greenwakeGrowth Diagnostic

ACME

As of September 30, 2026 · 250 customers · $57.5M ARR · renewal history Sep 2025 to Sep 2026
Team structure: Hunters and farmers (survey) · growth plan $85.0M ARR by FY2029, about 13% a year from today · how the team is organized

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.
ACTUALPROJECTED$40.0M$50.0M$60.0M$70.0M$80.0M12 months agoSep 2025TodaySep 2026Year 1Sep 2027Year 2Sep 2028Year 3Sep 2029$82.5Mtarget$66.6Mcurrent path$74.5Mwith Greenwake
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.
$0$20.0M$40.0M$60.0M$80.0M$57.5MToday+$11.1MY1 new+$3.3MY1 exp.−$14.2MY1 lost$57.6MEnd Y1+$10.8MY2 new+$3.2MY2 exp.−$8.5MY2 lost$63.1MEnd Y2+$11.2MY3 new+$3.7MY3 exp.−$11.4MY3 lost$66.6MEnd Y3Year 1Year 2Year 3
New business (Acquisition)Expansion and price uplift (Expansion)Churn and downgrades (Retention)ARR at year end
Year 1Year 2Year 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 ARR24%19%19%

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.

  1. Activity2,078touches a month · SDR
  2. 4%
  3. Meeting Scheduled89meetings a month · SDR
  4. 67%
  5. Meeting Held60meetings a month · SDR
  6. 17%biggest lever
  7. Lead Qualified10leads a month · SDR
  8. 78%
  9. +14.4from marketing, partners and AEs
  10. Sales Accepted (SAL)23deals a month: 8.1 from SDRs · AE
  11. 83%
  12. Discovery19deals a month · AE
  13. 89%
  14. Sales Qualified (SQL)17deals a month · AE
  15. 87%
  16. Demo15deals a month · AE
  17. 72%
  18. Proposal10deals a month · AE
  19. 79%
  20. Verbal8.2deals a month · AE
  21. 92%
  22. Contract Review7.6deals a month · AE
  23. 92%
  24. 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

PillarStatusKey numbersTop issueImpact
RetentionNeeds attentionGRR 81%target 90% · $9.0M renewing at risk$9.0M of renewals in the next 180 days show early churn signals$9.0M
ExpansionNeeds attentionNRR 86%target 105% · $5.4M upside identifiedChurn and downgrades ($8.3M) cancel out the $2.4M of expansion$8.1M
AcquisitionNeeds attentionWin rate 33%$9.6M of $14.7M pipeline at riskThe hiring plan has 3 sales hires; 13% growth needs 6 starting in the next 12 months$10.7M
TalentNeeds attention0 of 4 AEs at quotabook load 75%–117% · hiring plan $15.1M over 3 years0 of 4 tenured AEs hit quota over the last four quarters$1.4M
TechNeeds attention8 of 20 capabilities covered$179K a year recoverable · CRM data health 73/1004 capability gaps in the stack are holding back acquisition, expansion and retention

Top findings across the business

  1. The hiring plan has 3 sales hires; 13% growth needs 6 starting in the next 12 months Acquisition$10.7M
  2. $9.6M of the $14.7M open pipeline shows deal-risk signals Acquisition$9.6M
  3. $9.0M of renewals in the next 180 days show early churn signals Retention$9.0M
  4. Your target needs $51.0M of new business in three years; hiring 15 AEs at a realistic pace delivers $44.8M Acquisition$8.9M
  5. Open pipeline is 54% qualified for its stage (MEDDPICC), against an 80% target Acquisition$8.8M
  6. 30 customers left and renewals shrank: $8.3M lost in 12 months Retention$8.3M
  7. 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.
RequirementTodayStatusTo close it
Level 1: Pipeline · unlocks pipeline, deal risk and team views Reached
Deals with an amount and a close date100% of deals, last 24 monthsMet
Accounts and deals owned by a CRM user100%Met
Deal stage history7,034 stage changesMet
Level 2: Revenue · unlocks retention, the revenue bridge, the capacity and hiring plan Reached
Customers with ARR and a contract end date100% of customersMet
Renewals tracked as opportunities with an amount to renew647 renewal opportunities, 100% with an amountMet
At least 20 renewals closed in the last 12 months166Met
Quotas for quota-carrying reps26 quota recordsMet
Level 3: Relationships and qualification · unlocks champion, sponsor, multi-threading and deal-qualification signals Reached
A buying-role field on contacts, filled in98% of contactsMet
Activities linked to a contact87% of activitiesMet
Contact departures recorded51 recordedMet
Deals tracked against a qualification framework (MEDDPICC, MEDDIC, BANT, SPICED…)MEDDPICC, on 96% of new dealsMet
Calls and meetings typed apart from email51% of activitiesMet
Level 4: Signals · unlocks the full early-warning system and the backtest Next
Product usage, 6+ months of history35 monthsMet
Support cases1,790Met
NPS or survey responses on the account219 customersMet
History on health score, NPS and payment statusNot in exportPartialTurn on field history tracking for Health Score, NPS and Payment Status.

What each early-warning signal can use today

AreaCheckResultStatusWhy it matters
Product usageUsage data available6,720 monthly rowsPassNeeded for every adoption signal. Often lives in a product-analytics tool, not the CRM.
Product usageMonths of usage history35Pass6 months for trends; 12+ to backtest a year of renewals.
RelationshipsContacts with a buying role98%PassChampion and executive-sponsor coverage depend on roles being recorded.
RelationshipsContact departures tracked51 recordedPassWithout departure dates a lost champion looks like an active one.
RelationshipsContacts with a created date100%PassNeeded to rebuild past relationship coverage for the backtest.
ActivityActivities linked to a contact87%WarnUnlinked activities hide who we actually talk to, so multi-threading is understated.
ActivityActivities typed as live touches (call/meeting)51%PassEngagement cadence needs calls and meetings distinguishable from email.
SupportSupport cases available1,790PassEscalation signals need case priority and escalation flags.
SentimentCustomers with an NPS response in 180 days88%PassSilent accounts are a signal too, but a low response rate weakens this one.
CommercialAccounts with payment status100%PassLate payment is an early commercial warning.
AccountAccounts with a CSM health score95%WarnUnscored accounts have no owner judgment on record.
AccountHistory on health score, NPS and payment statusNot in exportWarnWithout field history the backtest can't use these fields. Turn on field history tracking.
RevenueRenewals with available-to-renew amount100%PassNeeded to measure retention in dollars.
RevenueRenewals closed in the last 12 months166PassThe backtest needs at least 20 to say anything.
IntegrityRecords pointing at unknown accounts0PassOrphaned records are dropped from the analysis.
Early-warning signalReadiness
Usage declineReady
Feature declineReady
Low utilizationReady
Champion lostReady
No exec sponsorReady
Single threadedLimited
Engagement gapReady
Support escalationReady
Detractor npsReady
Payment lateReady

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
AreaCheckRecords with the gapCleanRevenue affectedFix
PipelineOpen deal past its close date17 of 11986%$1.5MMove the close date or close the deal out.
PipelineClose date pushed two or more times26 of 11978%$3.7MRequalify: what has to happen for this to close, and by when?
PipelineNo stage change in 60 days22 of 11982%$4.9MAdvance it, or mark it lost.
PipelineOpen deal with no amount5 of 11996%–Add the amount, even an estimate; deals with no amount are invisible in the forecast.
PipelineMEDDPICC elements missing for the deal's stage or close date90 of 10514%$11.6MRecord the missing elements (metrics, economic buyer, decision criteria and process, paper process, pain, champion, competition) as the deal advances.
PipelineOpen deal with no contacts attached14 of 11988%$315KAdd the buying group to the deal (contact roles), not just the account.
PipelineNew deal with no lead source0 of 105100%–Set the lead source when the deal is created, so marketing and sales can see what works.
RenewalsOpen renewal with no owner7 of 25097%$1.4MAssign an owner before the renewal window opens.
RenewalsContract ends within 150 days, no renewal opportunity0 of 118100%–Open the renewal opportunity now.
RenewalsCustomer with no contract end date or ARR0 of 250100%–Fill the contract end date and ARR from the order form.
RelationshipsCustomer with no active champion recorded25 of 25090%$3.4MName the champion (or confirm there isn't one: that's a risk in itself).
RelationshipsCustomer with no executive sponsor recorded94 of 25062%–Name the executive sponsor, or make getting one the next step with this customer.
RelationshipsCustomer contact with no buying role55 of 1,26596%–Tag the role: champion, economic buyer, executive sponsor, user.
RelationshipsCustomer contact with no email43 of 1,26597%–Add the email; plays and outreach can't reach them without it.
RelationshipsDuplicate contact (same email, same account)2 of 1,265100%–Merge the duplicates.
ActivityActivity not linked to a contact5,452 of 40,79987%–Require a contact on logged calls and meetings (or sync them from the calendar).
AccountsDuplicate account (same company name)10 of 64098%–Merge into the customer record.
AccountsCustomer with no industry20 of 25092%–Fill the industry: segmentation, benchmarks and content depend on it.
AccountsCustomer with no CSM health score13 of 25095%–Have the owner set a health score (green, yellow, red) on every customer.
AccountsCustomer owned by an inactive user0 of 250100%–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

OwnerRecords to fixWhatRevenue at risk on them
Rowan Blake2323 deals$3.3M
Casey Morgan2020 deals$2.9M
Devon Price1717 deals$2.9M
Arjun Okafor2817 accounts, 10 contacts, 1 renewal$2.9M
Harper Quinn2424 deals$2.6M
Omar Rossi2918 accounts, 8 contacts, 2 renewals, 1 deal$1.2M
Sasha Reid1610 deals, 6 accounts$574K
Sam Fischer3717 contacts, 15 accounts, 4 deals, 1 renewal$320K
Amara Novak3116 accounts, 14 contacts, 1 deal$194K
Grant Tanaka3017 accounts, 12 contacts, 1 deal$190K
Avery Nguyen2612 accounts, 11 contacts, 3 deals$147K
Tomas Castillo4322 accounts, 17 contacts, 3 deals, 1 renewal$140K
Fatima Haddad2310 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.

