Beacon Labs Inc. | Mid-Market | Sam Fischer | Rowan Blake | $135K | ✓ | ✓ | ✓5 | ✓0d | 0 |
| Driftwood Outfitters Inc. | Mid-Market | Avery Nguyen | Casey Morgan | $134K | ✓ | ✓ | ✓6 | ✓20d | 0 |
| Cedar Financial Inc. | Mid-Market | Fatima Haddad | Casey Morgan | $132K | ✓ | ✓ | ✓5 | ✓2d | 0 |
| Falcon Learning Inc. | Mid-Market | Fatima Haddad | Rowan Blake | $120K | ✓ | ✓ | ✓3 | ✓19d | 0 |
| Cedar Freight Inc. | Mid-Market | Amara Novak | Rowan Blake | $119K | ✓ | ✓ | ✓3 | ✓1d | 0 |
| Lumen Financial Inc. | Mid-Market | Amara Novak | Harper Quinn | $119K | ✓ | ✓ | ✓6 | ✓7d | 0 |
| Orchid Builders Inc. | Mid-Market | Avery Nguyen | Devon Price | $118K | ✓ | ✓ | ✓6 | ✓4d | 0 |
| Crescent Builders Inc. | Mid-Market | Amara Novak | Rowan Blake | $115K | ✓ | ✓ | ✓2 | ✓5d | 0 |
| Ember Networks Inc. | Mid-Market | Arjun Okafor | Rowan Blake | $112K | ✓ | ✓ | ✓5 | ✓6d | 0 |
| Driftwood Biosciences Inc. | Mid-Market | Arjun Okafor | Casey Morgan | $110K | ✓ | ✓ | ✓5 | ✓3d | 0 |
| Prairie Robotics Inc. | Mid-Market | Avery Nguyen | Devon Price | $106K | ✓ | ✓ | ✓4 | ✓6d | 0 |
| Atlas Software Inc. | Mid-Market | Avery Nguyen | Rowan Blake | $106K | ✓ | ✓ | ✓4 | ✓26d | 0 |
| Juniper Energy Inc. | Mid-Market | Sam Fischer | Harper Quinn | $100K | ✓ | ✓ | ✓6 | ✓11d | 0 |
| Cobalt Freight Inc. | Mid-Market | Amara Novak | Harper Quinn | $93K | ✓ | ✓ | ✓5 | ✓7d | 0 |
| Granite Robotics Inc. | Mid-Market | Tomas Castillo | Devon Price | $88K | ✓ | ✓ | ✓6 | ✓2d | 0 |
| Sable Builders Inc. | Mid-Market | Fatima Haddad | Harper Quinn | $85K | ✓ | ✓ | ✓5 | ✓22d | 0 |
| Sable Systems Inc. | Mid-Market | Avery Nguyen | Harper Quinn | $85K | ✓ | ✓ | ✓3 | ✓2d | 0 |
| Driftwood Builders Inc. | Mid-Market | Omar Rossi | Harper Quinn | $84K | ✓ | ✓ | ✓5 | ✓29d | 0 |
| Fernhill Analytics Inc. | Mid-Market | Grant Tanaka | Devon Price | $84K | ✓ | ✓ | ✓4 | ✓3d | 0 |
| Redstone Learning Inc. | Mid-Market | Amara Novak | Devon Price | $79K | ✓ | ✓ | ✓6 | ✓0d | 0 |
| Juniper Learning Inc. | Mid-Market | Sam Fischer | Casey Morgan | $73K | ✓ | ✓ | ✓5 | ✓2d | 0 |
| Harbor Builders Inc. | Mid-Market | Amara Novak | Harper Quinn | $64K | ✓ | ✓ | ✓4 | ✓0d | 0 |
| Vantage Learning Inc. | Mid-Market | Omar Rossi | Harper Quinn | $60K | ✓ | ✓ | ✓4 | ✓21d | 0 |
| Harbor Financial Inc. | Mid-Market | Grant Tanaka | Harper Quinn | $57K | ✓ | ✓ | ✓4 | ✓10d | 0 |
| Nimbus Systems Inc. | Mid-Market | Sam Fischer | Rowan Blake | $54K | ✓ | ✓ | ✓4 | ✓4d | 0 |
| Vantage Builders Inc. | Mid-Market | Amara Novak | Casey Morgan | $40K | ✓ | ✓ | ✓5 | ✓16d | 0 |
| Ironwood Learning Inc. | Mid-Market | Amara Novak | Devon Price | $34K | ✓ | ✓ | ✓7 | ✓0d | 0 |
| Prairie Energy Inc. | Mid-Market | Sam Fischer | Rowan Blake | $31K | ✓ | ✓ | ✓5 | ✓9d | 0 |
| Beacon Insurance Inc. | SMB | Omar Rossi | Devon Price | $30K | n/a | ✓ | ✓3 | ✓0d | 0 |
| Upland Networks Inc. | SMB | Arjun Okafor | Casey Morgan | $29K | n/a | ✓ | ✓4 | ✓5d | 0 |
| Harbor Analytics Inc. | SMB | Tomas Castillo | Rowan Blake | $27K | n/a | ✓ | ✓5 | ✓19d | 0 |
| Oakridge Robotics Inc. | SMB | Fatima Haddad | Harper Quinn | $27K | n/a | ✓ | ✓5 | ✓4d | 0 |
| Nimbus Health Inc. | SMB | Sam Fischer | Rowan Blake | $27K | n/a | ✓ | ✓5 | ✓0d | 0 |
| Nimbus Insurance Inc. | SMB | Avery Nguyen | Harper Quinn | $25K | n/a | ✓ | ✓4 | ✓25d | 0 |
| Quarry Foods Inc. | SMB | Arjun Okafor | Rowan Blake | $25K | n/a | ✓ | ✓5 | ✓22d | 0 |
| Meridian Logistics Inc. | SMB | Amara Novak | Devon Price | $24K | n/a | ✓ | ✓5 | ✓4d | 0 |
| Upland Biosciences Inc. | SMB | Amara Novak | Devon Price | $24K | n/a | ✓ | ✓4 | ✓1d | 0 |
| Crescent Insurance Inc. | SMB | Avery Nguyen | Casey Morgan | $23K | n/a | ✓ | ✓3 | ✓2d | 0 |
| Driftwood Insurance Inc. | SMB | Amara Novak | Casey Morgan | $23K | n/a | ✓ | ✓3 | ✓4d | 0 |
| Apex Foods Inc. | SMB | Sam Fischer | Harper Quinn | $23K | n/a | ✓ | ✓4 | ✓1d | 0 |
| Fernhill Biosciences Inc. | SMB | Tomas Castillo | Devon Price | $22K | n/a | ✓ | ✓3 | ✓11d | 0 |
| Bright Hospitality Inc. | SMB | Omar Rossi | Casey Morgan | $22K | n/a | ✓ | ✓3 | ✓0d | 0 |
| Falcon Logistics Inc. | SMB | Omar Rossi | Casey Morgan | $22K | n/a | ✓ | ✓3 | ✓1d | 0 |
| Lumen Analytics Inc. | SMB | Omar Rossi | Harper Quinn | $20K | n/a | ✓ | ✓3 | ✓1d | 0 |
| Atlas Health Inc. | SMB | Fatima Haddad | Casey Morgan | $19K | n/a | ✓ | ✓5 | ✓10d | 0 |
| Clearwater Freight Inc. | SMB | Arjun Okafor | Rowan Blake | $18K | n/a | ✓ | ✓4 | ✓0d | 0 |
| Keystone Networks Inc. | SMB | Omar Rossi | Harper Quinn | $18K | n/a | ✓ | ✓4 | ✓6d | 0 |
| Upland Media Inc. | SMB | Omar Rossi | Harper Quinn | $18K | n/a | ✓ | ✓3 | ✓6d | 0 |
| Apex Media Inc. | SMB | Sam Fischer | Devon Price | $17K | n/a | ✓ | ✓4 | ✓13d | 0 |
| Nimbus Manufacturing Inc. | SMB | Tomas Castillo | Casey Morgan | $17K | n/a | ✓ | ✓3 | ✓0d | 0 |
| Nimbus Hospitality Inc. | SMB | Grant Tanaka | Rowan Blake | $15K | n/a | ✓ | ✓4 | ✓6d | 0 |
| Crescent Outfitters Inc. | SMB | Arjun Okafor | Harper Quinn | $15K | n/a | ✓ | ✓4 | ✓8d | 0 |
| Bright Financial Inc. | SMB | Grant Tanaka | Casey Morgan | $15K | n/a | ✓ | ✓3 | ✓9d | 0 |
| Keystone Freight Inc. | SMB | Grant Tanaka | Casey Morgan | $14K | n/a | ✓ | ✓3 | ✓10d | 0 |
| Driftwood Analytics Inc. | SMB | Amara Novak | Harper Quinn | $14K | n/a | ✓ | ✓3 | ✓2d | 0 |
| Falcon Energy Inc. | SMB | Tomas Castillo | Rowan Blake | $14K | n/a | ✓ | ✓3 | ✓1d | 0 |
| Alder Media Inc. | SMB | Sam Fischer | Devon Price | $14K | n/a | ✓ | ✓4 | ✓36d | 0 |
| Cedar Biosciences Inc. | SMB | Sam Fischer | Rowan Blake | $14K | n/a | ✓ | ✓4 | ✓21d | 0 |
| Cedar Hospitality Inc. | SMB | Amara Novak | Casey Morgan | $13K | n/a | ✓ | ✓4 | ✓0d | 0 |
| Alder Labs Inc. | SMB | Fatima Haddad | Casey Morgan | $13K | n/a | ✓ | ✓3 | ✓4d | 0 |
| Sable Freight Inc. | SMB | Tomas Castillo | Devon Price | $12K | n/a | ✓ | ✓4 | ✓22d | 0 |
| Orchid Financial Inc. | SMB | Sam Fischer | Harper Quinn | $12K | n/a | ✓ | ✓4 | ✓9d | 0 |
| Willow Health Inc. | SMB | Grant Tanaka | Casey Morgan | $12K | n/a | ✓ | ✓4 | ✓20d | 0 |
| Orchid Energy Inc. | SMB | Grant Tanaka | Rowan Blake | $12K | n/a | ✓ | ✓5 | ✓11d | 0 |
| Meridian Analytics Inc. | SMB | Tomas Castillo | Rowan Blake | $12K | n/a | ✓ | ✓3 | ✓23d | 0 |
| Tidal Software Inc. | SMB | Tomas Castillo | Rowan Blake | $12K | n/a | ✓ | ✓4 | ✓7d | 0 |
| Prairie Learning Inc. | SMB | Arjun Okafor | Harper Quinn | $12K | n/a | ✓ | ✓4 | ✓23d | 0 |
| Redstone Networks Inc. | SMB | Grant Tanaka | Rowan Blake | $12K | n/a | ✓ | ✓3 | ✓8d | 0 |
| Crescent Manufacturing Inc. | SMB | Arjun Okafor | Casey Morgan | $12K | n/a | ✓ | ✓3 | ✓0d | 0 |
| Nimbus Networks Inc. | SMB | Sam Fischer | Harper Quinn | $11K | n/a | ✓ | ✓4 | ✓15d | 0 |
| Bright Insurance Inc. | SMB | Amara Novak | Devon Price | $11K | n/a | ✓ | ✓4 | ✓1d | 0 |
| Oakridge Media Inc. | SMB | Tomas Castillo | Rowan Blake | $11K | n/a | ✓ | ✓3 | ✓3d | 0 |
| Ironwood Hospitality Inc. | SMB | Tomas Castillo | Devon Price | $11K | n/a | ✓ | ✓3 | ✓0d | 0 |
| Cobalt Energy Inc. | SMB | Grant Tanaka | Casey Morgan | $10K | n/a | ✓ | ✓2 | ✓0d | 0 |
| Cedar Analytics Inc. | SMB | Fatima Haddad | Rowan Blake | $10K | n/a | ✓ | ✓4 | ✓1d | 0 |
| Willow Learning Inc. | SMB | Sam Fischer | Devon Price | $10K | n/a | ✓ | ✓4 | ✓16d | 0 |
| Juniper Labs Inc. | SMB | Grant Tanaka | Casey Morgan | $10K | n/a | ✓ | ✓3 | ✓2d | 0 |
| Beacon Health Inc. | SMB | Tomas Castillo | Rowan Blake | $10K | n/a | ✓ | ✓4 | ✓4d | 0 |
| Harbor Energy Inc. | SMB | Tomas Castillo | Harper Quinn | $10K | n/a | ✓ | ✓4 | ✓2d | 0 |
| Sable Manufacturing Inc. | SMB | Grant Tanaka | Harper Quinn | $10K | n/a | ✓ | ✓3 | ✓2d | 0 |
| Clearwater Insurance Inc. | SMB | Omar Rossi | Casey Morgan | $10K | n/a | ✓ | ✓3 | ✓13d | 0 |
| Atlas Robotics Inc. | SMB | Arjun Okafor | Harper Quinn | $10K | n/a | ✓ | ✓3 | ✓30d | 0 |
| Prairie Freight Inc. | SMB | Grant Tanaka | Rowan Blake | $10K | n/a | ✓ | ✓5 | ✓2d | 0 |
| Cedar Robotics Inc. | SMB | Omar Rossi | Casey Morgan | $9K | n/a | ✓ | ✓3 | ✓17d | 0 |
| Pinecrest Insurance Inc. | SMB | Sam Fischer | Devon Price | $9K | n/a | ✓ | ✓5 | ✓12d | 0 |
| Fernhill Foods Inc. | SMB | Fatima Haddad | Rowan Blake | $9K | n/a | ✓ | ✓3 | ✓10d | 0 |
| Oakridge Builders Inc. | SMB | Avery Nguyen | Rowan Blake | $9K | n/a | ✓ | ✓4 | ✓4d | 0 |
| Upland Health Inc. | SMB | Avery Nguyen | Devon Price | $9K | n/a | ✓ | ✓4 | ✓3d | 0 |
| Clearwater Foods Inc. | SMB | Fatima Haddad | Rowan Blake | $8K | n/a | ✓ | ✓3 | ✓8d | 0 |
| Apex Biosciences Inc. | SMB | Arjun Okafor | Rowan Blake | $8K | n/a | ✓ | ✓5 | ✓9d | 0 |
| Oakridge Foods Inc. | SMB | Amara Novak | Devon Price | $8K | n/a | ✓ | ✓4 | ✓0d | 0 |
| Fernhill Outfitters Inc. | SMB | Tomas Castillo | Rowan Blake | $8K | n/a | ✓ | ✓5 | ✓5d | 0 |
| Quarry Logistics Inc. | SMB | Amara Novak | Devon Price | $8K | n/a | ✓ | ✓5 | ✓3d | 0 |
| Keystone Manufacturing Inc. | SMB | Omar Rossi | Rowan Blake | $8K | n/a | ✓ | ✓3 | ✓1d | 0 |
| Nimbus Analytics Inc. | SMB | Tomas Castillo | Casey Morgan | $8K | n/a | ✓ | ✓5 | ✓1d | 0 |
| Ironwood Insurance Inc. | SMB | Fatima Haddad | Devon Price | $8K | n/a | ✓ | ✓5 | ✓22d | 0 |
| Zephyr Freight Inc. | SMB | Tomas Castillo | Casey Morgan | $8K | n/a | ✓ | ✓5 | ✓0d | 0 |
| Redstone Health Inc. | SMB | Tomas Castillo | Casey Morgan | $7K | n/a | ✓ | ✓4 | ✓6d | 0 |
| Cobalt Software Inc. | SMB | Sam Fischer | Casey Morgan | $7K | n/a | ✓ | ✓3 | ✓9d | 0 |
| Zephyr Manufacturing Inc. | SMB | Fatima Haddad | Harper Quinn | $7K | n/a | ✓ | ✓5 | ✓10d | 0 |
| Quarry Systems Inc. | SMB | Grant Tanaka | Casey Morgan | $7K | n/a | ✓ | ✓5 | ✓1d | 0 |
| Alder Robotics Inc. | SMB | Grant Tanaka | Rowan Blake | $7K | n/a | ✓ | ✓4 | ✓9d | 0 |
| Prairie Systems Inc. | SMB | Avery Nguyen | Casey Morgan | $6K | n/a | ✓ | ✓4 | ✓33d | 0 |
| Redstone Insurance Inc. | SMB | Avery Nguyen | Casey Morgan | $6K | n/a | ✓ | ✓3 | ✓23d | 0 |
| Cedar Logistics Inc. | SMB | Tomas Castillo | Casey Morgan | $6K | n/a | ✓ | ✓3 | ✓0d | 0 |
| Harbor Freight Inc. | SMB | Tomas Castillo | Casey Morgan | $6K | n/a | ✓ | ✓5 | ✓11d | 0 |
| Vantage Labs Inc. | SMB | Tomas Castillo | Casey Morgan | $6K | n/a | ✓ | ✓5 | ✓20d | 0 |
| Granite Logistics Inc. | SMB | Fatima Haddad | Rowan Blake | $6K | n/a | ✓ | ✓3 | ✓3d | 0 |
| Alder Biosciences Inc. | SMB | Omar Rossi | Devon Price | $6K | n/a | ✓ | ✓3 | ✓21d | 0 |
| Juniper Systems Inc. | SMB | Amara Novak | Devon Price | $6K | n/a | ✓ | ✓3 | ✓18d | 0 |
| Redstone Labs Inc. | SMB | Arjun Okafor | Harper Quinn | $5K | n/a | ✓ | ✓5 | ✓5d | 0 |
| Clearwater Labs Inc. | SMB | Omar Rossi | Casey Morgan | $5K | n/a | ✓ | ✓5 | ✓7d | 0 |
| Alder Learning Inc. | SMB | Omar Rossi | Devon Price | $4K | n/a | ✓ | ✓5 | ✓19d | 0 |
| Driftwood Energy Inc. | SMB | Amara Novak | Rowan Blake | $4K | n/a | ✓ | ✓4 | ✓25d | 0 |
| Ironwood Health Inc. | SMB | Fatima Haddad | Rowan Blake | $4K | n/a | ✓ | ✓2 | ✓18d | 0 |
| Cobalt Labs Inc. | SMB | Sam Fischer | Harper Quinn | $4K | n/a | ✓ | ✓3 | ✓1d | 0 |
| Upland Financial Inc. | SMB | Arjun Okafor | Harper Quinn | $4K | n/a | ✓ | ✓3 | ✓39d | 0 |
| Juniper Logistics Inc. | SMB | Avery Nguyen | Devon Price | $4K | n/a | ✓ | ✓4 | ✓1d | 0 |
| Atlas Foods Inc. | SMB | Avery Nguyen | Devon Price | $4K | n/a | ✓ | ✓4 | ✓8d | 0 |
| Quarry Media Inc. | SMB | Fatima Haddad | Devon Price | $3K | n/a | ✓ | ✓2 | ✓10d | 0 |
| Cedar Health Inc. | SMB | Tomas Castillo | Harper Quinn | $3K | n/a | ✓ | ✓3 | ✓3d | 0 |
| Lumen Logistics Inc. | SMB | Amara Novak | Casey Morgan | $3K | n/a | ✓ | ✓3 | ✓21d | 0 |
| Beacon Systems Inc. | SMB | Avery Nguyen | Casey Morgan | $3K | n/a | ✓ | ✓3 | ✓6d | 0 |
| Ironwood Media Inc. | SMB | Avery Nguyen | Harper Quinn | $3K | n/a | ✓ | ✓4 | ✓5d | 0 |
| Alder Health Inc. | SMB | Avery Nguyen | Rowan Blake | $3K | n/a | ✓ | ✓3 | ✓2d | 0 |
| Ember Energy Inc. | SMB | Omar Rossi | Devon Price | $2K | n/a | ✓ | ✓4 | ✓1d | 0 |
Multi-threaded shows how many contacts were engaged in the last 90 days; Cadence shows days since the last call or meeting. Exec sponsor applies to Mid-Market and Enterprise only.
Medium priorityGapRetention
Executive sponsor coverage: 61% against a 80% target
$21.9M
ARR without coverage
Mid-Market and Enterprise accounts with an active executive sponsor: 76 of 124. The 48 accounts without it carry $21.9M ARR.
- Orchid Insurance Inc.$1.9M
- Driftwood Robotics Inc.$1.9M
- Vantage Robotics Inc.$1.7M
- Oakridge Energy Inc.$1.6M
- Redstone Hospitality Inc.$1.4M
What to doRun an executive-sponsor program: every Mid-Market and Enterprise account paired exec-to-exec, reviewed quarterly.
How Greenwake does itSecure-an-executive-sponsor play, owned by the CS leader, opened automatically when coverage is missing.
Low priorityGapRetention
Engagement cadence: 79% against a 85% target
$13.4M
ARR without coverage
Accounts with a live call or meeting in the last 45 days: 198 of 250. The 52 accounts without it carry $13.4M ARR.
- Orchid Insurance Inc.$1.9M
- Vantage Robotics Inc.$1.7M
- Redstone Hospitality Inc.$1.4M
- Pinecrest Media Inc.$1.3M
- Ember Labs Inc.$1.3M
What to doSet a touch cadence by segment and have managers review exceptions weekly.
How Greenwake does itRe-engage play auto-opened when an account goes quiet; overdue plays escalate to the manager.
Low priorityGapRetention
Champion coverage: 90% against a 95% target
$3.4M
ARR without coverage
Accounts with an active, named champion: 225 of 250. The 25 accounts without it carry $3.4M ARR.
- Vantage Robotics Inc.$1.7M
- Quarry Hospitality Inc.$1.0M
- Upland Builders Inc.$169K
- Lumen Labs Inc.$135K
- Driftwood Learning Inc.$97K
What to doName a champion on every account; when one leaves, replace them within two weeks.
How Greenwake does itRebuild-the-champion play, triggered the day a champion is marked as departed.
Expansion
Where is the upside in the existing base, and is anyone working it? Needs attention
Net revenue retention
86%
target 105%
Upside identified
$5.4M
sized true-ups and upgrades
Seat true-ups
$1.4M
45 accounts over their seats
Tier upgrades
$275K
32 candidates
Upside not being worked
$1.5M
54 accounts with no expansion opportunity open
Expansion in pipeline
$315K
open expansion opportunities
Expansion won, last 12 months
$2.4M
all accounts, not just renewals
On hold for risk
$13.6M
60 accounts to save first
Upside visible in the same data, limited to healthy accounts (Low or Watch churn risk): nobody should pitch an upgrade to an account that's halfway out the door.
High priorityGapExpansion
Churn and downgrades ($8.3M) cancel out the $2.4M of expansion
$8.1M
Net revenue short of target (a year)
Net revenue retention is 86% against a 105% target. Expansion and price uplift on renewing accounts added $2.4M, less than the $8.3M lost to churn and downgrades, so the base shrinks before expansion counts. Getting to target takes about $8.1M more net revenue a year from the same renewal base.
What to doWork the expansion already visible in usage, and stop the churn that cancels it out.
How Greenwake does itExpansion agent: AE-owned true-up and upgrade plays on healthy accounts, tracked to closed expansion.
High priorityOpportunityExpansion
45 healthy accounts are using more seats than they pay for
$1.4M
True-up ARR opportunity
Active users exceed licensed seats, priced at each account's current per-seat rate. That's value already delivered and not yet billed.
- Sterling Software Inc.1991 active users on 1720 licensed seats (116%), ≈$253K$1.6M
- Clearwater Builders Inc.2153 active users on 1875 licensed seats (115%), ≈$251K$1.7M
- Vantage Foods Inc.1137 active users on 965 licensed seats (118%), ≈$162K$908K
- Driftwood Media Inc.1215 active users on 1065 licensed seats (114%), ≈$151K$1.1M
- Cobalt Learning Inc.1379 active users on 1230 licensed seats (112%), ≈$137K$1.1M
What to doRun a true-up motion: the AE shares the adoption win and aligns licenses with real use.
How Greenwake does itExpansion agent: true-up plays opened for the account's AE, with outreach drafted by Sadie, tracked to a closed expansion.
Medium priorityOpportunityExpansion
The biggest expansion lever: average expansion, $43K today against $67K for Omar Rossi
$3.7M
Higher ARR in 36 months
Of every variable behind expansion, this one moves ARR the most. At the rate Omar Rossi reaches ($67K, against $43K for the team), ARR would be about $3.7M higher in 36 months ($1.2M in 12).
What to doRun Tier-upgrade proposal on every account it fires for, and review this rate monthly.
How Greenwake does itThe Revenue Engine measures every variable behind retention, expansion and new business from your CRM and prices each one against the whole ARR number; Sadie's plays are aimed at each.
Medium priorityOpportunityExpansion
32 fully adopted accounts are candidates to move up a tier
$275K
Upgrade ARR opportunity
Healthy accounts on lower tiers with high seat utilization and stable or growing usage. Sized at a 35% price step between tiers.
- Ember Analytics Inc.98% seat utilization on Professional, usage stable or growing; candidate for Enterprise, ≈$48K$136K
- Prairie Robotics Inc.113% seat utilization on Professional, usage stable or growing; candidate for Enterprise, ≈$37K$106K
- Sable Systems Inc.108% seat utilization on Professional, usage stable or growing; candidate for Enterprise, ≈$30K$85K
- Redstone Learning Inc.114% seat utilization on Professional, usage stable or growing; candidate for Enterprise, ≈$28K$79K
- Harbor Financial Inc.118% seat utilization on Professional, usage stable or growing; candidate for Enterprise, ≈$20K$57K
What to doBuild the next-tier value case with the champion and present it before renewal.
How Greenwake does itExpansion agent: tier-upgrade plays for the AE, timed at least 60 days before renewal.
Low priorityOpportunityExpansion
59 promoters with an executive sponsor could open doors to new teams
Recent NPS promoters on healthy accounts with an active executive sponsor: the best source of references and introductions to adjacent teams.
- Clearwater Builders Inc.Promoter (NPS 10 on 2026-06-05) with an active executive sponsor$1.7M
- Driftwood Media Inc.Promoter (NPS 9 on 2026-05-03) with an active executive sponsor$1.1M
- Prairie Robotics Inc.Promoter (NPS 10 on 2026-04-17) with an active executive sponsor$106K
- Sable Systems Inc.Promoter (NPS 9 on 2026-08-07) with an active executive sponsor$85K
- Crescent Media Inc.Promoter (NPS 9 on 2026-04-23) with an active executive sponsor$196K
What to doAsk each for a reference and an introduction to a peer team.
How Greenwake does itReference-and-introductions plays for the CSM, with an ask drafted by Sadie.