RecordTypeOwnerWhat to fixRevenue at risk
Vantage Robotics Inc.AccountArjun OkaforCustomer with no active champion recorded; Customer with no executive sponsor recorded$1.7M
Quarry Hospitality Inc.AccountArjun OkaforCustomer with no active champion recorded; Customer with no executive sponsor recorded$1.0M
Vantage Foods Inc. - Renewal 2027RenewalOmar RossiOpen renewal with no owner$908K
Willow Software Inc. - New BusinessDealDevon PriceNo 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 BusinessDealCasey MorganClose 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 BusinessDealDevon PriceMEDDPICC elements missing for the deal's stage or close date (paper process, competition)$538K
Falcon Networks Inc. - New BusinessDealDevon PriceMEDDPICC elements missing for the deal's stage or close date (decision criteria, identified pain)$534K
Harbor Insurance Inc. - New BusinessDealRowan BlakeClose 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 BusinessDealRowan BlakeMEDDPICC elements missing for the deal's stage or close date (economic buyer, competition)$494K
Zephyr Learning Inc. - New BusinessDealHarper QuinnMEDDPICC elements missing for the deal's stage or close date (metrics, identified pain)$434K
Granite Systems Inc. - New BusinessDealCasey MorganOpen 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 BusinessDealRowan BlakeNo stage change in 60 days; MEDDPICC elements missing for the deal's stage or close date (identified pain, champion)$328K
Prairie Logistics Inc. - New BusinessDealRowan BlakeMEDDPICC elements missing for the deal's stage or close date (champion)$326K
Granite Learning Inc. - New BusinessDealCasey MorganClose date pushed two or more times; No stage change in 60 days$324K
Zephyr Biosciences Inc. - New BusinessDealHarper QuinnNo stage change in 60 days$319K
Beacon Networks Inc. - New BusinessDealCasey MorganClose 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 BusinessDealHarper QuinnClose 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 BusinessDealCasey MorganMEDDPICC elements missing for the deal's stage or close date (economic buyer, identified pain)$259K
Orchid Media Inc. - New BusinessDealHarper QuinnOpen 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 2027RenewalSam FischerOpen renewal with no owner$242K
Ember Freight Inc. - New BusinessDealRowan BlakeNo 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 BusinessDealCasey MorganClose date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (champion)$218K
Atlas Outfitters Inc. - New BusinessDealDevon PriceClose 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 BusinessDealDevon PriceMEDDPICC elements missing for the deal's stage or close date (metrics, identified pain, champion)$184K
Ember Health Inc. - New BusinessDealCasey MorganNo 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.AccountAmara NovakCustomer with no active champion recorded; Customer with no executive sponsor recorded$169K
Redstone Freight Inc. - Renewal 2027RenewalArjun OkaforOpen renewal with no owner$167K
Beacon Networks Inc. - New BusinessDealCasey MorganMEDDPICC elements missing for the deal's stage or close date (metrics, identified pain)$164K
Clearwater Builders Inc. - Expansion 2027DealOmar RossiOpen deal with no contacts attached$162K
Pinecrest Robotics Inc. - New BusinessDealRowan BlakeNo 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 BusinessDealRowan BlakeClose 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 BusinessDealRowan BlakeClose 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 BusinessDealHarper QuinnClose 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 BusinessDealRowan BlakeMEDDPICC 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 BusinessDealCasey MorganMEDDPICC elements missing for the deal's stage or close date (metrics, identified pain, champion)$139K
Juniper Software Inc. - New BusinessDealHarper QuinnMEDDPICC elements missing for the deal's stage or close date (economic buyer, decision criteria, identified pain, champion)$136K
Lumen Labs Inc.AccountGrant TanakaCustomer with no active champion recorded$135K
Alder Software Inc. - New BusinessDealRowan BlakeMEDDPICC elements missing for the deal's stage or close date (economic buyer)$134K
Driftwood Logistics Inc. - New BusinessDealDevon PriceNo 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 BusinessDealRowan BlakeOpen 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 BusinessDealDevon PriceMEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, champion)$124K
Prairie Logistics Inc. - New BusinessDealSasha ReidNo 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 BusinessDealSasha ReidMEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer)$122K
Atlas Learning Inc. - New BusinessDealHarper QuinnMEDDPICC elements missing for the deal's stage or close date (economic buyer, decision criteria, identified pain)$119K
Bright Energy Inc. - New BusinessDealRowan BlakeMEDDPICC elements missing for the deal's stage or close date (identified pain)$117K
Granite Foods Inc. - New BusinessDealRowan BlakeClose 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 BusinessDealHarper QuinnOpen deal past its close date; MEDDPICC elements missing for the deal's stage or close date (competition)$107K
Keystone Learning Inc. - New BusinessDealCasey MorganClose 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 BusinessDealHarper QuinnOpen deal past its close date; MEDDPICC elements missing for the deal's stage or close date (paper process, competition)$102K
Prairie Logistics Inc. - New BusinessDealSasha ReidClose date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (champion)$102K
Redstone Financial Inc. - New BusinessDealRowan BlakeMEDDPICC elements missing for the deal's stage or close date (identified pain, champion)$101K
Juniper Software Inc. - New BusinessDealHarper QuinnClose date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (economic buyer, champion)$100K
Driftwood Learning Inc.AccountAvery NguyenCustomer with no active champion recorded; Customer with no executive sponsor recorded$97K
Pinecrest Biosciences Inc. - New BusinessDealHarper QuinnMEDDPICC elements missing for the deal's stage or close date (metrics, decision criteria)$95K
Granite Energy Inc. - New BusinessDealDevon PriceOpen 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 BusinessDealRowan BlakeMEDDPICC elements missing for the deal's stage or close date (economic buyer)$90K
Granite Energy Inc. - New BusinessDealDevon PriceMEDDPICC elements missing for the deal's stage or close date (metrics, champion)$85K
Quarry Analytics Inc. - New BusinessDealCasey MorganMEDDPICC elements missing for the deal's stage or close date (identified pain, champion)$84K
Bright Health Inc. - New BusinessDealDevon PriceOpen 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.AccountOmar RossiCustomer with no active champion recorded; Customer with no executive sponsor recorded$77K
Juniper Insurance Inc. - New BusinessDealDevon PriceOpen 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 BusinessDealHarper QuinnClose 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 BusinessDealHarper QuinnOpen 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 BusinessDealCasey MorganMEDDPICC elements missing for the deal's stage or close date (decision criteria, decision process, identified pain, competition)$70K
Atlas Media Inc. - New BusinessDealHarper QuinnMEDDPICC elements missing for the deal's stage or close date (economic buyer, decision criteria, identified pain, champion)$64K
Alder Software Inc. - New BusinessDealRowan BlakeMEDDPICC elements missing for the deal's stage or close date (economic buyer)$62K
Orchid Hospitality Inc. - New BusinessDealSasha ReidMEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, identified pain, champion)$58K
Redstone Outfitters Inc.AccountTomas CastilloCustomer with no active champion recorded; Customer with no executive sponsor recorded$57K
Orchid Robotics Inc. - New BusinessDealDevon PriceClose 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 BusinessDealDevon PriceOpen 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 BusinessDealHarper QuinnMEDDPICC elements missing for the deal's stage or close date (metrics, identified pain, champion)$49K
Prairie Logistics Inc. - New BusinessDealSasha ReidClose 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 BusinessDealHarper QuinnMEDDPICC elements missing for the deal's stage or close date (decision process, identified pain, competition)$42K
Fernhill Systems Inc. - New BusinessDealHarper QuinnMEDDPICC elements missing for the deal's stage or close date (metrics, identified pain, champion, competition)$41K
Orchid Hospitality Inc. - New BusinessDealSasha ReidOpen 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 BusinessDealDevon PriceMEDDPICC elements missing for the deal's stage or close date (metrics, decision criteria, identified pain, champion, competition)$39K
Oakridge Financial Inc. - New BusinessDealDevon PriceClose 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 2027DealFatima HaddadOpen deal with no contacts attached$36K
Falcon Financial Inc. - New BusinessDealSasha ReidMEDDPICC elements missing for the deal's stage or close date (metrics)$34K
Falcon Hospitality Inc. - New BusinessDealSasha ReidMEDDPICC elements missing for the deal's stage or close date (metrics, identified pain)$34K
Sable Networks Inc. - Expansion 2027DealSam FischerOpen deal with no contacts attached$32K
Harbor Outfitters Inc. - New BusinessDealRowan BlakeMEDDPICC elements missing for the deal's stage or close date (identified pain, champion)$32K
Willow Analytics Inc.AccountGrant TanakaCustomer with no active champion recorded; Customer with no executive sponsor recorded$32K
Meridian Freight Inc. - New BusinessDealCasey MorganOpen 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 BusinessDealCasey MorganMEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, decision criteria)$31K
Cedar Energy Inc. - New BusinessDealHarper QuinnOpen 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.AccountTomas CastilloCustomer with no active champion recorded; Customer with no executive sponsor recorded$30K
Atlas Hospitality Inc. - Expansion 2027DealAvery NguyenOpen deal with no contacts attached$28K
Oakridge Robotics Inc. - Renewal 2027RenewalFatima HaddadOpen renewal with no owner$27K
Ironwood Energy Inc.AccountTomas CastilloCustomer with no active champion recorded; Customer with no executive sponsor recorded$26K
Nimbus Labs Inc. - New BusinessDealCasey MorganMEDDPICC elements missing for the deal's stage or close date (economic buyer, decision process)$26K
Cobalt Biosciences Inc. - New BusinessDealCasey MorganClose 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 BusinessDealHarper QuinnClose 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 2027DealAvery NguyenOpen deal with no contacts attached$22K
Sterling Freight Inc. - New BusinessDealCasey MorganMEDDPICC elements missing for the deal's stage or close date (paper process)$22K
Sable Outfitters Inc. - New BusinessDealRowan BlakeClose 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 BusinessDealHarper QuinnMEDDPICC elements missing for the deal's stage or close date (metrics, identified pain)$21K
Beacon Foods Inc. - Expansion 2027DealSam FischerOpen deal with no contacts attached$21K
Clearwater Analytics Inc. - New BusinessDealRowan BlakeOpen 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 BusinessDealDevon PriceClose date pushed two or more times$20K
Cobalt Outfitters Inc. - New BusinessDealHarper QuinnOpen 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 BusinessDealSasha ReidMEDDPICC elements missing for the deal's stage or close date (metrics, champion)$15K
Atlas Freight Inc. - New BusinessDealRowan BlakeMEDDPICC elements missing for the deal's stage or close date (metrics, economic buyer, decision process, identified pain, champion)$15K
Clearwater Analytics Inc. - New BusinessDealRowan BlakeMEDDPICC elements missing for the deal's stage or close date (metrics, identified pain, champion)$15K
Ironwood Networks Inc. - New BusinessDealCasey MorganMEDDPICC elements missing for the deal's stage or close date (economic buyer, identified pain, champion, competition)$15K
Falcon Financial Inc. - New BusinessDealCasey MorganOpen 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 BusinessDealHarper QuinnMEDDPICC elements missing for the deal's stage or close date (economic buyer, decision criteria)$12K
Meridian Software Inc.AccountTomas CastilloCustomer with no active champion recorded; Customer with no executive sponsor recorded$12K
Quarry Energy Inc.AccountSam FischerCustomer with no active champion recorded$11K
Oakridge Systems Inc.AccountAmara NovakCustomer with no active champion recorded; Customer with no executive sponsor recorded$11K
Sable Financial Inc. - New BusinessDealRowan BlakeClose date pushed two or more times; MEDDPICC elements missing for the deal's stage or close date (champion)$10K
Fernhill Robotics Inc. - New BusinessDealRowan BlakeMEDDPICC elements missing for the deal's stage or close date (economic buyer, competition)$10K
Orchid Systems Inc.AccountGrant TanakaCustomer with no active champion recorded$9K
Fernhill Foods Inc. - Renewal 2026RenewalFatima HaddadOpen renewal with no owner$9K
Willow Outfitters Inc.AccountOmar RossiCustomer with no active champion recorded; Customer with no executive sponsor recorded$9K
Ironwood Freight Inc.AccountOmar RossiCustomer with no active champion recorded$9K
Beacon Manufacturing Inc.AccountArjun OkaforCustomer with no active champion recorded; Customer with no executive sponsor recorded$7K
Lumen Software Inc.AccountGrant TanakaCustomer with no active champion recorded$7K
Vantage Software Inc.AccountAmara NovakCustomer with no active champion recorded$7K
Falcon Builders Inc.AccountAmara NovakCustomer with no active champion recorded; Customer with no executive sponsor recorded$6K
Meridian Systems Inc.AccountTomas CastilloCustomer with no active champion recorded$6K
Bright Media Inc.AccountSam FischerCustomer with no active champion recorded$6K
Vantage Labs Inc. - Renewal 2027RenewalTomas CastilloOpen renewal with no owner$6K
Lumen Systems Inc.AccountGrant TanakaCustomer with no active champion recorded; Customer with no executive sponsor recorded; Customer with no CSM health score$5K
Apex Foods Inc. - Expansion 2027DealSam FischerOpen deal with no contacts attached$5K
Prairie Insurance Inc.AccountOmar RossiCustomer with no active champion recorded; Customer with no executive sponsor recorded$5K
Granite Media Inc.AccountOmar RossiCustomer with no active champion recorded; Customer with no executive sponsor recorded$4K
Willow Learning Inc. - Expansion 2027DealSam FischerOpen deal with no contacts attached$2K
Ember Energy Inc. - Renewal 2027RenewalOmar RossiOpen renewal with no owner$2K
Oakridge Media Inc. - Expansion 2027DealTomas CastilloOpen deal with no contacts attached$2K
Tidal Software Inc. - Expansion 2027DealTomas CastilloOpen deal with no contacts attached$1K
Keystone Freight Inc. - Expansion 2027DealGrant TanakaOpen deal with no contacts attached$1K
Redstone Health Inc. - Expansion 2027DealTomas CastilloOpen deal with no contacts attached$1K
Juniper Logistics Inc. - Expansion 2027DealAvery NguyenOpen deal with no contacts attached$400
Lumen Logistics Inc. - Expansion 2027DealAmara NovakOpen deal with no contacts attached$400
Beacon Biosciences Inc. - New BusinessDealHarper QuinnOpen 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 BusinessDealDevon PriceNo 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 BusinessDealCasey MorganClose 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.AccountArjun OkaforCustomer with no executive sponsor recorded; Customer with no industry–
Cedar Networks Inc.AccountOmar RossiCustomer with no executive sponsor recorded; Customer with no CSM health score–
Driftwood Robotics Inc.AccountAvery NguyenCustomer with no executive sponsor recorded; Customer with no industry–
Ember Energy Inc.AccountOmar RossiCustomer with no industry; Customer with no CSM health score–
Ember Insurance Inc.AccountGrant TanakaCustomer with no industry; Customer with no CSM health score–
Fernhill Outfitters Inc.AccountTomas CastilloCustomer with no executive sponsor recorded; Customer with no CSM health score–
Juniper Labs Inc.AccountGrant TanakaCustomer with no executive sponsor recorded; Customer with no industry–
Kwame Haddad (Oakridge Builders Inc.)ContactAvery NguyenCustomer contact with no buying role; Customer contact with no email–
Nimbus Manufacturing Inc.AccountTomas CastilloCustomer with no executive sponsor recorded; Customer with no industry–
Pinecrest Health Inc.AccountTomas CastilloCustomer with no executive sponsor recorded; Customer with no CSM health score–
Redstone Hospitality Inc.AccountAmara NovakCustomer with no executive sponsor recorded; Customer with no industry–
Sable Networks Inc.AccountSam FischerCustomer with no executive sponsor recorded; Customer with no industry–
Sterling Labs Inc. - New BusinessDealSasha ReidOpen 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.AccountOmar RossiCustomer with no executive sponsor recorded–
Alder Health Inc.AccountAvery NguyenCustomer with no executive sponsor recorded–
Alder Robotics Inc.AccountGrant TanakaCustomer with no executive sponsor recorded–
Amara Castillo (Zephyr Freight Inc.)ContactTomas CastilloCustomer contact with no buying role–
Amara Evans (Sterling Hospitality Inc.)ContactSam FischerCustomer contact with no email–
Amara Jensen (Tidal Energy Inc.)ContactAmara NovakCustomer contact with no email–
Amara Mensah (Vantage Manufacturing Inc.)ContactSam FischerCustomer contact with no email–
Apex Biosciences Inc.AccountArjun OkaforCustomer with no executive sponsor recorded–
Apex Media Inc.AccountSam FischerCustomer with no executive sponsor recorded–
Apex Software Inc.AccountSasha ReidDuplicate account (same company name)–
Arjun Castillo (Nimbus Analytics Inc.)ContactTomas CastilloCustomer contact with no email–
Arjun Cohen (Crescent Health Inc.)ContactGrant TanakaCustomer contact with no buying role–
Arjun Ibrahim (Redstone Labs Inc.)ContactArjun OkaforCustomer contact with no buying role–
Atlas Analytics Inc.AccountOmar RossiCustomer with no executive sponsor recorded–
Atlas Health Inc.AccountFatima HaddadCustomer with no CSM health score–
Atlas Hospitality Inc.AccountAvery NguyenCustomer with no executive sponsor recorded–
Atlas Robotics Inc.AccountArjun OkaforCustomer with no executive sponsor recorded–
Atlas Software Inc.AccountAvery NguyenCustomer with no industry–
Avery Johnson (Quarry Systems Inc.)ContactGrant TanakaCustomer contact with no email–
Avery Larsen (Vantage Robotics Inc.)ContactArjun OkaforCustomer contact with no buying role–
Avery Novak (Oakridge Manufacturing Inc.)ContactAvery NguyenCustomer contact with no buying role–
Avery Okafor (Vantage Learning Inc.)ContactOmar RossiCustomer contact with no email–
Avery Park (Crescent Media Inc.)ContactSam FischerCustomer contact with no email–
Avery Walsh (Quarry Media Inc.)ContactFatima HaddadCustomer contact with no email–
Beacon Analytics Inc.AccountFatima HaddadCustomer with no executive sponsor recorded–
Beacon Biosciences Inc. - New BusinessDealHarper QuinnOpen deal with no amount–
Beacon Builders Inc.AccountArjun OkaforCustomer with no executive sponsor recorded–
Beacon Health Inc.AccountTomas CastilloCustomer with no executive sponsor recorded–
Bright Financial Inc.AccountGrant TanakaCustomer with no industry–
Caleb Brennan (Beacon Software Inc.)ContactTomas CastilloCustomer contact with no email–
Cedar Hospitality Inc.AccountAmara NovakCustomer with no executive sponsor recorded–
Chloe Novak (Lumen Robotics Inc.)ContactTomas CastilloCustomer contact with no email–
Chloe Rossi (Driftwood Learning Inc.)ContactAvery NguyenCustomer contact with no buying role–
Clearwater Foods Inc.AccountFatima HaddadCustomer with no executive sponsor recorded–
Clearwater Insurance Inc.AccountOmar RossiCustomer with no executive sponsor recorded–
Clearwater Labs Inc.AccountOmar RossiCustomer with no executive sponsor recorded–
Clearwater Software Inc.AccountAvery NguyenCustomer with no executive sponsor recorded–
Cobalt Analytics Inc.AccountArjun OkaforCustomer with no CSM health score–
Cobalt Energy Inc.AccountGrant TanakaCustomer with no CSM health score–
Cobalt Insurance Inc.AccountTomas CastilloCustomer with no executive sponsor recorded–
Cobalt Labs Inc.AccountSam FischerCustomer with no executive sponsor recorded–
Crescent Health Inc.AccountGrant TanakaCustomer with no CSM health score–
Crescent Insurance Inc.AccountAvery NguyenCustomer with no executive sponsor recorded–
Crescent Manufacturing Inc.AccountArjun OkaforCustomer with no industry–
Crescent Systems Inc.AccountSam FischerCustomer with no CSM health score–
Diego Castillo (Lumen Software Inc.)ContactGrant TanakaCustomer contact with no email–
Diego Cohen (Ironwood Insurance Inc.)ContactFatima HaddadCustomer contact with no buying role–
Driftwood Insurance Inc.AccountAmara NovakCustomer with no industry–
Driftwood Software Inc.AccountGrant TanakaCustomer with no executive sponsor recorded–
Driftwood Systems Inc.AccountTomas CastilloCustomer with no executive sponsor recorded–
Elena Holm (Redstone Learning Inc.)ContactAmara NovakCustomer contact with no email–
Elena Kim (Meridian Software Inc.)ContactTomas CastilloCustomer contact with no buying role–
Elena Rossi (Orchid Systems Inc.)ContactGrant TanakaCustomer contact with no email–
Ember Analytics Inc.AccountAmara NovakCustomer with no executive sponsor recorded–
Ember Biosciences Inc.AccountTomas CastilloCustomer with no executive sponsor recorded–
Ember Labs Inc.AccountGrant TanakaCustomer with no executive sponsor recorded–
Ember Systems Inc.AccountArjun OkaforCustomer with no executive sponsor recorded–
Ethan Castillo (Cedar Logistics Inc.)ContactTomas CastilloCustomer contact with no email–
Ethan Evans (Willow Financial Inc.)ContactTomas CastilloCustomer contact with no buying role–
Ethan Ibrahim (Vantage Software Inc.)ContactAmara NovakCustomer contact with no email–
Ethan Mensah (Nimbus Builders Inc.)ContactAmara NovakCustomer contact with no buying role–
Ethan Tanaka (Willow Analytics Inc.)ContactGrant TanakaCustomer contact with no email–
Falcon Energy Inc.AccountTomas CastilloCustomer with no executive sponsor recorded–
Falcon Financial Inc.AccountSasha ReidDuplicate account (same company name)–
Falcon Health Inc.AccountArjun OkaforCustomer with no executive sponsor recorded–
Falcon Hospitality Inc.AccountSasha ReidDuplicate account (same company name)–
Falcon Logistics Inc.AccountOmar RossiCustomer with no executive sponsor recorded–
Falcon Logistics, IncAccountOmar RossiDuplicate account (same company name)–
Fatima Duarte (Cobalt Foods Inc.)ContactOmar RossiCustomer contact with no buying role–
Fatima Duarte (Prairie Energy Inc.)ContactSam FischerCustomer contact with no buying role–
Fatima Gupta (Redstone Outfitters Inc.)ContactTomas CastilloCustomer contact with no email–
Fatima Okafor (Orchid Insurance Inc.)ContactGrant TanakaCustomer contact with no email–
Fatima Silva (Alder Builders Inc.)ContactFatima HaddadCustomer contact with no buying role–
Fatima Yilmaz (Quarry Systems Inc.)ContactGrant TanakaCustomer contact with no buying role–
Fernhill Energy Inc.AccountFatima HaddadCustomer with no executive sponsor recorded–
Fernhill Manufacturing Inc.AccountAvery NguyenCustomer with no executive sponsor recorded–
Granite Financial Inc.AccountFatima HaddadCustomer with no executive sponsor recorded–
Granite Health Inc.AccountFatima HaddadCustomer with no executive sponsor recorded–
Grant Brennan (Sterling Software Inc.)ContactArjun OkaforCustomer contact with no buying role–
Grant Castillo (Beacon Software Inc.)ContactTomas CastilloCustomer contact with no buying role–
Grant Castillo (Redstone Software Inc.)ContactArjun OkaforCustomer contact with no email–
Grant Tanaka (Sable Builders Inc.)ContactFatima HaddadCustomer contact with no buying role–
Hannah Duarte (Redstone Hospitality Inc.)ContactAmara NovakCustomer contact with no buying role–
Hannah Yilmaz (Cobalt Media Inc.)ContactAmara NovakCustomer contact with no buying role–
Harbor Energy Inc.AccountTomas CastilloCustomer with no industry–
Harbor Freight Inc.AccountTomas CastilloCustomer with no executive sponsor recorded–
Harbor Manufacturing Inc.AccountSam FischerCustomer with no executive sponsor recorded–
Ines Gupta (Driftwood Media Inc.)ContactAvery NguyenCustomer contact with no buying role–
Jordan Ibrahim (Clearwater Foods Inc.)ContactFatima HaddadCustomer contact with no buying role–
Jordan Jensen (Juniper Learning Inc.)ContactSam FischerCustomer contact with no buying role–
Jordan Mensah (Prairie Insurance Inc.)ContactOmar RossiCustomer contact with no buying role–
Jordan Novak (Pinecrest Insurance Inc.)ContactSam FischerCustomer contact with no email–
Jordan Reyes (Oakridge Foods Inc.)ContactAmara NovakCustomer contact with no email–
Juniper Media Inc.AccountFatima HaddadCustomer with no executive sponsor recorded–
Juniper Networks Inc.AccountOmar RossiCustomer with no executive sponsor recorded–
Juniper Robotics Inc.AccountTomas CastilloCustomer with no executive sponsor recorded–
Juniper Systems Inc.AccountAmara NovakCustomer with no executive sponsor recorded–
Keystone Manufacturing Inc.AccountOmar RossiCustomer with no executive sponsor recorded–
Keystone Networks Inc.AccountOmar RossiCustomer with no industry–
Keystone Software Inc.AccountOmar RossiCustomer with no executive sponsor recorded–
Kwame Cohen (Orchid Energy Inc.)ContactGrant TanakaCustomer contact with no buying role–
Kwame Holm (Redstone Media Inc.)ContactArjun OkaforCustomer contact with no buying role–
Kwame Novak (Crescent Systems Inc.)ContactSam FischerCustomer contact with no buying role–
Kwame Patel (Fernhill Biosciences Inc.)ContactTomas CastilloCustomer contact with no email–
Kwame Yilmaz (Lumen Builders Inc.)ContactTomas CastilloCustomer contact with no buying role–
Leah Castillo (Oakridge Manufacturing Inc.)ContactAvery NguyenCustomer contact with no buying role–
Leah Johnson (Crescent Media Inc.)ContactSam FischerCustomer contact with no buying role–
Leah Okafor (Oakridge Networks Inc.)ContactTomas CastilloCustomer contact with no email–
Leah Rossi (Redstone Media Inc.)ContactArjun OkaforCustomer contact with no buying role–
Leah Walsh (Crescent Hospitality Inc.)ContactTomas CastilloCustomer contact with no buying role–
Lena Garcia (Vantage Manufacturing Inc.)ContactSam FischerDuplicate contact (same email, same account)–
Lena Nguyen (Nimbus Builders Inc.)ContactAmara NovakCustomer contact with no buying role–
Lena Reyes (Driftwood Freight Inc.)ContactTomas CastilloCustomer contact with no email–
Lena Rossi (Ember Learning Inc.)ContactFatima HaddadCustomer contact with no buying role–
Lena Schmidt (Driftwood Learning Inc.)ContactAvery NguyenCustomer contact with no email–
Lumen Builders Inc.AccountTomas CastilloCustomer with no CSM health score–
Lumen Learning Inc.AccountAmara NovakCustomer with no executive sponsor recorded–
Lumen Media Inc.AccountSam FischerCustomer with no executive sponsor recorded–
Marcus Bauer (Lumen Builders Inc.)ContactTomas CastilloCustomer contact with no buying role–
Marcus Johnson (Driftwood Robotics Inc.)ContactAvery NguyenCustomer contact with no buying role–
Mateo Adler (Juniper Logistics Inc.)ContactAvery NguyenCustomer contact with no email–
Mateo Brennan (Orchid Builders Inc.)ContactAvery NguyenCustomer contact with no email–
Mateo Novak (Clearwater Software Inc.)ContactAvery NguyenCustomer contact with no buying role–
Mateo Schmidt (Cobalt Freight Inc.)ContactAmara NovakCustomer contact with no buying role–
Maya Schmidt (Zephyr Manufacturing Inc.)ContactFatima HaddadCustomer contact with no email–
Meridian Biosciences Inc.AccountSam FischerCustomer with no executive sponsor recorded–
Meridian Builders Inc.AccountAvery NguyenCustomer with no executive sponsor recorded–
Meridian Logistics Inc.AccountAmara NovakCustomer with no executive sponsor recorded–
Nadia Evans (Oakridge Manufacturing Inc.)ContactAvery NguyenCustomer contact with no buying role–
Nadia Ibrahim (Redstone Analytics Inc.)ContactArjun OkaforCustomer contact with no buying role–
Nadia Novak (Redstone Hospitality Inc.)ContactAmara NovakCustomer contact with no buying role–
Nimbus Builders Inc.AccountAmara NovakCustomer with no executive sponsor recorded–
Nimbus Outfitters Inc.AccountAmara NovakCustomer with no executive sponsor recorded–
Noah Novak (Beacon Analytics Inc.)ContactFatima HaddadCustomer contact with no email–
Noah Novak (Granite Insurance Inc.)ContactSam FischerDuplicate contact (same email, same account)–
Noah Walsh (Oakridge Energy Inc.)ContactSam FischerCustomer contact with no email–
Oakridge Builders Inc.AccountAvery NguyenCustomer with no executive sponsor recorded–
Oakridge Energy Inc.AccountSam FischerCustomer with no executive sponsor recorded–
Oakridge Media Inc.AccountTomas CastilloCustomer with no executive sponsor recorded–
Oakridge Robotics Inc.AccountFatima HaddadCustomer with no executive sponsor recorded–
Omar Rossi (Fernhill Energy Inc.)ContactFatima HaddadCustomer contact with no buying role–
Omar Schmidt (Willow Analytics Inc.)ContactGrant TanakaCustomer contact with no buying role–
Orchid Hospitality Inc.AccountSasha ReidDuplicate account (same company name)–
Orchid Insurance Inc.AccountGrant TanakaCustomer with no executive sponsor recorded–
Pinecrest Media Inc.AccountSam FischerCustomer with no executive sponsor recorded–
Prairie Hospitality, IncAccountFatima HaddadDuplicate account (same company name)–
Prairie Logistics Inc.AccountSasha ReidDuplicate account (same company name)–
Prairie Media Inc.AccountGrant TanakaCustomer with no executive sponsor recorded–
Priya Gupta (Keystone Outfitters Inc.)ContactAmara NovakCustomer contact with no email–
Priya Haddad (Cedar Health Inc.)ContactTomas CastilloCustomer contact with no email–
Priya Haddad (Fernhill Analytics Inc.)ContactGrant TanakaCustomer contact with no buying role–
Priya Larsen (Nimbus Health Inc.)ContactSam FischerCustomer contact with no email–
Priya Novak (Pinecrest Media Inc.)ContactSam FischerCustomer contact with no buying role–
Priya Yilmaz (Sable Networks Inc.)ContactSam FischerCustomer contact with no email–
Quarry Logistics Inc.AccountAmara NovakCustomer with no executive sponsor recorded–
Rachel Cohen (Ember Systems Inc.)ContactArjun OkaforCustomer contact with no buying role–
Rachel Duarte (Nimbus Builders Inc.)ContactAmara NovakCustomer contact with no buying role–
Rachel Holm (Apex Networks Inc.)ContactArjun OkaforCustomer contact with no buying role–
Rachel Kim (Clearwater Builders Inc.)ContactOmar RossiCustomer contact with no email–
Rachel Nguyen (Keystone Software Inc.)ContactOmar RossiCustomer contact with no email–
Rachel Okafor (Orchid Foods Inc.)ContactGrant TanakaCustomer contact with no email–
Redstone Labs Inc.AccountArjun OkaforCustomer with no industry–
Redstone Media Inc.AccountArjun OkaforCustomer with no executive sponsor recorded–
Redstone Networks Inc.AccountGrant TanakaCustomer with no executive sponsor recorded–
Redstone Software Inc.AccountArjun OkaforCustomer with no executive sponsor recorded–
Redstone Systems Inc.AccountSam FischerCustomer with no industry–
Sable Biosciences Inc.AccountGrant TanakaCustomer with no executive sponsor recorded–
Sable Freight Inc.AccountTomas CastilloCustomer with no executive sponsor recorded–
Sable Health Inc.AccountFatima HaddadCustomer with no executive sponsor recorded–
Sam Duarte (Zephyr Freight Inc.)ContactTomas CastilloCustomer contact with no buying role–
Sterling Health Inc.AccountAmara NovakCustomer with no industry–
Sterling Hospitality Inc.AccountSam FischerCustomer with no executive sponsor recorded–
Sterling Labs Inc.AccountSasha ReidDuplicate account (same company name)–
Tidal Energy Inc.AccountAmara NovakCustomer with no executive sponsor recorded–
Tidal Media Inc.AccountAvery NguyenCustomer with no executive sponsor recorded–
Upland Financial Inc.AccountArjun OkaforCustomer with no industry–
Vantage Health Inc.AccountArjun OkaforCustomer with no executive sponsor recorded–
Vantage Labs Inc.AccountTomas CastilloCustomer with no executive sponsor recorded–
Vantage Learning Inc.AccountOmar RossiCustomer with no CSM health score–
Vantage Manufacturing, IncAccountSam FischerDuplicate account (same company name)–
Vantage Outfitters Inc.AccountSam FischerCustomer with no industry–
Victor Adler (Keystone Outfitters Inc.)ContactAmara NovakCustomer contact with no buying role–
Victor Haddad (Falcon Health Inc.)ContactArjun OkaforCustomer contact with no buying role–
Victor Haddad (Tidal Labs Inc.)ContactFatima HaddadCustomer contact with no email–
Victor Larsen (Oakridge Energy Inc.)ContactSam FischerCustomer contact with no buying role–
Wei Gupta (Willow Analytics Inc.)ContactGrant TanakaCustomer contact with no buying role–
Wei Haddad (Pinecrest Media Inc.)ContactSam FischerCustomer contact with no email–
Wei Park (Alder Biosciences Inc.)ContactOmar RossiCustomer contact with no email–
Willow Biosciences Inc.AccountAvery NguyenCustomer with no executive sponsor recorded–
Willow Financial Inc.AccountTomas CastilloCustomer with no executive sponsor recorded–
Willow Financial, IncAccountTomas CastilloDuplicate account (same company name)–
Willow Hospitality Inc.AccountArjun OkaforCustomer with no industry–
Yuki Fischer (Juniper Networks Inc.)ContactOmar RossiCustomer contact with no email–
Yuki Gupta (Tidal Energy Inc.)ContactAmara NovakCustomer contact with no email–
Yuki Haddad (Cobalt Foods Inc.)ContactOmar RossiCustomer contact with no buying role–
Yuki Walsh (Pinecrest Insurance Inc.)ContactSam FischerCustomer 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.