Expansion by account
Every customer: the upside the data shows, sized by type, against what is already in the pipeline. 54 accounts carry $1.5M of sized upside with no matching expansion opportunity open. 60 accounts ($13.6M of ARR) are on hold because their churn risk is High or Critical: save them first.
| Account | Plan | AE | CSM | ARR | Seats used | Seat true-up | Tier upgrade | Usage growing | Promoter + sponsor | Sized upside | In pipeline | Won, 12 mo | Renews in | Status |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Sterling Software Inc. | Enterprise | Casey Morgan | Arjun Okafor | $1.6M | 1991/1720116% | $253K | – | – | – | $253K | – | – | 191 days | Not being worked |
| Vantage Foods Inc. | Enterprise | Casey Morgan | Omar Rossi | $908K | 1137/965118% | $162K | – | – | – | $207K | – | $231K | 95 days | Not being worked |
| Driftwood Media Inc. | Enterprise | Rowan Blake | Avery Nguyen | $1.1M | 1215/1065114% | $151K | – | – | ✓ | $151K | – | $184K | 158 days | Not being worked |
| Cobalt Learning Inc. | Enterprise | Harper Quinn | Sam Fischer | $1.1M | 1379/1230112% | $137K | – | – | – | $137K | – | $153K | 140 days | Not being worked |
| Fernhill Energy Inc. | Enterprise | Devon Price | Fatima Haddad | $723K | 866/760114% | $101K | – | – | – | $101K | – | $119K | 283 days | Not being worked |
| Crescent Health Inc. | Enterprise | Rowan Blake | Grant Tanaka | $1.2M | 909/127571% | – | – | – | – | $59K | – | – | 99 days | Not being worked |
| Prairie Robotics Inc. | Professional | Devon Price | Avery Nguyen | $106K | 254/225113% | $14K | $37K→ Enterprise | – | ✓ | $51K | – | – | 203 days | Not being worked |
| Ember Analytics Inc. | Professional | Casey Morgan | Amara Novak | $136K | 251/25598% | – | $48K→ Enterprise | – | – | $48K | – | – | 126 days | Not being worked |
| Oakridge Learning Inc. | Enterprise | Harper Quinn | Sam Fischer | $238K | 325/275118% | $43K | – | – | – | $43K | – | $64K | 40 days | Not being worked |
| Redstone Learning Inc. | Professional | Devon Price | Amara Novak | $79K | 160/140114% | $11K | $28K→ Enterprise | – | – | $39K | – | $22K | 35 days | Not being worked |
| Sable Systems Inc. | Professional | Harper Quinn | Avery Nguyen | $85K | 173/160108% | $7K | $30K→ Enterprise | – | ✓ | $37K | – | – | 321 days | Not being worked |
| Crescent Media Inc. | Enterprise | Devon Price | Sam Fischer | $196K | 265/225118% | $35K | – | – | ✓ | $35K | – | – | 291 days | Not being worked |
| Driftwood Freight Inc. | Enterprise | Devon Price | Tomas Castillo | $248K | 287/255113% | $31K | – | – | – | $31K | – | – | 319 days | Not being worked |
| Harbor Financial Inc. | Professional | Harper Quinn | Grant Tanaka | $57K | 142/120118% | $11K | $20K→ Enterprise | – | – | $31K | – | – | 173 days | Not being worked |
| Granite Insurance Inc. | Enterprise | Harper Quinn | Sam Fischer | $165K | 183/155118% | $30K | – | – | – | $30K | – | $30K | 267 days | Not being worked |
| Driftwood Systems Inc. | Enterprise | Rowan Blake | Tomas Castillo | $181K | 237/205116% | $28K | – | – | – | $28K | – | $27K | 269 days | Not being worked |
| Sable Health Inc. | Professional | Rowan Blake | Fatima Haddad | $38K | 90/75120% | $8K | $13K→ Enterprise | – | – | $21K | – | $7K | 101 days | Not being worked |
| Redstone Analytics Inc. | Enterprise | Devon Price | Arjun Okafor | $161K | 194/175111% | $18K | – | – | – | $18K | – | – | 326 days | Not being worked |
| Beacon Insurance Inc. | Professional | Devon Price | Omar Rossi | $30K | 61/50122% | $6K | $10K→ Enterprise | – | ✓ | $17K | – | $8K | 74 days | Not being worked |
| Prairie Energy Inc. | Professional | Rowan Blake | Sam Fischer | $31K | 62/55113% | $4K | $11K→ Enterprise | – | – | $15K | – | $6K | 270 days | Not being worked |
| Juniper Networks Inc. | Professional | Casey Morgan | Omar Rossi | $108K | 243/215113% | $14K | – | – | – | $14K | – | $14K | 146 days | Not being worked |
| Fernhill Analytics Inc. | Enterprise | Devon Price | Grant Tanaka | $84K | 104/90116% | $13K | – | – | – | $13K | – | $12K | 114 days | Not being worked |
| Clearwater Freight Inc. | Professional | Rowan Blake | Arjun Okafor | $18K | 36/30120% | $4K | $6K→ Enterprise | – | ✓ | $10K | – | $5K | 135 days | Not being worked |
| Atlas Health Inc. | Professional | Casey Morgan | Fatima Haddad | $19K | 46/40115% | $3K | $7K→ Enterprise | – | ✓ | $10K | – | $5K | 145 days | Not being worked |
| Bright Financial Inc. | Professional | Casey Morgan | Grant Tanaka | $15K | 28/25112% | $2K | $5K→ Enterprise | – | ✓ | $7K | – | $3K | 341 days | Not being worked |
| Tidal Software Inc. | Professional | Rowan Blake | Tomas Castillo | $12K | 23/20115% | $2K | $4K→ Enterprise | – | ✓ | $6K | $1K | $3K | 29 days | Not being worked |
| Apex Media Inc. | Professional | Devon Price | Sam Fischer | $17K | 27/3090% | – | $6K→ Enterprise | – | – | $6K | – | – | 45 days | Not being worked |
| Prairie Freight Inc. | Starter | Rowan Blake | Grant Tanaka | $10K | 50/40125% | $2K | $3K→ Professional | – | – | $6K | – | $1K | 28 days | Not being worked |
| Ironwood Hospitality Inc. | Starter | Devon Price | Tomas Castillo | $11K | 52/45116% | $2K | $4K→ Professional | – | ✓ | $5K | – | $2K | 111 days | Not being worked |
| Keystone Freight Inc. | Professional | Casey Morgan | Grant Tanaka | $14K | 27/3090% | – | $5K→ Enterprise | – | – | $5K | $1K | – | 323 days | Not being worked |
| Falcon Energy Inc. | Professional | Rowan Blake | Tomas Castillo | $14K | 23/2592% | – | $5K→ Enterprise | – | – | $5K | – | – | 232 days | Not being worked |
| Pinecrest Insurance Inc. | Starter | Devon Price | Sam Fischer | $9K | 41/35117% | $2K | $3K→ Professional | – | – | $5K | – | $2K | 167 days | Not being worked |
| Quarry Foods Inc. | Professional | Rowan Blake | Arjun Okafor | $25K | 53/45118% | $4K | – | – | ✓ | $4K | – | $3K | 59 days | Not being worked |
| Alder Manufacturing Inc. | Starter | Harper Quinn | Arjun Okafor | $12K | 48/5096% | – | $4K→ Professional | – | ✓ | $4K | – | – | 303 days | Not being worked |
| Oakridge Foods Inc. | Professional | Devon Price | Amara Novak | $8K | 17/15113% | $1K | $3K→ Enterprise | – | – | $4K | – | $2K | 183 days | Not being worked |
| Pinecrest Health Inc. | Professional | Rowan Blake | Tomas Castillo | $28K | 57/50114% | $4K | – | – | – | $4K | – | – | 196 days | Not being worked |
| Keystone Builders Inc. | Starter | Casey Morgan | Avery Nguyen | $7K | 30/25120% | $1K | $2K→ Professional | – | ✓ | $4K | – | $2K | 83 days | Not being worked |
| Cobalt Software Inc. | Starter | Casey Morgan | Sam Fischer | $7K | 29/25116% | $1K | $2K→ Professional | – | – | $4K | – | $2K | 257 days | Not being worked |
| Cedar Analytics Inc. | Professional | Rowan Blake | Fatima Haddad | $10K | 18/2090% | – | $4K→ Enterprise | – | ✓ | $4K | – | – | 205 days | Not being worked |
| Clearwater Insurance Inc. | Starter | Casey Morgan | Omar Rossi | $10K | 34/3597% | – | $3K→ Professional | – | – | $3K | – | – | 158 days | Not being worked |
| Harbor Freight Inc. | Starter | Casey Morgan | Tomas Castillo | $6K | 28/25112% | $744 | $2K→ Professional | – | – | $3K | – | – | 201 days | Not being worked |
| Alder Biosciences Inc. | Professional | Devon Price | Omar Rossi | $6K | 11/10110% | $550 | $2K→ Enterprise | – | – | $2K | – | $1K | 63 days | Not being worked |
| Redstone Networks Inc. | Professional | Rowan Blake | Grant Tanaka | $12K | 24/20120% | $2K | – | – | – | $2K | – | – | 226 days | Not being worked |
| Alder Robotics Inc. | Starter | Rowan Blake | Grant Tanaka | $7K | 23/2592% | – | $2K→ Professional | – | – | $2K | – | – | 309 days | Not being worked |
| Nimbus Networks Inc. | Starter | Harper Quinn | Sam Fischer | $11K | 46/40115% | $2K | – | – | ✓ | $2K | – | $2K | 328 days | Not being worked |
| Cedar Health Inc. | Starter | Harper Quinn | Tomas Castillo | $3K | 12/10120% | $580 | $1K→ Professional | – | ✓ | $2K | – | – | 319 days | Not being worked |
| Beacon Systems Inc. | Starter | Casey Morgan | Avery Nguyen | $3K | 12/10120% | $560 | $980→ Professional | – | ✓ | $2K | – | $600 | 33 days | Not being worked |
| Juniper Logistics Inc. | Starter | Devon Price | Avery Nguyen | $4K | 14/1593% | – | $1K→ Professional | – | ✓ | $1K | $400 | – | 198 days | Not being worked |
| Meridian Analytics Inc. | Starter | Rowan Blake | Tomas Castillo | $12K | 44/40110% | $1K | – | – | – | $1K | – | $2K | 162 days | Not being worked |
| Alder Health Inc. | Starter | Rowan Blake | Avery Nguyen | $3K | 11/10110% | $260 | $910→ Professional | – | – | $1K | – | $700 | 133 days | Not being worked |
| Lumen Logistics Inc. | Starter | Casey Morgan | Amara Novak | $3K | 10/10100% | – | $980→ Professional | – | – | $980 | $400 | $400 | 120 days | Not being worked |
| Willow Health Inc. | Starter | Casey Morgan | Grant Tanaka | $12K | 54/50108% | $960 | – | – | ✓ | $960 | – | $2K | 265 days | Not being worked |
| Granite Logistics Inc. | Starter | Rowan Blake | Fatima Haddad | $6K | 23/20115% | $825 | – | – | ✓ | $825 | – | $1K | 131 days | Not being worked |
| Atlas Foods Inc. | Starter | Devon Price | Avery Nguyen | $4K | 17/15113% | $480 | – | – | ✓ | $480 | – | $600 | 189 days | Not being worked |
| Cedar Software Inc. | Enterprise | Devon Price | Omar Rossi | $1.9M | 1645/186088% | – | – | – | ✓ | – | – | – | 228 days | Not being worked |
| Keystone Outfitters Inc. | Enterprise | Devon Price | Amara Novak | $1.6M | 1341/147591% | – | – | – | ✓ | – | – | – | 37 days | Not being worked |
| Fernhill Learning Inc. | Enterprise | Harper Quinn | Arjun Okafor | $1.6M | 1193/165572% | – | – | – | ✓ | – | – | – | 338 days | Not being worked |
| Alder Builders Inc. | Enterprise | Devon Price | Fatima Haddad | $1.5M | 1312/155085% | – | – | – | ✓ | – | – | $369K | 269 days | Not being worked |
| Ember Insurance Inc. | Enterprise | Rowan Blake | Grant Tanaka | $1.4M | 1176/150078% | – | – | – | ✓ | – | – | $224K | 137 days | Not being worked |
| Prairie Foods Inc. | Enterprise | Casey Morgan | Arjun Okafor | $1.4M | 1014/124082% | – | – | – | ✓ | – | – | $175K | 353 days | Not being worked |
| Willow Hospitality Inc. | Enterprise | Casey Morgan | Arjun Okafor | $984K | 731/91580% | – | – | – | ✓ | – | – | – | 109 days | Not being worked |
| Apex Systems Inc. | Enterprise | Devon Price | Tomas Castillo | $417K | 308/42073% | – | – | – | ✓ | – | – | – | 182 days | Not being worked |
| Redstone Foods Inc. | Enterprise | Rowan Blake | Amara Novak | $267K | 216/29573% | – | – | – | ✓ | – | – | – | 48 days | Not being worked |
| Fernhill Logistics Inc. | Enterprise | Harper Quinn | Arjun Okafor | $247K | 211/27078% | – | – | – | ✓ | – | – | $68K | 53 days | Not being worked |
| Lumen Builders Inc. | Enterprise | Rowan Blake | Tomas Castillo | $238K | 197/22588% | – | – | – | ✓ | – | – | $56K | 98 days | Not being worked |
| Zephyr Labs Inc. | Enterprise | Devon Price | Tomas Castillo | $230K | 176/25070% | – | – | – | ✓ | – | – | – | 125 days | Not being worked |
| Crescent Systems Inc. | Enterprise | Devon Price | Sam Fischer | $204K | 192/23083% | – | – | – | ✓ | – | – | – | 89 days | Not being worked |
| Orchid Foods Inc. | Enterprise | Casey Morgan | Grant Tanaka | $188K | 152/20574% | – | – | – | ✓ | – | – | – | 276 days | Not being worked |
| Sable Media Inc. | Enterprise | Harper Quinn | Avery Nguyen | $185K | 147/21070% | – | – | – | ✓ | – | – | – | 231 days | Not being worked |
| Harbor Robotics Inc. | Enterprise | Casey Morgan | Sam Fischer | $154K | 100/14071% | – | – | – | ✓ | – | – | – | 129 days | Not being worked |
| Crescent Hospitality Inc. | Professional | Harper Quinn | Tomas Castillo | $149K | 207/27575% | – | – | – | ✓ | – | – | $43K | 32 days | Not being worked |
| Beacon Foods Inc. | Professional | Devon Price | Sam Fischer | $137K | 238/28584% | – | – | – | ✓ | – | $21K | – | 158 days | Not being worked |
| Falcon Learning Inc. | Professional | Rowan Blake | Fatima Haddad | $120K | 225/25588% | – | – | – | ✓ | – | – | – | 286 days | Not being worked |
| Ember Networks Inc. | Enterprise | Rowan Blake | Arjun Okafor | $112K | 120/13092% | – | – | – | ✓ | – | – | – | 199 days | Not being worked |
| Juniper Energy Inc. | Professional | Harper Quinn | Sam Fischer | $100K | 148/17585% | – | – | – | ✓ | – | – | – | 227 days | Not being worked |
| Nimbus Health Inc. | Professional | Rowan Blake | Sam Fischer | $27K | 35/5070% | – | – | – | ✓ | – | – | – | 31 days | Not being worked |
| Driftwood Insurance Inc. | Professional | Casey Morgan | Amara Novak | $23K | 31/4569% | – | – | – | ✓ | – | – | – | 8 days | Not being worked |
| Fernhill Biosciences Inc. | Professional | Devon Price | Tomas Castillo | $22K | 35/4578% | – | – | – | ✓ | – | – | $3K | 83 days | Not being worked |
| Lumen Analytics Inc. | Professional | Harper Quinn | Omar Rossi | $20K | 34/4085% | – | – | – | ✓ | – | – | – | 215 days | Not being worked |
| Keystone Networks Inc. | Professional | Harper Quinn | Omar Rossi | $18K | 24/3080% | – | – | – | ✓ | – | – | – | 97 days | Not being worked |
| Nimbus Hospitality Inc. | Starter | Rowan Blake | Grant Tanaka | $15K | 38/5569% | – | – | – | ✓ | – | – | – | 303 days | Not being worked |
| Alder Media Inc. | Professional | Devon Price | Sam Fischer | $14K | 24/2596% | – | – | – | ✓ | – | – | – | 140 days | Not being worked |
| Orchid Energy Inc. | Starter | Rowan Blake | Grant Tanaka | $12K | 33/4082% | – | – | – | ✓ | – | – | – | 257 days | Not being worked |
| Prairie Learning Inc. | Professional | Harper Quinn | Arjun Okafor | $12K | 20/2580% | – | – | – | ✓ | – | – | – | 180 days | Not being worked |
| Crescent Manufacturing Inc. | Professional | Casey Morgan | Arjun Okafor | $12K | 17/2568% | – | – | – | ✓ | – | – | – | 147 days | Not being worked |
| Willow Learning Inc. | Starter | Devon Price | Sam Fischer | $10K | 29/4072% | – | – | – | ✓ | – | $2K | – | 47 days | Not being worked |
| Sable Manufacturing Inc. | Starter | Harper Quinn | Grant Tanaka | $10K | 27/3577% | – | – | – | ✓ | – | – | – | 21 days | Not being worked |
| Zephyr Freight Inc. | Professional | Casey Morgan | Tomas Castillo | $8K | 11/1573% | – | – | – | ✓ | – | – | – | 134 days | Not being worked |
| Redstone Health Inc. | Starter | Casey Morgan | Tomas Castillo | $7K | 20/2580% | – | – | – | ✓ | – | $1K | – | 331 days | Not being worked |
| Cedar Logistics Inc. | Starter | Casey Morgan | Tomas Castillo | $6K | 19/2576% | – | – | – | ✓ | – | – | – | 284 days | Not being worked |
| Alder Learning Inc. | Starter | Devon Price | Omar Rossi | $4K | 12/1580% | – | – | – | ✓ | – | – | – | 31 days | Not being worked |
| Clearwater Builders Inc. | Enterprise | Devon Price | Omar Rossi | $1.7M | 2153/1875115% | $251K | – | – | ✓ | $251K | $162K | $324K | 50 days | In pipeline |
| Meridian Builders Inc. | Professional | Harper Quinn | Avery Nguyen | $98K | 196/170115% | $15K | – | – | – | $15K | $22K | $15K | 41 days | In pipeline |
| Orchid Insurance Inc. | Enterprise | Rowan Blake | Grant Tanaka | $1.9M | 1564/180587% | – | – | – | – | – | – | – | 352 days | No signal |
| Driftwood Robotics Inc. | Enterprise | Devon Price | Avery Nguyen | $1.9M | 1674/189588% | – | – | – | – | – | – | – | 283 days | No signal |
| Cobalt Media Inc. | Enterprise | Devon Price | Amara Novak | $1.7M | 1469/197574% | – | – | – | – | – | – | – | 311 days | No signal |
| Ember Labs Inc. | Enterprise | Casey Morgan | Grant Tanaka | $1.3M | 1177/129091% | – | – | – | – | – | – | – | 183 days | No signal |
| Nimbus Outfitters Inc. | Enterprise | Rowan Blake | Amara Novak | $1.1M | 817/113572% | – | – | – | – | – | – | – | 97 days | No signal |
| Sterling Health Inc. | Enterprise | Harper Quinn | Amara Novak | $960K | 808/94586% | – | – | – | – | – | – | – | 90 days | No signal |
| Redstone Media Inc. | Enterprise | Harper Quinn | Arjun Okafor | $912K | 659/101065% | – | – | – | – | – | – | – | 211 days | No signal |
| Ironwood Foods Inc. | Enterprise | Rowan Blake | Avery Nguyen | $886K | 716/84085% | – | – | – | – | – | – | – | 150 days | No signal |
| Vantage Manufacturing Inc. | Enterprise | Casey Morgan | Sam Fischer | $844K | 751/90583% | – | – | – | – | – | – | – | 129 days | No signal |
| Fernhill Hospitality Inc. | Enterprise | Harper Quinn | Arjun Okafor | $752K | 538/70077% | – | – | – | – | – | – | – | 159 days | No signal |
| Nimbus Builders Inc. | Enterprise | Rowan Blake | Amara Novak | $582K | 499/63579% | – | – | – | – | – | – | – | 105 days | No signal |
| Oakridge Manufacturing Inc. | Enterprise | Casey Morgan | Avery Nguyen | $406K | 313/40078% | – | – | – | – | – | – | – | 20 days | No signal |
| Fernhill Manufacturing Inc. | Enterprise | Rowan Blake | Avery Nguyen | $337K | 214/31568% | – | – | – | – | – | – | – | 78 days | No signal |
| Vantage Outfitters Inc. | Enterprise | Rowan Blake | Sam Fischer | $336K | 170/31554% | – | – | – | – | – | – | – | 322 days | No signal |
| Prairie Hospitality Inc. | Enterprise | Rowan Blake | Fatima Haddad | $301K | 245/32575% | – | – | – | – | – | – | – | 314 days | No signal |
| Granite Health Inc. | Enterprise | Rowan Blake | Fatima Haddad | $300K | 237/27586% | – | – | – | – | – | $36K | – | 298 days | No signal |
| Cobalt Foods Inc. | Enterprise | Casey Morgan | Omar Rossi | $282K | 248/27590% | – | – | – | – | – | – | – | 6 days | No signal |
| Lumen Robotics Inc. | Enterprise | Rowan Blake | Tomas Castillo | $280K | 196/26574% | – | – | – | – | – | – | – | 97 days | No signal |
| Redstone Software Inc. | Enterprise | Casey Morgan | Arjun Okafor | $264K | 215/27578% | – | – | – | – | – | – | $54K | 321 days | No signal |
| Sable Networks Inc. | Enterprise | Rowan Blake | Sam Fischer | $242K | 217/24589% | – | – | – | – | – | $32K | – | 142 days | No signal |
| Ironwood Outfitters Inc. | Enterprise | Casey Morgan | Avery Nguyen | $240K | 169/22077% | – | – | – | – | – | – | – | 107 days | No signal |
| Willow Financial Inc. | Enterprise | Harper Quinn | Tomas Castillo | $230K | 192/25077% | – | – | – | – | – | – | $48K | 273 days | No signal |
| Oakridge Networks Inc. | Enterprise | Devon Price | Tomas Castillo | $202K | 132/19069% | – | – | – | – | – | – | – | 182 days | No signal |
| Meridian Foods Inc. | Enterprise | Rowan Blake | Avery Nguyen | $176K | 140/19572% | – | – | – | – | – | – | – | 131 days | No signal |
| Prairie Media Inc. | Enterprise | Casey Morgan | Grant Tanaka | $175K | 141/17083% | – | – | – | – | – | – | – | 91 days | No signal |
| Harbor Manufacturing Inc. | Enterprise | Devon Price | Sam Fischer | $168K | 145/19076% | – | – | – | – | – | – | – | 323 days | No signal |
| Redstone Freight Inc. | Enterprise | Casey Morgan | Arjun Okafor | $167K | 149/19078% | – | – | – | – | – | – | $31K | 131 days | No signal |
| Tidal Energy Inc. | Professional | Devon Price | Amara Novak | $162K | 237/28583% | – | – | – | – | – | – | – | 278 days | No signal |
| Juniper Media Inc. | Enterprise | Harper Quinn | Fatima Haddad | $146K | 131/15087% | – | – | – | – | – | – | – | 33 days | No signal |
| Tidal Labs Inc. | Professional | Devon Price | Fatima Haddad | $145K | 182/28065% | – | – | – | – | – | – | – | 173 days | No signal |
| Beacon Labs Inc. | Enterprise | Rowan Blake | Sam Fischer | $135K | 129/13596% | – | – | – | – | – | – | – | 235 days | No signal |
| Driftwood Outfitters Inc. | Professional | Casey Morgan | Avery Nguyen | $134K | 220/24590% | – | – | – | – | – | – | – | 31 days | No signal |
| Cedar Financial Inc. | Enterprise | Casey Morgan | Fatima Haddad | $132K | 89/13566% | – | – | – | – | – | – | – | 256 days | No signal |
| Atlas Hospitality Inc. | Professional | Casey Morgan | Avery Nguyen | $129K | 201/24582% | – | – | – | – | – | $28K | – | 361 days | No signal |
| Cedar Freight Inc. | Professional | Rowan Blake | Amara Novak | $119K | 202/22590% | – | – | – | – | – | – | – | 285 days | No signal |
| Lumen Financial Inc. | Enterprise | Harper Quinn | Amara Novak | $119K | 116/13586% | – | – | – | – | – | – | – | 14 days | No signal |
| Orchid Builders Inc. | Professional | Devon Price | Avery Nguyen | $118K | 150/21570% | – | – | – | – | – | – | – | 314 days | No signal |
| Crescent Builders Inc. | Enterprise | Rowan Blake | Amara Novak | $115K | 79/12563% | – | – | – | – | – | – | – | 223 days | No signal |
| Driftwood Biosciences Inc. | Professional | Casey Morgan | Arjun Okafor | $110K | 190/22086% | – | – | – | – | – | – | $22K | 72 days | No signal |
| Atlas Software Inc. | Professional | Rowan Blake | Avery Nguyen | $106K | 170/18592% | – | – | – | – | – | – | – | 134 days | No signal |
| Granite Financial Inc. | Professional | Casey Morgan | Fatima Haddad | $94K | 140/16088% | – | – | – | – | – | – | – | 234 days | No signal |
| Clearwater Software Inc. | Enterprise | Harper Quinn | Avery Nguyen | $90K | 90/9595% | – | – | – | – | – | – | – | 126 days | No signal |
| Granite Robotics Inc. | Professional | Devon Price | Tomas Castillo | $88K | 114/16569% | – | – | – | – | – | – | – | 183 days | No signal |
| Driftwood Builders Inc. | Professional | Harper Quinn | Omar Rossi | $84K | 145/16091% | – | – | – | – | – | – | – | 136 days | No signal |
| Beacon Builders Inc. | Enterprise | Devon Price | Arjun Okafor | $70K | 48/6574% | – | – | – | – | – | – | – | 6 days | No signal |
| Harbor Builders Inc. | Professional | Harper Quinn | Amara Novak | $64K | 90/13069% | – | – | – | – | – | – | $17K | 168 days | No signal |
| Willow Biosciences Inc. | Professional | Devon Price | Avery Nguyen | $64K | 74/11564% | – | – | – | – | – | – | – | 166 days | No signal |
| Vantage Learning Inc. | Professional | Harper Quinn | Omar Rossi | $60K | 107/12089% | – | – | – | – | – | – | – | 236 days | No signal |
| Nimbus Systems Inc. | Enterprise | Rowan Blake | Sam Fischer | $54K | 39/5078% | – | – | – | – | – | – | $7K | 257 days | No signal |
| Cedar Networks Inc. | Enterprise | Harper Quinn | Omar Rossi | $50K | 43/5086% | – | – | – | – | – | – | – | 289 days | No signal |
| Tidal Media Inc. | Professional | Casey Morgan | Avery Nguyen | $46K | 60/8075% | – | – | – | – | – | – | – | 143 days | No signal |
| Vantage Builders Inc. | Professional | Casey Morgan | Amara Novak | $40K | 66/8578% | – | – | – | – | – | – | – | 351 days | No signal |
| Lumen Media Inc. | Professional | Harper Quinn | Sam Fischer | $38K | 57/6588% | – | – | – | – | – | – | $11K | 215 days | No signal |
| Harbor Analytics Inc. | Professional | Rowan Blake | Tomas Castillo | $27K | 43/5086% | – | – | – | – | – | – | – | 357 days | No signal |
| Oakridge Robotics Inc. | Professional | Harper Quinn | Fatima Haddad | $27K | 25/4556% | – | – | – | – | – | – | – | 132 days | No signal |
| Nimbus Insurance Inc. | Professional | Harper Quinn | Avery Nguyen | $25K | 40/4589% | – | – | – | – | – | – | – | 296 days | No signal |
| Meridian Logistics Inc. | Professional | Devon Price | Amara Novak | $24K | 44/5088% | – | – | – | – | – | – | $3K | 75 days | No signal |
| Upland Biosciences Inc. | Professional | Devon Price | Amara Novak | $24K | 38/5076% | – | – | – | – | – | – | $4K | 176 days | No signal |
| Crescent Insurance Inc. | Professional | Casey Morgan | Avery Nguyen | $23K | 30/4567% | – | – | – | – | – | – | – | 25 days | No signal |