  1. Keep history on health score, NPS and payment status Setup gap · Level 4
    History 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.
  2. Make qualification part of moving a deal forward Stops a hygiene gap recurring
    MEDDPICC 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.
  3. Link every call and meeting to a contact Stops a hygiene gap recurring
    Activity 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.
  4. Attach the buying group to each deal Stops a hygiene gap recurring
    Open 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).
  5. Fill industry on every account Stops a hygiene gap recurring
    Customer 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.
  6. Require a health score on every customer Stops a hygiene gap recurring
    Customer 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.
  7. Record buying roles on contacts Stops a hygiene gap recurring
    Customer 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.
  8. Require an amount and close date on every deal Stops a hygiene gap recurring
    Open 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)).
  9. Give every renewal an owner Stops a hygiene gap recurring
    Open 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.
SegmentRenewalsUp for renewalChurnedContractionCustomers lostGRRNRR
SMB80$962K$195K$16K1478.0%79.6%
Mid-Market54$7.0M$904K$43K1086.4%88.7%
Enterprise32$35.6M$6.7M$428K680.0%82.0%
All166$43.5M$7.8M$487K3081.0%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
AccountCSMAEARRHealthCSM ratingWeakest parts
Orchid Insurance Inc.Grant TanakaRowan Blake$1.9M90GreenNone
Driftwood Robotics Inc.Avery NguyenDevon Price$1.9M90GreenNone
Cedar Software Inc.Omar RossiDevon Price$1.9M100GreenNone
Cobalt Media Inc.Amara NovakDevon Price$1.7M100YellowNone
Clearwater Builders Inc.Omar RossiDevon Price$1.7M100GreenNone
Sterling Software Inc.Arjun OkaforCasey Morgan$1.6M100GreenNone
Keystone Outfitters Inc.Amara NovakDevon Price$1.6M100GreenNone
Fernhill Learning Inc.Arjun OkaforHarper Quinn$1.6M100YellowNone
Alder Builders Inc.Fatima HaddadDevon Price$1.5M100GreenNone
Ember Insurance Inc.Grant TanakaRowan Blake$1.4M100Not ratedNone
Prairie Foods Inc.Arjun OkaforCasey Morgan$1.4M100GreenNone
Crescent Health Inc.Grant TanakaRowan Blake$1.2M85Not ratedSentiment
Nimbus Outfitters Inc.Amara NovakRowan Blake$1.1M90GreenNone
Cobalt Learning Inc.Sam FischerHarper Quinn$1.1M100GreenNone
Driftwood Media Inc.Avery NguyenRowan Blake$1.1M100GreenNone
Willow Hospitality Inc.Arjun OkaforCasey Morgan$984K100GreenNone
Sterling Health Inc.Amara NovakHarper Quinn$960K100GreenNone
Vantage Foods Inc.Omar RossiCasey Morgan$908K100GreenNone
Ironwood Foods Inc.Avery NguyenRowan Blake$886K100GreenNone
Vantage Manufacturing Inc.Sam FischerCasey Morgan$844K100GreenNone
Fernhill Hospitality Inc.Arjun OkaforHarper Quinn$752K100GreenNone
Fernhill Energy Inc.Fatima HaddadDevon Price$723K95GreenNone
Nimbus Builders Inc.Amara NovakRowan Blake$582K90GreenNone
Apex Systems Inc.Tomas CastilloDevon Price$417K90GreenNone
Oakridge Manufacturing Inc.Avery NguyenCasey Morgan$406K100GreenNone
Fernhill Manufacturing Inc.Avery NguyenRowan Blake$337K90GreenNone
Vantage Outfitters Inc.Sam FischerRowan Blake$336K85YellowSentiment
Prairie Hospitality Inc.Fatima HaddadRowan Blake$301K100GreenNone
Granite Health Inc.Fatima HaddadRowan Blake$300K90GreenNone
Cobalt Foods Inc.Omar RossiCasey Morgan$282K100GreenNone
Redstone Foods Inc.Amara NovakRowan Blake$267K100GreenNone
Redstone Software Inc.Arjun OkaforCasey Morgan$264K95GreenNone
Driftwood Freight Inc.Tomas CastilloDevon Price$248K100GreenNone
Fernhill Logistics Inc.Arjun OkaforHarper Quinn$247K100GreenNone
Sable Networks Inc.Sam FischerRowan Blake$242K90GreenNone
Ironwood Outfitters Inc.Avery NguyenCasey Morgan$240K100GreenNone
Oakridge Learning Inc.Sam FischerHarper Quinn$238K100GreenNone
Lumen Builders Inc.Tomas CastilloRowan Blake$238K100Not ratedNone
Zephyr Labs Inc.Tomas CastilloDevon Price$230K100GreenNone
Willow Financial Inc.Tomas CastilloHarper Quinn$230K95YellowNone
Crescent Systems Inc.Sam FischerDevon Price$204K100Not ratedNone
Oakridge Networks Inc.Tomas CastilloDevon Price$202K100GreenNone
Crescent Media Inc.Sam FischerDevon Price$196K100GreenNone
Orchid Foods Inc.Grant TanakaCasey Morgan$188K100GreenNone
Sable Media Inc.Avery NguyenHarper Quinn$185K100GreenNone
Driftwood Systems Inc.Tomas CastilloRowan Blake$181K95GreenNone
Meridian Foods Inc.Avery NguyenRowan Blake$176K100GreenNone
Prairie Media Inc.Grant TanakaCasey Morgan$175K90GreenNone
Harbor Manufacturing Inc.Sam FischerDevon Price$168K90GreenNone
Redstone Freight Inc.Arjun OkaforCasey Morgan$167K100GreenNone
Granite Insurance Inc.Sam FischerHarper Quinn$165K100GreenNone
Redstone Analytics Inc.Arjun OkaforDevon Price$161K100GreenNone
Harbor Robotics Inc.Sam FischerCasey Morgan$154K100GreenNone
Crescent Hospitality Inc.Tomas CastilloHarper Quinn$149K100GreenNone
Juniper Media Inc.Fatima HaddadHarper Quinn$146K90GreenNone
Tidal Labs Inc.Fatima HaddadDevon Price$145K85GreenSentiment
Beacon Foods Inc.Sam FischerDevon Price$137K100YellowNone
Beacon Labs Inc.Sam FischerRowan Blake$135K100GreenNone
Driftwood Outfitters Inc.Avery NguyenCasey Morgan$134K100GreenNone
Atlas Hospitality Inc.Avery NguyenCasey Morgan$129K90GreenNone
Falcon Learning Inc.Fatima HaddadRowan Blake$120K100GreenNone
Cedar Freight Inc.Amara NovakRowan Blake$119K100GreenNone
Lumen Financial Inc.Amara NovakHarper Quinn$119K100GreenNone
Orchid Builders Inc.Avery NguyenDevon Price$118K100GreenNone
Crescent Builders Inc.Amara NovakRowan Blake$115K85GreenAdoption
Driftwood Biosciences Inc.Arjun OkaforCasey Morgan$110K100GreenNone
Juniper Networks Inc.Omar RossiCasey Morgan$108K95GreenNone
Prairie Robotics Inc.Avery NguyenDevon Price$106K100GreenNone
Atlas Software Inc.Avery NguyenRowan Blake$106K85YellowSentiment
Juniper Energy Inc.Sam FischerHarper Quinn$100K100GreenNone
Meridian Builders Inc.Avery NguyenHarper Quinn$98K95GreenNone
Granite Financial Inc.Fatima HaddadCasey Morgan$94K90GreenNone
Clearwater Software Inc.Avery NguyenHarper Quinn$90K90RedNone
Granite Robotics Inc.Tomas CastilloDevon Price$88K100GreenNone
Sable Systems Inc.Avery NguyenHarper Quinn$85K100YellowNone
Driftwood Builders Inc.Omar RossiHarper Quinn$84K100GreenNone
Fernhill Analytics Inc.Grant TanakaDevon Price$84K100GreenNone
Redstone Learning Inc.Amara NovakDevon Price$79K100GreenNone
Beacon Builders Inc.Arjun OkaforDevon Price$70K90GreenNone
Harbor Builders Inc.Amara NovakHarper Quinn$64K100GreenNone
Willow Biosciences Inc.Avery NguyenDevon Price$64K83YellowNone
Vantage Learning Inc.Omar RossiHarper Quinn$60K100Not ratedNone
Harbor Financial Inc.Grant TanakaHarper Quinn$57K100YellowNone
Nimbus Systems Inc.Sam FischerRowan Blake$54K100YellowNone
Tidal Media Inc.Avery NguyenCasey Morgan$46K90GreenNone
Vantage Builders Inc.Amara NovakCasey Morgan$40K100GreenNone
Lumen Media Inc.Sam FischerHarper Quinn$38K95YellowNone
Sable Health Inc.Fatima HaddadRowan Blake$38K95GreenNone
Prairie Energy Inc.Sam FischerRowan Blake$31K100GreenNone
Beacon Insurance Inc.Omar RossiDevon Price$30K100GreenNone
Pinecrest Health Inc.Tomas CastilloRowan Blake$28K90Not ratedNone
Harbor Analytics Inc.Tomas CastilloRowan Blake$27K100GreenNone
Oakridge Robotics Inc.Fatima HaddadHarper Quinn$27K90RedNone
Nimbus Health Inc.Sam FischerRowan Blake$27K100GreenNone
Nimbus Insurance Inc.Avery NguyenHarper Quinn$25K100GreenNone
Quarry Foods Inc.Arjun OkaforRowan Blake$25K100GreenNone
Meridian Logistics Inc.Amara NovakDevon Price$24K100GreenNone
Upland Biosciences Inc.Amara NovakDevon Price$24K100GreenNone
Crescent Insurance Inc.Avery NguyenCasey Morgan$23K85GreenSentiment
Driftwood Insurance Inc.Amara NovakCasey Morgan$23K100GreenNone
Apex Foods Inc.Sam FischerHarper Quinn$23K100YellowNone
Fernhill Biosciences Inc.Tomas CastilloDevon Price$22K100GreenNone
Bright Hospitality Inc.Omar RossiCasey Morgan$22K85YellowSentiment
Falcon Logistics Inc.Omar RossiCasey Morgan$22K100GreenNone
Lumen Analytics Inc.Omar RossiHarper Quinn$20K100GreenNone
Atlas Health Inc.Fatima HaddadCasey Morgan$19K100Not ratedNone
Clearwater Freight Inc.Arjun OkaforRowan Blake$18K100GreenNone
Keystone Networks Inc.Omar RossiHarper Quinn$18K100GreenNone
Apex Media Inc.Sam FischerDevon Price$17K100YellowNone
Nimbus Manufacturing Inc.Tomas CastilloCasey Morgan$17K100GreenNone
Nimbus Hospitality Inc.Grant TanakaRowan Blake$15K100GreenNone
Crescent Outfitters Inc.Arjun OkaforHarper Quinn$15K100YellowNone
Bright Financial Inc.Grant TanakaCasey Morgan$15K100GreenNone
Keystone Freight Inc.Grant TanakaCasey Morgan$14K100GreenNone
Driftwood Analytics Inc.Amara NovakHarper Quinn$14K100GreenNone
Falcon Energy Inc.Tomas CastilloRowan Blake$14K100GreenNone
Alder Media Inc.Sam FischerDevon Price$14K100GreenNone
Cedar Biosciences Inc.Sam FischerRowan Blake$14K100GreenNone
Alder Labs Inc.Fatima HaddadCasey Morgan$13K100YellowNone
Sable Freight Inc.Tomas CastilloDevon Price$12K85GreenSentiment
Alder Manufacturing Inc.Arjun OkaforHarper Quinn$12K90GreenNone
Orchid Financial Inc.Sam FischerHarper Quinn$12K100GreenNone
Willow Health Inc.Grant TanakaCasey Morgan$12K100GreenNone
Orchid Energy Inc.Grant TanakaRowan Blake$12K100GreenNone
Meridian Analytics Inc.Tomas CastilloRowan Blake$12K100GreenNone
Tidal Software Inc.Tomas CastilloRowan Blake$12K100GreenNone
Prairie Learning Inc.Arjun OkaforHarper Quinn$12K100GreenNone
Redstone Networks Inc.Grant TanakaRowan Blake$12K100GreenNone
Crescent Manufacturing Inc.Arjun OkaforCasey Morgan$12K100GreenNone
Nimbus Networks Inc.Sam FischerHarper Quinn$11K100GreenNone
Bright Insurance Inc.Amara NovakDevon Price$11K100GreenNone
Oakridge Media Inc.Tomas CastilloRowan Blake$11K100GreenNone
Ironwood Hospitality Inc.Tomas CastilloDevon Price$11K100YellowNone
Cobalt Energy Inc.Grant TanakaCasey Morgan$10K100Not ratedNone
Cedar Analytics Inc.Fatima HaddadRowan Blake$10K100GreenNone
Willow Learning Inc.Sam FischerDevon Price$10K100GreenNone
Juniper Labs Inc.Grant TanakaCasey Morgan$10K100GreenNone
Harbor Energy Inc.Tomas CastilloHarper Quinn$10K100GreenNone
Sable Manufacturing Inc.Grant TanakaHarper Quinn$10K100YellowNone
Clearwater Insurance Inc.Omar RossiCasey Morgan$10K100GreenNone
Atlas Robotics Inc.Arjun OkaforHarper Quinn$10K100GreenNone
Prairie Freight Inc.Grant TanakaRowan Blake$10K100GreenNone
Cedar Robotics Inc.Omar RossiCasey Morgan$9K100GreenNone
Pinecrest Insurance Inc.Sam FischerDevon Price$9K100GreenNone
Upland Health Inc.Avery NguyenDevon Price$9K100GreenNone
Clearwater Foods Inc.Fatima HaddadRowan Blake$8K100GreenNone
Oakridge Foods Inc.Amara NovakDevon Price$8K100GreenNone
Fernhill Outfitters Inc.Tomas CastilloRowan Blake$8K100Not ratedNone
Nimbus Analytics Inc.Tomas CastilloCasey Morgan$8K100GreenNone
Zephyr Freight Inc.Tomas CastilloCasey Morgan$8K100GreenNone
Redstone Health Inc.Tomas CastilloCasey Morgan$7K100GreenNone
Cobalt Software Inc.Sam FischerCasey Morgan$7K100GreenNone
Zephyr Manufacturing Inc.Fatima HaddadHarper Quinn$7K100GreenNone
Alder Robotics Inc.Grant TanakaRowan Blake$7K100GreenNone
Keystone Builders Inc.Avery NguyenCasey Morgan$7K95GreenNone
Prairie Systems Inc.Avery NguyenCasey Morgan$6K85YellowSentiment
Redstone Insurance Inc.Avery NguyenCasey Morgan$6K100GreenNone
Cedar Logistics Inc.Tomas CastilloCasey Morgan$6K100GreenNone
Harbor Freight Inc.Tomas CastilloCasey Morgan$6K100YellowNone
Vantage Labs Inc.Tomas CastilloCasey Morgan$6K100GreenNone
Granite Logistics Inc.Fatima HaddadRowan Blake$6K100GreenNone
Alder Biosciences Inc.Omar RossiDevon Price$6K100GreenNone
Juniper Systems Inc.Amara NovakDevon Price$6K100YellowNone
Redstone Systems Inc.Sam FischerCasey Morgan$5K95GreenNone
Alder Learning Inc.Omar RossiDevon Price$4K100GreenNone
Driftwood Energy Inc.Amara NovakRowan Blake$4K100GreenNone
Ironwood Health Inc.Fatima HaddadRowan Blake$4K100GreenNone
Cobalt Labs Inc.Sam FischerHarper Quinn$4K85RedSentiment
Upland Financial Inc.Arjun OkaforHarper Quinn$4K100GreenNone
Juniper Logistics Inc.Avery NguyenDevon Price$4K100GreenNone
Atlas Foods Inc.Avery NguyenDevon Price$4K100GreenNone
Quarry Media Inc.Fatima HaddadDevon Price$3K100GreenNone
Cedar Health Inc.Tomas CastilloHarper Quinn$3K100GreenNone
Lumen Logistics Inc.Amara NovakCasey Morgan$3K100GreenNone
Beacon Systems Inc.Avery NguyenCasey Morgan$3K100GreenNone
Ironwood Media Inc.Avery NguyenHarper Quinn$3K100YellowNone
Alder Health Inc.Avery NguyenRowan Blake$3K100GreenNone
Ember Energy Inc.Omar RossiDevon Price$2K100Not ratedNone
Watch · 12 accounts · $3.1M
AccountCSMAEARRHealthCSM ratingWeakest parts
Ember Labs Inc.Grant TanakaCasey Morgan$1.3M75GreenSentiment
Redstone Media Inc.Arjun OkaforHarper Quinn$912K75GreenAdoption
Lumen Robotics Inc.Tomas CastilloRowan Blake$280K75GreenSentiment
Tidal Energy Inc.Amara NovakDevon Price$162K75YellowSentiment
Ember Analytics Inc.Amara NovakCasey Morgan$136K75GreenSentiment
Cedar Financial Inc.Fatima HaddadCasey Morgan$132K75GreenSentiment
Ember Networks Inc.Arjun OkaforRowan Blake$112K75YellowSentiment
Cedar Networks Inc.Omar RossiHarper Quinn$50K75Not ratedSentiment
Beacon Health Inc.Tomas CastilloRowan Blake$10K75GreenSentiment
Fernhill Foods Inc.Fatima HaddadRowan Blake$9K75RedSentiment, Commercial
Keystone Manufacturing Inc.Omar RossiRowan Blake$8K75GreenSentiment
Vantage Health Inc.Arjun OkaforRowan Blake$2K75GreenSentiment
At risk · 25 accounts · $5.5M
AccountCSMAEARRHealthCSM ratingWeakest parts
Oakridge Energy Inc.Sam FischerCasey Morgan$1.6M45YellowSentiment, Adoption
Falcon Freight Inc.Tomas CastilloDevon Price$1.4M50YellowSentiment, Commercial
Ember Learning Inc.Fatima HaddadDevon Price$998K45YellowAdoption, Sentiment
Apex Networks Inc.Arjun OkaforCasey Morgan$642K50RedSentiment
Driftwood Software Inc.Grant TanakaCasey Morgan$133K50GreenSentiment, Adoption
Lumen Learning Inc.Amara NovakCasey Morgan$130K50GreenRelationship
Juniper Robotics Inc.Tomas CastilloHarper Quinn$114K50RedCommercial, Sentiment
Cobalt Freight Inc.Amara NovakHarper Quinn$93K60RedSentiment
Sable Builders Inc.Fatima HaddadHarper Quinn$85K70GreenSentiment, Adoption
Juniper Learning Inc.Sam FischerCasey Morgan$73K60YellowSentiment
Ironwood Learning Inc.Amara NovakDevon Price$34K60RedSentiment, Adoption
Upland Networks Inc.Arjun OkaforCasey Morgan$29K60RedSentiment, Commercial, Adoption
Atlas Analytics Inc.Omar RossiDevon Price$25K45GreenAdoption, Commercial, Relationship
Cedar Hospitality Inc.Amara NovakCasey Morgan$13K70RedSentiment, Adoption
Quarry Energy Inc.Sam FischerRowan Blake$11K55GreenAdoption, Relationship
Oakridge Systems Inc.Amara NovakDevon Price$11K55RedSentiment, Commercial, Relationship
Orchid Systems Inc.Grant TanakaRowan Blake$9K45YellowRelationship, Adoption
Willow Outfitters Inc.Omar RossiRowan Blake$9K48GreenSentiment, Relationship, Adoption
Apex Biosciences Inc.Arjun OkaforRowan Blake$8K70RedSentiment, Commercial
Quarry Logistics Inc.Amara NovakDevon Price$8K60YellowSentiment
Ironwood Insurance Inc.Fatima HaddadDevon Price$8K60RedSentiment
Quarry Systems Inc.Grant TanakaCasey Morgan$7K50YellowSentiment, Adoption, Commercial
Meridian Systems Inc.Tomas CastilloDevon Price$6K65RedSentiment, Relationship
Redstone Labs Inc.Arjun OkaforHarper Quinn$5K60RedSentiment
Clearwater Labs Inc.Omar RossiCasey Morgan$5K48YellowSentiment, Commercial
Critical · 35 accounts · $8.1M
AccountCSMAEARRHealthCSM ratingWeakest parts
Vantage Robotics Inc.Arjun OkaforRowan Blake$1.7M35GreenRelationship, Adoption
Redstone Hospitality Inc.Amara NovakDevon Price$1.4M15GreenAdoption, Relationship, Sentiment
Pinecrest Media Inc.Sam FischerHarper Quinn$1.3M35GreenCommercial, Adoption, Relationship
Falcon Health Inc.Arjun OkaforHarper Quinn$1.3M0GreenAdoption, Commercial, Relationship
Quarry Hospitality Inc.Arjun OkaforCasey Morgan$1.0M0GreenRelationship, Adoption, Sentiment, Commercial
Sable Biosciences Inc.Grant TanakaCasey Morgan$171K35RedSentiment, Adoption
Upland Builders Inc.Amara NovakHarper Quinn$169K0RedAdoption, Relationship, Sentiment, Commercial
Sterling Hospitality Inc.Sam FischerCasey Morgan$144K35RedSentiment, Adoption
Lumen Labs Inc.Grant TanakaCasey Morgan$135K10GreenRelationship, Adoption
Meridian Biosciences Inc.Sam FischerHarper Quinn$118K20YellowRelationship, Adoption
Cobalt Analytics Inc.Arjun OkaforDevon Price$105K0Not ratedAdoption, Sentiment, Commercial, Relationship
Driftwood Learning Inc.Avery NguyenCasey Morgan$97K30GreenRelationship, Sentiment, Adoption
Tidal Robotics Inc.Omar RossiHarper Quinn$77K0YellowRelationship, Adoption, Sentiment, Commercial
Keystone Software Inc.Omar RossiCasey Morgan$67K25RedSentiment, Adoption
Redstone Outfitters Inc.Tomas CastilloDevon Price$57K0GreenRelationship, Commercial, Adoption
Willow Analytics Inc.Grant TanakaRowan Blake$32K0YellowRelationship, Commercial, Adoption
Beacon Software Inc.Tomas CastilloCasey Morgan$30K0RedAdoption, Sentiment, Relationship
Ironwood Energy Inc.Tomas CastilloDevon Price$26K40YellowCommercial, Sentiment, Relationship
Ember Systems Inc.Arjun OkaforDevon Price$23K0YellowAdoption, Commercial, Sentiment
Upland Media Inc.Omar RossiHarper Quinn$18K30RedSentiment, Adoption
Cobalt Insurance Inc.Tomas CastilloRowan Blake$13K0YellowAdoption, Sentiment, Relationship
Meridian Software Inc.Tomas CastilloDevon Price$12K0RedAdoption, Relationship, Sentiment
Ember Biosciences Inc.Tomas CastilloCasey Morgan$11K25GreenAdoption, Commercial, Relationship
Oakridge Builders Inc.Avery NguyenRowan Blake$9K30RedSentiment, Adoption
Ironwood Freight Inc.Omar RossiDevon Price$9K0YellowAdoption, Relationship, Sentiment
Pinecrest Learning Inc.Fatima HaddadDevon Price$8K35GreenSentiment, Commercial, Adoption
Beacon Manufacturing Inc.Arjun OkaforRowan Blake$7K30YellowRelationship, Commercial, Adoption
Vantage Software Inc.Amara NovakRowan Blake$7K0YellowAdoption, Relationship, Sentiment, Commercial
Lumen Software Inc.Grant TanakaDevon Price$7K0GreenAdoption, Relationship, Sentiment
Falcon Builders Inc.Amara NovakRowan Blake$6K40GreenAdoption, Relationship
Bright Media Inc.Sam FischerHarper Quinn$6K0GreenAdoption, Relationship, Sentiment
Lumen Systems Inc.Grant TanakaDevon Price$5K15Not ratedAdoption, Sentiment, Relationship
Prairie Insurance Inc.Omar RossiRowan Blake$5K40GreenRelationship, Sentiment, Commercial
Beacon Analytics Inc.Fatima HaddadHarper Quinn$4K15YellowAdoption, Relationship, Sentiment
Granite Media Inc.Omar RossiHarper Quinn$4K0RedAdoption, 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 indexMeasuresWeightAverage scoreCustomers affectedARR affectedMost common signal
Relationshipchampion, sponsor and engagement25%8879$22.8M (40%)No executive sponsor (48)
Sentimentsupport escalations and NPS25%8566$12.8M (22%)NPS detractor (57)
Adoptionusage, seats and features25%9051$12.3M (21%)Active users falling (47)
Commercialspend trend: renewals up or down, expansion, contract term25%8425$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.

TrendMeansCustomersARR
Growingexpanded in the last 12 months or renewed above prior spend62$12.8M (22%)
Flatrenewed within 5% of prior spend132$33.2M (58%)
Newin their first term, no renewal yet37$7.3M (13%)
Shrinkingrenewed below prior spend, or the open renewal is forecast below it19$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 IndexCSM: GreenCSM: YellowCSM: RedCSM: not rated
Healthy143
$33.0M		22
$4.5M		3
$121K		10
$3.2M
Watch8
$2.8M		2
$274K		1
$9K		1
$50K
At risk6
$393K		8
$4.1M		11
$963K		0
Critical14
$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
Critical: $5.7M across 16 renewals. Click to see the accounts.High: $3.2M across 15 renewals. Click to see the accounts.Watch: $435K across 5 renewals. Click to see the accounts.Low: $21.4M across 105 renewals. Click to see the accounts.
Critical · $5.7M (16)High · $3.2M (15)Watch · $435K (5)Low · $21.4M (105)

Click a band or its label to see the accounts in it.

Critical · 16 accounts · $5.7M
AccountSegmentCSMAEARRRenews inRisk scoreCSM ratingEvidence
Vantage Robotics Inc.EnterpriseArjun OkaforRowan Blake$1.7M164 days65GreenChampion Omar Adler left 51 days ago; no replacement identified; Active users down 18% (last 3 months vs prior 3, sustained)
Pinecrest Media Inc.EnterpriseSam FischerHarper Quinn$1.3M143 days65GreenRenewed 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.EnterpriseArjun OkaforHarper Quinn$1.3M75 days100GreenActive 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.EnterpriseArjun OkaforCasey Morgan$1.0M66 days100GreenChampion Wei Duarte left 66 days ago; no replacement identified; Active users down 15% (last 3 months vs prior 3, sustained)
Lumen Labs Inc.Mid-MarketGrant TanakaCasey Morgan$135K11 days90GreenChampion Mateo Ibrahim left 144 days ago; no replacement identified; Last live touch (call/meeting) 178 days ago
Cobalt Analytics Inc.Mid-MarketArjun OkaforDevon Price$105K49 days100Not ratedActive 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-MarketOmar RossiHarper Quinn$77K28 days100YellowActive users down 27% (last 3 months vs prior 3, sustained); Champion Ethan Park left 161 days ago; no replacement identified
Redstone Outfitters Inc.Mid-MarketTomas CastilloDevon Price$57K14 days100GreenChampion Victor Johnson left 103 days ago; no replacement identified; Last live touch (call/meeting) 75 days ago
Ember Systems Inc.SMBArjun OkaforDevon Price$23K42 days100YellowActive 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.SMBTomas CastilloRowan Blake$13K64 days100YellowActive 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.SMBFatima HaddadDevon Price$8K88 days65GreenActive users down 16% (last 3 months vs prior 3, sustained); NPS detractor: scored 5 on 2026-06-08
Vantage Software Inc.SMBAmara NovakRowan Blake$7K135 days100YellowActive 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.SMBGrant TanakaDevon Price$7K177 days100GreenActive users down 28% (last 3 months vs prior 3, sustained); Champion Sofia Jensen left 79 days ago; no replacement identified
Lumen Systems Inc.SMBGrant TanakaDevon Price$5K122 days85Not ratedCore feature usage down 35% (last 3 months vs prior 3, sustained); Champion Hannah Bauer left 160 days ago; no replacement identified
Prairie Insurance Inc.SMBOmar RossiRowan Blake$5K80 days60GreenChampion Jordan Rossi left 82 days ago; no replacement identified; NPS detractor: scored 6 on 2026-04-27
Granite Media Inc.SMBOmar RossiHarper Quinn$4K68 days100RedActive 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
AccountSegmentCSMAEARRRenews inRisk scoreCSM ratingEvidence
Oakridge Energy Inc.EnterpriseSam FischerCasey Morgan$1.6M177 days55YellowOnly 768 of 1675 seats active (46% utilization); 1 escalated/critical case(s) in the last 90 days
Ember Learning Inc.EnterpriseFatima HaddadDevon Price$998K139 days55YellowActive users down 24% (last 3 months vs prior 3, sustained); Only 468 of 1045 seats active (45% utilization)
Lumen Learning Inc.Mid-MarketAmara NovakCasey Morgan$130K132 days50GreenLast live touch (call/meeting) 95 days ago; Core feature usage down 23% (last 3 months vs prior 3, sustained)
Juniper Robotics Inc.Mid-MarketTomas CastilloHarper Quinn$114K100 days50RedNPS 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-MarketAmara NovakHarper Quinn$93K74 days40Red2 escalated/critical case(s) in the last 90 days; NPS detractor: scored 2 on 2026-05-29
Sable Builders Inc.Mid-MarketFatima HaddadHarper Quinn$85K167 days30GreenActive users down 16% (last 3 months vs prior 3, sustained); 1 escalated/critical case(s) in the last 90 days
Juniper Learning Inc.Mid-MarketSam FischerCasey Morgan$73K45 days40Yellow4 escalated/critical case(s) in the last 90 days; NPS detractor: scored 1 on 2026-08-11
Upland Networks Inc.SMBArjun OkaforCasey Morgan$29K50 days40RedOnly 26 of 55 seats active (47% utilization); NPS detractor: scored 3 on 2026-05-08
Atlas Analytics Inc.SMBOmar RossiDevon Price$25K37 days55GreenLast live touch (call/meeting) 95 days ago; Active users down 16% (last 3 months vs prior 3, sustained)
Oakridge Systems Inc.SMBAmara NovakDevon Price$11K40 days45RedChampion Diego Tanaka left 133 days ago; no replacement identified; NPS detractor: scored 4 on 2026-07-05
Willow Outfitters Inc.SMBOmar RossiRowan Blake$9K166 days52GreenChampion Victor Mensah left 73 days ago; no replacement identified; NPS detractor: scored 5 on 2026-08-02
Apex Biosciences Inc.SMBArjun OkaforRowan Blake$8K75 days30RedNPS 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.SMBGrant TanakaCasey Morgan$7K167 days50YellowActive users down 15% (last 3 months vs prior 3, sustained); NPS detractor: scored 3 on 2026-09-19
Meridian Systems Inc.SMBTomas CastilloDevon Price$6K91 days35RedChampion Yuki Bauer left 40 days ago; no replacement identified; NPS detractor: scored 4 on 2026-07-01
Clearwater Labs Inc.SMBOmar RossiCasey Morgan$5K45 days52Yellow1 escalated/critical case(s) in the last 90 days; NPS detractor: scored 3 on 2026-09-16
Watch · 5 accounts · $435K
AccountSegmentCSMAEARRRenews inRisk scoreCSM ratingEvidence
Lumen Robotics Inc.Mid-MarketTomas CastilloRowan Blake$280K97 days25Green3 escalated/critical case(s) in the last 90 days
Ember Analytics Inc.Mid-MarketAmara NovakCasey Morgan$136K126 days25Green1 escalated/critical case(s) in the last 90 days, 1 still open; No active executive sponsor
Fernhill Foods Inc.SMBFatima HaddadRowan Blake$9K24 days25RedNPS detractor: scored 1 on 2026-08-12; Open renewal is for 12 months, down from 36
Keystone Manufacturing Inc.SMBOmar RossiRowan Blake$8K90 days25Green2 escalated/critical case(s) in the last 90 days, 1 still open
Vantage Health Inc.SMBArjun OkaforRowan Blake$2K129 days25GreenNPS detractor: scored 4 on 2026-06-04; Last live touch (call/meeting) 57 days ago
Low · 105 accounts · $21.4M
AccountSegmentCSMAEARRRenews inRisk scoreCSM ratingEvidence
Clearwater Builders Inc.EnterpriseOmar RossiDevon Price$1.7M50 days0GreenExpanded $324K in the last 12 months
Keystone Outfitters Inc.EnterpriseAmara NovakDevon Price$1.6M37 days0GreenNo warning signs
Ember Insurance Inc.EnterpriseGrant TanakaRowan Blake$1.4M137 days0Not ratedExpanded $224K in the last 12 months
Crescent Health Inc.EnterpriseGrant TanakaRowan Blake$1.2M99 days15Not ratedNPS detractor: scored 4 on 2026-09-03
Nimbus Outfitters Inc.EnterpriseAmara NovakRowan Blake$1.1M97 days10GreenNo active executive sponsor
Cobalt Learning Inc.EnterpriseSam FischerHarper Quinn$1.1M140 days0GreenExpanded $153K in the last 12 months
Driftwood Media Inc.EnterpriseAvery NguyenRowan Blake$1.1M158 days0GreenExpanded $184K in the last 12 months
Willow Hospitality Inc.EnterpriseArjun OkaforCasey Morgan$984K109 days0GreenInvoice 30 days past due (billing flag for Finance)
Sterling Health Inc.EnterpriseAmara NovakHarper Quinn$960K90 days0GreenNo warning signs
Vantage Foods Inc.EnterpriseOmar RossiCasey Morgan$908K95 days0GreenExpanded $231K in the last 12 months
Ironwood Foods Inc.EnterpriseAvery NguyenRowan Blake$886K150 days0GreenNo warning signs
Vantage Manufacturing Inc.EnterpriseSam FischerCasey Morgan$844K129 days0GreenNo warning signs
Fernhill Hospitality Inc.EnterpriseArjun OkaforHarper Quinn$752K159 days0GreenNo warning signs
Nimbus Builders Inc.EnterpriseAmara NovakRowan Blake$582K105 days10GreenNo active executive sponsor
Oakridge Manufacturing Inc.EnterpriseAvery NguyenCasey Morgan$406K20 days0GreenNo warning signs
Fernhill Manufacturing Inc.EnterpriseAvery NguyenRowan Blake$337K78 days10GreenNo active executive sponsor
Cobalt Foods Inc.EnterpriseOmar RossiCasey Morgan$282K6 days0GreenNo warning signs
Redstone Foods Inc.Mid-MarketAmara NovakRowan Blake$267K48 days0GreenNo warning signs
Fernhill Logistics Inc.Mid-MarketArjun OkaforHarper Quinn$247K53 days0GreenExpanded $68K in the last 12 months
Sable Networks Inc.Mid-MarketSam FischerRowan Blake$242K142 days10GreenNo active executive sponsor
Ironwood Outfitters Inc.Mid-MarketAvery NguyenCasey Morgan$240K107 days0GreenNo warning signs
Oakridge Learning Inc.Mid-MarketSam FischerHarper Quinn$238K40 days0GreenExpanded $64K in the last 12 months
Lumen Builders Inc.Mid-MarketTomas CastilloRowan Blake$238K98 days0Not ratedExpanded $56K in the last 12 months
Zephyr Labs Inc.Mid-MarketTomas CastilloDevon Price$230K125 days0GreenNo warning signs
Crescent Systems Inc.Mid-MarketSam FischerDevon Price$204K89 days0Not ratedNo warning signs
Meridian Foods Inc.Mid-MarketAvery NguyenRowan Blake$176K131 days0GreenNo warning signs
Prairie Media Inc.Mid-MarketGrant TanakaCasey Morgan$175K91 days10GreenNo active executive sponsor
Redstone Freight Inc.Mid-MarketArjun OkaforCasey Morgan$167K131 days0GreenExpanded $31K in the last 12 months
Harbor Robotics Inc.Mid-MarketSam FischerCasey Morgan$154K129 days0GreenNo warning signs
Crescent Hospitality Inc.Mid-MarketTomas CastilloHarper Quinn$149K32 days0GreenExpanded $43K in the last 12 months
Juniper Media Inc.Mid-MarketFatima HaddadHarper Quinn$146K33 days10GreenNo active executive sponsor; Invoice 30 days past due (billing flag for Finance)
Tidal Labs Inc.Mid-MarketFatima HaddadDevon Price$145K173 days15GreenNPS detractor: scored 4 on 2026-07-22; Invoice 30 days past due (billing flag for Finance)
Beacon Foods Inc.Mid-MarketSam FischerDevon Price$137K158 days0YellowNo warning signs
Driftwood Outfitters Inc.Mid-MarketAvery NguyenCasey Morgan$134K31 days0GreenNo warning signs
Lumen Financial Inc.Mid-MarketAmara NovakHarper Quinn$119K14 days0GreenNo warning signs
Driftwood Biosciences Inc.Mid-MarketArjun OkaforCasey Morgan$110K72 days0GreenExpanded $22K in the last 12 months
Juniper Networks Inc.Mid-MarketOmar RossiCasey Morgan$108K146 days5GreenNo active executive sponsor; Expanded $14K in the last 12 months
Atlas Software Inc.Mid-MarketAvery NguyenRowan Blake$106K134 days15YellowNPS detractor: scored 3 on 2026-06-13
Meridian Builders Inc.Mid-MarketAvery NguyenHarper Quinn$98K41 days5GreenNo active executive sponsor; Expanded $15K in the last 12 months
Clearwater Software Inc.Mid-MarketAvery NguyenHarper Quinn$90K126 days10RedNo active executive sponsor
Driftwood Builders Inc.Mid-MarketOmar RossiHarper Quinn$84K136 days0GreenNo warning signs
Fernhill Analytics Inc.Mid-MarketGrant TanakaDevon Price$84K114 days0GreenExpanded $12K in the last 12 months
Redstone Learning Inc.Mid-MarketAmara NovakDevon Price$79K35 days0GreenExpanded $22K in the last 12 months
Beacon Builders Inc.Mid-MarketArjun OkaforDevon Price$70K6 days10GreenNo active executive sponsor
Harbor Builders Inc.Mid-MarketAmara NovakHarper Quinn$64K168 days0GreenExpanded $17K in the last 12 months
Willow Biosciences Inc.Mid-MarketAvery NguyenDevon Price$64K166 days17YellowNo active executive sponsor; Active users down 13% (last 3 months vs prior 3); recent dip, may be seasonal
Harbor Financial Inc.Mid-MarketGrant TanakaHarper Quinn$57K173 days0YellowNo warning signs
Tidal Media Inc.Mid-MarketAvery NguyenCasey Morgan$46K143 days10GreenNo active executive sponsor
Sable Health Inc.Mid-MarketFatima HaddadRowan Blake$38K101 days5GreenNo active executive sponsor; Expanded $7K in the last 12 months
Beacon Insurance Inc.SMBOmar RossiDevon Price$30K74 days0GreenExpanded $8K in the last 12 months
Oakridge Robotics Inc.SMBFatima HaddadHarper Quinn$27K132 days10RedCore feature usage down 21% (last 3 months vs prior 3, sustained)
Nimbus Health Inc.SMBSam FischerRowan Blake$27K31 days0GreenInvoice 30 days past due (billing flag for Finance)
Quarry Foods Inc.SMBArjun OkaforRowan Blake$25K59 days0GreenExpanded $3K in the last 12 months
Meridian Logistics Inc.SMBAmara NovakDevon Price$24K75 days0GreenExpanded $3K in the last 12 months
Upland Biosciences Inc.SMBAmara NovakDevon Price$24K176 days0GreenExpanded $4K in the last 12 months
Crescent Insurance Inc.SMBAvery NguyenCasey Morgan$23K25 days15GreenNPS detractor: scored 4 on 2026-08-22
Driftwood Insurance Inc.SMBAmara NovakCasey Morgan$23K8 days0GreenNo warning signs
Apex Foods Inc.SMBSam FischerHarper Quinn$23K143 days0YellowRenewed at 105% of prior spend
Fernhill Biosciences Inc.SMBTomas CastilloDevon Price$22K83 days0GreenExpanded $3K in the last 12 months
Bright Hospitality Inc.SMBOmar RossiCasey Morgan$22K120 days15Yellow1 escalated/critical case(s) in the last 90 days
Atlas Health Inc.SMBFatima HaddadCasey Morgan$19K145 days0Not ratedExpanded $5K in the last 12 months
Clearwater Freight Inc.SMBArjun OkaforRowan Blake$18K135 days0GreenExpanded $5K in the last 12 months
Keystone Networks Inc.SMBOmar RossiHarper Quinn$18K97 days0GreenNo warning signs
Apex Media Inc.SMBSam FischerDevon Price$17K45 days0YellowNo warning signs
Crescent Outfitters Inc.SMBArjun OkaforHarper Quinn$15K19 days0YellowNo warning signs
Alder Media Inc.SMBSam FischerDevon Price$14K140 days0GreenNo warning signs
Cedar Biosciences Inc.SMBSam FischerRowan Blake$14K118 days0GreenNo warning signs
Alder Labs Inc.SMBFatima HaddadCasey Morgan$13K155 days0YellowNo warning signs
Sable Freight Inc.SMBTomas CastilloDevon Price$12K86 days15GreenNPS detractor: scored 6 on 2026-05-01
Orchid Financial Inc.SMBSam FischerHarper Quinn$12K171 days0GreenNo warning signs
Meridian Analytics Inc.SMBTomas CastilloRowan Blake$12K162 days0GreenExpanded $2K in the last 12 months
Tidal Software Inc.SMBTomas CastilloRowan Blake$12K29 days0GreenExpanded $3K in the last 12 months
Prairie Learning Inc.SMBArjun OkaforHarper Quinn$12K180 days0GreenNo warning signs
Crescent Manufacturing Inc.SMBArjun OkaforCasey Morgan$12K147 days0GreenNo warning signs
Bright Insurance Inc.SMBAmara NovakDevon Price$11K52 days0GreenExpanded $1K in the last 12 months
Ironwood Hospitality Inc.SMBTomas CastilloDevon Price$11K111 days0YellowExpanded $2K in the last 12 months
Cobalt Energy Inc.SMBGrant TanakaCasey Morgan$10K33 days0Not ratedExpanded $3K in the last 12 months
Willow Learning Inc.SMBSam FischerDevon Price$10K47 days0GreenNo warning signs
Juniper Labs Inc.SMBGrant TanakaCasey Morgan$10K10 days0GreenExpanded $2K in the last 12 months
Sable Manufacturing Inc.SMBGrant TanakaHarper Quinn$10K21 days0YellowNo warning signs
Clearwater Insurance Inc.SMBOmar RossiCasey Morgan$10K158 days0GreenInvoice 60+ days past due (billing flag for Finance)
Prairie Freight Inc.SMBGrant TanakaRowan Blake$10K28 days0GreenExpanded $1K in the last 12 months
Cedar Robotics Inc.SMBOmar RossiCasey Morgan$9K64 days0GreenNo warning signs
Pinecrest Insurance Inc.SMBSam FischerDevon Price$9K167 days0GreenExpanded $2K in the last 12 months
Upland Health Inc.SMBAvery NguyenDevon Price$9K84 days0GreenNo warning signs
Clearwater Foods Inc.SMBFatima HaddadRowan Blake$8K135 days0GreenNo warning signs
Zephyr Freight Inc.SMBTomas CastilloCasey Morgan$8K134 days0GreenNo warning signs
Zephyr Manufacturing Inc.SMBFatima HaddadHarper Quinn$7K153 days0GreenNo warning signs
Keystone Builders Inc.SMBAvery NguyenCasey Morgan$7K83 days5GreenLast live touch (call/meeting) 51 days ago; Expanded $2K in the last 12 months
Prairie Systems Inc.SMBAvery NguyenCasey Morgan$6K91 days15YellowNPS detractor: scored 5 on 2026-08-10
Redstone Insurance Inc.SMBAvery NguyenCasey Morgan$6K76 days0GreenExpanded $2K in the last 12 months
Vantage Labs Inc.SMBTomas CastilloCasey Morgan$6K106 days0GreenNo warning signs
Granite Logistics Inc.SMBFatima HaddadRowan Blake$6K131 days0GreenExpanded $1K in the last 12 months
Alder Biosciences Inc.SMBOmar RossiDevon Price$6K63 days0GreenExpanded $1K in the last 12 months
Redstone Systems Inc.SMBSam FischerCasey Morgan$5K5 days5GreenLast live touch (call/meeting) 49 days ago; Expanded $600 in the last 12 months
Alder Learning Inc.SMBOmar RossiDevon Price$4K31 days0GreenNo warning signs
Driftwood Energy Inc.SMBAmara NovakRowan Blake$4K151 days0GreenNo warning signs
Ironwood Health Inc.SMBFatima HaddadRowan Blake$4K41 days0GreenNo warning signs
Upland Financial Inc.SMBArjun OkaforHarper Quinn$4K20 days0GreenNo warning signs
Quarry Media Inc.SMBFatima HaddadDevon Price$3K179 days0GreenNo warning signs
Lumen Logistics Inc.SMBAmara NovakCasey Morgan$3K120 days0GreenExpanded $400 in the last 12 months
Beacon Systems Inc.SMBAvery NguyenCasey Morgan$3K33 days0GreenExpanded $600 in the last 12 months
Ironwood Media Inc.SMBAvery NguyenHarper Quinn$3K23 days0YellowNo warning signs
Alder Health Inc.SMBAvery NguyenRowan Blake$3K133 days0GreenExpanded $700 in the last 12 months
Ember Energy Inc.SMBOmar RossiDevon Price$2K130 days0Not ratedNo 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