| Apex Foods Inc. | Professional | Harper Quinn | Sam Fischer | $23K | 38/4584% | – | – | – | – | – | $5K | – | 143 days | No signal |
| Bright Hospitality Inc. | Professional | Casey Morgan | Omar Rossi | $22K | 28/4070% | – | – | – | – | – | – | – | 120 days | No signal |
| Falcon Logistics Inc. | Professional | Casey Morgan | Omar Rossi | $22K | 34/4085% | – | – | – | – | – | – | – | 358 days | No signal |
| Nimbus Manufacturing Inc. | Professional | Casey Morgan | Tomas Castillo | $17K | 33/3594% | – | – | – | – | – | – | – | 280 days | No signal |
| Crescent Outfitters Inc. | Starter | Harper Quinn | Arjun Okafor | $15K | 41/5575% | – | – | – | – | – | – | – | 19 days | No signal |
| Driftwood Analytics Inc. | Starter | Harper Quinn | Amara Novak | $14K | 44/5580% | – | – | – | – | – | – | – | 204 days | No signal |
| Cedar Biosciences Inc. | Professional | Rowan Blake | Sam Fischer | $14K | 18/2572% | – | – | – | – | – | – | – | 118 days | No signal |
| Alder Labs Inc. | Starter | Casey Morgan | Fatima Haddad | $13K | 39/5571% | – | – | – | – | – | – | – | 155 days | No signal |
| Sable Freight Inc. | Starter | Devon Price | Tomas Castillo | $12K | 36/5072% | – | – | – | – | – | – | – | 86 days | No signal |
| Orchid Financial Inc. | Professional | Harper Quinn | Sam Fischer | $12K | 20/2580% | – | – | – | – | – | – | – | 171 days | No signal |
| Bright Insurance Inc. | Starter | Devon Price | Amara Novak | $11K | 39/4587% | – | – | – | – | – | – | $1K | 52 days | No signal |
| Oakridge Media Inc. | Professional | Rowan Blake | Tomas Castillo | $11K | 15/2075% | – | – | – | – | – | $2K | – | 195 days | No signal |
| Cobalt Energy Inc. | Starter | Casey Morgan | Grant Tanaka | $10K | 28/4070% | – | – | – | – | – | – | $3K | 33 days | No signal |
| Juniper Labs Inc. | Starter | Casey Morgan | Grant Tanaka | $10K | 27/3577% | – | – | – | – | – | – | $2K | 10 days | No signal |
| Beacon Health Inc. | Starter | Rowan Blake | Tomas Castillo | $10K | 28/3580% | – | – | – | – | – | – | – | 208 days | No signal |
| Harbor Energy Inc. | Starter | Harper Quinn | Tomas Castillo | $10K | 31/4078% | – | – | – | – | – | – | – | 199 days | No signal |
| Atlas Robotics Inc. | Starter | Harper Quinn | Arjun Okafor | $10K | 28/3580% | – | – | – | – | – | – | – | 216 days | No signal |
| Cedar Robotics Inc. | Starter | Casey Morgan | Omar Rossi | $9K | 31/3589% | – | – | – | – | – | – | – | 64 days | No signal |
| Fernhill Foods Inc. | Professional | Rowan Blake | Fatima Haddad | $9K | 10/1567% | – | – | – | – | – | – | – | 24 days | No signal |
| Upland Health Inc. | Starter | Devon Price | Avery Nguyen | $9K | 26/3574% | – | – | – | – | – | – | – | 84 days | No signal |
| Clearwater Foods Inc. | Starter | Rowan Blake | Fatima Haddad | $8K | 24/3080% | – | – | – | – | – | – | – | 135 days | No signal |
| Fernhill Outfitters Inc. | Professional | Rowan Blake | Tomas Castillo | $8K | 11/1573% | – | – | – | – | – | – | – | 339 days | No signal |
| Keystone Manufacturing Inc. | Starter | Rowan Blake | Omar Rossi | $8K | 23/3077% | – | – | – | – | – | – | – | 90 days | No signal |
| Nimbus Analytics Inc. | Professional | Casey Morgan | Tomas Castillo | $8K | 11/1573% | – | – | – | – | – | – | – | 188 days | No signal |
| Zephyr Manufacturing Inc. | Starter | Harper Quinn | Fatima Haddad | $7K | 21/2584% | – | – | – | – | – | – | – | 153 days | No signal |
| Prairie Systems Inc. | Starter | Casey Morgan | Avery Nguyen | $6K | 16/2564% | – | – | – | – | – | – | – | 91 days | No signal |
| Redstone Insurance Inc. | Starter | Casey Morgan | Avery Nguyen | $6K | 21/2584% | – | – | – | – | – | – | $2K | 76 days | No signal |
| Vantage Labs Inc. | Starter | Casey Morgan | Tomas Castillo | $6K | 15/2075% | – | – | – | – | – | – | – | 106 days | No signal |
| Juniper Systems Inc. | Professional | Devon Price | Amara Novak | $6K | 5/1050% | – | – | – | – | – | – | – | 220 days | No signal |
| Redstone Systems Inc. | Professional | Casey Morgan | Sam Fischer | $5K | 8/1080% | – | – | – | – | – | – | $600 | 5 days | No signal |
| Driftwood Energy Inc. | Starter | Rowan Blake | Amara Novak | $4K | 10/1567% | – | – | – | – | – | – | – | 151 days | No signal |
| Ironwood Health Inc. | Starter | Rowan Blake | Fatima Haddad | $4K | 12/1580% | – | – | – | – | – | – | – | 41 days | No signal |
| Cobalt Labs Inc. | Starter | Harper Quinn | Sam Fischer | $4K | 8/1553% | – | – | – | – | – | – | – | 183 days | No signal |
| Upland Financial Inc. | Starter | Harper Quinn | Arjun Okafor | $4K | 13/1587% | – | – | – | – | – | – | – | 20 days | No signal |
| Quarry Media Inc. | Starter | Devon Price | Fatima Haddad | $3K | 8/1080% | – | – | – | – | – | – | – | 179 days | No signal |
| Ironwood Media Inc. | Starter | Harper Quinn | Avery Nguyen | $3K | 9/1090% | – | – | – | – | – | – | – | 23 days | No signal |
| Vantage Health Inc. | Starter | Rowan Blake | Arjun Okafor | $2K | 7/1070% | – | – | – | – | – | – | – | 129 days | No signal |
| Ember Energy Inc. | Starter | Devon Price | Omar Rossi | $2K | 8/1080% | – | – | – | – | – | – | – | 130 days | No signal |
| Vantage Robotics Inc. | Enterprise | Rowan Blake | Arjun Okafor | $1.7M | 1023/168561% | – | – | – | – | – | – | – | 164 days | On hold: Critical risk |
| Oakridge Energy Inc. | Enterprise | Casey Morgan | Sam Fischer | $1.6M | 768/167546% | – | – | – | – | – | – | – | 177 days | On hold: High risk |
| Redstone Hospitality Inc. | Enterprise | Devon Price | Amara Novak | $1.4M | 711/144049% | – | – | – | – | – | – | – | 216 days | On hold: Critical risk |
| Falcon Freight Inc. | Enterprise | Devon Price | Tomas Castillo | $1.4M | 872/127069% | – | – | – | – | – | – | – | 195 days | On hold: High risk |
| Pinecrest Media Inc. | Enterprise | Harper Quinn | Sam Fischer | $1.3M | 747/135555% | – | – | – | – | – | – | – | 143 days | On hold: Critical risk |
| Falcon Health Inc. | Enterprise | Harper Quinn | Arjun Okafor | $1.3M | 633/138046% | – | – | – | – | – | – | – | 75 days | On hold: Critical risk |
| Quarry Hospitality Inc. | Enterprise | Casey Morgan | Arjun Okafor | $1.0M | 515/104549% | – | – | – | – | – | – | – | 66 days | On hold: Critical risk |
| Ember Learning Inc. | Enterprise | Devon Price | Fatima Haddad | $998K | 468/104545% | – | – | – | – | – | – | – | 139 days | On hold: High risk |
| Apex Networks Inc. | Enterprise | Casey Morgan | Arjun Okafor | $642K | 427/61569% | – | – | – | – | – | – | – | 274 days | On hold: High risk |
| Sable Biosciences Inc. | Enterprise | Casey Morgan | Grant Tanaka | $171K | 116/18563% | – | – | – | – | – | – | – | 347 days | On hold: Critical risk |
| Upland Builders Inc. | Enterprise | Harper Quinn | Amara Novak | $169K | 37/17022% | – | – | – | – | – | – | – | 203 days | On hold: Critical risk |
| Sterling Hospitality Inc. | Professional | Casey Morgan | Sam Fischer | $144K | 171/28061% | – | – | – | – | – | – | – | 200 days | On hold: Critical risk |
| Lumen Labs Inc. | Enterprise | Casey Morgan | Grant Tanaka | $135K | 52/15534% | – | – | – | – | – | – | – | 11 days | On hold: Critical risk |
| Driftwood Software Inc. | Enterprise | Casey Morgan | Grant Tanaka | $133K | 82/15553% | – | – | – | – | – | – | – | 324 days | On hold: High risk |
| Lumen Learning Inc. | Professional | Casey Morgan | Amara Novak | $130K | 164/25564% | – | – | – | – | – | – | – | 132 days | On hold: High risk |
| Meridian Biosciences Inc. | Professional | Harper Quinn | Sam Fischer | $118K | 108/24544% | – | – | – | – | – | – | – | 207 days | On hold: Critical risk |
| Juniper Robotics Inc. | Professional | Harper Quinn | Tomas Castillo | $114K | 121/19562% | – | – | – | – | – | – | – | 100 days | On hold: High risk |
| Cobalt Analytics Inc. | Professional | Devon Price | Arjun Okafor | $105K | 60/21528% | – | – | – | – | – | – | – | 49 days | On hold: Critical risk |
| Driftwood Learning Inc. | Enterprise | Casey Morgan | Avery Nguyen | $97K | 58/11053% | – | – | – | – | – | – | – | 281 days | On hold: Critical risk |
| Cobalt Freight Inc. | Enterprise | Harper Quinn | Amara Novak | $93K | 67/10067% | – | – | – | – | – | – | – | 74 days | On hold: High risk |
| Sable Builders Inc. | Enterprise | Harper Quinn | Fatima Haddad | $85K | 49/9552% | – | – | – | – | – | – | – | 167 days | On hold: High risk |
| Tidal Robotics Inc. | Professional | Harper Quinn | Omar Rossi | $77K | 70/14050% | – | – | – | – | – | – | – | 28 days | On hold: Critical risk |
| Juniper Learning Inc. | Professional | Casey Morgan | Sam Fischer | $73K | 80/13062% | – | – | – | – | – | – | – | 45 days | On hold: High risk |
| Keystone Software Inc. | Professional | Casey Morgan | Omar Rossi | $67K | 85/13065% | – | – | – | – | – | – | – | 240 days | On hold: Critical risk |
| Redstone Outfitters Inc. | Professional | Devon Price | Tomas Castillo | $57K | 52/10052% | – | – | – | – | – | – | – | 14 days | On hold: Critical risk |
| Ironwood Learning Inc. | Professional | Devon Price | Amara Novak | $34K | 39/6560% | – | – | – | – | – | – | – | 288 days | On hold: High risk |
| Willow Analytics Inc. | Professional | Rowan Blake | Grant Tanaka | $32K | 32/6053% | – | – | – | – | – | – | – | 287 days | On hold: Critical risk |
| Beacon Software Inc. | Professional | Casey Morgan | Tomas Castillo | $30K | 8/5515% | – | – | – | – | – | – | – | 270 days | On hold: Critical risk |
| Upland Networks Inc. | Professional | Casey Morgan | Arjun Okafor | $29K | 26/5547% | – | – | – | – | – | – | – | 50 days | On hold: High risk |
| Ironwood Energy Inc. | Professional | Devon Price | Tomas Castillo | $26K | 26/5052% | – | – | – | – | – | – | – | 255 days | On hold: Critical risk |
| Atlas Analytics Inc. | Professional | Devon Price | Omar Rossi | $25K | 29/5058% | – | – | – | – | – | – | – | 37 days | On hold: High risk |
| Ember Systems Inc. | Professional | Devon Price | Arjun Okafor | $23K | 9/4520% | – | – | – | – | – | – | – | 42 days | On hold: Critical risk |
| Upland Media Inc. | Professional | Harper Quinn | Omar Rossi | $18K | 16/3546% | – | – | – | – | – | – | – | 220 days | On hold: Critical risk |
| Cedar Hospitality Inc. | Starter | Casey Morgan | Amara Novak | $13K | 30/5060% | – | – | – | – | – | – | – | 242 days | On hold: High risk |
| Cobalt Insurance Inc. | Starter | Rowan Blake | Tomas Castillo | $13K | 21/5042% | – | – | – | – | – | – | – | 64 days | On hold: Critical risk |
| Meridian Software Inc. | Starter | Devon Price | Tomas Castillo | $12K | 16/5032% | – | – | – | – | – | – | – | 195 days | On hold: Critical risk |
| Ember Biosciences Inc. | Professional | Casey Morgan | Tomas Castillo | $11K | 9/2045% | – | – | – | – | – | – | – | 269 days | On hold: Critical risk |
| Quarry Energy Inc. | Professional | Rowan Blake | Sam Fischer | $11K | 10/2050% | – | – | – | – | – | – | – | 271 days | On hold: High risk |
| Oakridge Systems Inc. | Professional | Devon Price | Amara Novak | $11K | 12/2060% | – | – | – | – | – | – | – | 40 days | On hold: High risk |
| Orchid Systems Inc. | Starter | Rowan Blake | Grant Tanaka | $9K | 18/3551% | – | – | – | – | – | – | – | 353 days | On hold: High risk |
| Oakridge Builders Inc. | Professional | Rowan Blake | Avery Nguyen | $9K | 7/1547% | – | – | – | – | – | – | – | 317 days | On hold: Critical risk |
| Ironwood Freight Inc. | Starter | Devon Price | Omar Rossi | $9K | 9/3526% | – | – | – | – | – | – | – | 354 days | On hold: Critical risk |
| Willow Outfitters Inc. | Professional | Rowan Blake | Omar Rossi | $9K | 8/1553% | – | – | – | – | – | – | – | 166 days | On hold: High risk |
| Apex Biosciences Inc. | Starter | Rowan Blake | Arjun Okafor | $8K | 25/3571% | – | – | – | – | – | – | – | 75 days | On hold: High risk |
| Quarry Logistics Inc. | Professional | Devon Price | Amara Novak | $8K | 11/1573% | – | – | – | – | – | – | – | 244 days | On hold: High risk |
| Pinecrest Learning Inc. | Starter | Devon Price | Fatima Haddad | $8K | 15/3050% | – | – | – | – | – | – | – | 88 days | On hold: Critical risk |
| Ironwood Insurance Inc. | Professional | Devon Price | Fatima Haddad | $8K | 9/1560% | – | – | – | – | – | – | – | 305 days | On hold: High risk |
| Beacon Manufacturing Inc. | Starter | Rowan Blake | Arjun Okafor | $7K | 16/3053% | – | – | – | – | – | – | – | 235 days | On hold: Critical risk |
| Vantage Software Inc. | Starter | Rowan Blake | Amara Novak | $7K | 6/2524% | – | – | – | – | – | – | – | 135 days | On hold: Critical risk |
| Lumen Software Inc. | Professional | Devon Price | Grant Tanaka | $7K | 5/1533% | – | – | – | – | – | – | – | 177 days | On hold: Critical risk |
| Quarry Systems Inc. | Starter | Casey Morgan | Grant Tanaka | $7K | 15/2560% | – | – | – | – | – | – | – | 167 days | On hold: High risk |
| Falcon Builders Inc. | Starter | Rowan Blake | Amara Novak | $6K | 10/2540% | – | – | – | – | – | – | – | 240 days | On hold: Critical risk |
| Meridian Systems Inc. | Starter | Devon Price | Tomas Castillo | $6K | 13/2552% | – | – | – | – | – | – | – | 91 days | On hold: High risk |
| Bright Media Inc. | Starter | Harper Quinn | Sam Fischer | $6K | 9/2536% | – | – | – | – | – | – | – | 346 days | On hold: Critical risk |
| Lumen Systems Inc. | Professional | Devon Price | Grant Tanaka | $5K | 4/1040% | – | – | – | – | – | – | – | 122 days | On hold: Critical risk |
| Redstone Labs Inc. | Professional | Harper Quinn | Arjun Okafor | $5K | 6/1060% | – | – | – | – | – | – | – | 319 days | On hold: High risk |
| Prairie Insurance Inc. | Starter | Rowan Blake | Omar Rossi | $5K | 12/2060% | – | – | – | – | – | – | – | 80 days | On hold: Critical risk |
| Clearwater Labs Inc. | Starter | Casey Morgan | Omar Rossi | $5K | 10/2050% | – | – | – | – | – | – | – | 45 days | On hold: High risk |
| Beacon Analytics Inc. | Starter | Harper Quinn | Fatima Haddad | $4K | 7/1547% | – | – | – | – | – | – | – | 285 days | On hold: Critical risk |
| Granite Media Inc. | Starter | Harper Quinn | Omar Rossi | $4K | 2/1513% | – | – | – | – | – | – | – | 68 days | On hold: Critical risk |
Seat true-up: active users above licensed seats, priced at the account's per-seat rate. Tier upgrade: high utilization on a lower plan, priced at the next plan's step. Usage growing and promoter + sponsor are signals to open a conversation, not sized. "Not being worked": upside with no expansion opportunity covering at least half of it.
Acquisition
Is the team creating and converting enough pipeline, fast enough, with the right deal discipline? Needs attention
Open pipeline
$14.7M
105 deals
Win rate
33%
261 deals closed in 12 months
Average won deal
$151K
214-day average cycle
Sales velocity
$733K/mo
open deals × win rate × deal size ÷ cycle
Acquisition Engine
Every new-business dollar runs through the same stages, and every stage multiplies the ones below it: a better show rate means more qualified leads,…
Every new-business dollar runs through the same stages, and every stage multiplies the ones below it: a better show rate means more qualified leads, more SALs, more demos, more proposals and more closed deals. Below is your funnel as your CRM shows it, the rate at each step, and what it books from here. Move any rate to see what it does to new business; the forecast in the outlook above is this model at today's rates.
Medium priorityOpportunityAcquisition
The biggest lever in the new-business funnel: Held meetings qualified, 17% today against 26% for your best rep
$1.0M
More new business in the next 12 months, at your best rep's rate
Every stage multiplies the ones below it. If the team converted Held meetings qualified at the rate Kai Brennan reaches (26%, against 17% for the team), it would book about $1.0M more new business in the next 12 months ($5.1M over 36), the most of any stage. Next: Proposal to Verbal $1.0M; Contract Review to Won $995K; Demo to Proposal $856K.
What to doHave Kai Brennan walk the team through how they work this stage, set a weekly target for it, and review it stage by stage in the pipeline meeting.
How Greenwake does itThe Acquisition Engine measures every stage from your CRM and prices each one, and Sadie runs a play for every stage: for this one, Qualify the meeting or close it out, assigned to the owner and tracked until the deal or meeting moves.
New business, next 12 months
$11.1M
$33.1M over 36 months at today's rates
Won in the last 12 months
$13.0M
86 deals · $145K average
SALs a month
22.6
8.1 from SDRs, 14.4 from other sources
SAL to won
31%
the chance an accepted lead closes, every stage multiplied
| Stage | Team | A month | Converts to the next stage | Best rep |
|---|---|---|---|---|
| Activity | SDR | 2,078 touches | to Meeting Scheduled | 5% Jules Ortega |
| Meeting Scheduled | SDR | 89 meetings | to Meeting Held | 76% Jules Ortega |
| Meeting Held | SDR | 60 meetings | to Lead Qualified | 26% Kai Brennan |
| Lead Qualified | SDR | 10 leads | to SAL | 81% Jules Ortega |
| Sales Accepted (SAL) | AE | 23 dealsincl. 14.4 from marketing, partners and AEs | to Discovery | 88% Harper Quinn |
| Discovery | AE | 19 deals | to Sales Qualified (SQL) | 94% Devon Price |
| Sales Qualified (SQL) | AE | 17 deals | to Demo | 92% Rowan Blake |
| Demo | AE | 15 deals | to Proposal | 79% Rowan Blake |
| Proposal | AE | 10 deals | to Verbal | 86% Rowan Blake |
| Verbal | AE | 8.2 deals | to Contract Review | 95% Casey Morgan |
| Contract Review | AE | 7.6 deals | to Closed Won | 100% Casey Morgan |
| Closed Won | AE | 7.0 deals | average deal | – |
New business, next 12 months$11.1M
Over 36 months$33.1M
New business booked by quarter
Today's rates (gray) and your changes (green)
Capacity: new pipeline is capped at what the AEs can close, their quotas (ramping reps on the ramp curve) at 100% attainment, the best a rep has reached here (at least 100%). Deals already in flight aren't capped. Past that line, more pipeline needs more AEs: see the sales capacity plan. At these rates the funnel produces more than today's team can close.
What each stage is worth
Each rate moved to the rate your best rep reaches on it (with enough deals behind it to count), one at a time; activity and deal size 10% higher. New business booked, before the capacity cap.
| Lever | Team | Today | Target | Set by | Next 12 months | 36 months | Sadie's play |
|---|---|---|---|---|---|---|---|
| Held meetings qualified | SDR | 17% | 26% | Kai Brennan | +$1.0M | +$5.1M | Qualify the meeting or close it out |
| Proposal to Verbal | AE | 79% | 86% | Rowan Blake | +$1.0M | +$3.2M | Walk the proposal with the economic buyer |
| Contract Review to Won | AE | 92% | 100% | Casey Morgan | +$995K | +$3.0M | Clear legal and procurement |
| Demo to Proposal | AE | 72% | 79% | Rowan Blake | +$856K | +$3.1M | Turn the demo into a mutual plan |
| Average deal size | AE | – | +10% | 10% larger | +$555K | +$2.7M | – |
| SQL to Demo | AE | 87% | 92% | Rowan Blake | +$408K | +$1.7M | Set the tailored demo |
| Verbal to Contract Review | AE | 92% | 95% | Casey Morgan | +$337K | +$1.1M | Get the paper moving |
| Discovery to SQL | AE | 89% | 94% | Devon Price | +$335K | +$1.5M | Finish discovery |
| SAL to Discovery | AE | 83% | 88% | Harper Quinn | +$298K | +$1.4M | Book the discovery call |
| Meetings held (show rate) | SDR | 67% | 76% | Jules Ortega | +$265K | +$1.3M | Confirm the meeting, Rebook the no-show |
| Touches to meetings booked | SDR | 4% | 5% | Jules Ortega | +$217K | +$1.1M | Finish the sequence |
| Activity volume | SDR | – | +10% | 10% more | +$201K | +$985K | Finish the sequence |
| Lead Qualified to SAL | SDR | 78% | 81% | Jules Ortega | +$60K | +$283K | Accept or return the lead |
Checked against your history: run from September 2025 on what the CRM showed then, the model forecast $12.5M of new business for the next 12 months; $13.0M was actually won (−3%). How it works: stage rates are measured on deals that reached each stage in the last 18 months and have since moved on or closed (a stage a deal skipped counts as passed). SDR rates are over the weeks the SDRs have logged activity. Open deals are valued on what deals at the same stage and age went on to do, replaying the CRM a year to 18 months back. New SALs close on the timing your won deals took. Sources are blended from SAL on: SDR-sourced deals and those from marketing, partners and AEs share the sales-stage rates. The SDR stages apply to SDR-sourced leads only; every other source enters at SAL.
Deal risk and coverage
70 of 105 open new-business deals score Critical or High: stalled, slipping, single-threaded, unqualified or gone quiet. Those patterns lose far more…
High priorityRiskAcquisition
$9.6M of the $14.7M open pipeline shows deal-risk signals
$9.6M
Open pipeline at risk
70 of 105 open new-business deals score Critical or High: stalled, slipping, single-threaded, unqualified or gone quiet. Those patterns lose far more often on this team's own closed deals (below).
- Granite Hospitality Inc.Demo, Critical: 336 days in Demo (typical: 21); Close date pushed 2 times$567K
- Harbor Insurance Inc.Proposal, Critical: 153 days in Proposal (typical: 21); In Proposal without metrics, decision process, champion, competition (MEDDPICC 3 of 7 expected by now)$495K
- Granite Systems Inc.Proposal, Critical: 140 days in Proposal (typical: 21); Close date 2026-09-24 has passed; deal still open$359K
- Harbor Networks Inc.Sales Qualified, Critical: 64 days in Sales Qualified (typical: 14); No activity on the deal in 46 days$328K
- Granite Learning Inc.Sales Accepted, Critical: 65 days in Sales Accepted (typical: 7); Close date pushed 2 times$324K
What to doPut a specific recovery play on each risky deal this week, owned by the AE and reviewed by the manager.
How Greenwake does itDeal-risk scoring in the weekly agent: AE-owned deal plays (deal review, close plan, multi-thread, qualify) with outreach drafted by Sadie, tracked to won or lost.
High priorityGapAcquisition
Pipeline coverage for Q4 2026 is below 3x for 5 of 5 AEs
$2.7M
Pipeline needed to reach 3x
Pipeline closing next quarter divided by the quota still to close. Sasha Reid 1.1x; Harper Quinn 2.4x; Devon Price 2.5x; Rowan Blake 2.5x; Casey Morgan 2.9x.
What to doRun a pipeline-generation sprint for the short reps now; next quarter's pipeline has to exist this quarter.
How Greenwake does itCoverage by rep in the sales manager's weekly digest.
Pipeline coverage by AE, Q4 2026
Pipeline closing in the quarter ÷ quota still to close; target 3x
Qualification (MEDDPICC)
Each open deal checked against the MEDDPICC elements its stage calls for: Metrics, Economic buyer, Decision criteria, Decision process, Paper…
Each open deal checked against the MEDDPICC elements its stage calls for: Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identified pain, Champion, Competition. Which stage expects what is set with each client.
High priorityGapAcquisition
Open pipeline is 54% qualified for its stage (MEDDPICC), against an 80% target
$8.8M
Large deals under-qualified for their stage
Weighted by deal size, open deals have 54% of the MEDDPICC elements their stage calls for. 38 deals of $100K or more ($8.8M) are below target. On this team's closed deals, fully qualified ones won 68% of the time and under-qualified ones 11%. Lowest by rep: Sasha Reid at 37%.
- Willow Software Inc.Demo: 2 of 5 expected; missing economic buyer, identified pain, champion$594K
- Granite Hospitality Inc.Demo: 5 of 8 expected; missing economic buyer, decision criteria, decision process$567K
- Clearwater Robotics Inc.Proposal: 6 of 8 expected; missing paper process, competition$538K
- Falcon Networks Inc.Demo: 3 of 5 expected; missing decision criteria, identified pain$534K
- Harbor Insurance Inc.Proposal: 3 of 7 expected; missing metrics, decision process, champion, competition$495K
What to doMake stage-exit criteria MEDDPICC-based: a deal doesn't move forward without what the stage calls for.
How Greenwake does itMEDDPICC scored per deal against its stage, qualification plays with discovery agendas drafted by Sadie, and completeness by rep in the sales manager's digest.
| Stage | Deals | Qualified for stage | MMetrics | EBuyer | DCriteria | DProcess | PPaper | IPain | CChampion | CCompet. |
|---|---|---|---|---|---|---|---|---|---|---|
| Lead Qualified | 2 | - | 50% | 50% | 50% | 50% | 50% | 50% | 50% | 0% |
| Sales Accepted | 20 | 32% | 30% | 40% | 25% | 20% | 20% | 35% | 50% | 35% |
| Discovery | 15 | 39% | 40% | 60% | 40% | 33% | 33% | 33% | 27% | 40% |
| Sales Qualified | 11 | 35% | 45% | 27% | 64% | 36% | 27% | 27% | 18% | 55% |
| Demo | 29 | 54% | 59% | 38% | 48% | 59% | 69% | 55% | 59% | 48% |
| Proposal | 21 | 66% | 86% | 48% | 62% | 71% | 71% | 71% | 71% | 57% |
| Verbal | 1 | 86% | 100% | 0% | 100% | 100% | 100% | 100% | 100% | 100% |
| Contract Review | 6 | 67% | 83% | 83% | 83% | 67% | 67% | 50% | 50% | 50% |
Share of open deals with each element recorded. Outlined cells are expected at that stage; grey ones are not expected yet.
68%win rate, fully qualified (25 closed deals)
54%win rate, partly (50% or more) (115 closed deals)
11%win rate, under-qualified (below 50%) (64 closed deals)
By rep
| AE | Open deals | Qualified for stage (by ARR) | Pipeline below target |
|---|---|---|---|
| Sasha Reid | 10 | 37% | $574K |
| Casey Morgan | 19 | 49% | $2.2M |
| Devon Price | 18 | 54% | $2.8M |
| Harper Quinn | 25 | 55% | $2.1M |
| Rowan Blake | 24 | 59% | $2.7M |
Open deals
Every open new-business deal, largest first. MEDDPICC elements are due by stage and also by how close the deal is to its close date: 37 deals ($3.8M) are close enough to close that they should have elements they don't. Click a column to sort.
| Deal | AE | Stage | Source | Amount | Close date | Days to close | Risk | MEDDPICC | Due now | Missing now | Flags |
|---|---|---|---|---|---|---|---|---|---|---|---|
| Willow Software Inc. | Devon Price | Demo | Customer referral | $594K | 2026-12-02 | 63 | High | MEDDPICC | 2 of 5 | economic buyer, identified pain, champion | Stalled in stage |
| Ember Freight Inc. | Rowan Blake | Demo | Content download | $589K | 2026-11-16 | 47 | Low | MEDDPICC | 5 of 5 | – | – |
| Granite Hospitality Inc. | Casey Morgan | Demo | Inbound demo request | $567K | 2026-10-14 | 14 | Critical | MEDDPICC | 5 of 8 | economic buyer, decision criteria, decision process | Stalled in stage; Close date pushed; Gone dark |
| Clearwater Robotics Inc. | Devon Price | Proposal | Event | $538K | 2026-10-14 | 14 | Low | MEDDPICC | 6 of 8 | paper process, competition | – |
| Falcon Networks Inc. | Devon Price | Demo | Inbound demo request | $534K | 2026-11-23 | 54 | Low | MEDDPICC | 3 of 5 | decision criteria, identified pain | – |
| Harbor Insurance Inc. | Rowan Blake | Proposal | Webinar | $495K | 2026-12-23 | 84 | Critical | MEDDPICC | 3 of 7 | metrics, decision process, champion, competition | Stalled in stage; Close date pushed; Gone dark |
| Fernhill Labs Inc. | Rowan Blake | Proposal | Outbound | $494K | 2026-10-31 | 31 | High | MEDDPICC | 5 of 7 | economic buyer, competition | Stalled in stage |
| Harbor Insurance Inc. | Rowan Blake | Sales Accepted | Partner referral | $441K | 2027-01-31 | 123 | Low | MEDDPICC | 0 of 0 | – | – |
| Zephyr Learning Inc. | Harper Quinn | Discovery | Paid search | $434K | 2027-02-24 | 147 | Low | MEDDPICC | 1 of 3 | metrics, identified pain | – |
| Harbor Labs Inc. | Devon Price | Lead Qualified | Outbound | $367K | 2027-02-15 | 138 | High | MEDDPICC | 0 of 0 | – | Stalled in stage |
| Granite Systems Inc. | Casey Morgan | Proposal | Partner referral | $359K | 2026-09-24 | 6 past | Critical | MEDDPICC | 7 of 8 | decision criteria | Stalled in stage; Past close date; Gone dark |
| Harbor Networks Inc. | Rowan Blake | Sales Qualified | Content download | $328K | 2026-12-02 | 63 | Critical | MEDDPICC | 1 of 3 | identified pain, champion | Stalled in stage; Gone dark |
| Prairie Logistics Inc. | Rowan Blake | Contract Review | Webinar | $326K | 2026-11-25 | 56 | Low | MEDDPICC | 7 of 8 | champion | – |
| Granite Learning Inc. | Casey Morgan | Sales Accepted | Event | $324K | 2027-01-22 | 114 | Critical | MEDDPICC | 0 of 0 | – | Stalled in stage; Close date pushed |
| Zephyr Biosciences Inc. | Harper Quinn | Sales Accepted | Partner referral | $319K | 2027-04-07 | 189 | Critical | MEDDPICC | 0 of 0 | – | Stalled in stage; Gone dark |
| Beacon Networks Inc. | Casey Morgan | Discovery | Webinar | $306K | 2026-10-18 | 18 | Critical | MEDDPICC | 0 of 8 | metrics, economic buyer, decision criteria, decision process, paper process, identified pain, champion, competition | Stalled in stage; Close date pushed |
| Bright Biosciences Inc. | Harper Quinn | Proposal | Paid search | $306K | 2026-12-20 | 81 | High | MEDDPICC | 4 of 7 | economic buyer, decision criteria, decision process | Close date pushed |
| Ember Health Inc. | Casey Morgan | Sales Accepted | Event | $264K | 2027-03-04 | 155 | Low | MEDDPICC | 0 of 0 | – | – |
| Granite Hospitality Inc. | Casey Morgan | Proposal | Content download | $259K | 2026-10-12 | 12 | High | MEDDPICC | 6 of 8 | economic buyer, identified pain | Single-threaded; Gone dark |
| Orchid Media Inc. | Harper Quinn | Demo | Webinar | $257K | 2026-09-20 | 10 past | Critical | MEDDPICC | 5 of 8 | metrics, economic buyer, paper process | Stalled in stage; Past close date |
| Ember Freight Inc. | Rowan Blake | Demo | Outbound | $227K | 2026-11-12 | 43 | Critical | MEDDPICC | 1 of 7 | metrics, economic buyer, decision criteria, decision process, champion, competition | Stalled in stage; Gone dark |
| Orchid Learning Inc. | Harper Quinn | Proposal | Customer referral | $227K | 2026-12-28 | 89 | Low | MEDDPICC | 7 of 7 | – | – |
| Atlas Builders Inc. | Casey Morgan | Discovery | Outbound | $218K | 2027-01-03 | 95 | High | MEDDPICC | 2 of 3 | champion | Close date pushed; Gone dark |
| Atlas Outfitters Inc. | Devon Price | Proposal | Event | $206K | 2026-11-14 | 45 | High | MEDDPICC | 5 of 7 | economic buyer, competition | Close date pushed; Single-threaded |
| Harbor Labs Inc. | Devon Price | Discovery | Inbound demo request | $184K | 2027-02-11 | 134 | High | MEDDPICC | 0 of 3 | metrics, identified pain, champion | Gone dark |
| Ember Health Inc. | Casey Morgan | Demo | Customer referral | $178K | 2026-12-13 | 74 | Critical | MEDDPICC | 0 of 5 | metrics, economic buyer, decision criteria, identified pain, champion | Stalled in stage; Single-threaded; Gone dark |
| Beacon Networks Inc. | Casey Morgan | Sales Qualified | Partner referral | $164K | 2027-01-05 | 97 | Low | MEDDPICC | 1 of 3 | metrics, identified pain | – |
| Pinecrest Robotics Inc. | Rowan Blake | Proposal | Partner referral | $160K | 2026-10-13 | 13 | Critical | MEDDPICC | 4 of 8 | decision criteria, decision process, paper process, competition | Stalled in stage |
| Prairie Logistics Inc. | Rowan Blake | Sales Accepted | Paid search | $156K | 2027-02-28 | 151 | High | MEDDPICC | 0 of 0 | – | Stalled in stage |
| Pinecrest Robotics Inc. | Rowan Blake | Proposal | Webinar | $151K | 2026-11-26 | 57 | Critical | MEDDPICC | 3 of 7 | metrics, decision process, identified pain, champion | Stalled in stage; Close date pushed; Gone dark |
| Keystone Labs Inc. | Rowan Blake | Sales Qualified | Outbound | $146K | 2026-12-02 | 63 | Critical | MEDDPICC | 0 of 3 | metrics, identified pain, champion | Close date pushed; Gone dark |
| Orchid Biosciences Inc. | Harper Quinn | Lead Qualified | Outbound | $145K | 2027-02-07 | 130 | High | MEDDPICC | 0 of 0 | – | Stalled in stage |
| Orchid Biosciences Inc. | Harper Quinn | Sales Qualified | Paid search | $141K | 2026-12-01 | 62 | High | MEDDPICC | 1 of 3 | identified pain, champion | Close date pushed; Single-threaded |
| Keystone Labs Inc. | Rowan Blake | Contract Review | Event | $139K | 2026-12-21 | 82 | Critical | MEDDPICC | 2 of 8 | decision criteria, decision process, paper process, identified pain, champion, competition | Stalled in stage; Gone dark |
| Nimbus Freight Inc. | Casey Morgan | Sales Qualified | Customer referral | $139K | 2026-12-13 | 74 | High | MEDDPICC | 0 of 3 | metrics, identified pain, champion | Single-threaded |
| Juniper Software Inc. | Harper Quinn | Sales Qualified | Paid search | $136K | 2026-11-18 | 49 | Watch | MEDDPICC | 1 of 5 | economic buyer, decision criteria, identified pain, champion | – |
| Alder Software Inc. | Rowan Blake | Verbal | Inbound demo request | $134K | 2026-12-02 | 63 | Low | MEDDPICC | 6 of 7 | economic buyer | – |
| Driftwood Logistics Inc. | Devon Price | Demo | Event | $133K | 2026-10-19 | 19 | Critical | MEDDPICC | 4 of 8 | metrics, decision process, identified pain, competition | Stalled in stage; Gone dark |
| Atlas Labs Inc. | Rowan Blake | Demo | Event | $128K | 2026-09-08 | 22 past | Critical | MEDDPICC | 4 of 8 | economic buyer, decision process, paper process, identified pain | Stalled in stage; Past close date; Gone dark |
| Zephyr Financial Inc. | Devon Price | Demo | Webinar | $124K | 2026-11-29 | 60 | Watch | MEDDPICC | 2 of 5 | metrics, economic buyer, champion | – |
| Prairie Logistics Inc. | Sasha Reid | Sales Accepted | Customer referral | $122K | 2026-12-08 | 69 | Critical | MEDDPICC | 0 of 3 | metrics, identified pain, champion | Stalled in stage; Gone dark |
| Orchid Hospitality Inc. | Sasha Reid | Demo | Inbound demo request | $122K | 2026-11-23 | 54 | Low | MEDDPICC | 3 of 5 | metrics, economic buyer | – |
| Atlas Learning Inc. | Harper Quinn | Demo | Outbound | $119K | 2026-10-31 | 31 | Watch | MEDDPICC | 4 of 7 | economic buyer, decision criteria, identified pain | – |
| Bright Energy Inc. | Rowan Blake | Sales Accepted | Outbound | $117K | 2026-12-28 | 89 | Watch | MEDDPICC | 2 of 3 | identified pain | Stalled in stage |
| Granite Foods Inc. | Rowan Blake | Demo | Partner referral | $111K | 2026-11-25 | 56 | Critical | MEDDPICC | 3 of 5 | decision criteria, identified pain | Stalled in stage; Close date pushed; Gone dark |
| Atlas Media Inc. | Harper Quinn | Contract Review | Content download | $107K | 2026-09-24 | 6 past | High | MEDDPICC | 7 of 8 | competition | Past close date |
| Keystone Learning Inc. | Casey Morgan | Demo | Inbound demo request | $102K | 2026-12-07 | 68 | Critical | MEDDPICC | 3 of 5 | economic buyer, identified pain | Stalled in stage; Close date pushed; Gone dark |
| Cedar Labs Inc. | Harper Quinn | Demo | Inbound demo request | $102K | 2026-09-12 | 18 past | High | MEDDPICC | 6 of 8 | paper process, competition | Past close date |
| Prairie Logistics Inc. | Sasha Reid | Sales Accepted | Webinar | $102K | 2026-12-17 | 78 | High | MEDDPICC | 2 of 3 | champion | Close date pushed |
| Redstone Financial Inc. | Rowan Blake | Demo | Partner referral | $101K | 2026-12-28 | 89 | Low | MEDDPICC | 3 of 5 | identified pain, champion | – |
| Juniper Software Inc. | Harper Quinn | Demo | Event | $100K | 2026-10-17 | 17 | Critical | MEDDPICC | 6 of 8 | economic buyer, champion | Close date pushed; Gone dark |
| Pinecrest Biosciences Inc. | Harper Quinn | Discovery | Content download | $95K | 2026-11-25 | 56 | Low | MEDDPICC | 3 of 5 | metrics, decision criteria | – |
| Granite Energy Inc. | Devon Price | Proposal | Paid search | $93K | 2026-09-17 | 13 past | Critical | MEDDPICC | 6 of 8 | economic buyer, decision process | Close date pushed; Past close date; Gone dark |
| Granite Foods Inc. | Rowan Blake | Proposal | Event | $90K | 2026-11-28 | 59 | Low | MEDDPICC | 6 of 7 | economic buyer | – |
| Granite Energy Inc. | Devon Price | Discovery | Inbound demo request | $85K | 2026-12-27 | 88 | High | MEDDPICC | 1 of 3 | metrics, champion | Single-threaded; Gone dark |
| Quarry Analytics Inc. | Casey Morgan | Discovery | Outbound | $84K | 2026-12-12 | 73 | High | MEDDPICC | 1 of 3 | identified pain, champion | Gone dark |
| Ironwood Analytics Inc. | Harper Quinn | Sales Accepted | Customer referral | $83K | 2027-01-07 | 99 | Watch | MEDDPICC | 0 of 0 | – | Stalled in stage |
| Bright Health Inc. | Devon Price | Demo | Paid search | $81K | 2026-09-25 | 5 past | Critical | MEDDPICC | 3 of 8 | economic buyer, decision criteria, decision process, champion, competition | Past close date |
| Juniper Insurance Inc. | Devon Price | Sales Accepted | Inbound demo request | $77K | 2026-09-26 | 4 past | Critical | MEDDPICC | 4 of 8 | metrics, decision criteria, decision process, paper process | Stalled in stage; Past close date |
| Willow Labs Inc. | Harper Quinn | Proposal | Partner referral | $75K | 2026-10-23 | 23 | Critical | MEDDPICC | 4 of 8 | economic buyer, decision criteria, paper process, identified pain | Stalled in stage; Close date pushed; Gone dark |
| Atlas Media Inc. | Harper Quinn | Sales Qualified | Inbound demo request | $73K | 2026-09-10 | 20 past | Critical | MEDDPICC | 4 of 8 | metrics, economic buyer, decision process, champion | Stalled in stage; Past close date |
| Ironwood Manufacturing Inc. | Casey Morgan | Demo | Webinar | $70K | 2026-10-08 | 8 | High | MEDDPICC | 4 of 8 | decision criteria, decision process, identified pain, competition | Gone dark |
| Ember Robotics Inc. | Harper Quinn | Discovery | Partner referral | $69K | 2026-12-11 | 72 | Critical | MEDDPICC | 3 of 3 | – | Stalled in stage; Gone dark |
| Sable Logistics Inc. | Devon Price | Proposal | Content download | $66K | 2026-11-18 | 49 | Low | MEDDPICC | 7 of 7 | – | – |
| Atlas Media Inc. | Harper Quinn | Demo | Customer referral | $64K | 2026-11-13 | 44 | Critical | MEDDPICC | 3 of 7 | economic buyer, decision criteria, identified pain, champion | Single-threaded; Gone dark |
| Orchid Hospitality Inc. | Sasha Reid | Sales Accepted | Content download | $63K | 2027-01-11 | 103 | Low | MEDDPICC | 0 of 0 | – | – |
| Alder Software Inc. | Rowan Blake | Proposal | Event | $62K | 2026-11-18 | 49 | Low | MEDDPICC | 6 of 7 | economic buyer | – |
| Orchid Hospitality Inc. | Sasha Reid | Contract Review | Paid search | $58K | 2026-11-20 | 51 | Watch | MEDDPICC | 4 of 8 | metrics, economic buyer, identified pain, champion | – |
| Orchid Robotics Inc. | Devon Price | Demo | Content download | $56K | 2026-10-23 | 23 | Critical | MEDDPICC | 4 of 8 | economic buyer, decision criteria, decision process, champion | Close date pushed; Single-threaded |
| Prairie Labs Inc. | Devon Price | Demo | Outbound | $55K | 2026-09-09 | 21 past | High | MEDDPICC | 5 of 8 | metrics, decision criteria, champion | Past close date |
| Fernhill Systems Inc. | Harper Quinn | Discovery | Event | $49K | 2026-12-03 | 64 | Watch | MEDDPICC | 0 of 3 | metrics, identified pain, champion | – |
| Prairie Logistics Inc. | Sasha Reid | Discovery | Inbound demo request | $47K | 2026-12-28 | 89 | Critical | MEDDPICC | 0 of 3 | metrics, identified pain, champion | Close date pushed; Single-threaded; Gone dark |
| Willow Systems Inc. | Harper Quinn | Contract Review | Customer referral | $42K | 2026-11-30 | 61 | Watch | MEDDPICC | 5 of 8 | decision process, identified pain, competition | – |
| Fernhill Systems Inc. | Harper Quinn | Discovery | Outbound | $41K | 2026-10-20 | 20 | Critical | MEDDPICC | 4 of 8 | metrics, identified pain, champion, competition | Stalled in stage |
| Orchid Hospitality Inc. | Sasha Reid | Sales Accepted | Paid search | $40K | 2026-09-08 | 22 past | Critical | MEDDPICC | 1 of 8 | metrics, economic buyer, decision criteria, decision process, paper process, identified pain, competition | Stalled in stage; Past close date; Gone dark |
| Beacon Outfitters Inc. | Devon Price | Proposal | Outbound | $39K | 2026-12-13 | 74 | Critical | MEDDPICC | 2 of 7 | metrics, decision criteria, identified pain, champion, competition | Gone dark |
| Oakridge Financial Inc. | Devon Price | Proposal | Outbound | $36K | 2026-10-31 | 31 | Critical | MEDDPICC | 3 of 7 | decision criteria, identified pain, champion, competition | Close date pushed; Gone dark |
| Falcon Financial Inc. | Sasha Reid | Sales Accepted | Content download | $34K | 2026-12-27 | 88 | Low | MEDDPICC | 2 of 3 | metrics | – |
| Falcon Hospitality Inc. | Sasha Reid | Sales Accepted | Webinar | $34K | 2026-12-11 | 72 | Low | MEDDPICC | 1 of 3 | metrics, identified pain | – |
| Harbor Outfitters Inc. | Rowan Blake | Sales Qualified | Outbound | $32K | 2026-12-10 | 71 | High | MEDDPICC | 1 of 3 | identified pain, champion | Gone dark |
| Driftwood Labs Inc. | Casey Morgan | Demo | Outbound | $31K | 2026-12-25 | 86 | Critical | MEDDPICC | 2 of 5 | metrics, economic buyer, decision criteria | Single-threaded; Gone dark |
| Meridian Freight Inc. | Casey Morgan | Proposal | Inbound demo request | $31K | 2026-09-12 | 18 past | Critical | MEDDPICC | 4 of 8 | economic buyer, decision criteria, paper process, champion | Close date pushed; Past close date; Gone dark |
| Cedar Energy Inc. | Harper Quinn | Sales Accepted | Webinar | $30K | 2026-09-07 | 23 past | Critical | MEDDPICC | 1 of 8 | metrics, economic buyer, decision criteria, decision process, paper process, identified pain, competition | Stalled in stage; Past close date |
| Nimbus Labs Inc. | Casey Morgan | Proposal | Customer referral | $26K | 2026-12-07 | 68 | Low | MEDDPICC | 5 of 7 | economic buyer, decision process | – |
| Cobalt Biosciences Inc. | Casey Morgan | Demo | Customer referral | $24K | 2026-10-31 | 31 | Critical | MEDDPICC | 2 of 7 | metrics, economic buyer, decision criteria, champion, competition | Close date pushed |
| Driftwood Hospitality Inc. | Harper Quinn | Proposal | Partner referral | $22K | 2026-10-31 | 31 | High | MEDDPICC | 3 of 7 | decision criteria, identified pain, champion, competition | Close date pushed |
| Sterling Freight Inc. | Casey Morgan | Contract Review | Content download | $22K | 2026-10-20 | 20 | Low | MEDDPICC | 7 of 8 | paper process | – |
| Sable Outfitters Inc. | Rowan Blake | Discovery | Outbound | $21K | 2026-11-27 | 58 | Critical | MEDDPICC | 2 of 5 | decision criteria, identified pain, champion | Stalled in stage; Close date pushed |
| Apex Software Inc. | Harper Quinn | Demo | Outbound | $21K | 2026-11-07 | 38 | Low | MEDDPICC | 5 of 7 | metrics, identified pain | – |
| Clearwater Analytics Inc. | Rowan Blake | Sales Accepted | Outbound | $20K | 2026-09-22 | 8 past | Critical | MEDDPICC | 2 of 8 | metrics, decision criteria, decision process, identified pain, champion, competition | Past close date |
| Cedar Media Inc. | Devon Price | Discovery | Paid search | $20K | 2026-12-20 | 81 | High | MEDDPICC | 3 of 3 | – | Close date pushed |
| Cobalt Outfitters Inc. | Harper Quinn | Sales Accepted | Content download | $18K | 2026-09-17 | 13 past | Critical | MEDDPICC | 0 of 8 | metrics, economic buyer, decision criteria, decision process, paper process, identified pain, champion, competition | Past close date |
| Atlas Freight Inc. | Rowan Blake | Discovery | Outbound | $15K | 2026-11-02 | 33 | Critical | MEDDPICC | 2 of 7 | metrics, economic buyer, decision process, identified pain, champion | Stalled in stage |
| Clearwater Analytics Inc. | Rowan Blake | Sales Qualified | Event | $15K | 2026-11-15 | 46 | Watch | MEDDPICC | 2 of 5 | metrics, identified pain, champion | – |
| Ironwood Networks Inc. | Casey Morgan | Discovery | Webinar | $15K | 2026-11-03 | 34 | Watch | MEDDPICC | 3 of 7 | economic buyer, identified pain, champion, competition | – |
| Apex Software Inc. | Sasha Reid | Sales Accepted | Outbound | $15K | 2026-12-01 | 62 | Low | MEDDPICC | 1 of 3 | metrics, champion | – |
| Falcon Financial Inc. | Casey Morgan | Sales Qualified | Inbound demo request | $13K | 2026-09-27 | 3 past | Critical | MEDDPICC | 5 of 8 | metrics, economic buyer, paper process | Stalled in stage; Past close date |
| Meridian Insurance Inc. | Harper Quinn | Demo | Event | $12K | 2026-12-26 | 87 | High | MEDDPICC | 3 of 5 | economic buyer, decision criteria | Stalled in stage |
| Sable Financial Inc. | Rowan Blake | Sales Qualified | Paid search | $10K | 2026-11-21 | 52 | Critical | MEDDPICC | 4 of 5 | champion | Stalled in stage; Close date pushed; Gone dark |
| Fernhill Robotics Inc. | Rowan Blake | Proposal | Content download | $10K | 2026-10-13 | 13 | Low | MEDDPICC | 6 of 8 | economic buyer, competition | – |
| Tidal Foods Inc. | Casey Morgan | Demo | Partner referral | $0 | 2026-10-23 | 23 | Critical | MEDDPICC | 1 of 8 | metrics, economic buyer, decision criteria, decision process, identified pain, champion, competition | Close date pushed |
| Sable Logistics Inc. | Devon Price | Demo | Inbound demo request | $0 | 2026-11-21 | 52 | Critical | MEDDPICC | 4 of 5 | metrics | Stalled in stage; Gone dark |
| Beacon Biosciences Inc. | Harper Quinn | Sales Accepted | Content download | $0 | 2026-09-24 | 6 past | Critical | MEDDPICC | 1 of 8 | metrics, economic buyer, decision criteria, paper process, identified pain, champion, competition | Stalled in stage; Past close date; Gone dark |
| Sterling Labs Inc. | Sasha Reid | Sales Accepted | Customer referral | $0 | 2026-11-06 | 37 | Critical | MEDDPICC | 3 of 7 | economic buyer, decision criteria, decision process, identified pain | Stalled in stage |
| Beacon Biosciences Inc. | Harper Quinn | Demo | Content download | $0 | 2026-12-25 | 86 | Low | MEDDPICC | 5 of 5 | – | – |
M recorded · M missing, due by stage · M missing, due by close date (stage hasn't caught up) · M not due yet. Due by close date: Metrics, Pain and Champion 90 days out; Economic buyer and Decision criteria 60; Decision process and Competition 45; Paper process 30. Hover a letter for details; the windows are set with each client.
Where deals come from
New-business deals by the source recorded on them, over the last 12 months: how often each wins, how big and how fast, and how much open pipeline…
New-business deals by the source recorded on them, over the last 12 months: how often each wins, how big and how fast, and how much open pipeline each feeds. Green marks the strongest and red the weakest among sources with at least 8 closed deals.