AccountSegmentARRRenews inRiskCSM healthEvidence
Vantage Robotics Inc.Enterprise$1.7M164 daysCritical (65)GreenChampion 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$1.3M143 daysCritical (65)GreenRenewed 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$1.3M75 daysCritical (100)GreenActive 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$1.0M66 daysCritical (100)GreenChampion 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$135K11 daysCritical (90)GreenChampion 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$105K49 daysCritical (100)Not scoredActive 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$77K28 daysCritical (100)YellowActive 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$57K14 daysCritical (100)GreenChampion 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$23K42 daysCritical (100)YellowActive 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$13K64 daysCritical (100)YellowActive 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$8K88 daysCritical (65)GreenActive 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$7K135 daysCritical (100)YellowActive 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
0%25%50%75%100%180 days before renewal: 0% of churned ARR, 3% of churned customers flagged0%180 days150 days before renewal: 61% of churned ARR, 30% of churned customers flagged61%150 days120 days before renewal: 69% of churned ARR, 57% of churned customers flagged69%120 days90 days before renewal: 82% of churned ARR, 70% of churned customers flagged82%90 days60 days before renewal: 83% of churned ARR, 77% of churned customers flagged83%60 days30 days before renewal: 98% of churned ARR, 83% of churned customers flagged98%30 days
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 renewal180150120906030
Churned ARR flagged0%61%69%82%83%98%
Churned customers flagged3%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 signSourceChurned customers showing it
No recent calls or meetingsLogged activityReps keep it current14 of 21
No executive sponsorContact recordsReps keep it current12 of 21
NPS detractorSurvey toolAutomatic7 of 21
Only one contact engagedLogged activityReps keep it current6 of 21
Champion leftContact recordsReps keep it current6 of 21
Seats going unusedProduct usageAutomatic5 of 21
Renewed below prior spendContract historyAutomatic4 of 21
Usage fallingProduct usageAutomatic4 of 21
Support escalationsSupport toolAutomatic1 of 21
Core features used lessProduct usageAutomatic1 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: 61% (target 80%) across 124 accountsExecutive sponsor coveragetarget 80%61%Champion coverage: 90% (target 95%) across 250 accountsChampion coveragetarget 95%90%Multi-threading: 92% (target 80%) across 250 accountsMulti-threadingtarget 80%92%Engagement cadence: 79% (target 85%) across 250 accountsEngagement cadencetarget 85%79%
  • 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.