Medium priorityOpportunityAcquisition
Customer referral deals win 73%, closing in a median 104 days; Paid search deals win 3%
$9.3M
Open pipeline from the lowest-converting sources
Win rates by lead source over the last 12 months range from 3% to 73%. Sources that convert at less than half the best rate (Outbound, Webinar, Content download, Event, Paid search) still hold 63% of open pipeline ($9.3M).
What to doShift budget and rep time toward the sources that win and move fastest; tighten qualification on the rest.
How Greenwake does itSource-aware deal plays: earlier qualification checks on low-converting sources, tracked by Sadie.
| Source | Open deals | Open pipeline | Closed, 12 mo | Win rate | Avg won deal | Days to close (won) | Bookings, 12 mo |
|---|---|---|---|---|---|---|---|
| Partner referral | 11 | $1.8M | 30 | 70% | $162K | 144 | $3.4M |
| Inbound demo request | 14 | $2.1M | 37 | 54% | $125K | 100 | $2.5M |
| Outbound | 20 | $2.2M | 68 | 24% | $141K | 115 | $2.3M |
| Customer referral | 11 | $1.5M | 15 | 73% | $128K | 104 | $1.4M |
| Webinar | 11 | $1.9M | 24 | 17% | $343K | 314 | $1.4M |
| Content download | 14 | $1.6M | 28 | 14% | $270K | 182 | $1.1M |
| Event | 13 | $2.1M | 30 | 30% | $102K | 151 | $919K |
| Paid search | 11 | $1.5M | 29 | 3% | $17K | 77 | $17K |
Campaigns
| Campaign | Type | Cost | Deals | Open pipeline | Win rate | Bookings | Cost per won deal | Return on spend |
|---|---|---|---|---|---|---|---|---|
| State of Retention 2026 report | Content | $22K | 110 | $1.6M | 14% | $1.1M | $6K | 49.1x |
| Forecasting That Holds webinar | Webinar | $9K | 64 | $1.3M | 18% | $827K | $4K | 91.9x |
| SaaS Growth Expo booth | Event | $60K | 74 | $1.3M | 38% | $613K | $12K | 10.2x |
| Retention Masterclass webinar | Webinar | $12K | 72 | $634K | 15% | $546K | $6K | 45.5x |
| RevOps Leaders Summit 2025 | Event | $85K | 74 | $733K | 24% | $306K | $21K | 3.6x |
| LinkedIn Ads: CRO persona | Paid search | $36K | 65 | $1.2M | 8% | $17K | $36K | 0.5x |
| Google Ads: churn and retention | Paid search | $48K | 58 | $317K | 0% | $0 | – | 0.0x |
Source is the one recorded on each deal (100% of new-business deals have one): single-touch, so a deal that started at an event and came back through a demo request counts once. Salesforce: Lead Source and Primary Campaign Source; HubSpot: Original Source or a deal source property. Return on spend = bookings won ÷ campaign cost.
Sales development
3 SDRs and 5 AEs: one SDR for every 1.7 AEs. SDRs are counted apart from the AEs throughout this audit: they carry no quota capacity and own no book.…
3 SDRs and 5 AEs: one SDR for every 1.7 AEs. SDRs are counted apart from the AEs throughout this audit: they carry no quota capacity and own no book. Meetings and sourced deals are from the last 12 months; a deal is accepted once the AE moves it past the first stage.
Medium priorityGapAcquisition
33% of booked SDR meetings don't happen
$224K
More new business booked in the next 12 months at the target show rate
139 of 206 meetings the SDRs booked in the last 10 weeks were held, a 67% show rate against a 75% target: about 78 more first meetings a year at target. Carried through the funnel (qualified, accepted, then each sales stage at today's rates), those meetings book about $224K more new business in the next 12 months.
What to doConfirm every meeting the day before, with the agenda and the AE named, and rebook no-shows within 48 hours.
How Greenwake does itEach SDR's Monday note lists last week's no-shows to rebook; the manager sees show rate per rep.
SDR-sourced pipeline
36%
$10.9M of $30.2M opened
Show rate
67%
target 75%
Accepted by AEs
78%
target 70%
| SDR | Feeds | Held a week (goal 8) | Meetings held | No-shows | Show rate | Deals sourced | Pipeline sourced | Accepted | Won |
|---|---|---|---|---|---|---|---|---|---|
| Jules Ortega | Casey Morgan, Devon Price | 5.7 | 55 | 17 | 76% | 57 | $5.3M | 75% | $798K |
| Kai Brennan | Harper Quinn, Rowan Blake | 4.2 | 42 | 19 | 69% | 46 | $5.3M | 80% | $300K |
| Mila Sorensen | Sasha Reid | 4.2 | 42 | 31 | 58% | 6 | $238K | 83% | $0 |
Where new-business pipeline was opened from, by value: Marketing 47% · SDR 36% · Partners and referrals 14% · AE and other 3%. A deal is SDR-sourced when its SDR field names one, or an SDR created it for an AE.
Sales capacity plan: the next three years
Expected new-business bookings by rep each quarter (quota × the team's 90% attainment; today's AEs at the 67% of that capacity today's funnel feeds…
Expected new-business bookings by rep each quarter (quota × the team's 90% attainment; today's AEs at the 67% of that capacity today's funnel feeds them, the new business the Outlook forecasts, and each hire at a full AE's bookings), against what new business has to bring in to hit your target, $85.0M ARR by the end of FY2029, from your pre-audit survey (about 13% growth a year from today), after retention and expansion. Ramping reps and planned hires follow the ramp curve; hires start three quarters before they're needed.
Your target
$85.0M
ARR by Q4 2029, 39 months from now; the path to it reaches $82.5M by Q3 2029, where the plan ends
Where you land today
$72.0M
the Outlook's $66.6M current path plus $5.4M from your 3 planned hires
Gap to target
$10.5M
short (13% of target)
With Greenwake
$80.4M
$8.3M more than the current path; the Outlook's $74.5M plus your planned hires
Where ARR lands
If nothing changes: today's retention, expansion, win rates and quotas, today's team plus your 3 planned hires, against your target ($85.0M ARR by the end of FY2029, from your pre-audit survey (about 13% growth a year from today)). Hover a quarter for the numbers.
Where ARR lands by Q3 2029 (36 months, the end of the plan), by scenario
| Scenario | ARR | vs the target path |
|---|---|---|
| Current path: today's team + your 3 hires | $72.0M | −$10.5M |
| Hiring plan alone: 15 hires, no Greenwake | $78.1M | −$4.4M |
| With Greenwake (conservative gains): your 3 hires | $80.4M | −$2.1M |
| Greenwake (conservative gains) + 7 hires | $81.6M | −$872K |
| Upside: Greenwake (expected gains) + 3 hires | $82.0M | −$449K |
| The target path at Q3 2029 (on the way to $85.0M by Q4 2029) | $82.5M |
Greenwake's gains are planned on the conservative case: half the expected save, expansion and win-rate effects (see Assumptions behind the plan, in Talent). They are Greenwake's assumptions until measured: design-partner results will replace them. The expected case is shown as upside only.
New business booked vs what the target needs, by year
| Year 1 | Year 2 | Year 3 | 3 years | |
|---|---|---|---|---|
| Today's AEs alone | $9.3M | $9.7M | $9.7M | $28.6M |
| Current path (your 3 hires) | $12.0M | $13.2M | $13.7M | $39.0M |
| Hiring plan alone (15 hires) | $10.4M | $14.8M | $19.6M | $44.8M |
| Greenwake (conservative) + 7 hires | $10.6M | $14.6M | $16.6M | $41.8M |
| Needed for the target | $18.2M | $14.5M | $18.3M | $51.0M |
On the current path, ARR is $72.0M by Q3 2029, $10.5M short of the $82.5M your target path needs by then. The biggest drag is retention: today's customers shrink faster than new business replaces them, so the target needs 2.0x the new business today's team books. Hiring alone, at the pace managers can onboard, reaches $78.1M; Greenwake with only your planned hires reaches $80.4M; together they reach $81.6M, the target. New reps take about three quarters to ramp, so the early quarters run short of the target path.
High priorityGapAcquisition
The hiring plan has 3 sales hires; 13% growth needs 6 starting in the next 12 months
$10.7M
New business a year from the missing hires, once ramped
The capacity plan starts 6 AEs in the next four quarters so they're at full quota when the bookings are needed; the approved plan has 3. Each missing hire is $3.6M of expected new business a year once ramped, so the gap shows up a year from now, when it's too late to hire.
What to doEither approve the hires now or reset the growth target to what the current plan can deliver.
How Greenwake does itThe capacity plan re-runs every quarter on actual attainment, ramp and hiring.
High priorityGapAcquisition
Your target needs $51.0M of new business in three years; hiring 15 AEs at a realistic pace delivers $44.8M
$8.9M
Year-one new business short of plan
After what retention and expansion contribute, new business has to bring in $18.2M in year one, $14.5M in year two and $18.3M in year three. Today's 5 AEs (quota × 90% attainment, at the 67% of that capacity today's funnel feeds them, ramping reps on the ramp curve) deliver $9.3M in year one, $8.9M short. The plan adds 15 hires (8 Commercial AEs and 7 Enterprise AEs, each on their level's quota, including 1 backfill for an AE promoted to manager), the first starting Q1 2027. Hiring runs at the pace managers can onboard: 1.5 new AEs per first-line manager a quarter (a Greenwake default), so AE starts grow from 3 a quarter today to 4 as managers are added; hires run from Q1 2027 through Q3 2028. At that pace, Q4 2027 and Q1 2028 run $523K short of the new business the target needs (keeping up would take each manager onboarding about 2 a quarter). At 32% AE attrition a year (a Greenwake default), about 14 more AEs are backfilled over the three years, using the same onboarding capacity; while seats sit open and backfills ramp, the team books 16% less than its quotas suggest. At one manager per 7 AEs the team grows from 2 to 3 sales managers: the plan promotes Rowan Blake (Q1 2028) and backfills the seat. With Greenwake's retention, expansion and win-rate gains the same target needs 7 (8 fewer).
What to doStart recruiting now and hire at a steady pace the team can onboard: a new AE takes three quarters to reach full quota, so each hire has to start well before the quarter the bookings are needed.
How Greenwake does itCapacity plan re-run each quarter on actual attainment and ramp; coverage and ramp tracked per rep weekly.
This plan covers the AEs' new-business number. Customers move to account managers / CSMs at signature, so renewal and expansion come into the plan through the retention and expansion rates, and the account-management team is planned in Talent.
New-business bookings by rep, per quarter
What it would take: today's reps plus the hires the target needs (green), stacked by rep, against the new business your target requires each quarter. Hover a quarter for the numbers.
Casey MorganDevon PriceHarper QuinnRowan BlakeSasha Reid (ramping)2 hires needed from Q1 20272 hires needed from Q2 20272 hires needed from Q3 20272 hires needed from Q4 20273 hires needed from Q1 20283 hires needed from Q2 20281 hire needed from Q3 2028Required for your target
| AE | Level | Status | Starts | Full quarterly quota | Quota: year 1 / 2 / 3 | Expected bookings: year 1 / 2 / 3 | Loaded cost: year 1 / 2 / 3 |
|---|---|---|---|---|---|---|---|
| Casey Morgan | Enterprise AE | Tenured | $630K | $2.5M / $2.5M / $2.5M | $1.3M / $1.3M / $1.3M | $396K / $396K / $396K | |
| Devon Price | Enterprise AE | Tenured | $990K | $4.0M / $4.0M / $4.0M | $2.0M / $2.0M / $2.0M | $494K / $494K / $494K | |
| Harper Quinn | Enterprise AE | Tenured | $630K | $2.5M / $2.5M / $2.5M | $1.3M / $1.3M / $1.3M | $396K / $396K / $396K | |
| Rowan Blake | Enterprise AE | Promoted to manager, Q1 2028 | $1.5M | $6.0M / $6.0M / $6.0M | $3.1M / $769K / $0 | $635K / $159K / $0 | |
| Sasha Reid | Enterprise AE | Ramping (4 months in) | $990K | $3.2M / $4.0M / $4.0M | $1.6M / $2.0M / $2.0M | $443K / $494K / $494K | |
| New AE 1 | Commercial AE | Planned hire | Q1 2027 | $225K | $338K / $900K / $900K | $255K / $680K / $680K | $178K / $244K / $244K |
| New AE 2 | Enterprise AE | Planned hire | Q1 2027 | $375K | $562K / $1.5M / $1.5M | $425K / $1.1M / $1.1M | $255K / $376K / $376K |
| New AE 3 | Commercial AE | Planned hire | Q2 2027 | $225K | $169K / $844K / $900K | $128K / $638K / $680K | $123K / $239K / $244K |
| New AE 4 | Enterprise AE | Planned hire | Q2 2027 | $375K | $281K / $1.4M / $1.5M | $213K / $1.1M / $1.1M | $171K / $367K / $376K |
| New AE 5 | Commercial AE | Planned hire | Q3 2027 | $225K | $56K / $731K / $900K | $43K / $553K / $680K | $73K / $227K / $244K |
| New AE 6 | Commercial AE | Planned hire | Q3 2027 | $225K | $56K / $731K / $900K | $43K / $553K / $680K | $73K / $227K / $244K |
| New AE 7 | Enterprise AE | Planned hire | Q4 2027 | $375K | $0 / $938K / $1.5M | $0 / $709K / $1.1M | $0 / $349K / $376K |
| New AE 8 | Commercial AE | Planned hire | Q4 2027 | $225K | $0 / $562K / $900K | $0 / $425K / $680K | $0 / $239K / $244K |
| New AE 9 | Enterprise AE | Planned hire | Q1 2028 | $375K | $0 / $562K / $1.5M | $0 / $425K / $1.1M | $0 / $255K / $376K |
| New AE 10 | Commercial AE | Planned hire | Q1 2028 | $225K | $0 / $338K / $900K | $0 / $255K / $680K | $0 / $178K / $244K |
| New AE 11 | Commercial AE | Planned hire | Q2 2028 | $225K | $0 / $169K / $844K | $0 / $128K / $638K | $0 / $123K / $239K |
| Backfill for Rowan Blake | Enterprise AE | Backfill hire | Q1 2028 | $375K | $0 / $562K / $1.5M | $0 / $425K / $1.1M | $0 / $255K / $376K |
| New AE 13 | Enterprise AE | Planned hire | Q2 2028 | $375K | $0 / $281K / $1.4M | $0 / $213K / $1.1M | $0 / $171K / $367K |
| New AE 14 | Commercial AE | Planned hire | Q2 2028 | $225K | $0 / $169K / $844K | $0 / $128K / $638K | $0 / $123K / $239K |
| New AE 15 | Enterprise AE | Planned hire | Q3 2028 | $375K | $0 / $94K / $1.2M | $0 / $71K / $921K | $0 / $96K / $348K |
| Team with the plan | $10.4M / $14.8M / $19.6M | ||||||
| Required for 13% ARR growth | $18.2M / $14.5M / $18.3M | ||||||
What these hires cost. The 15 new AEs and the 1 sales manager (1 promoted from within) and 3 sales engineers added with them cost $11.4M over three years, fully loaded, and book $21.5M of new ARR; they pay back on gross profit in Q3 2029. A ramped Commercial AE costs $391K a year all in and books $810K. A ramped Enterprise AE costs $534K a year all in and books $1.3M. With Greenwake the plan needs 7 new AEs, saving $6.3M. The full business case is in Talent.
Year 1 starts Q4 2026. Quotas held flat; ramp curve 25% → 50% → 75% → 100% of a full quota by quarter of tenure. Early quarters fall $8.3M short in total, which no hire could close in time. Growth target, quota growth and ramp come from the pre-audit survey where answered (see Talent), otherwise Greenwake defaults. With Greenwake's expected gains the same target needs 7 hires instead of 15.
What predicts a lost deal here
Closed new-business deals from the last 12 months, split by whether each pattern showed up before the deal closed.
Closed new-business deals from the last 12 months, split by whether each pattern showed up before the deal closed.
| Pattern | Deals with it | Won | Deals without it | Won |
|---|---|---|---|---|
| MEDDPICC incomplete for the stage | 179 | 39% | 25 | 68% |
| No activity for 3+ weeks before closing | 80 | 18% | 181 | 40% |
| Close date pushed twice or more | 77 | 22% | 184 | 38% |
| Only one contact on the deal | 29 | 28% | 232 | 34% |
| Stalled in a stage (2x+ the typical time) | 147 | 37% | 114 | 27% |
Medium priorityRiskAcquisition
No activity for 3+ weeks before closing: those deals won 18% of the time, vs 40% for the rest
$5.1M
Open pipeline showing the top loss pattern
On the last 12 months of closed new-business deals, these patterns showed up well before the loss: MEDDPICC incomplete for the stage 39% vs 68%; no activity for 3+ weeks before closing 18% vs 40%; close date pushed twice or more 22% vs 38%. 36 open deals ($5.1M) show the strongest one today.
What to doMake these patterns the agenda for weekly deal reviews, and stop forecasting deals that show them.
How Greenwake does itThe same patterns drive Greenwake's deal-risk score, recalibrated on each client's own closed deals.
Low priorityGapAcquisition
17 open deals ($1.5M) are past their close date
$1.5M
Pipeline past its close date
These deals inflate the pipeline and the forecast. Each one is either live with a new date or should be closed out.
- Granite Systems Inc.closed by 2026-09-24, still Proposal$359K
- Orchid Media Inc.closed by 2026-09-20, still Demo$257K
- Atlas Labs Inc.closed by 2026-09-08, still Demo$128K
- Granite Energy Inc.closed by 2026-09-17, still Proposal$93K
- Bright Health Inc.closed by 2026-09-25, still Demo$81K
What to doClean the pipeline weekly: update the date with a confirmed next step, or close the deal lost.
How Greenwake does itUpdate-or-close-out plays opened automatically when a close date passes.
Talent
Is the team built, sized and loaded to hit the plan? Needs attention
How the team is organized
From the pre-audit survey "ACME" (35 of 66 questions answered), checked against who actually owns deals and quotas in the CRM. Blank answers are read…
From the pre-audit survey "ACME" (35 of 66 questions answered), checked against who actually owns deals and quotas in the CRM. Blank answers are read from the CRM where possible, otherwise a Greenwake default is used. These answers set who carries which number in the rest of the audit.
The sales team in the CRM: 5 AEs who carry new-business quota, and 3 SDRs (sales or business development reps) who book meetings for them, led by 1 sales development manager. SDRs are left out of AE capacity and attainment; their numbers are under Sales development.
| Question | Answer used | Source | CRM shows |
|---|---|---|---|
| How the revenue team is organized | |||
| CRM | Salesforce | Survey | |
| Sales model | Hunters and farmers | Survey | Hunters and farmers |
| Deal qualification framework | – | Not answered | |
| Expansion owner | Customer Success Managers | Survey | Customer Success Managers |
| Renewal owner | Customer Success Managers | Survey | Customer Success Managers |
| Retention number carried by | Customer Success Managers | Survey | |
| AE-to-AM/CSM handoff (months after close) | 0 | Survey | |
| SDRs or BDRs | Yes | Survey | Yes |
| What SDRs work | Both | Survey | |
| How SDRs pair with AEs | Pods | Survey | |
| SDRs measured on | Meetings held, Pipeline sourced | Survey | |
| SDR weekly meetings goal | 8 | Survey | |
| Quotas and comp | |||
| Motions on quota | New business | Survey | New business |
| Quota measured in | New ARR | Survey | |
| Annual quota increase (tenured reps) | 0% | Survey | |
| Months for a new AE to reach full quota | 9 | Survey | |
| Fiscal year starts | January | Survey | |
| Operating rhythm | |||
| Week kicks off | Monday | Greenwake default | |
| Week wraps up | Friday | Greenwake default | |
| Leadership meeting | – | Not answered | |
| Growth plan | |||
| ARR growth plan | 15% | Survey | |
| ARR target | $85.00M | Survey | |
| ARR target: by fiscal year | 2029 | Survey | |
| Sales hires planned, next 12 months | 3 | Survey | |
| New AEs a manager can onboard per quarter | 1.5 | Greenwake default | |
| Recruiting cap on AE hires per quarter | – | Not answered | |
| AE attrition a year | 32% | Greenwake default | |
| Account manager / CSM attrition a year | 20% | Greenwake default | |
| Teams split by segment | Partly (some roles are split) | Survey | |
| Customers and contracts | |||
| How customers buy | On contracts with renewal dates | Greenwake default | |
| Typical contract term | Annual | Survey | |
| Auto-renewal | Some do | Survey | |
| Pricing model | Per seat / user | Survey | |
| Compensation and costs | |||
| AE on-target earnings (OTE) | $300K | Greenwake default | |
| AE pay mix (base share of OTE) | 50% | Greenwake default | |
| AE level 1: name | Commercial AE | Survey | |
| AE level 1: OTE | $200K | Survey | |
| AE level 1: base share of OTE | 50% | Survey | |
| AE level 1: annual quota | $900K | Survey | |
| AE level 1: share of new hires | 60% | Survey | |
| AE level 2: name | Enterprise AE | Survey | |
| AE level 2: OTE | $320K | Survey | |
| AE level 2: base share of OTE | 50% | Survey | |
| AE level 2: annual quota | $1.50M | Survey | |
| AE level 2: share of new hires | 40% | Survey | |
| AE level 3: name | – | Not answered | |
| AE level 3: OTE | – | Not answered | |
| AE level 3: base share of OTE | – | Not answered | |
| AE level 3: annual quota | – | Not answered | |
| AE level 3: share of new hires | – | Not answered | |
| Guaranteed commission while ramping | No, commission on what they close | Greenwake default | |
| Account manager / CSM OTE | $160K | Greenwake default | |
| Account manager / CSM pay mix (base share) | 80% | Greenwake default | |
| T&E per AE per year | $25K | Greenwake default | |
| T&E per account manager / CSM per year | $10K | Greenwake default | |
| Benefits and payroll taxes | 25% | Greenwake default | |
| AEs per sales manager | 7 | Greenwake default | |
| Where new sales managers come from | Both | Survey | |
| Sales manager OTE | $280K | Greenwake default | |
| AEs per sales engineer | 4 | Greenwake default | |
| Sales engineer OTE | $220K | Greenwake default | |
| How small customers are covered | A named account manager or CSM, like every other customer | Greenwake default | |
| Account managers / CSMs per manager | 8 | Greenwake default | |
| Account management / CS manager OTE | $200K | Greenwake default | |
| Recruiting cost per hire | $30K | Greenwake default | |
| Gross margin | 80% | Greenwake default | |
AEs at quota
0 of 4
tenured, last four quarters
AE pipeline coverage
1.1x–2.9x
next quarter, by AE; target 3x
CS book load
75%–117%
of a full book, by owner
CS capacity used
95%
Performance by team and owner
Which people and teams are strong at which revenue motion, from the same data as the rest of the audit. Green marks the strongest in each column and…
Which people and teams are strong at which revenue motion, from the same data as the rest of the audit. Green marks the strongest in each column and red the weakest, among people with enough history to compare; the average rows give the line to read everyone against. Teams are each person's manager in the CRM.
Retention motion: account owners
| Person | Team | Accounts | Book ARR | GRR, 12 mo | NRR, 12 mo | Lost, 12 mo | At risk now | Share of book at risk | All four relationship standards | Avg health |
|---|---|---|---|---|---|---|---|---|---|---|
| Arjun Okafor | Leo Martins | 32 | $13.2M | 100% | 103% | $20K | $4.8M | 36% | 62% | 69 |
| Omar Rossi | Hannah Brooks | 28 | $5.4M | 98% | 109% | $70K | $218K | 4% | 68% | 96 |
| Tomas Castillo | Priya Shah | 39 | $4.2M | 94% | 102% | $112K | $1.7M | 40% | 69% | 75 |
| Sam Fischer | Leo Martins | 35 | $7.6M | 92% | 97% | $519K | $3.3M | 43% | 71% | 73 |
| Amara Novak | Leo Martins | 33 | $9.1M | 81% | 84% | $1.3M | $1.9M | 21% | 70% | 81 |
| Fatima Haddad | Priya Shah | 25 | $4.7M | 73% | 85% | $1.1M | $1.1M | 23% | 72% | 84 |
| Grant Tanaka | Hannah Brooks | 27 | $6.9M | 57% | 63% | $2.4M | $499K | 7% | 63% | 85 |
| Avery Nguyen | Priya Shah | 31 | $6.3M | 51% | 56% | $2.7M | $105K | 2% | 71% | 94 |
| Average person | 31 | $7.2M | 81% | 87% | $1.0M | $1.7M | 22% | 68% | 82 | |
| Hannah Brooks' team | 55 | $12.4M | 74% | 82% | $2.5M | $717K | 6% | 65% | 90 | |
| Leo Martins' team | 100 | $29.9M | 92% | 95% | $1.9M | $10.0M | 33% | 68% | 73 | |
| Priya Shah's team | 95 | $15.2M | 66% | 73% | $3.9M | $2.9M | 19% | 71% | 86 | |
| Average team | 83 | $19.2M | 77% | 83% | $2.8M | $4.5M | 19% | 68% | 83 |
- Keeping revenue (GRR): strongest Arjun Okafor (100%), weakest Avery Nguyen (51%).
- Growing accounts (NRR): strongest Omar Rossi (109%), weakest Avery Nguyen (56%).
- Relationship coverage: strongest Fatima Haddad (72%), weakest Arjun Okafor (62%).
- Risk carried now (share of their book at High or Critical risk today): strongest Avery Nguyen (2%, $105K of $6.3M), weakest Sam Fischer (43%, $3.3M of $7.6M).
- Teams keeping revenue (GRR): strongest Leo Martins' team (92%), weakest Priya Shah's team (66%).
New business and expansion: AEs
| Person | Team | Deals closed, 12 mo | Win rate | Bookings, 12 mo | Attainment, 4 qtrs | Expansion won, 12 mo | Upside not worked |
|---|---|---|---|---|---|---|---|
| Rowan Blake | Marcus Lee | 76 | 34% | $5.0M | 87% | $525K | $321K |
| Devon Price | Nina Patel | 51 | 47% | $3.4M | 89% | $873K | $328K |
| Casey Morgan | Nina Patel | 62 | 29% | $2.4M | 98% | $548K | $560K |
| Harper Quinn | Marcus Lee | 62 | 24% | $2.2M | 89% | $450K | $285K |
| Sasha Reid ramping | Marcus Lee | 10 | 30% | $61K | – | $0 | $0 |
| Average person | 63 | 34% | $3.2M | 91% | $599K | $373K | |
| Marcus Lee's team | 148 | 30% | $7.2M | 88% | $976K | $605K | |
| Nina Patel's team | 113 | 37% | $5.7M | 94% | $1.4M | $888K |
- Winning new business: strongest Devon Price (47%), weakest Harper Quinn (24%).
- Expanding customers: strongest Devon Price ($873K), weakest Harper Quinn ($450K).
- Expansion left on the table: strongest Harper Quinn ($285K), weakest Casey Morgan ($560K).
At risk now: the ARR of an owner's current customers that the risk score puts at High or Critical today (the same tiers as the Retention tab); it's ranked as a share of their book, so a bigger book doesn't look worse on size alone. Retention metrics follow each account's owner; expansion follows the account's AE (or the opportunity owner). Small books swing more, so read a weakest mark alongside the account count. With more than one team per motion, the team rows compare managers directly.
Books and capacity
Sales and customer success are balanced separately. For AEs, the question is whether pipeline (and any customers they keep) is spread so each can…
Sales and customer success are balanced separately. For AEs, the question is whether pipeline (and any customers they keep) is spread so each can make their number. For account owners, whether each has a book of customers they can actually cover.
Sales: pipeline and book balance
High priorityGapTalent
0 of 4 tenured AEs hit quota over the last four quarters
$1.4M
Bookings short of quota (last four quarters)
Median attainment is 89%. When most of the team misses, the plan or the quota setting is the problem, not individual reps. Casey Morgan 98%; Devon Price 89%; Harper Quinn 89%; Rowan Blake 87%.
What to doRe-check quota against territory potential and pipeline coverage; coach to the deal-risk patterns that lose on this team's history.
How Greenwake does itAttainment, coverage and deal risk per rep in the sales manager's weekly digest.
Medium priorityGapTalent
Sasha Reid is 4 months into ramp with 1.1x coverage on a ramped quota
Quota next quarter is $495K (ramped); 9 deals and $534K closing in it. Below the coverage target, so the ramp is at risk.
What to doGive new hires pipeline to inherit and a 30/60/90 ramp plan with pipeline milestones, not just a quota.
How Greenwake does itRamp tracking per new hire in the sales manager's digest.
| AE | Tenure | Attainment, 4 qtrs | Bookings | Share | Next-quarter quota | Open pipeline | Deals | Coverage | Customers they're on |
|---|---|---|---|---|---|---|---|---|---|
| Casey Morgan | 16 mo | 98% | $2.4M | 18% | $630K | $1.8M | 14 | 2.9x | 68 · $14.5M |
| Devon Price | 19 mo | 89% | $3.4M | 26% | $990K | $2.4M | 13 | 2.5x | 63 · $18.2M |
| Harper Quinn | 36 mo | 89% | $2.2M | 17% | $630K | $1.5M | 17 | 2.4x | 55 · $11.1M |
| Rowan Blake | 57 mo | 87% | $5.0M | 39% | $1.5M | $3.8M | 22 | 2.5x | 64 · $13.8M |
| Sasha Reid | 4 mo | ramping | $61K | 0% | $495K (ramped) | $534K | 9 | 1.1x | 0 · $0 |
Coverage is open new-business pipeline closing next quarter ÷ that quarter's quota (target 3x). Customers they're on: accounts where the AE is named on the account or owns it. How many AEs the growth target needs is the sales capacity plan in Acquisition.
Customer success: coverage and capacity
Whether each account owner has a book they can actually cover. Load weights every account by segment against one owner's capacity; 100% is a full book.
Medium priorityGapTalent
Book load ranges from 75% to 117% of capacity across the CS team
$4.8M
At-risk ARR on overloaded books
1 owner(s) carry more than 115% of a full book and 0 carry less than 75%, weighting each account by segment. Overloaded owners hold $13.2M ARR and $4.8M of the at-risk ARR. Moving only small, low-risk accounts with no renewal in the next 90 days, in two waves: now, 1 accounts ($10K ARR) bring every book inside the band (77%–115%); next quarter, 23 more ($804K) even them out to 92%–98%. Fatima Haddad goes from 75% to 92%.
- Arjun Okafor117% of capacity, 32 accounts, $4.8M at risk$13.2M
What to doMake the wave-1 moves now and wave 2 next quarter (the CS manager reviews each list first), with a warm handoff on every account; then hold every book inside the load band with a monthly review.
How Greenwake does itBook-load view in the manager's weekly digest and a rebalancing proposal that only moves safe accounts.
Book load by account owner
Share of a full book; healthy band 75% to 115% (shaded)
| Owner | Accounts | SMB / MM / Ent | ARR | At-risk ARR | Live touch in 45 days | Load |
|---|---|---|---|---|---|---|
| Arjun Okafor | 32 | 14 / 8 / 10 | $13.2M | $4.8M | 84% | 117% |
| Sam Fischer | 35 | 14 / 16 / 5 | $7.6M | $3.3M | 89% | 110% |
| Amara Novak | 33 | 14 / 13 / 6 | $9.1M | $1.9M | 88% | 107% |
| Avery Nguyen | 31 | 12 / 14 / 5 | $6.3M | $105K | 97% | 100% |
| Tomas Castillo | 39 | 26 / 11 / 2 | $4.2M | $1.7M | 85% | 93% |
| Grant Tanaka | 27 | 15 / 8 / 4 | $6.9M | $499K | 89% | 78% |
| Omar Rossi | 28 | 18 / 6 / 4 | $5.4M | $218K | 89% | 77% |
| Fatima Haddad | 25 | 13 / 8 / 4 | $4.7M | $1.1M | 96% | 75% |
Proposed rebalancing of customer success books, in two waves
Only Low-risk accounts with no renewal in the next 90 days move, smallest first, each to the least-loaded owner. Wave 1 (now) brings every book inside the healthy band; wave 2 (next quarter) evens books out toward the team's average, so customers and owners aren't all reshuffled at once. A starting point for the manager to review, not a decision: an uneven book can be a performance question rather than a capacity one (a strong owner may carry more on purpose; a struggling one may need coaching more than fewer accounts), so keep the moves that fit and skip the ones that don't.
| Wave | Account | Segment | ARR | From | To |
|---|---|---|---|---|---|
| 1 · now | Atlas Robotics Inc. | SMB | $10K | Arjun Okafor | Fatima Haddad |
| 2 · next quarter | Crescent Manufacturing Inc. | SMB | $12K | Arjun Okafor | Omar Rossi |
| 2 · next quarter | Prairie Learning Inc. | SMB | $12K | Arjun Okafor | Fatima Haddad |
| 2 · next quarter | Alder Manufacturing Inc. | SMB | $12K | Arjun Okafor | Grant Tanaka |
| 2 · next quarter | Clearwater Freight Inc. | SMB | $18K | Arjun Okafor | Omar Rossi |
| 2 · next quarter | Redstone Analytics Inc. | Mid-Market | $161K | Arjun Okafor | Fatima Haddad |
| 2 · next quarter | Redstone Freight Inc. | Mid-Market | $167K | Arjun Okafor | Grant Tanaka |
| 2 · next quarter | Redstone Software Inc. | Mid-Market | $264K | Arjun Okafor | Omar Rossi |
| 2 · next quarter | Cobalt Labs Inc. | SMB | $4K | Sam Fischer | Fatima Haddad |
| 2 · next quarter | Cobalt Software Inc. | SMB | $7K | Sam Fischer | Grant Tanaka |
| 2 · next quarter | Pinecrest Insurance Inc. | SMB | $9K | Sam Fischer | Omar Rossi |
| 2 · next quarter | Nimbus Networks Inc. | SMB | $11K | Sam Fischer | Fatima Haddad |
| 2 · next quarter | Orchid Financial Inc. | SMB | $12K | Sam Fischer | Grant Tanaka |
| 2 · next quarter | Alder Media Inc. | SMB | $14K | Sam Fischer | Omar Rossi |
| 2 · next quarter | Cedar Biosciences Inc. | SMB | $14K | Sam Fischer | Fatima Haddad |
| 2 · next quarter | Apex Foods Inc. | SMB | $23K | Sam Fischer | Grant Tanaka |
| 2 · next quarter | Lumen Logistics Inc. | SMB | $3K | Amara Novak | Omar Rossi |
| 2 · next quarter | Driftwood Energy Inc. | SMB | $4K | Amara Novak | Fatima Haddad |
| 2 · next quarter | Juniper Systems Inc. | SMB | $6K | Amara Novak | Grant Tanaka |
| 2 · next quarter | Oakridge Foods Inc. | SMB | $8K | Amara Novak | Omar Rossi |
| 2 · next quarter | Driftwood Analytics Inc. | SMB | $14K | Amara Novak | Fatima Haddad |
| 2 · next quarter | Upland Biosciences Inc. | SMB | $24K | Amara Novak | Grant Tanaka |
| 2 · next quarter | Alder Health Inc. | SMB | $3K | Avery Nguyen | Omar Rossi |
| 2 · next quarter | Atlas Foods Inc. | SMB | $4K | Avery Nguyen | Fatima Haddad |
Load after wave 1: Arjun Okafor 115%, Sam Fischer 110%, Amara Novak 107%, Avery Nguyen 100%, Tomas Castillo 93%, Grant Tanaka 78%, Omar Rossi 77%, Fatima Haddad 77%. After wave 2: Arjun Okafor 98%, Sam Fischer 97%, Amara Novak 97%, Avery Nguyen 97%, Tomas Castillo 93%, Grant Tanaka 92%, Omar Rossi 92%, Fatima Haddad 92%.
Account coverage plan: the next three years
The account-management book in account units (segment-weighted, as above), projected as existing customers renew and new ones move over from sales at…
The account-management book in account units (segment-weighted, as above), projected as existing customers renew and new ones move over from sales at signature. Owners are added to keep each book at 95% of a full one, starting a quarter ahead of the load.
High priorityGapTalent
Covering the customer base as it grows takes 7 more account managers / CSMs over three years
The account-management book grows from 454 to 849 account units as new customers move over at signature and existing ones renew. Keeping each owner at 95% of a full book takes 15 owners by Q3 2029, up from 8 today; the first hire would start Q4 2026. To reach $82.5M ARR by Q3 2029 at today's retention, sales has to sign about 415 new customers in three years (1.7x today's 250), while about 43% of today's book is lost along the way and new customers churn at the same rate. New customers start small (an average first deal of $112K, against $230K for today's customers), so the book an account owner has to cover grows 1.9x while ARR grows 1.4x. 47% of new deals are SMB customers: covering them with a pooled team instead of named owners would take 6 instead of 7 (mid-market and enterprise customers, which take more of an owner's time, drive the rest).
What to doDecide the coverage model for small new customers first (pooled or digital vs a named owner), then add account-management heads on the book's growth, a quarter ahead of the load.
How Greenwake does itBook load per owner in the manager's weekly digest; the coverage plan re-runs with each audit refresh.
Account managers / CSMs needed vs on the team, per quarter
The book grows from 454 to 849 account units; a full book is 60
Owners the book needsOn the team with the planToday's team
| Per head, at the start of each year | Year 1 | Year 2 | Year 3 |
|---|---|---|---|
| Account Executive · heads 5 / 13 / 20 | |||
| Customer ARR held | – | – | – |
| New-business quota | $4.0M | $4.0M | $4.0M |
| Renewal target (book × 90% GRR) | – | – | – |
| Expansion target (book × 15%) | – | – | – |
| Account Manager / CSM · heads 9 / 12 / 14 | |||
| Customer ARR held | $6.4M | $5.4M | $5.2M |
| New-business quota | – | – | – |
| Renewal target (book × 90% GRR) | $5.7M | $4.9M | $4.7M |
| Expansion target (book × 15%) | $958K | $811K | $784K |
New accounts per dollar of new business come from this team's won deals (average $112K, 1.9 account units each). Renewal and expansion targets use the GRR and NRR targets in the method; whoever the survey names as owner carries them.
Hiring schedule: who starts when
Every role the plan adds, by the quarter they start (hires start ahead of the need, so they're ramped when the load or the number arrives). AE starts…
Every role the plan adds, by the quarter they start (hires start ahead of the need, so they're ramped when the load or the number arrives). AE starts are held to what managers can onboard (3–4 a quarter as managers are added), attrition backfills included (32% of AEs and 20% of account managers / CSMs leave a year; backfills for promoted AEs come on top). The team row counts AEs, sales managers, sales engineers, account managers / CSMs and their managers on the plan at each quarter's end; promoted managers move from the AE count to the manager count.
| Year 1 | Year 2 | Year 3 | |||||||||||
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Role | Q4 2026 | Q1 2027 | Q2 2027 | Q3 2027 | Q4 2027 | Q1 2028 | Q2 2028 | Q3 2028 | Q4 2028 | Q1 2029 | Q2 2029 | Q3 2029 | 3 years |
| Commercial AEs | 1 | 1 | 2 | 1 | 1 | 2 | 8 | ||||||
| Enterprise AEs | 1 | 1 | 1 | 1 | 1 | 1 | 6 | ||||||
| AE backfills for attrition | 1 | 1 | 1 | 1 | 1 | 1 | 2 | 1 | 2 | 1 | 2 | 14 | |
| AE backfills for promoted AEs | 1 | 1 | |||||||||||
| Sales managers: promoted | 1 | 1 | |||||||||||
| Sales engineers | 1 | 1 | 1 | 3 | |||||||||
| Account managers / CSMs | 1 | 1 | 1 | 1 | 1 | 1 | 1 | 7 | |||||
| CSM backfills for attrition | 1 | 1 | 1 | 1 | 1 | 1 | 1 | 1 | 8 | ||||
| Starts in the quarter | 1 | 5 | 6 | 3 | 6 | 5 | 7 | 4 | 2 | 4 | 2 | 3 | 48 |
| Team at quarter end | 20 | 23 | 27 | 29 | 33 | 36 | 41 | 42 | 43 | 44 | 44 | 44 | |
The team today and as the plan builds it
Reporting lines from the CRM today, then where each hire in the plan would sit at the end of each year: new AEs and account managers fill their…
Reporting lines from the CRM today, then where each hire in the plan would sit at the end of each year: new AEs and account managers fill their managers up to the span from the pre-audit survey, and new manager seats open as the team outgrows them. At one manager per 7 AEs the team grows from 2 to 3 sales managers: the plan promotes Rowan Blake (Q1 2028) and backfills the seat.
31 people: Customer Success Manager (8), Account Executive (5), Customer Success Manager, Team Lead (3), Sales Manager (2), VP Customer Success (1), Support Operations Lead (1).
Jordan HaleChief Revenue Officer
Jamie RoweVP Sales
Marcus LeeSales Manager
Harper QuinnAccount Executive
Rowan BlakeAccount Executive
Sasha ReidAccount Executive
Nina PatelSales Manager
Casey MorganAccount Executive
Devon PriceAccount Executive
Tess RomeroSales Development Manager
Jules OrtegaSales Development Representative
Kai BrennanBusiness Development Rep
Mila SorensenSDR
Morgan EllisVP Customer Success
Hannah BrooksCustomer Success Manager, Team Lead
Grant TanakaCustomer Success Manager
Omar RossiCustomer Success Manager
Leo MartinsCustomer Success Manager, Team Lead
Amara NovakCustomer Success Manager
Arjun OkaforCustomer Success Manager
Sam FischerCustomer Success Manager
Priya ShahCustomer Success Manager, Team Lead
Avery NguyenCustomer Success Manager
Fatima HaddadCustomer Success Manager
Tomas CastilloCustomer Success Manager
Riley ChenSupport Operations Lead
Ana FerreiraTechnical Support Specialist
Grace KimSenior Support Engineer
Malik OseiCustomer Support Representative
Theo LindqvistSupport Engineer
Quinn AlvarezRevOps Manager
40 people, 9 of them open seats from the plan: Customer Success Manager (11), Enterprise AE (7), Commercial AE (4), Customer Success Manager, Team Lead (3), Sales Manager (2), VP Customer Success (1).
Jordan HaleChief Revenue Officer
Jamie RoweVP Sales
Marcus LeeSales Manager
Harper QuinnEnterprise AE
Rowan BlakeEnterprise AE
Sasha ReidEnterprise AE
Open seatCommercial AEStarts Q2 2027
Open seatCommercial AEStarts Q3 2027
Nina PatelSales Manager
Casey MorganEnterprise AE
Devon PriceEnterprise AE
Open seatCommercial AEStarts Q1 2027
Open seatEnterprise AEStarts Q1 2027
Open seatEnterprise AEStarts Q2 2027
Open seatCommercial AEStarts Q3 2027
Tess RomeroSales Development Manager
Jules OrtegaSales Development Representative
Kai BrennanBusiness Development Rep
Mila SorensenSDR
Morgan EllisVP Customer Success
Hannah BrooksCustomer Success Manager, Team Lead
Grant TanakaCustomer Success Manager
Omar RossiCustomer Success Manager
Open seatCustomer Success ManagerStarts Q4 2026
Leo MartinsCustomer Success Manager, Team Lead
Amara NovakCustomer Success Manager
Arjun OkaforCustomer Success Manager
Sam FischerCustomer Success Manager
Open seatCustomer Success ManagerStarts Q2 2027
Priya ShahCustomer Success Manager, Team Lead
Avery NguyenCustomer Success Manager
Fatima HaddadCustomer Success Manager
Tomas CastilloCustomer Success Manager
Open seatCustomer Success ManagerStarts Q1 2027
Riley ChenSupport Operations Lead
Ana FerreiraTechnical Support Specialist
Grace KimSenior Support Engineer
Malik OseiCustomer Support Representative
Theo LindqvistSupport Engineer
Quinn AlvarezRevOps Manager
51 people, 20 of them open seats from the plan: Customer Success Manager (13), Enterprise AE (11), Commercial AE (8), Sales Manager (3), Customer Success Manager, Team Lead (3), VP Customer Success (1).
Jordan HaleChief Revenue Officer
Jamie RoweVP Sales
Marcus LeeSales Manager
Harper QuinnEnterprise AE
Sasha ReidEnterprise AE
Open seatEnterprise AEStarts Q2 2027
Open seatCommercial AEStarts Q4 2027
Open seatEnterprise AEStarts Q1 2028
Open seatEnterprise AEStarts Q1 2028, backfill for Rowan Blake
Nina PatelSales Manager
Casey MorganEnterprise AE
Devon PriceEnterprise AE
Open seatCommercial AEStarts Q2 2027
Open seatCommercial AEStarts Q3 2027
Open seatCommercial AEStarts Q1 2028
Open seatCommercial AEStarts Q2 2028
Open seatEnterprise AEStarts Q3 2028
Tess RomeroSales Development Manager
Jules OrtegaSales Development Representative
Kai BrennanBusiness Development Rep
Mila SorensenSDR
Rowan BlakeSales ManagerPromoted from AE, Q1 2028
Open seatCommercial AEStarts Q1 2027
Open seatEnterprise AEStarts Q1 2027
Open seatCommercial AEStarts Q3 2027
Open seatEnterprise AEStarts Q4 2027
Open seatCommercial AEStarts Q2 2028
Open seatEnterprise AEStarts Q2 2028
Morgan EllisVP Customer Success
Hannah BrooksCustomer Success Manager, Team Lead
Grant TanakaCustomer Success Manager
Omar RossiCustomer Success Manager
Open seatCustomer Success ManagerStarts Q4 2026
Open seatCustomer Success ManagerStarts Q4 2027
Leo MartinsCustomer Success Manager, Team Lead
Amara NovakCustomer Success Manager
Arjun OkaforCustomer Success Manager
Sam FischerCustomer Success Manager
Open seatCustomer Success ManagerStarts Q2 2027
Priya ShahCustomer Success Manager, Team Lead
Avery NguyenCustomer Success Manager
Fatima HaddadCustomer Success Manager
Tomas CastilloCustomer Success Manager
Open seatCustomer Success ManagerStarts Q1 2027
Open seatCustomer Success ManagerStarts Q2 2028
Riley ChenSupport Operations Lead
Ana FerreiraTechnical Support Specialist
Grace KimSenior Support Engineer
Malik OseiCustomer Support Representative
Theo LindqvistSupport Engineer
Quinn AlvarezRevOps Manager
53 people, 22 of them open seats from the plan: Customer Success Manager (15), Enterprise AE (11), Commercial AE (8), Sales Manager (3), Customer Success Manager, Team Lead (3), VP Customer Success (1).
Jordan HaleChief Revenue Officer
Jamie RoweVP Sales
Marcus LeeSales Manager
Harper QuinnEnterprise AE
Sasha ReidEnterprise AE
Open seatEnterprise AEStarts Q2 2027
Open seatCommercial AEStarts Q4 2027
Open seatEnterprise AEStarts Q1 2028
Open seatEnterprise AEStarts Q1 2028, backfill for Rowan Blake
Nina PatelSales Manager
Casey MorganEnterprise AE
Devon PriceEnterprise AE
Open seatCommercial AEStarts Q2 2027
Open seatCommercial AEStarts Q3 2027
Open seatCommercial AEStarts Q1 2028
Open seatCommercial AEStarts Q2 2028
Open seatEnterprise AEStarts Q3 2028
Tess RomeroSales Development Manager
Jules OrtegaSales Development Representative
Kai BrennanBusiness Development Rep
Mila SorensenSDR
Rowan BlakeSales ManagerPromoted from AE, Q1 2028
Open seatCommercial AEStarts Q1 2027
Open seatEnterprise AEStarts Q1 2027
Open seatCommercial AEStarts Q3 2027
Open seatEnterprise AEStarts Q4 2027
Open seatCommercial AEStarts Q2 2028
Open seatEnterprise AEStarts Q2 2028
Morgan EllisVP Customer Success
Hannah BrooksCustomer Success Manager, Team Lead
Grant TanakaCustomer Success Manager
Omar RossiCustomer Success Manager
Open seatCustomer Success ManagerStarts Q4 2026
Open seatCustomer Success ManagerStarts Q4 2027
Open seatCustomer Success ManagerStarts Q1 2029
Leo MartinsCustomer Success Manager, Team Lead
Amara NovakCustomer Success Manager
Arjun OkaforCustomer Success Manager
Sam FischerCustomer Success Manager
Open seatCustomer Success ManagerStarts Q2 2027
Open seatCustomer Success ManagerStarts Q4 2028
Priya ShahCustomer Success Manager, Team Lead
Avery NguyenCustomer Success Manager
Fatima HaddadCustomer Success Manager
Tomas CastilloCustomer Success Manager
Open seatCustomer Success ManagerStarts Q1 2027
Open seatCustomer Success ManagerStarts Q2 2028
Riley ChenSupport Operations Lead
Ana FerreiraTechnical Support Specialist
Grace KimSenior Support Engineer
Malik OseiCustomer Support Representative
Theo LindqvistSupport Engineer
Quinn AlvarezRevOps Manager
On the team todayOpen seat in the planPromoted from within
The cost of the team plan
The headcount business case: what the capacity and coverage plans cost each year, fully loaded and including the managers and sales engineers that…
The headcount business case: what the capacity and coverage plans cost each year, fully loaded and including the managers and sales engineers that come with them, and what the new AEs bring back. Pay, pay mix, T&E, benefits and recruiting come from the pre-audit survey or Greenwake defaults (listed below).
High priorityOpportunityTalent
The hiring plan costs $15.1M over three years; Greenwake's gains would save $6.3M of it
$6.3M
Hiring cost Greenwake saves over three years
Fully loaded (base, commission, benefits and taxes, T&E, recruiting), the plan's 15 AEs, 7 account managers / CSMs, 1 sales manager and 3 sales engineers cost $15.1M over three years. The new AEs book $21.5M of new ARR in that time and, with the managers and sales engineers added alongside them, pay back their $11.4M cost in Q3 2029 on gross profit. Across the hiring mix, a ramped AE costs $448K a year with their share of management and sales engineering, and books $1.0M at today's 90% attainment: a 7-month payback on gross profit. Each new AE costs $217K before reaching full quota. With Greenwake's retention, expansion and win-rate gains the same growth needs 7 new AEs instead of 15.
What to doTake the business case to finance by year: cost, new ARR, payback. Hire in the quarters the plan shows, and re-check attainment before each hiring wave.
How Greenwake does itCapacity and cost plan re-run each quarter on actual attainment, ramp, comp and hiring.
Hiring plan cost
$15.1M
three years · 15 AEs, 7 AMs / CSMs, 4 managers / SEs
New ARR from new AEs
$21.5M
booked over three years
Plan pays back
Q3 2029
on gross profit, new AEs
Saved with Greenwake
$6.3M
7 new AEs instead of 15
New AEs: cumulative cost vs gross profit back
Gross profit at 80% margin as their booked ARR is recognized; cost fully loaded, including recruiting and ramp
Cumulative cost of new AEs, their managers and SEsCumulative gross profit from their bookings
| By year | Year 1 | Year 2 | Year 3 |
|---|---|---|---|
| Cost | |||
| Today's AEs | $2.4M | $1.9M | $1.8M |
| Today's account managers / CSMs | $1.7M | $1.7M | $1.7M |
| Today's managers and sales engineers (one per span) | $2.1M | $2.1M | $2.1M |
| New AEs: base salary | $375K | $1.5M | $1.9M |
| New AEs: commission | $120K | $804K | $1.4M |
| New AEs: benefits and payroll taxes | $124K | $580K | $833K |
| New AEs: T&E | $75K | $300K | $375K |
| New AEs: recruiting | $180K | $270K | – |
| New sales managers (1, one per 7 AEs; 1 promoted from within, their seats backfilled) | – | $281K | $375K |
| New sales engineers (3, one per 4 AEs) | $180K | $810K | $900K |
| New account managers / CSMs (7; loaded, T&E, recruiting) | $562K | $1.0M | $1.5M |
| New account management managers (0) | – | – | – |
| Backfilling attrition: recruiting (14 AEs, 8 account managers / CSMs) | $150K | $240K | $270K |
| Total sales and success headcount | $7.9M | $11.6M | $13.2M |
| Return | |||
| New ARR booked by the whole AE team | $10.4M | $14.8M | $19.6M |
| … of which by new AEs | $1.1M | $7.4M | $13.0M |
| New ARR per $1 of AE cost | $3.21 | $2.73 | $3.10 |
| With Greenwake | |||
| New AEs (7 instead of 15) with their managers and SEs | $562K | $2.2M | $2.4M |
| Saved | $492K | $2.3M | $3.4M |
Unit economics
| Costs | Brings | Payback / ratio | |
|---|---|---|---|
| One ramped Commercial AE | $262K a year loaded ($200K OTE, 50% base) | $810K new ARR a year (90% of a $900K quota; 4.5x OTE); 8 of the 15 hires | 5 months on gross profit |
| One ramped Enterprise AE | $405K a year loaded ($320K OTE, 50% base) | $1.3M new ARR a year (90% of a $1.5M quota; 4.7x OTE); 7 of the 15 hires | 5 months on gross profit |
| Ramping a new AE | $217K before full quota, recruiting included | $1.3M booked during the ramp | |
| One account manager / CSM | $210K a year loaded | covers $6.4M of customer ARR | 3% of the ARR they cover |
Inputs: Commercial AE: $200K OTE, 50% base, $900K quota, 60% of hires; Enterprise AE: $320K OTE, 50% base, $1.5M quota, 40% of hires; Guaranteed commission while ramping No, commission on what they close (Greenwake default); Where new sales managers come from Both; Account manager / CSM OTE $160K (Greenwake default); Account manager / CSM pay mix (base share) 80% (Greenwake default); T&E per AE per year $25K (Greenwake default); T&E per account manager / CSM per year $10K (Greenwake default); Benefits and payroll taxes 25% (Greenwake default); Recruiting cost per hire $30K (Greenwake default); AEs per sales manager 7 (Greenwake default); Sales manager OTE $280K (Greenwake default); AEs per sales engineer 4 (Greenwake default); Sales engineer OTE $220K (Greenwake default); Account managers / CSMs per manager 8 (Greenwake default); Account management / CS manager OTE $200K (Greenwake default); Gross margin 80% (Greenwake default). Commission is paid on bookings at the plan rate (variable OTE ÷ a full yearly quota); account managers' variable pay is modeled at target, as are managers and sales engineers (T&E at the AE or AM rate). Pay is held flat for three years. Payback counts the new AEs plus the managers and sales engineers added with them; it leaves out marketing and tools, so a full CAC payback will be longer.