AccountSegmentCSMAEARRExec sponsorChampionMulti-threadedCadenceGaps
Vantage Robotics Inc.EnterpriseArjun OkaforRowan Blake$1.7M✗✗✗0✗61d4
Upland Builders Inc.Mid-MarketAmara NovakHarper Quinn$169K✗✗✗0✗202d4
Redstone Outfitters Inc.Mid-MarketTomas CastilloDevon Price$57K✗✗✗1✗75d4
Quarry Hospitality Inc.EnterpriseArjun OkaforCasey Morgan$1.0M✗✗✓3✗54d3
Lumen Labs Inc.Mid-MarketGrant TanakaCasey Morgan$135K✓✗✗0✗178d3
Lumen Learning Inc.Mid-MarketAmara NovakCasey Morgan$130K✗✓✗0✗95d3
Meridian Biosciences Inc.Mid-MarketSam FischerHarper Quinn$118K✗✓✗1✗107d3
Driftwood Learning Inc.Mid-MarketAvery NguyenCasey Morgan$97K✗✗✗1✓2d3
Willow Analytics Inc.Mid-MarketGrant TanakaRowan Blake$32K✗✗✓2✗97d3
Ironwood Freight Inc.SMBOmar RossiDevon Price$9Kn/a✗✗1✗79d3
Vantage Software Inc.SMBAmara NovakRowan Blake$7Kn/a✗✗0✗197d3
Bright Media Inc.SMBSam FischerHarper Quinn$6Kn/a✗✗0✗111d3
Granite Media Inc.SMBOmar RossiHarper Quinn$4Kn/a✗✗0✗94d3
Redstone Hospitality Inc.EnterpriseAmara NovakDevon Price$1.4M✗✓✓2✗151d2
Pinecrest Media Inc.EnterpriseSam FischerHarper Quinn$1.3M✗✓✓2✗65d2
Falcon Health Inc.EnterpriseArjun OkaforHarper Quinn$1.3M✗✓✗0✓43d2
Cobalt Analytics Inc.Mid-MarketArjun OkaforDevon Price$105K✓✓✗1✗58d2
Tidal Robotics Inc.Mid-MarketOmar RossiHarper Quinn$77K✗✗✓2✓45d2
Cobalt Insurance Inc.SMBTomas CastilloRowan Blake$13Kn/a✓✗1✗62d2
Meridian Software Inc.SMBTomas CastilloDevon Price$12Kn/a✗✓2✗61d2
Orchid Systems Inc.SMBGrant TanakaRowan Blake$9Kn/a✗✗1✓8d2
Beacon Manufacturing Inc.SMBArjun OkaforRowan Blake$7Kn/a✗✗1✓23d2
Lumen Software Inc.SMBGrant TanakaDevon Price$7Kn/a✗✓2✗77d2
Beacon Analytics Inc.SMBFatima HaddadHarper Quinn$4Kn/a✓✗0✗124d2
Orchid Insurance Inc.EnterpriseGrant TanakaRowan Blake$1.9M✗✓✓5✓0d1
Driftwood Robotics Inc.EnterpriseAvery NguyenDevon Price$1.9M✗✓✓5✓13d1
Oakridge Energy Inc.EnterpriseSam FischerCasey Morgan$1.6M✗✓✓7✓10d1
Ember Labs Inc.EnterpriseGrant TanakaCasey Morgan$1.3M✗✓✓6✓0d1
Nimbus Outfitters Inc.EnterpriseAmara NovakRowan Blake$1.1M✗✓✓5✓11d1
Redstone Media Inc.EnterpriseArjun OkaforHarper Quinn$912K✗✓✓8✓6d1
Fernhill Energy Inc.EnterpriseFatima HaddadDevon Price$723K✗✓✓5✓4d1
Apex Networks Inc.EnterpriseArjun OkaforCasey Morgan$642K✗✓✓6✓7d1
Nimbus Builders Inc.EnterpriseAmara NovakRowan Blake$582K✗✓✓6✓11d1
Apex Systems Inc.EnterpriseTomas CastilloDevon Price$417K✓✓✓5✗47d1
Fernhill Manufacturing Inc.EnterpriseAvery NguyenRowan Blake$337K✗✓✓7✓3d1
Granite Health Inc.Mid-MarketFatima HaddadRowan Blake$300K✗✓✓4✓20d1
Redstone Software Inc.Mid-MarketArjun OkaforCasey Morgan$264K✗✓✓4✓22d1
Sable Networks Inc.Mid-MarketSam FischerRowan Blake$242K✗✓✓7✓0d1
Willow Financial Inc.Mid-MarketTomas CastilloHarper Quinn$230K✗✓✓5✓11d1
Driftwood Systems Inc.Mid-MarketTomas CastilloRowan Blake$181K✗✓✓4✓29d1
Prairie Media Inc.Mid-MarketGrant TanakaCasey Morgan$175K✗✓✓4✓11d1
Sable Biosciences Inc.Mid-MarketGrant TanakaCasey Morgan$171K✗✓✓4✓4d1
Harbor Manufacturing Inc.Mid-MarketSam FischerDevon Price$168K✗✓✓6✓10d1
Tidal Energy Inc.Mid-MarketAmara NovakDevon Price$162K✗✓✓4✓23d1
Juniper Media Inc.Mid-MarketFatima HaddadHarper Quinn$146K✗✓✓4✓27d1
Sterling Hospitality Inc.Mid-MarketSam FischerCasey Morgan$144K✗✓✓5✓31d1
Ember Analytics Inc.Mid-MarketAmara NovakCasey Morgan$136K✗✓✓4✓2d1
Driftwood Software Inc.Mid-MarketGrant TanakaCasey Morgan$133K✗✓✓2✓21d1
Atlas Hospitality Inc.Mid-MarketAvery NguyenCasey Morgan$129K✗✓✓3✓14d1
Juniper Robotics Inc.Mid-MarketTomas CastilloHarper Quinn$114K✗✓✓4✓10d1
Juniper Networks Inc.Mid-MarketOmar RossiCasey Morgan$108K✗✓✓5✓0d1
Meridian Builders Inc.Mid-MarketAvery NguyenHarper Quinn$98K✗✓✓4✓3d1
Granite Financial Inc.Mid-MarketFatima HaddadCasey Morgan$94K✗✓✓5✓3d1
Clearwater Software Inc.Mid-MarketAvery NguyenHarper Quinn$90K✗✓✓4✓1d1
Beacon Builders Inc.Mid-MarketArjun OkaforDevon Price$70K✗✓✓5✓8d1
Keystone Software Inc.Mid-MarketOmar RossiCasey Morgan$67K✗✓✓6✓4d1
Willow Biosciences Inc.Mid-MarketAvery NguyenDevon Price$64K✗✓✓5✓6d1
Cedar Networks Inc.Mid-MarketOmar RossiHarper Quinn$50K✗✓✓4✓24d1
Tidal Media Inc.Mid-MarketAvery NguyenCasey Morgan$46K✗✓✓4✓8d1
Lumen Media Inc.Mid-MarketSam FischerHarper Quinn$38K✗✓✓5✓11d1
Sable Health Inc.Mid-MarketFatima HaddadRowan Blake$38K✗✓✓5✓10d1
Beacon Software Inc.SMBTomas CastilloCasey Morgan$30Kn/a✗✓3✓10d1
Pinecrest Health Inc.SMBTomas CastilloRowan Blake$28Kn/a✓✓4✗50d1
Ironwood Energy Inc.SMBTomas CastilloDevon Price$26Kn/a✗✓3✓8d1
Atlas Analytics Inc.SMBOmar RossiDevon Price$25Kn/a✓✓2✗95d1
Ember Systems Inc.SMBArjun OkaforDevon Price$23Kn/a✓✗1✓4d1
Alder Manufacturing Inc.SMBArjun OkaforHarper Quinn$12Kn/a✓✓3✗62d1
Ember Biosciences Inc.SMBTomas CastilloCasey Morgan$11Kn/a✓✓2✗83d1
Quarry Energy Inc.SMBSam FischerRowan Blake$11Kn/a✗✓2✓23d1
Oakridge Systems Inc.SMBAmara NovakDevon Price$11Kn/a✗✓2✓24d1
Willow Outfitters Inc.SMBOmar RossiRowan Blake$9Kn/a✗✓2✓2d1
Pinecrest Learning Inc.SMBFatima HaddadDevon Price$8Kn/a✓✗1✓19d1
Keystone Builders Inc.SMBAvery NguyenCasey Morgan$7Kn/a✓✓3✗51d1
Falcon Builders Inc.SMBAmara NovakRowan Blake$6Kn/a✗✓2✓8d1
Meridian Systems Inc.SMBTomas CastilloDevon Price$6Kn/a✗✓2✓5d1
Lumen Systems Inc.SMBGrant TanakaDevon Price$5Kn/a✗✓2✓24d1
Prairie Insurance Inc.SMBOmar RossiRowan Blake$5Kn/a✗✓2✓45d1
Redstone Systems Inc.SMBSam FischerCasey Morgan$5Kn/a✓✓3✗49d1
Vantage Health Inc.SMBArjun OkaforRowan Blake$2Kn/a✓✓3✗57d1
Cedar Software Inc.EnterpriseOmar RossiDevon Price$1.9M✓✓✓7✓7d0
Cobalt Media Inc.EnterpriseAmara NovakDevon Price$1.7M✓✓✓7✓15d0
Clearwater Builders Inc.EnterpriseOmar RossiDevon Price$1.7M✓✓✓8✓28d0
Sterling Software Inc.EnterpriseArjun OkaforCasey Morgan$1.6M✓✓✓10✓5d0
Keystone Outfitters Inc.EnterpriseAmara NovakDevon Price$1.6M✓✓✓6✓6d0
Fernhill Learning Inc.EnterpriseArjun OkaforHarper Quinn$1.6M✓✓✓6✓5d0
Alder Builders Inc.EnterpriseFatima HaddadDevon Price$1.5M✓✓✓4✓1d0
Ember Insurance Inc.EnterpriseGrant TanakaRowan Blake$1.4M✓✓✓6✓4d0
Falcon Freight Inc.EnterpriseTomas CastilloDevon Price$1.4M✓✓✓6✓9d0
Prairie Foods Inc.EnterpriseArjun OkaforCasey Morgan$1.4M✓✓✓5✓23d0
Crescent Health Inc.EnterpriseGrant TanakaRowan Blake$1.2M✓✓✓8✓2d0
Cobalt Learning Inc.EnterpriseSam FischerHarper Quinn$1.1M✓✓✓7✓18d0
Driftwood Media Inc.EnterpriseAvery NguyenRowan Blake$1.1M✓✓✓8✓0d0
Ember Learning Inc.EnterpriseFatima HaddadDevon Price$998K✓✓✓3✓12d0
Willow Hospitality Inc.EnterpriseArjun OkaforCasey Morgan$984K✓✓✓7✓2d0
Sterling Health Inc.EnterpriseAmara NovakHarper Quinn$960K✓✓✓8✓0d0
Vantage Foods Inc.EnterpriseOmar RossiCasey Morgan$908K✓✓✓6✓1d0
Ironwood Foods Inc.EnterpriseAvery NguyenRowan Blake$886K✓✓✓8✓14d0
Vantage Manufacturing Inc.EnterpriseSam FischerCasey Morgan$844K✓✓✓8✓3d0
Fernhill Hospitality Inc.EnterpriseArjun OkaforHarper Quinn$752K✓✓✓4✓7d0
Oakridge Manufacturing Inc.EnterpriseAvery NguyenCasey Morgan$406K✓✓✓8✓6d0
Vantage Outfitters Inc.EnterpriseSam FischerRowan Blake$336K✓✓✓8✓3d0
Prairie Hospitality Inc.EnterpriseFatima HaddadRowan Blake$301K✓✓✓6✓6d0
Cobalt Foods Inc.EnterpriseOmar RossiCasey Morgan$282K✓✓✓8✓0d0
Lumen Robotics Inc.Mid-MarketTomas CastilloRowan Blake$280K✓✓✓7✓4d0
Redstone Foods Inc.Mid-MarketAmara NovakRowan Blake$267K✓✓✓7✓30d0
Driftwood Freight Inc.Mid-MarketTomas CastilloDevon Price$248K✓✓✓4✓0d0
Fernhill Logistics Inc.Mid-MarketArjun OkaforHarper Quinn$247K✓✓✓5✓15d0
Ironwood Outfitters Inc.Mid-MarketAvery NguyenCasey Morgan$240K✓✓✓4✓21d0
Oakridge Learning Inc.Mid-MarketSam FischerHarper Quinn$238K✓✓✓4✓1d0
Lumen Builders Inc.Mid-MarketTomas CastilloRowan Blake$238K✓✓✓5✓4d0
Zephyr Labs Inc.Mid-MarketTomas CastilloDevon Price$230K✓✓✓5✓4d0
Crescent Systems Inc.Mid-MarketSam FischerDevon Price$204K✓✓✓5✓6d0
Oakridge Networks Inc.Mid-MarketTomas CastilloDevon Price$202K✓✓✓5✓10d0
Crescent Media Inc.Mid-MarketSam FischerDevon Price$196K✓✓✓6✓10d0
Orchid Foods Inc.Mid-MarketGrant TanakaCasey Morgan$188K✓✓✓6✓2d0
Sable Media Inc.Mid-MarketAvery NguyenHarper Quinn$185K✓✓✓5✓2d0
Meridian Foods Inc.Mid-MarketAvery NguyenRowan Blake$176K✓✓✓4✓36d0
Redstone Freight Inc.Mid-MarketArjun OkaforCasey Morgan$167K✓✓✓5✓25d0
Granite Insurance Inc.Mid-MarketSam FischerHarper Quinn$165K✓✓✓5✓15d0
Redstone Analytics Inc.Mid-MarketArjun OkaforDevon Price$161K✓✓✓6✓27d0
Harbor Robotics Inc.Mid-MarketSam FischerCasey Morgan$154K✓✓✓4✓5d0
Crescent Hospitality Inc.Mid-MarketTomas CastilloHarper Quinn$149K✓✓✓7✓7d0
Tidal Labs Inc.Mid-MarketFatima HaddadDevon Price$145K✓✓✓4✓8d0
Beacon Foods Inc.Mid-MarketSam FischerDevon Price$137K✓✓✓6✓0d0
Beacon Labs Inc.Mid-MarketSam FischerRowan Blake$135K✓✓✓5✓0d0
Driftwood Outfitters Inc.Mid-MarketAvery NguyenCasey Morgan$134K✓✓✓6✓20d0
Cedar Financial Inc.Mid-MarketFatima HaddadCasey Morgan$132K✓✓✓5✓2d0
Falcon Learning Inc.Mid-MarketFatima HaddadRowan Blake$120K✓✓✓3✓19d0
Cedar Freight Inc.Mid-MarketAmara NovakRowan Blake$119K✓✓✓3✓1d0
Lumen Financial Inc.Mid-MarketAmara NovakHarper Quinn$119K✓✓✓6✓7d0
Orchid Builders Inc.Mid-MarketAvery NguyenDevon Price$118K✓✓✓6✓4d0
Crescent Builders Inc.Mid-MarketAmara NovakRowan Blake$115K✓✓✓2✓5d0
Ember Networks Inc.Mid-MarketArjun OkaforRowan Blake$112K✓✓✓5✓6d0
Driftwood Biosciences Inc.Mid-MarketArjun OkaforCasey Morgan$110K✓✓✓5✓3d0
Prairie Robotics Inc.Mid-MarketAvery NguyenDevon Price$106K✓✓✓4✓6d0
Atlas Software Inc.Mid-MarketAvery NguyenRowan Blake$106K✓✓✓4✓26d0
Juniper Energy Inc.Mid-MarketSam FischerHarper Quinn$100K✓✓✓6✓11d0
Cobalt Freight Inc.Mid-MarketAmara NovakHarper Quinn$93K✓✓✓5✓7d0
Granite Robotics Inc.Mid-MarketTomas CastilloDevon Price$88K✓✓✓6✓2d0
Sable Builders Inc.Mid-MarketFatima HaddadHarper Quinn$85K✓✓✓5✓22d0
Sable Systems Inc.Mid-MarketAvery NguyenHarper Quinn$85K✓✓✓3✓2d0
Driftwood Builders Inc.Mid-MarketOmar RossiHarper Quinn$84K✓✓✓5✓29d0
Fernhill Analytics Inc.Mid-MarketGrant TanakaDevon Price$84K✓✓✓4✓3d0
Redstone Learning Inc.Mid-MarketAmara NovakDevon Price$79K✓✓✓6✓0d0
Juniper Learning Inc.Mid-MarketSam FischerCasey Morgan$73K✓✓✓5✓2d0
Harbor Builders Inc.Mid-MarketAmara NovakHarper Quinn$64K✓✓✓4✓0d0
Vantage Learning Inc.Mid-MarketOmar RossiHarper Quinn$60K✓✓✓4✓21d0
Harbor Financial Inc.Mid-MarketGrant TanakaHarper Quinn$57K✓✓✓4✓10d0
Nimbus Systems Inc.Mid-MarketSam FischerRowan Blake$54K✓✓✓4✓4d0
Vantage Builders Inc.Mid-MarketAmara NovakCasey Morgan$40K✓✓✓5✓16d0
Ironwood Learning Inc.Mid-MarketAmara NovakDevon Price$34K✓✓✓7✓0d0
Prairie Energy Inc.Mid-MarketSam FischerRowan Blake$31K✓✓✓5✓9d0
Beacon Insurance Inc.SMBOmar RossiDevon Price$30Kn/a✓✓3✓0d0
Upland Networks Inc.SMBArjun OkaforCasey Morgan$29Kn/a✓✓4✓5d0
Harbor Analytics Inc.SMBTomas CastilloRowan Blake$27Kn/a✓✓5✓19d0
Oakridge Robotics Inc.SMBFatima HaddadHarper Quinn$27Kn/a✓✓5✓4d0
Nimbus Health Inc.SMBSam FischerRowan Blake$27Kn/a✓✓5✓0d0
Nimbus Insurance Inc.SMBAvery NguyenHarper Quinn$25Kn/a✓✓4✓25d0
Quarry Foods Inc.SMBArjun OkaforRowan Blake$25Kn/a✓✓5✓22d0
Meridian Logistics Inc.SMBAmara NovakDevon Price$24Kn/a✓✓5✓4d0
Upland Biosciences Inc.SMBAmara NovakDevon Price$24Kn/a✓✓4✓1d0
Crescent Insurance Inc.SMBAvery NguyenCasey Morgan$23Kn/a✓✓3✓2d0
Driftwood Insurance Inc.SMBAmara NovakCasey Morgan$23Kn/a✓✓3✓4d0
Apex Foods Inc.SMBSam FischerHarper Quinn$23Kn/a✓✓4✓1d0
Fernhill Biosciences Inc.SMBTomas CastilloDevon Price$22Kn/a✓✓3✓11d0
Bright Hospitality Inc.SMBOmar RossiCasey Morgan$22Kn/a✓✓3✓0d0
Falcon Logistics Inc.SMBOmar RossiCasey Morgan$22Kn/a✓✓3✓1d0
Lumen Analytics Inc.SMBOmar RossiHarper Quinn$20Kn/a✓✓3✓1d0
Atlas Health Inc.SMBFatima HaddadCasey Morgan$19Kn/a✓✓5✓10d0
Clearwater Freight Inc.SMBArjun OkaforRowan Blake$18Kn/a✓✓4✓0d0
Keystone Networks Inc.SMBOmar RossiHarper Quinn$18Kn/a✓✓4✓6d0
Upland Media Inc.SMBOmar RossiHarper Quinn$18Kn/a✓✓3✓6d0
Apex Media Inc.SMBSam FischerDevon Price$17Kn/a✓✓4✓13d0
Nimbus Manufacturing Inc.SMBTomas CastilloCasey Morgan$17Kn/a✓✓3✓0d0
Nimbus Hospitality Inc.SMBGrant TanakaRowan Blake$15Kn/a✓✓4✓6d0
Crescent Outfitters Inc.SMBArjun OkaforHarper Quinn$15Kn/a✓✓4✓8d0
Bright Financial Inc.SMBGrant TanakaCasey Morgan$15Kn/a✓✓3✓9d0
Keystone Freight Inc.SMBGrant TanakaCasey Morgan$14Kn/a✓✓3✓10d0
Driftwood Analytics Inc.SMBAmara NovakHarper Quinn$14Kn/a✓✓3✓2d0
Falcon Energy Inc.SMBTomas CastilloRowan Blake$14Kn/a✓✓3✓1d0
Alder Media Inc.SMBSam FischerDevon Price$14Kn/a✓✓4✓36d0
Cedar Biosciences Inc.SMBSam FischerRowan Blake$14Kn/a✓✓4✓21d0
Cedar Hospitality Inc.SMBAmara NovakCasey Morgan$13Kn/a✓✓4✓0d0
Alder Labs Inc.SMBFatima HaddadCasey Morgan$13Kn/a✓✓3✓4d0
Sable Freight Inc.SMBTomas CastilloDevon Price$12Kn/a✓✓4✓22d0
Orchid Financial Inc.SMBSam FischerHarper Quinn$12Kn/a✓✓4✓9d0
Willow Health Inc.SMBGrant TanakaCasey Morgan$12Kn/a✓✓4✓20d0
Orchid Energy Inc.SMBGrant TanakaRowan Blake$12Kn/a✓✓5✓11d0
Meridian Analytics Inc.SMBTomas CastilloRowan Blake$12Kn/a✓✓3✓23d0
Tidal Software Inc.SMBTomas CastilloRowan Blake$12Kn/a✓✓4✓7d0
Prairie Learning Inc.SMBArjun OkaforHarper Quinn$12Kn/a✓✓4✓23d0
Redstone Networks Inc.SMBGrant TanakaRowan Blake$12Kn/a✓✓3✓8d0
Crescent Manufacturing Inc.SMBArjun OkaforCasey Morgan$12Kn/a✓✓3✓0d0
Nimbus Networks Inc.SMBSam FischerHarper Quinn$11Kn/a✓✓4✓15d0
Bright Insurance Inc.SMBAmara NovakDevon Price$11Kn/a✓✓4✓1d0
Oakridge Media Inc.SMBTomas CastilloRowan Blake$11Kn/a✓✓3✓3d0
Ironwood Hospitality Inc.SMBTomas CastilloDevon Price$11Kn/a✓✓3✓0d0
Cobalt Energy Inc.SMBGrant TanakaCasey Morgan$10Kn/a✓✓2✓0d0
Cedar Analytics Inc.SMBFatima HaddadRowan Blake$10Kn/a✓✓4✓1d0
Willow Learning Inc.SMBSam FischerDevon Price$10Kn/a✓✓4✓16d0
Juniper Labs Inc.SMBGrant TanakaCasey Morgan$10Kn/a✓✓3✓2d0
Beacon Health Inc.SMBTomas CastilloRowan Blake$10Kn/a✓✓4✓4d0
Harbor Energy Inc.SMBTomas CastilloHarper Quinn$10Kn/a✓✓4✓2d0
Sable Manufacturing Inc.SMBGrant TanakaHarper Quinn$10Kn/a✓✓3✓2d0
Clearwater Insurance Inc.SMBOmar RossiCasey Morgan$10Kn/a✓✓3✓13d0
Atlas Robotics Inc.SMBArjun OkaforHarper Quinn$10Kn/a✓✓3✓30d0
Prairie Freight Inc.SMBGrant TanakaRowan Blake$10Kn/a✓✓5✓2d0
Cedar Robotics Inc.SMBOmar RossiCasey Morgan$9Kn/a✓✓3✓17d0
Pinecrest Insurance Inc.SMBSam FischerDevon Price$9Kn/a✓✓5✓12d0
Fernhill Foods Inc.SMBFatima HaddadRowan Blake$9Kn/a✓✓3✓10d0
Oakridge Builders Inc.SMBAvery NguyenRowan Blake$9Kn/a✓✓4✓4d0
Upland Health Inc.SMBAvery NguyenDevon Price$9Kn/a✓✓4✓3d0
Clearwater Foods Inc.SMBFatima HaddadRowan Blake$8Kn/a✓✓3✓8d0
Apex Biosciences Inc.SMBArjun OkaforRowan Blake$8Kn/a✓✓5✓9d0
Oakridge Foods Inc.SMBAmara NovakDevon Price$8Kn/a✓✓4✓0d0
Fernhill Outfitters Inc.SMBTomas CastilloRowan Blake$8Kn/a✓✓5✓5d0
Quarry Logistics Inc.SMBAmara NovakDevon Price$8Kn/a✓✓5✓3d0
Keystone Manufacturing Inc.SMBOmar RossiRowan Blake$8Kn/a✓✓3✓1d0
Nimbus Analytics Inc.SMBTomas CastilloCasey Morgan$8Kn/a✓✓5✓1d0
Ironwood Insurance Inc.SMBFatima HaddadDevon Price$8Kn/a✓✓5✓22d0
Zephyr Freight Inc.SMBTomas CastilloCasey Morgan$8Kn/a✓✓5✓0d0
Redstone Health Inc.SMBTomas CastilloCasey Morgan$7Kn/a✓✓4✓6d0
Cobalt Software Inc.SMBSam FischerCasey Morgan$7Kn/a✓✓3✓9d0
Zephyr Manufacturing Inc.SMBFatima HaddadHarper Quinn$7Kn/a✓✓5✓10d0
Quarry Systems Inc.SMBGrant TanakaCasey Morgan$7Kn/a✓✓5✓1d0
Alder Robotics Inc.SMBGrant TanakaRowan Blake$7Kn/a✓✓4✓9d0
Prairie Systems Inc.SMBAvery NguyenCasey Morgan$6Kn/a✓✓4✓33d0
Redstone Insurance Inc.SMBAvery NguyenCasey Morgan$6Kn/a✓✓3✓23d0
Cedar Logistics Inc.SMBTomas CastilloCasey Morgan$6Kn/a✓✓3✓0d0
Harbor Freight Inc.SMBTomas CastilloCasey Morgan$6Kn/a✓✓5✓11d0
Vantage Labs Inc.SMBTomas CastilloCasey Morgan$6Kn/a✓✓5✓20d0
Granite Logistics Inc.SMBFatima HaddadRowan Blake$6Kn/a✓✓3✓3d0
Alder Biosciences Inc.SMBOmar RossiDevon Price$6Kn/a✓✓3✓21d0
Juniper Systems Inc.SMBAmara NovakDevon Price$6Kn/a✓✓3✓18d0
Redstone Labs Inc.SMBArjun OkaforHarper Quinn$5Kn/a✓✓5✓5d0
Clearwater Labs Inc.SMBOmar RossiCasey Morgan$5Kn/a✓✓5✓7d0
Alder Learning Inc.SMBOmar RossiDevon Price$4Kn/a✓✓5✓19d0
Driftwood Energy Inc.SMBAmara NovakRowan Blake$4Kn/a✓✓4✓25d0
Ironwood Health Inc.SMBFatima HaddadRowan Blake$4Kn/a✓✓2✓18d0
Cobalt Labs Inc.SMBSam FischerHarper Quinn$4Kn/a✓✓3✓1d0
Upland Financial Inc.SMBArjun OkaforHarper Quinn$4Kn/a✓✓3✓39d0
Juniper Logistics Inc.SMBAvery NguyenDevon Price$4Kn/a✓✓4✓1d0
Atlas Foods Inc.SMBAvery NguyenDevon Price$4Kn/a✓✓4✓8d0
Quarry Media Inc.SMBFatima HaddadDevon Price$3Kn/a✓✓2✓10d0
Cedar Health Inc.SMBTomas CastilloHarper Quinn$3Kn/a✓✓3✓3d0
Lumen Logistics Inc.SMBAmara NovakCasey Morgan$3Kn/a✓✓3✓21d0
Beacon Systems Inc.SMBAvery NguyenCasey Morgan$3Kn/a✓✓3✓6d0
Ironwood Media Inc.SMBAvery NguyenHarper Quinn$3Kn/a✓✓4✓5d0
Alder Health Inc.SMBAvery NguyenRowan Blake$3Kn/a✓✓3✓2d0
Ember Energy Inc.SMBOmar RossiDevon Price$2Kn/a✓✓4✓1d0