The same plan comes as a live Excel workbook (Talent Business Case) for finance: change pay, ramp, attainment or any hire's start quarter and the cost, new ARR and payback recalculate.
Assumptions behind the plan
Everything the hiring plan and the business case rest on: the value used, where it came from, the published benchmark where there is one, and what…
Everything the hiring plan and the business case rest on: the value used, where it came from, the published benchmark where there is one, and what the plan does if the assumption is off (each moved on its own, everything else held). As planned: 15 AE hires and 14 backfills over three years, $8.3M of new business short of the target, plan cost $15.1M.
| Assumption | Used | Source | Benchmark | If lower | If higher |
|---|---|---|---|---|---|
| Attainment of quota | 90% | Your CRM: tenured AEs, last four quarters | On average 66% of reps in a team hit quota. The Bridge Group, SaaS AE Metrics report (via Jiminny's summary) | 80%: 20 AE hires, 16 backfills; $10.6M short; plan cost $17.0M (+$1.9M) | 100%: 8 AE hires, 11 backfills; $7.8M short; plan cost $10.4M (−$4.7M) |
| Ramp to full quota | 9 months | Your survey | Average AE ramp 5.3–5.7 months. The Bridge Group, SaaS AE Metrics reports (2022, 2024) | 6 months: 9 AE hires, 11 backfills; $7.3M short; plan cost $11.1M (−$4.1M) | 12 months: 20 AE hires, 16 backfills; $10.3M short; plan cost $17.0M (+$1.9M) |
| Quota ÷ OTE | Commercial AE 4.5x, Enterprise AE 4.7x | Your survey | Median AE quota $740K on $167K OTE ($90K base + $77K variable): about 4.4x OTE, a 54/46 pay mix. The Bridge Group, SaaS AE Metrics report (via Jiminny's summary) | ||
| AE attrition a year | 32% | Greenwake default | Median AE attrition 32% a year (20% voluntary, 12% involuntary; promotions excluded). The Bridge Group, SaaS AE Metrics report (via Jiminny's summary) | 22%: 9 AE hires, 8 backfills; $8.3M short; plan cost $11.1M (−$4.0M) | 42%: 17 AE hires, 19 backfills; $9.1M short; plan cost $15.4M (+$231K) |
| Seat open after a departure | 45 days | Greenwake default | AE roles take about 44–58 days to fill. Stealth Agents, citing The Bridge Group 2024 (secondary source) | 22 days: 14 AE hires, 13 backfills; $7.9M short; plan cost $14.7M (−$407K) | 90 days: 17 AE hires, 15 backfills; $9.1M short; plan cost $15.9M (+$753K) |
| New AEs a manager onboards a quarter | 1.5 (so 3–4 AE starts a quarter) | Greenwake default | Judgment, no published benchmark. No published benchmark. A manager running about seven reps can onboard and coach one or two new hires at a time without the team's numbers suffering | 1: 14 AE hires, 11 backfills; $11.8M short; plan cost $10.9M (−$4.2M) | 2: 14 AE hires, 14 backfills; $7.3M short; plan cost $16.4M (+$1.2M) |
| AEs per sales manager | 7 | Greenwake default | First-line sales managers average 8.5 direct reports (range 2–38); fewer for complex, field and enterprise selling. The Alexander Group | 5: 16 AE hires, 14 backfills; $9.6M short; plan cost $17.9M (+$2.8M) | 9: 11 AE hires, 12 backfills; $9.0M short; plan cost $12.0M (−$3.2M) |
| Account manager / CSM attrition a year | 20% | Greenwake default | Judgment, no published benchmark. No authoritative published benchmark (secondary sources put CSM turnover at 25–28%). Ask the client for their own | ||
| A full account-owner book | 60 account units, planned at 95% | Greenwake default | Judgment, no published benchmark. A full book is 60 account units (SMB 1, mid-market 2, enterprise 4); set with each client from their own coverage model | ||
| Small-customer coverage | named | Greenwake default | Judgment, no published benchmark. A pooled owner covers about 2.5x a named owner's small accounts, digital about 6.5x; set with each client | ||
| Greenwake's gains (our assumptions, not yet measured: the plan uses the conservative case) | |||||
| At-risk renewals saved (of those flagged in time) | 15% | Greenwake assumption (conservative; expected 30%) | No outside benchmark: design-partner results will measure it. Detection is measured on your data: the backtest flagged 21 of 30 churned customers at least 90 days out. The share saved is our assumption. | No gains: hiring alone, 15 hires, $78.1M by Q3 2029; as planned: 7 hires, $81.6M | Expected case: 3 hires, $82.0M by Q3 2029 |
| Identified expansion captured a year | 20% | Greenwake assumption (conservative; expected 40%) | No outside benchmark: design-partner results will measure it. | ||
| Lift on the existing expansion rate | 5% | Greenwake assumption (conservative; expected 10%) | No outside benchmark: design-partner results will measure it. | ||
| Win-rate lift on new business | 5% | Greenwake assumption (conservative; expected 10%) | No outside benchmark: design-partner results will measure it. | ||
| Churn avoided by closing relationship gaps | 5% | Greenwake assumption (conservative; expected 10%) | No outside benchmark: design-partner results will measure it. | ||
Survey answers replace Greenwake defaults wherever the client gives them; every default here can be set with the client before the readout. The sensitivity runs move one assumption at a time through the same plan, hiring pace included, so they show which assumptions the answer actually depends on.
Tech
Do the systems and data actually support the other four pillars? Needs attention
Capabilities covered
8 of 20
across the four motions
GTM tool spend
$814K
14 tools a year
Unused or duplicated
$179K
a year, recoverable
Signal data not in the CRM
2
tools not connected
Capabilities by motion
Ranked by what this audit found: Get value from Loyalty Desk or cut it (customer success platform), because at-risk accounts are still rated Green…
High priorityGapTech
4 capability gaps in the stack are holding back acquisition, expansion and retention
Ranked by what this audit found: Get value from Loyalty Desk or cut it (customer success platform), because at-risk accounts are still rated Green and too many accounts have gone without a live touch and CS books are unevenly loaded; Add contact signals and social activity, because too many accounts have gone without a live touch and a large share of open pipeline shows deal-risk signals; Add pipeline inspection and forecasting, because Commit-forecast renewals sit on high-risk accounts and open deals sit past their close dates.
What to doClose the gaps in priority order. Connect what's already paid for before buying anything new.
How Greenwake does itCapability map in this audit, re-scored as the stack and the findings change.
Capability map
The jobs each motion needs the stack to do, and whether the current tools do them. Capabilities that serve several motions appear under each.
The jobs each motion needs the stack to do, and whether the current tools do them. Capabilities that serve several motions appear under each.
Acquisition
Account and contact dataCovered
Datafill
e.g. ZoomInfo, Apollo.io, Cognism
Contact signals and social activityMissing
No tool
e.g. LinkedIn Sales Navigator, UserGems, Common Room
Intent and account prioritizationNot connected
Signalscope
e.g. 6sense, Demandbase, Bombora
Outbound sequencingCovered
Cadence One, Outreachly
e.g. Outreach, Salesloft, Apollo.io
Lead routing and schedulingMissing
No tool
e.g. LeanData, Chili Piper, Default
Conversation intelligenceNot connected
Callwise
e.g. Gong, Chorus, Clari Copilot
Pipeline inspection and forecastingMissing
No tool
e.g. Clari, BoostUp, Gong Forecast
Quoting and contractsCovered
Quotient
e.g. Salesforce Revenue Cloud, DealHub, Ironclad
Marketing automationCovered
Campaign Hub
e.g. HubSpot Marketing Hub, Adobe Marketo Engage, Salesforce Account Engagement
Expansion
Account and contact dataCovered
Datafill
e.g. ZoomInfo, Apollo.io, Cognism
Contact signals and social activityMissing
No tool
e.g. LinkedIn Sales Navigator, UserGems, Common Room
Intent and account prioritizationNot connected
Signalscope
e.g. 6sense, Demandbase, Bombora
Conversation intelligenceNot connected
Callwise
e.g. Gong, Chorus, Clari Copilot
Quoting and contractsCovered
Quotient
e.g. Salesforce Revenue Cloud, DealHub, Ironclad
Marketing automationCovered
Campaign Hub
e.g. HubSpot Marketing Hub, Adobe Marketo Engage, Salesforce Account Engagement
Product usage analyticsCovered
Tracepoint
e.g. Amplitude, Mixpanel, Pendo
Product-led sales signalsMissing
No tool
e.g. Pocus
Billing and subscriptionsCovered
Billwise
e.g. Stripe Billing, Chargebee, Zuora
Customer advocacy and referencesMissing
No tool
e.g. Influitive, UserEvidence, G2
Customer success platformUnder-used
Loyalty Desk
e.g. Gainsight, Totango, ChurnZero
Surveys and NPSUnder-used
Pulsecheck
e.g. Qualtrics, Medallia, SurveyMonkey
Digital adoption and in-app guidanceMissing
No tool
e.g. Pendo, WalkMe, Appcues
Retention
Contact signals and social activityMissing
No tool
e.g. LinkedIn Sales Navigator, UserGems, Common Room
Conversation intelligenceNot connected
Callwise
e.g. Gong, Chorus, Clari Copilot
Product usage analyticsCovered
Tracepoint
e.g. Amplitude, Mixpanel, Pendo
Billing and subscriptionsCovered
Billwise
e.g. Stripe Billing, Chargebee, Zuora
Customer success platformUnder-used
Loyalty Desk
e.g. Gainsight, Totango, ChurnZero
Support deskCovered
Helpline
e.g. Zendesk, Intercom, Freshdesk
Surveys and NPSUnder-used
Pulsecheck
e.g. Qualtrics, Medallia, SurveyMonkey
Digital adoption and in-app guidanceMissing
No tool
e.g. Pendo, WalkMe, Appcues
Foundation
System of recordCovered
Ledgerline CRM
e.g. Salesforce, HubSpot, Microsoft Dynamics 365
Data warehouse and syncMissing
No tool
e.g. Snowflake, BigQuery, Hightouch
Reporting and BIUnder-used
Lens BI
e.g. Tableau, Power BI, Looker
What to do first
Example vendors are illustrations, not endorsements, as of 2026-09. The market moves quickly; verify current offerings before shortlisting.
| Priority | Action | Why | Feeds in Greenwake | Greenwake's role |
|---|---|---|---|---|
| High | Get value from Loyalty Desk or cut it | at-risk accounts are still rated Green; too many accounts have gone without a live touch; CS books are unevenly loaded | CSM activity and health judgement. | Greenwake's evidence-based risk score, owned plays and digests overlap with health scoring and playbooks; a CS platform adds the CSM workspace and scaled programs. |
| High | Add contact signals and social activity | too many accounts have gone without a live touch; a large share of open pipeline shows deal-risk signals | Champion departures and new contacts; recent public activity for the personal opener in each draft (Contact_Public_Activity). | Greenwake opens plays when a champion leaves or an account goes quiet, and Sadie drafts the outreach; contact signals catch departures sooner and give every draft a personal opener built on what the contact actually posted, instead of a prompt for the rep to go and look. |
| High | Add pipeline inspection and forecasting | Commit-forecast renewals sit on high-risk accounts; open deals sit past their close dates | Deal-change history (slipping and stalled deals). | Greenwake's deal-risk score and forecast-exposure check cover risk; a forecasting tool adds the roll-up and call process. |
| Medium | Connect Callwise to the CRM | deals lost on this team's own history show qualification and engagement patterns; a large share of open pipeline shows deal-risk signals | Qualification (MEDDPICC) from calls instead of hand-entered fields; engagement on deals and renewals. | Greenwake flags qualification gaps from CRM fields; call data would fill them automatically. |
| Low | Connect Signalscope to the CRM | pipeline coverage is below target for some reps | Prospect prioritization; growth-event signals on customers (planned in Greenwake). | Greenwake measures coverage and conversion; intent decides where new pipeline should come from. |
| Low | Add customer advocacy and references | promoters with executive sponsors aren't being used as references | Advocate signal follow-through. | Greenwake finds the advocates and opens reference plays; an advocacy tool runs the program at scale. |
Example vendors are illustrations, not endorsements, as of 2026-09. The market moves quickly; verify current offerings before shortlisting.
What you're missing, and what to try next
Your stack against the Greenwake GTM Landscape (first edition, 2026-10): a curated guide to the 15,384-tool market, refreshed every quarter. Tools…
Your stack against the Greenwake GTM Landscape (first edition, 2026-10): a curated guide to the 15,384-tool market, refreshed every quarter. Tools are named, not endorsed. Newer and AI-native options are marked.
| Gap | Why it matters here | Worth a look |
|---|---|---|
| High Get value from Loyalty Desk or cut it | at-risk accounts are still rated Green; too many accounts have gone without a live touch; CS books are unevenly loaded | GainsightTotangoVitallyPlanhat |
| High Add contact signals and social activity | too many accounts have gone without a live touch; a large share of open pipeline shows deal-risk signals | LinkedIn Sales NavigatorUserGemsCommon RoomChampify |
| High Add pipeline inspection and forecasting | Commit-forecast renewals sit on high-risk accounts; open deals sit past their close dates | ClariGong ForecastBoostUpAviso |
| Medium Connect Callwise to the CRM | deals lost on this team's own history show qualification and engagement patterns; a large share of open pipeline shows deal-risk signals | GongChorus (ZoomInfo)AvomaAttention |
| Low Connect Signalscope to the CRM | pipeline coverage is below target for some reps | 6senseDemandbaseBomboraG2 Buyer Intent |
| Low Add customer advocacy and references | promoters with executive sponsors aren't being used as references | G2TrustRadiusUserEvidenceInfluitive |
Newer categories worth knowing
Categories that barely existed a few years ago, ranked by what this audit found. None is in your stack today.
| Category | Why now | Examples |
|---|---|---|
| Territory and capacity planning | Territories and capacity planned against the growth target. | AnaplanVaricentFullcast |
| AI prospecting and account agents | AI agents can build pipeline without adding headcount. | 11xArtisanAiSDR |
| AI coaching and role-play | Reps can practise the qualification and discovery gaps the audit found. | Mindtickle (AI role-play)HyperboundSecond Nature |
| Enablement and content | The right content at the right stage closes qualification gaps. | HighspotSeismicMindtickle |
| Sales compensation | Pay plans that reward the motions the plan depends on. | Spiff (Salesforce)VaricentCaptivateIQ |
The pilot for this quarter
Contact signals
Add contact signals and social activity. Too many accounts have gone without a live touch; a large share of open pipeline shows deal-risk signals.
Trial
LinkedIn Sales NavigatorUserGemsCommon Room
Length60 days, one team
Success metricAccounts with an active champion
Baseline today90%
Sadie measures the metric weekly through the pilot; the next quarterly Tech review reports whether it moved and recommends adopt, extend or drop.
Spend, use and connections
5 tools run below 70% seat use, and 1 category has more than one tool (Sales engagement: Outreachly alongside Cadence One).
Medium priorityOpportunityTech
$179K a year of the $814K GTM tool spend is unused or duplicated
$179K
Annual tool spend recoverable
5 tools run below 70% seat use, and 1 category has more than one tool (Sales engagement: Outreachly alongside Cadence One).
- Loyalty DeskCustomer success platform: 9 of 20 seats used (45%)$40K
- SignalscopeIntent data: 3 of 10 seats used (30%)$34K
- CallwiseConversation intelligence: 18 of 45 seats used (40%)$31K
- Lens BIBI and reporting: 14 of 60 seats used (23%)$28K
- PulsecheckCustomer surveys: 5 of 10 seats used (50%)$9K
What to doRight-size seats at each renewal and consolidate duplicate tools; reinvest in the integrations below.
How Greenwake does itTool-renewal alerts with a recommendation, in the RevOps weekly digest.
Medium priorityGapTech
2 tools hold signal data that never reaches the CRM
The data exists but the team can't act on it where they work. Callwise (Conversation intelligence) leaves blind: Qualification (MEDDPICC) from calls instead of hand-entered fields; engagement on deals and renewals; Signalscope (Intent data) leaves blind: Prospect prioritization; growth-event signals on customers (planned in Greenwake).
- CallwiseConversation intelligence, 40% used, not connected$52K
- SignalscopeIntent data, 30% used, not connected$48K
What to doConnect these feeds to the CRM before buying anything new; they unlock signals already paid for.
How Greenwake does itGreenwake's signals switch on as each feed lands; data readiness tracks it.
Low priorityOpportunityTech
1 tool renewal in the next 90 days needs a decision first
$28K
Recoverable at these renewals
Lens BI renews 2026-11-14: cut to ~15 seats or replace; only 23% of seats used.
What to doDecide before the auto-renewal date, not after.
How Greenwake does itRenewal alerts 90 days out in the RevOps weekly digest.
| Tool | Category | Annual cost | Seats used | Use | Feeds CRM | Renews | Flag |
|---|---|---|---|---|---|---|---|
| Ledgerline CRM | CRM | $182K | 109 / 120 | 91% | Yes | 2027-03-08 | |
| Tracepoint | Product analytics | $90K | 23 / 30 | 77% | Yes | 2027-09-04 | |
| Loyalty Desk | Customer success platform | $72K | 9 / 20 | 45% | Yes | 2027-09-17 | Low use |
| Cadence One | Sales engagement | $64K | 32 / 40 | 80% | Yes | 2027-02-28 | |
| Campaign Hub | Marketing automation | $60K | 10 / 12 | 83% | Yes | 2027-01-16 | |
| Helpline | Support desk | $56K | 33 / 35 | 94% | Yes | 2027-03-08 | |
| Callwise | Conversation intelligence | $52K | 18 / 45 | 40% | No | 2027-06-24 | Low use, Not connected |
| Signalscope | Intent data | $48K | 3 / 10 | 30% | No | 2027-03-28 | Low use, Not connected |
| Billwise | Billing | $40K | 7 / 8 | 88% | Yes | 2027-01-06 | |
| Outreachly | Sales engagement | $38K | 8 / 25 | 32% | Yes | 2027-04-11 | Duplicate, Low use |
| Lens BI | BI and reporting | $36K | 14 / 60 | 23% | Yes | 2026-11-14 | Low use |
| Datafill | Data enrichment | $30K | 11 / 15 | 73% | Yes | 2027-03-14 | |
| Quotient | CPQ | $28K | 17 / 20 | 85% | Yes | 2026-11-18 | |
| Pulsecheck | Customer surveys | $18K | 5 / 10 | 50% | Yes | 2027-05-27 | Low use |
From the client's tool inventory (one row per tool: cost, seats, 30-day active users, CRM connection, renewal date). Use below 70% of seats counts as low; the saving counts each tool once.
Revenue outlook: with and without Greenwake
Where ARR is heading by motion if today's rates hold: what today's customers keep (retention), what they add (expansion), and what new business brings in (acquisition), compared with the same business run on Greenwake. These are expected values from your own rates, not a guarantee.
High priorityOpportunityOutlook
On its current path ARR grows to $66.6M in 36 months (from $57.5M today); with Greenwake's conservative gains it ends at $74.5M, $7.9M higher
$7.9M
More ARR at month 36 (conservative case)
Carrying today's rates forward to month 36: today's customers keep $31.2M of their current ARR, expansion adds $6.0M, and new business at today's funnel rates, stage by stage adds $29.3M. With Greenwake (conservative case, the one the plan uses): $34.7M retained, $7.6M from expansion and $32.1M from new business, $74.5M in all; the expected case ends at $82.6M. Cumulative revenue difference over 36 months (conservative): $12.8M. Churn takes about 18% of renewing ARR a year while expansion, price uplift and new business add about 25%. ARR grows on the current path already; Greenwake widens the gap.
What to doAct on the early-warning signals, the expansion already visible, and the deals at risk, starting now; the gap compounds.
How Greenwake does itThe full Greenwake loop across retention, expansion and acquisition: signals, owned plays, escalation, measured outcomes.
Projected ARR
$57.5M today; current path vs with Greenwake (conservative gains; the band is the upside to expected) at 3 months, 12 months, 24 months, 36 months
With Greenwake (conservative gains)Upside if the gains reach expectedCurrent trajectory
By motion
What today's customers keep (retention), what they add (expansion), and new business won (acquisition): current path vs with Greenwake (conservative gains) over 36 months
Retention
$57.5M today
Expansion
$0 today
Acquisition
$0 today
| Horizon | Scenario | Retention | Expansion | Acquisition | Total ARR | vs current path |
|---|---|---|---|---|---|---|
| 3 months | Current path | $54.5M | $699K | $2.6M | $57.8M | |
| Greenwake, conservative | $54.9M | $790K | $2.7M | $58.4M | +$546K | |
| Greenwake, expected | $55.3M | $880K | $2.8M | $58.9M | +$1.1M | |
| 12 months | Current path | $43.5M | $2.8M | $11.3M | $57.6M | |
| Greenwake, conservative | $45.7M | $3.2M | $11.8M | $60.8M | +$3.2M | |
| Greenwake, expected | $47.7M | $3.7M | $12.4M | $63.8M | +$6.3M | |
| 24 months | Current path | $37.7M | $4.7M | $20.7M | $63.1M | |
| Greenwake, conservative | $40.6M | $5.7M | $22.3M | $68.5M | +$5.4M | |
| Greenwake, expected | $43.3M | $6.8M | $23.8M | $73.9M | +$10.8M | |
| 36 months | Current path | $31.2M | $6.0M | $29.3M | $66.6M | |
| Greenwake, conservative | $34.7M | $7.6M | $32.1M | $74.5M | +$7.9M | |
| Greenwake, expected | $38.2M | $9.4M | $35.0M | $82.6M | +$16.1M |
Cumulative revenue gained over 36 months (extra ARR recognized month by month, ARR ÷ 12): $12.8M conservative to $25.6M expected.
Revenue Engine: every variable behind the number
ARR next month is ARR today plus new business, expansion and price uplift, less churn and downsell. Each of those is a chain of variables: SDR…
ARR next month is ARR today plus new business, expansion and price uplift, less churn and downsell. Each of those is a chain of variables: SDR activity and every deal stage for new business; expansions opened and each expansion stage for expansion; how much of the book goes at risk, how much of that is lost, churn with no warning, downsell and uplift for retention. Below is each one as your CRM shows it, the target your best performer already reaches, and the play Sadie runs for it. Move any variable to see what it does to ARR; at today's values this is the current path above.
ARR in 12 months$57.6M
ARR in 36 months$66.6M
ARR today$57.5M
ARR, month by month
The current path (gray) and with your changes (green)
Acquisition
| Variable | Today | Target | Sadie's play |
|---|---|---|---|
| SDR activity, touches a month | 2,286 10% better | Finish the sequence | |
| Touches to meetings booked | 4.8% Jules Ortega | Finish the sequence | |
| Meetings held (show rate) | 76% Jules Ortega | Confirm the meeting, Rebook the no-show | |
| Held meetings qualified | 26% Kai Brennan | Qualify the meeting or close it out | |
| Lead Qualified to SAL | 81% Jules Ortega | Accept or return the lead | |
| SAL to Discovery | 88% Harper Quinn | Book the discovery call | |
| Discovery to SQL | 94% Devon Price | Finish discovery | |
| SQL to Demo | 92% Rowan Blake | Set the tailored demo | |
| Demo to Proposal | 79% Rowan Blake | Turn the demo into a mutual plan | |
| Proposal to Verbal | 86% Rowan Blake | Walk the proposal with the economic buyer | |
| Verbal to Contract Review | 95% Casey Morgan | Get the paper moving | |
| Contract Review to Won | 100% Casey Morgan | Clear legal and procurement | |
| Average new-business deal | $160K 10% better | No play yet |
Expansion
| Variable | Today | Target | Sadie's play |
|---|---|---|---|
| Expansion opportunities opened, per 100 customers a year | 42.6 Sam Fischer | True-up conversation, Tier-upgrade proposal, Growth discovery, Reference and introductions | |
| Discovery to Proposal | 84% Sam Fischer | Confirm the expansion case | |
| Proposal to Negotiation | 82% Grant Tanaka | Walk the expansion proposal with the budget owner | |
| Negotiation to Won | 95% Sam Fischer | Get the expansion order signed | |
| Average expansion | $67K Omar Rossi | Tier-upgrade proposal |
Retention
| Variable | Today | Target | Sadie's play |
|---|---|---|---|
| Renewing ARR that goes at risk before renewal | 10% Sam Fischer | Adoption recovery, Value re-baseline, Seat deployment plan, Re-engage, Multi-thread the account, Secure an executive sponsor | |
| At-risk ARR lost at renewal | 68% Omar Rossi | Rebuild the champion, Support recovery review, Close the NPS loop, Payment and renewal-intent check, Spend recovery review, Multi-year value case, Reorder check-in, Spend trend review | |
| Churn with no warning (never flagged) | 0.2% Tomas Castillo | Sadie's risk scoring (no play: it's what the plays are built on) | |
| Downsell at renewal | 0.5% Avery Nguyen | Renewal scope review, Seat deployment plan | |
| Price uplift at renewal | 2.2% Tomas Castillo | Price the renewal |
What each variable is worth, across the whole number
Each variable moved to its target, one at a time: the rate the best CSM or rep on your team reaches (shrunk toward the team's rate by how much is behind it, so a small book can't set it), else 10% better. ARR difference against the current path; new business before the capacity cap.
| Variable | Stream | Today | Target | Set by | ARR in 12 months | 36 months | Sadie's play |
|---|---|---|---|---|---|---|---|
| Renewing ARR that goes at risk before renewal | Retention | 21% | 10% | Sam Fischer | +$6.6M | +$15.6M | Adoption recovery, Value re-baseline, Seat deployment plan, Re-engage, Multi-thread the account, Secure an executive sponsor |
| At-risk ARR lost at renewal | Retention | 82% | 68% | Omar Rossi | +$2.2M | +$5.1M | Rebuild the champion, Support recovery review, Close the NPS loop, Payment and renewal-intent check, Spend recovery review, Multi-year value case, Reorder check-in, Spend trend review |
| Held meetings qualified | Acquisition | 17% | 26% | Kai Brennan | +$999K | +$4.5M | Qualify the meeting or close it out |
| Average expansion | Expansion | $43K | $67K | Omar Rossi | +$1.2M | +$3.7M | Tier-upgrade proposal |
| Proposal to Verbal | Acquisition | 79% | 86% | Rowan Blake | +$957K | +$2.8M | Walk the proposal with the economic buyer |
| Demo to Proposal | Acquisition | 72% | 79% | Rowan Blake | +$807K | +$2.7M | Turn the demo into a mutual plan |
| Contract Review to Won | Acquisition | 92% | 100% | Casey Morgan | +$919K | +$2.5M | Clear legal and procurement |
| Average new-business deal | Acquisition | $145K | $160K | 10% better | +$535K | +$2.4M | No play yet |
| SQL to Demo | Acquisition | 87% | 92% | Rowan Blake | +$389K | +$1.4M | Set the tailored demo |
| Discovery to SQL | Acquisition | 89% | 94% | Devon Price | +$322K | +$1.3M | Finish discovery |
| SAL to Discovery | Acquisition | 83% | 88% | Harper Quinn | +$286K | +$1.2M | Book the discovery call |
| Meetings held (show rate) | Acquisition | 67% | 76% | Jules Ortega | +$255K | +$1.1M | Confirm the meeting, Rebook the no-show |
| Touches to meetings booked | Acquisition | 4.3% | 4.8% | Jules Ortega | +$210K | +$937K | Finish the sequence |
| Expansion opportunities opened, per 100 customers a year | Expansion | 37.2 | 42.6 | Sam Fischer | +$314K | +$932K | True-up conversation, Tier-upgrade proposal, Growth discovery, Reference and introductions |
| Verbal to Contract Review | Acquisition | 92% | 95% | Casey Morgan | +$313K | +$898K | Get the paper moving |
| SDR activity, touches a month | Acquisition | 2,078 | 2,286 | 10% better | +$193K | +$864K | Finish the sequence |
| Downsell at renewal | Retention | 1.1% | 0.5% | Avery Nguyen | +$351K | +$773K | Renewal scope review, Seat deployment plan |
| Discovery to Proposal | Expansion | 77% | 84% | Sam Fischer | +$191K | +$565K | Confirm the expansion case |
| Proposal to Negotiation | Expansion | 76% | 82% | Grant Tanaka | +$179K | +$531K | Walk the expansion proposal with the budget owner |
| Negotiation to Won | Expansion | 90% | 95% | Sam Fischer | +$115K | +$341K | Get the expansion order signed |
| Churn with no warning (never flagged) | Retention | 0.4% | 0.2% | Tomas Castillo | +$134K | +$295K | Sadie's risk scoring (no play: it's what the plays are built on) |
| Lead Qualified to SAL | Acquisition | 78% | 81% | Jules Ortega | +$58K | +$248K | Accept or return the lead |
| Price uplift at renewal | Retention | 2.1% | 2.2% | Tomas Castillo | +$78K | +$214K | Price the renewal |
How it works: at today's values the engine is the current path above, month for month. Each stream is a product of its variables, so a change in one scales its stream; expansion, uplift, churn and downsell ride on the book, so they grow or shrink with it. Retention variables are measured on the last year's renewals as Sadie would have scored them before each renewal; expansion on the last 18 months of expansion deals; new business is the Acquisition Engine. Sources are blended: SDR-sourced and other new business share the sales-stage rates.
The growth plan, priced
The projection above holds today's team. Growing ARR 13% a year takes the hires in the sales capacity and account coverage plans; here is what each…
The projection above holds today's team. Growing ARR 13% a year takes the hires in the sales capacity and account coverage plans; here is what each path reaches and what the team build costs. With Greenwake, retention and expansion carry more of the growth, so fewer AEs are needed for the same number.
| Today's team, today's rates | Today's team with Greenwake | Growth plan (13% a year) | Growth plan with Greenwake | |
|---|---|---|---|---|
| ARR in 36 months | $66.6M | $74.5M | $82.5M | $82.5M |
| New AEs | – | – | 15 | 7 |
| New sales managers and sales engineers | – | – | 4 | 1 |
| New account managers / CSMs and their managers | – | – | 7 | 7 |
| Hiring cost over three years | – | – | $15.1M | $8.8M |
Hiring cost is fully loaded (base, commission, benefits and taxes, T&E, recruiting); the business case by year is in Talent.
What the projection assumes
Each existing account renews on its own contract dates; its ARR changes at each renewal by the churn, contraction and uplift rates above, and grows…
| Input | Value | Source |
|---|---|---|
| Churn at renewal, by segment | SMB 20%, Mid-Market 13%, Enterprise 19% | Measured: last 12 months of renewals |
| Contraction and price uplift at renewal | −1.1% / +2.1% of renewing ARR (by segment in the model) | Measured: last 12 months of renewals |
| Churn on renewals now flagged Critical/High | 88% | Measured: backtest (flagged accounts that churned) |
| Churn on renewals not flagged | 4% | Measured: backtest |
| Expansion rate | 4.2% of ARR a year | Measured: expansion closed in the last 12 months |
| New business: the acquisition funnel | $11.1M of new ARR in year one: deals in flight valued on what deals at the same stage and age went on to do, plus 22.6 SALs a month converting at today's stage rates (31% SAL to won) at a $145K average deal, within what the AEs can close. See the Acquisition Engine | Measured: stage history, SDR activity, won deals |
| New customers after they join | Renew yearly at the book's average churn, contraction and uplift; expand at the expansion rate | Measured: last 12 months of renewals |
| Share of churn Greenwake flags in time | 82% of churned ARR | Measured: backtest at 90 days |
| Save rate on flagged churn and contraction | 15% / 30% | Assumption (conservative / expected) |
| Identified expansion captured each year | 20% / 40% of the true-ups and upgrades found ($5.4M today, 9.4% of ARR); the weekly agent keeps finding them as usage grows | Assumption (conservative / expected) |
| Churn avoided upstream by closing sponsor, champion and cadence gaps | −5% / −10% of the churn rate, phased in over 6 months | Assumption (conservative / expected) |
| Lift in the ongoing expansion rate | +5% / +10% | Assumption (conservative / expected) |
| Lift in new business from deal-risk plays | +5% / +10% | Assumption (conservative / expected) |
| Ramp to full effect | 3 months | Assumption |
Each existing account renews on its own contract dates; its ARR changes at each renewal by the churn, contraction and uplift rates above, and grows by the expansion rate in between. New business arrives monthly at the sales team's capacity and renews yearly at the book's average rates. Assumed rates are starting points; after 90 days they are replaced by the save, capture and win rates measured by play.
What you get every week
The audit is a snapshot. Sadie, Greenwake's revenue agent, keeps it current: every week it re-scores every renewal, healthy account and open deal, opens owned plays, escalates what's stuck, drafts the work, and sends each owner and manager a digest. Everything below was generated from your data, as the first weekly run would produce it.
Plays opened in week one
358
across 19 owners
Renewal plays
88
on Critical/High renewals
Expansion plays
103
AE-owned, on healthy accounts
Deal plays
167
on the riskiest open deals
Escalated on day one
15
Critical and renewing within 60 days
An example play
Owner: Arjun Okafor (CSM) · due 2026-10-14 · renews 2027-03-13
RetentionCritical risk
Rebuild the champion: Vantage Robotics Inc.
$1.7M
ARR
Owner: Arjun Okafor (CSM) · due 2026-10-14 · renews 2027-03-13
Why it openedChampion Omar Adler left 51 days ago; no replacement identified
Done whenAn active Champion contact is recorded on the account
- Identify the champion's successor or the strongest remaining advocate
- Hold an intro meeting to re-baseline goals and the success plan
- Record the new champion in the CRM
Sadie drafts the deliverable for this play (email to the most senior active contact acknowledging the champion's departure and asking who should be the new day-to-day lead, plus an internal brief) from your CRM facts, for the owner to review and send. Nothing is sent automatically.
A real draft, written by Sadie
Sadie wrote this for Devon Price on 2026-09-30 for the play Close the qualification gaps on Ember Health Inc., using only the CRM facts on the…
Sadie wrote this for Devon Price on 2026-09-30 for the play Close the qualification gaps on Ember Health Inc., using only the CRM facts on the deal. The internal brief stays with Devon Price; the customer only ever sees the email, after a person has reviewed it.
Internal brief for Devon Price
Ember Health's $484,000 deal is in Negotiation, 18 days in stage, with a 2026-12-03 close date that has already been pushed twice, yet none of the 8 MEDDPICC elements expected at this stage are recorded (INTERNAL ONLY). Priya Adler is listed as Champion in contacts but is not on the deal record, which has only Grant Park (Executive Sponsor) and Ethan Walsh (Economic Buyer). The goal is to book a working session with Priya, ideally with Ethan joining, before the 2026-10-10 due date to confirm goals, the decision process and who's involved.
Talking points- Identified pain and Metrics: What's driving the move to consolidate three scheduling tools into one this quarter? Which numbers will show it worked? (Ethan has written about 2027 targets for cost per shift and on-time completion across regional sites; ask if those are the measures.)
- Economic buyer and Decision criteria: Is Ethan the person who signs off on budget? What criteria will he and the team use to judge the options?
- Decision process and Paper process: What steps remain between now and signature, who's involved at each, and what do legal, procurement and security review require and how long do they take? Use the mutual action plan to capture owners and dates against the 2026-12-03 close.
- Champion: Confirm Priya will lead this internally and what she needs from us to make the case to Ethan and Grant Park.
To: Priya Adler <priya.adler@ember.example>
Subject: Working session to confirm goals and next steps
Subject: Working session to confirm goals and next steps
Hi Priya, Sounds like your team is taking on the scheduling-tool consolidation this quarter, that's a big lift. As we work toward next steps, I want to be sure I understand what you need [your product] to deliver. Could we set up a working session to confirm the goals you're aiming for, how the decision will be made and who should be involved? If Ethan Walsh can join, that would help us get it right the first time. I'm free [proposed date and time options] and happy to work around your calendar. To make the time useful, our Mutual action plan template (https://acme.example/resources/mutual-action-plan) is a one-page plan we can fill in together: milestones, owners and dates from evaluation to signature. Thanks, Devon Price [Your company]
ShareMutual action plan template (https://acme.example/resources/mutual-action-plan): The deal is in Negotiation with decision process, paper process and who's involved unrecorded; a plan the buyer and seller fill in together with milestones, owners and dates from evaluation to signature gives the working session a useful structure and helps fill those gaps.
Personal touch (from their recent activity)Reference Priya's 2026-09-22 LinkedIn post noting her operations team is taking on the switch from three scheduling tools to one this quarter. Opener: Sounds like your team is taking on the scheduling-tool consolidation this quarter, that's a big lift.
Before sending, Devon Price fills in: [proposed date and time options]. Nothing is sent automatically.
A manager's weekly digest
The digest Leo Martins would receive 4 weeks in, on October 28, after the team has worked its plays (this sample runs the fictional team forward week…
The digest Leo Martins would receive 4 weeks in, on October 28, after the team has worked its plays (this sample runs the fictional team forward week by week; lists shortened). Every owner gets their own, as do the sales leader and RevOps.
Your team this week: Leo Martins
October 28, 2026
> 24 plays were escalated to you; the biggest are first below.
Three things to coach this week
- Arjun Okafor has 10 overdue plays. Ask what's blocking them, and agree which one gets done first.
- Sam Fischer has 32 CRM cleanup items. Fifteen minutes on the top three keeps the forecast honest.
Team rollup
| Owner | Active | Overdue | Drafts to review | Completed | Effective or won |
|---|---|---|---|---|---|
| Arjun Okafor | 21 | 10 | 0 | 12 | 1 |
| Sam Fischer | 12 | 5 | 0 | 6 | 4 |
| Amara Novak | 11 | 1 | 0 | 10 | 2 |
| Leo Martins | 2 | 0 | 0 | 2 | 2 |
Team attainment: Q4 2026
- Renewals this quarter: $235K renewed of $6.70M due (retention so far 100% vs 90% target) · $6.47M still open
- Expansion on the team's accounts this quarter: $560K
| Owner | Renewed | Due this quarter | Retention so far | Still open | Expansion |
|---|---|---|---|---|---|
| Amara Novak | $142K | $3.17M | 100% | $3.03M | $13K |
| Arjun Okafor | $88K | $2.95M | 100% | $2.87M | $271K |
| Sam Fischer | $5K | $574K | 100% | $569K | $276K |
Team activity last week
| Person | Emails | Calls | Meetings | Renewed | Renewals lost | Expansion won |
|---|---|---|---|---|---|---|
| Sam Fischer | 14 | 7 | 10 | – | – | – |
| Amara Novak | 22 | 10 | 6 | – | – | 1 ($1K) |
| Arjun Okafor | 9 | 8 | 8 | – | – | – |
Book load (share of a full book)
- Arjun Okafor: 117% (over capacity) · 32 accounts · $13.46M
- Sam Fischer: 110% · 35 accounts · $7.91M
- Amara Novak: 107% · 33 accounts · $9.08M
Escalated to you (24), largest accounts first
- Rebuild the champion: Vantage Robotics Inc. ($1.66M, Critical, renews in 136 days) · due 2026-10-14 · 14 days overdue · Arjun Okafor · Overdue
- Seat deployment plan: Oakridge Energy Inc. ($1.65M, Critical, renews in 149 days) · due 2026-10-21 · 7 days overdue · Sam Fischer · Overdue
- Value re-baseline: Pinecrest Media Inc. ($1.31M, Critical, renews in 115 days) · due 2026-10-21 · 7 days overdue · Sam Fischer · Overdue
- Re-engage: Pinecrest Media Inc. ($1.31M, Critical, renews in 115 days) · due 2026-10-21 · 7 days overdue · Sam Fischer · Overdue
- Multi-thread the account: Falcon Health Inc. ($1.30M, Critical, renews in 47 days) · due 2026-11-11 · Arjun Okafor · Critical, renews in 54 days
- Multi-year value case: Falcon Health Inc. ($1.30M, Critical, renews in 47 days) · due 2026-11-27 · Arjun Okafor · Critical, renews in 47 days
- Rebuild the champion: Quarry Hospitality Inc. ($1.02M, Critical, renews in 38 days) · due 2026-10-14 · 14 days overdue · Arjun Okafor · Overdue
- Adoption recovery: Quarry Hospitality Inc. ($1.02M, Critical, renews in 38 days) · due 2026-10-14 · 14 days overdue · Arjun Okafor · Overdue
- …and 3 more
Team wins this week (6)
- Oakridge Energy Inc.: Close the NPS loop (Sam Fischer)
- Lumen Learning Inc.: Secure an executive sponsor (Leo Martins)
- Falcon Health Inc.: Secure an executive sponsor (Leo Martins)
- Falcon Health Inc.: Multi-thread the account (Arjun Okafor)
- Ember Systems Inc.: Close the NPS loop (Arjun Okafor)
- Vantage Health Inc.: Re-engage (Arjun Okafor)
CRM Data Hygiene: open cleanup items (company score 72/100)
- Sam Fischer: 32 open
- Amara Novak: 25 open
- Arjun Okafor: 24 open
Owners work their plays in Sadie's tracker: start, complete or dismiss each play with a reason, and review, edit and mark Sadie's drafts as sent. The next weekly run reads what they did, checks whether the signal cleared, and escalates what's overdue.
What we'd do
Each finding maps to a specific response and to the part of Greenwake that runs it. Every action gets an owner, a due date and a measured outcome.
| Pillar | Finding | Impact | Response | Greenwake |
|---|---|---|---|---|
| Retention | $9.0M of renewals in the next 180 days show early churn signals | $9.0M | Open an owned, dated recovery play on each account this week; Critical accounts reviewed by the CS leader. | Churn early-warning agent + plays ledger (opens, assigns, escalates and tracks plays automatically; Sadie drafts each play's outreach for the owner to review and send). |
| Retention | 30 customers left and renewals shrank: $8.3M lost in 12 months | $8.3M | Find at-risk renewals early enough to act, and track every save attempt to an owner. | Churn early-warning agent: weekly risk scoring and owned plays on every at-risk renewal. |
| Retention | 21 of last year's 30 churned customers were visible 90 days before renewal | $6.4M | Score every renewal weekly from 180 days out and put an owned play on each flag. | Churn early-warning agent, running on the same signals and thresholds validated here. |
| Retention | 13 at-risk accounts ($5.7M) are rated Green by their CSM | $5.7M | Replace opinion-only health scores with evidence-based scoring that the CSM can override with a reason. | Signal-based risk score with explainable evidence, written back to the CRM next to the CSM score. |
| Retention | $2.7M forecast as Commit sits on Critical/High-risk accounts | $2.7M | Require a risk review before a renewal enters Commit; flag Commit deals whose score is Critical/High. | Risk tier written to the renewal opportunity; forecast-exposure view in the weekly report. |
| Retention | Executive sponsor coverage: 61% against a 80% target | $21.9M | Run an executive-sponsor program: every Mid-Market and Enterprise account paired exec-to-exec, reviewed quarterly. | Secure-an-executive-sponsor play, owned by the CS leader, opened automatically when coverage is missing. |
| Retention | The biggest retention lever: renewing ARR that goes at risk before renewal, 21% today against 10% for Sam Fischer's book | $15.6M | Run Adoption recovery and Value re-baseline and Seat deployment plan on every account it fires for, and review this rate monthly. | The Revenue Engine measures every variable behind retention, expansion and new business from your CRM and prices each one against the whole ARR number; Sadie's plays are aimed at each. |
| Retention | Engagement cadence: 79% against a 85% target | $13.4M | Set a touch cadence by segment and have managers review exceptions weekly. | Re-engage play auto-opened when an account goes quiet; overdue plays escalate to the manager. |
| Retention | Champion coverage: 90% against a 95% target | $3.4M | Name a champion on every account; when one leaves, replace them within two weeks. | Rebuild-the-champion play, triggered the day a champion is marked as departed. |
| Expansion | Churn and downgrades ($8.3M) cancel out the $2.4M of expansion | $8.1M | Work the expansion already visible in usage, and stop the churn that cancels it out. | Expansion agent: AE-owned true-up and upgrade plays on healthy accounts, tracked to closed expansion. |
| Expansion | 45 healthy accounts are using more seats than they pay for | $1.4M | Run a true-up motion: the AE shares the adoption win and aligns licenses with real use. | Expansion agent: true-up plays opened for the account's AE, with outreach drafted by Sadie, tracked to a closed expansion. |
| Expansion | The biggest expansion lever: average expansion, $43K today against $67K for Omar Rossi | $3.7M | Run Tier-upgrade proposal on every account it fires for, and review this rate monthly. | The Revenue Engine measures every variable behind retention, expansion and new business from your CRM and prices each one against the whole ARR number; Sadie's plays are aimed at each. |
| Expansion | 32 fully adopted accounts are candidates to move up a tier | $275K | Build the next-tier value case with the champion and present it before renewal. | Expansion agent: tier-upgrade plays for the AE, timed at least 60 days before renewal. |
| Expansion | 59 promoters with an executive sponsor could open doors to new teams | Ask each for a reference and an introduction to a peer team. | Reference-and-introductions plays for the CSM, with an ask drafted by Sadie. | |
| Acquisition | The hiring plan has 3 sales hires; 13% growth needs 6 starting in the next 12 months | $10.7M | Either approve the hires now or reset the growth target to what the current plan can deliver. | The capacity plan re-runs every quarter on actual attainment, ramp and hiring. |
| Acquisition | $9.6M of the $14.7M open pipeline shows deal-risk signals | $9.6M | Put a specific recovery play on each risky deal this week, owned by the AE and reviewed by the manager. | Deal-risk scoring in the weekly agent: AE-owned deal plays (deal review, close plan, multi-thread, qualify) with outreach drafted by Sadie, tracked to won or lost. |
| Acquisition | Your target needs $51.0M of new business in three years; hiring 15 AEs at a realistic pace delivers $44.8M | $8.9M | Start recruiting now and hire at a steady pace the team can onboard: a new AE takes three quarters to reach full quota, so each hire has to start well before the quarter the bookings are needed. | Capacity plan re-run each quarter on actual attainment and ramp; coverage and ramp tracked per rep weekly. |
| Acquisition | Open pipeline is 54% qualified for its stage (MEDDPICC), against an 80% target | $8.8M | Make stage-exit criteria MEDDPICC-based: a deal doesn't move forward without what the stage calls for. | MEDDPICC scored per deal against its stage, qualification plays with discovery agendas drafted by Sadie, and completeness by rep in the sales manager's digest. |
| Acquisition | Pipeline coverage for Q4 2026 is below 3x for 5 of 5 AEs | $2.7M | Run a pipeline-generation sprint for the short reps now; next quarter's pipeline has to exist this quarter. | Coverage by rep in the sales manager's weekly digest. |
| Acquisition | Customer referral deals win 73%, closing in a median 104 days; Paid search deals win 3% | $9.3M | Shift budget and rep time toward the sources that win and move fastest; tighten qualification on the rest. | Source-aware deal plays: earlier qualification checks on low-converting sources, tracked by Sadie. |
| Acquisition | No activity for 3+ weeks before closing: those deals won 18% of the time, vs 40% for the rest | $5.1M | Make these patterns the agenda for weekly deal reviews, and stop forecasting deals that show them. | The same patterns drive Greenwake's deal-risk score, recalibrated on each client's own closed deals. |
| Acquisition | The biggest lever in the new-business funnel: Held meetings qualified, 17% today against 26% for your best rep | $1.0M | Have Kai Brennan walk the team through how they work this stage, set a weekly target for it, and review it stage by stage in the pipeline meeting. | The Acquisition Engine measures every stage from your CRM and prices each one, and Sadie runs a play for every stage: for this one, Qualify the meeting or close it out, assigned to the owner and tracked until the deal or meeting moves. |
| Acquisition | 33% of booked SDR meetings don't happen | $224K | Confirm every meeting the day before, with the agenda and the AE named, and rebook no-shows within 48 hours. | Each SDR's Monday note lists last week's no-shows to rebook; the manager sees show rate per rep. |
| Acquisition | 17 open deals ($1.5M) are past their close date | $1.5M | Clean the pipeline weekly: update the date with a confirmed next step, or close the deal lost. | Update-or-close-out plays opened automatically when a close date passes. |
| Talent | The hiring plan costs $15.1M over three years; Greenwake's gains would save $6.3M of it | $6.3M | Take the business case to finance by year: cost, new ARR, payback. Hire in the quarters the plan shows, and re-check attainment before each hiring wave. | Capacity and cost plan re-run each quarter on actual attainment, ramp, comp and hiring. |
| Talent | 0 of 4 tenured AEs hit quota over the last four quarters | $1.4M | Re-check quota against territory potential and pipeline coverage; coach to the deal-risk patterns that lose on this team's history. | Attainment, coverage and deal risk per rep in the sales manager's weekly digest. |
| Talent | Covering the customer base as it grows takes 7 more account managers / CSMs over three years | Decide the coverage model for small new customers first (pooled or digital vs a named owner), then add account-management heads on the book's growth, a quarter ahead of the load. | Book load per owner in the manager's weekly digest; the coverage plan re-runs with each audit refresh. | |
| Talent | Book load ranges from 75% to 117% of capacity across the CS team | $4.8M | Make the wave-1 moves now and wave 2 next quarter (the CS manager reviews each list first), with a warm handoff on every account; then hold every book inside the load band with a monthly review. | Book-load view in the manager's weekly digest and a rebalancing proposal that only moves safe accounts. |
| Talent | Sasha Reid is 4 months into ramp with 1.1x coverage on a ramped quota | Give new hires pipeline to inherit and a 30/60/90 ramp plan with pipeline milestones, not just a quota. | Ramp tracking per new hire in the sales manager's digest. | |
| Tech | 4 capability gaps in the stack are holding back acquisition, expansion and retention | Close the gaps in priority order. Connect what's already paid for before buying anything new. | Capability map in this audit, re-scored as the stack and the findings change. | |
| Tech | CRM data health is 73/100: $12.6M of pipeline and $4.8M of customer ARR sit on records with gaps | $17.3M | Each owner gets their cleanup items in Sadie's Monday note (up to three a week, largest revenue at risk first); make the fields required at the source so the gaps don't come back. | Data Hygiene re-scored on every run, with each owner's cleanup items in their weekly note. |
| Tech | $179K a year of the $814K GTM tool spend is unused or duplicated | $179K | Right-size seats at each renewal and consolidate duplicate tools; reinvest in the integrations below. | Tool-renewal alerts with a recommendation, in the RevOps weekly digest. |
| Tech | 2 tools hold signal data that never reaches the CRM | Connect these feeds to the CRM before buying anything new; they unlock signals already paid for. | Greenwake's signals switch on as each feed lands; data readiness tracks it. | |
| Tech | 1 tool renewal in the next 90 days needs a decision first | $28K | Decide before the auto-renewal date, not after. | Renewal alerts 90 days out in the RevOps weekly digest. |
Days 1–30
See it
- Connect the CRM and product-usage data; weekly scoring of every renewal, healthy account and open deal
- Close data gaps: activities linked to a contact, accounts with a csm health score
- Owned plays on the 31 Critical/High renewals ($9.0M)
- Deal plays on the 70 riskiest deals ($9.6M)
Days 31–60
Work it
- Plays worked to due dates; overdue and stalled plays escalate to managers automatically
- AI-drafted outreach and exec briefings for owners to review and send
- True-up and upgrade motions on $5.4M of identified expansion
- Rebalance CS books in two waves (1 accounts now, 23 next quarter)
- Get value from Loyalty Desk or cut it
- Add contact signals and social activity
Days 61–90
Prove it
- Save rate by play: which actions actually kept revenue
- Coverage, attainment and deal risk reviewed weekly per rep
- Recalibrate signals on your own renewal and deal outcomes
- Forecast checked against evidence before deals and renewals enter Commit
Appendix: method
Renewal risk: leading indicators, with the points each adds to a 0–100 score. Tiers: Critical ≥ 60, High ≥ 30, Watch ≥ 20.
| Renewal signal | Trigger |
|---|---|
| Usage decline | Active users down vs the prior 3 months (sustained; short dips count half) |
| Feature decline | Core-feature usage down vs the prior 3 months |
| Low utilization | Less than half of licensed seats active |
| Champion lost | No active champion (departed and not replaced) |
| No exec sponsor | Mid-Market/Enterprise account without an active executive sponsor |
| Single threaded | Fewer than 2 contacts engaged in 90 days |
| Engagement gap | No live call or meeting in 45+ days |
| Support escalation | Escalated/critical support case: open, recent or repeated |
| Detractor nps | NPS of 6 or below in the last 180 days |
| Payment late | Invoice 30 or 60+ days past due |
Expansion (healthy accounts only): seat overage, tier-upgrade readiness (≥ 90% utilization on a lower tier), sustained usage growth, and promoters with an active executive sponsor. Deal risk (open new business): stalled in a stage (2x+ its norm), close date pushed twice or more, past its close date, one contact on a deal over $30K, MEDDPICC elements missing for the deal's stage, and no activity in 21 days. Book load weights accounts by segment against one owner's capacity. The tech stack is mapped against the capabilities each motion needs.
Team structure: 35 of 66 pre-audit survey questions answered. Unanswered questions are read from the CRM where possible (who owns new-business, expansion and renewal deals by amount over the last 24 months, and who carries quota), otherwise Greenwake defaults are used. Where an answer and the CRM disagree, the audit uses the answer and reports the disagreement.
Targets used in this audit are Greenwake defaults for B2B SaaS (GRR 90%, NRR 105%, executive-sponsor coverage 80%, champion coverage 95%, multi-threading 80%, live touch within 45 days 85%, pipeline coverage 3x). They are starting points, set with each client. Expansion sizing uses each account's current price per seat and the configured step between tiers.