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.

AccountPlanAECSMARRSeats usedSeat true-upTier upgradeUsage growingPromoter + sponsorSized upsideIn pipelineWon, 12 moRenews inStatus
Sterling Software Inc.EnterpriseCasey MorganArjun Okafor$1.6M1991/1720116%$253K–––$253K––191 daysNot being worked
Vantage Foods Inc.EnterpriseCasey MorganOmar Rossi$908K1137/965118%$162K–––$207K–$231K95 daysNot being worked
Driftwood Media Inc.EnterpriseRowan BlakeAvery Nguyen$1.1M1215/1065114%$151K––✓$151K–$184K158 daysNot being worked
Cobalt Learning Inc.EnterpriseHarper QuinnSam Fischer$1.1M1379/1230112%$137K–––$137K–$153K140 daysNot being worked
Fernhill Energy Inc.EnterpriseDevon PriceFatima Haddad$723K866/760114%$101K–––$101K–$119K283 daysNot being worked
Crescent Health Inc.EnterpriseRowan BlakeGrant Tanaka$1.2M909/127571%––––$59K––99 daysNot being worked
Prairie Robotics Inc.ProfessionalDevon PriceAvery Nguyen$106K254/225113%$14K$37K→ Enterprise–✓$51K––203 daysNot being worked
Ember Analytics Inc.ProfessionalCasey MorganAmara Novak$136K251/25598%–$48K→ Enterprise––$48K––126 daysNot being worked
Oakridge Learning Inc.EnterpriseHarper QuinnSam Fischer$238K325/275118%$43K–––$43K–$64K40 daysNot being worked
Redstone Learning Inc.ProfessionalDevon PriceAmara Novak$79K160/140114%$11K$28K→ Enterprise––$39K–$22K35 daysNot being worked
Sable Systems Inc.ProfessionalHarper QuinnAvery Nguyen$85K173/160108%$7K$30K→ Enterprise–✓$37K––321 daysNot being worked
Crescent Media Inc.EnterpriseDevon PriceSam Fischer$196K265/225118%$35K––✓$35K––291 daysNot being worked
Driftwood Freight Inc.EnterpriseDevon PriceTomas Castillo$248K287/255113%$31K–––$31K––319 daysNot being worked
Harbor Financial Inc.ProfessionalHarper QuinnGrant Tanaka$57K142/120118%$11K$20K→ Enterprise––$31K––173 daysNot being worked
Granite Insurance Inc.EnterpriseHarper QuinnSam Fischer$165K183/155118%$30K–––$30K–$30K267 daysNot being worked
Driftwood Systems Inc.EnterpriseRowan BlakeTomas Castillo$181K237/205116%$28K–––$28K–$27K269 daysNot being worked
Sable Health Inc.ProfessionalRowan BlakeFatima Haddad$38K90/75120%$8K$13K→ Enterprise––$21K–$7K101 daysNot being worked
Redstone Analytics Inc.EnterpriseDevon PriceArjun Okafor$161K194/175111%$18K–––$18K––326 daysNot being worked
Beacon Insurance Inc.ProfessionalDevon PriceOmar Rossi$30K61/50122%$6K$10K→ Enterprise–✓$17K–$8K74 daysNot being worked
Prairie Energy Inc.ProfessionalRowan BlakeSam Fischer$31K62/55113%$4K$11K→ Enterprise––$15K–$6K270 daysNot being worked
Juniper Networks Inc.ProfessionalCasey MorganOmar Rossi$108K243/215113%$14K–––$14K–$14K146 daysNot being worked
Fernhill Analytics Inc.EnterpriseDevon PriceGrant Tanaka$84K104/90116%$13K–––$13K–$12K114 daysNot being worked
Clearwater Freight Inc.ProfessionalRowan BlakeArjun Okafor$18K36/30120%$4K$6K→ Enterprise–✓$10K–$5K135 daysNot being worked
Atlas Health Inc.ProfessionalCasey MorganFatima Haddad$19K46/40115%$3K$7K→ Enterprise–✓$10K–$5K145 daysNot being worked
Bright Financial Inc.ProfessionalCasey MorganGrant Tanaka$15K28/25112%$2K$5K→ Enterprise–✓$7K–$3K341 daysNot being worked
Tidal Software Inc.ProfessionalRowan BlakeTomas Castillo$12K23/20115%$2K$4K→ Enterprise–✓$6K$1K$3K29 daysNot being worked
Apex Media Inc.ProfessionalDevon PriceSam Fischer$17K27/3090%–$6K→ Enterprise––$6K––45 daysNot being worked
Prairie Freight Inc.StarterRowan BlakeGrant Tanaka$10K50/40125%$2K$3K→ Professional––$6K–$1K28 daysNot being worked
Ironwood Hospitality Inc.StarterDevon PriceTomas Castillo$11K52/45116%$2K$4K→ Professional–✓$5K–$2K111 daysNot being worked
Keystone Freight Inc.ProfessionalCasey MorganGrant Tanaka$14K27/3090%–$5K→ Enterprise––$5K$1K–323 daysNot being worked
Falcon Energy Inc.ProfessionalRowan BlakeTomas Castillo$14K23/2592%–$5K→ Enterprise––$5K––232 daysNot being worked
Pinecrest Insurance Inc.StarterDevon PriceSam Fischer$9K41/35117%$2K$3K→ Professional––$5K–$2K167 daysNot being worked
Quarry Foods Inc.ProfessionalRowan BlakeArjun Okafor$25K53/45118%$4K––✓$4K–$3K59 daysNot being worked
Alder Manufacturing Inc.StarterHarper QuinnArjun Okafor$12K48/5096%–$4K→ Professional–✓$4K––303 daysNot being worked
Oakridge Foods Inc.ProfessionalDevon PriceAmara Novak$8K17/15113%$1K$3K→ Enterprise––$4K–$2K183 daysNot being worked
Pinecrest Health Inc.ProfessionalRowan BlakeTomas Castillo$28K57/50114%$4K–––$4K––196 daysNot being worked
Keystone Builders Inc.StarterCasey MorganAvery Nguyen$7K30/25120%$1K$2K→ Professional–✓$4K–$2K83 daysNot being worked
Cobalt Software Inc.StarterCasey MorganSam Fischer$7K29/25116%$1K$2K→ Professional––$4K–$2K257 daysNot being worked
Cedar Analytics Inc.ProfessionalRowan BlakeFatima Haddad$10K18/2090%–$4K→ Enterprise–✓$4K––205 daysNot being worked
Clearwater Insurance Inc.StarterCasey MorganOmar Rossi$10K34/3597%–$3K→ Professional––$3K––158 daysNot being worked
Harbor Freight Inc.StarterCasey MorganTomas Castillo$6K28/25112%$744$2K→ Professional––$3K––201 daysNot being worked
Alder Biosciences Inc.ProfessionalDevon PriceOmar Rossi$6K11/10110%$550$2K→ Enterprise––$2K–$1K63 daysNot being worked
Redstone Networks Inc.ProfessionalRowan BlakeGrant Tanaka$12K24/20120%$2K–––$2K––226 daysNot being worked
Alder Robotics Inc.StarterRowan BlakeGrant Tanaka$7K23/2592%–$2K→ Professional––$2K––309 daysNot being worked
Nimbus Networks Inc.StarterHarper QuinnSam Fischer$11K46/40115%$2K––✓$2K–$2K328 daysNot being worked
Cedar Health Inc.StarterHarper QuinnTomas Castillo$3K12/10120%$580$1K→ Professional–✓$2K––319 daysNot being worked
Beacon Systems Inc.StarterCasey MorganAvery Nguyen$3K12/10120%$560$980→ Professional–✓$2K–$60033 daysNot being worked
Juniper Logistics Inc.StarterDevon PriceAvery Nguyen$4K14/1593%–$1K→ Professional–✓$1K$400–198 daysNot being worked
Meridian Analytics Inc.StarterRowan BlakeTomas Castillo$12K44/40110%$1K–––$1K–$2K162 daysNot being worked
Alder Health Inc.StarterRowan BlakeAvery Nguyen$3K11/10110%$260$910→ Professional––$1K–$700133 daysNot being worked
Lumen Logistics Inc.StarterCasey MorganAmara Novak$3K10/10100%–$980→ Professional––$980$400$400120 daysNot being worked
Willow Health Inc.StarterCasey MorganGrant Tanaka$12K54/50108%$960––✓$960–$2K265 daysNot being worked
Granite Logistics Inc.StarterRowan BlakeFatima Haddad$6K23/20115%$825––✓$825–$1K131 daysNot being worked
Atlas Foods Inc.StarterDevon PriceAvery Nguyen$4K17/15113%$480––✓$480–$600189 daysNot being worked
Cedar Software Inc.EnterpriseDevon PriceOmar Rossi$1.9M1645/186088%–––✓–––228 daysNot being worked
Keystone Outfitters Inc.EnterpriseDevon PriceAmara Novak$1.6M1341/147591%–––✓–––37 daysNot being worked
Fernhill Learning Inc.EnterpriseHarper QuinnArjun Okafor$1.6M1193/165572%–––✓–––338 daysNot being worked
Alder Builders Inc.EnterpriseDevon PriceFatima Haddad$1.5M1312/155085%–––✓––$369K269 daysNot being worked
Ember Insurance Inc.EnterpriseRowan BlakeGrant Tanaka$1.4M1176/150078%–––✓––$224K137 daysNot being worked
Prairie Foods Inc.EnterpriseCasey MorganArjun Okafor$1.4M1014/124082%–––✓––$175K353 daysNot being worked
Willow Hospitality Inc.EnterpriseCasey MorganArjun Okafor$984K731/91580%–––✓–––109 daysNot being worked
Apex Systems Inc.EnterpriseDevon PriceTomas Castillo$417K308/42073%–––✓–––182 daysNot being worked
Redstone Foods Inc.EnterpriseRowan BlakeAmara Novak$267K216/29573%–––✓–––48 daysNot being worked
Fernhill Logistics Inc.EnterpriseHarper QuinnArjun Okafor$247K211/27078%–––✓––$68K53 daysNot being worked
Lumen Builders Inc.EnterpriseRowan BlakeTomas Castillo$238K197/22588%–––✓––$56K98 daysNot being worked
Zephyr Labs Inc.EnterpriseDevon PriceTomas Castillo$230K176/25070%–––✓–––125 daysNot being worked
Crescent Systems Inc.EnterpriseDevon PriceSam Fischer$204K192/23083%–––✓–––89 daysNot being worked
Orchid Foods Inc.EnterpriseCasey MorganGrant Tanaka$188K152/20574%–––✓–––276 daysNot being worked
Sable Media Inc.EnterpriseHarper QuinnAvery Nguyen$185K147/21070%–––✓–––231 daysNot being worked
Harbor Robotics Inc.EnterpriseCasey MorganSam Fischer$154K100/14071%–––✓–––129 daysNot being worked
Crescent Hospitality Inc.ProfessionalHarper QuinnTomas Castillo$149K207/27575%–––✓––$43K32 daysNot being worked
Beacon Foods Inc.ProfessionalDevon PriceSam Fischer$137K238/28584%–––✓–$21K–158 daysNot being worked
Falcon Learning Inc.ProfessionalRowan BlakeFatima Haddad$120K225/25588%–––✓–––286 daysNot being worked
Ember Networks Inc.EnterpriseRowan BlakeArjun Okafor$112K120/13092%–––✓–––199 daysNot being worked
Juniper Energy Inc.ProfessionalHarper QuinnSam Fischer$100K148/17585%–––✓–––227 daysNot being worked
Nimbus Health Inc.ProfessionalRowan BlakeSam Fischer$27K35/5070%–––✓–––31 daysNot being worked
Driftwood Insurance Inc.ProfessionalCasey MorganAmara Novak$23K31/4569%–––✓–––8 daysNot being worked
Fernhill Biosciences Inc.ProfessionalDevon PriceTomas Castillo$22K35/4578%–––✓––$3K83 daysNot being worked
Lumen Analytics Inc.ProfessionalHarper QuinnOmar Rossi$20K34/4085%–––✓–––215 daysNot being worked
Keystone Networks Inc.ProfessionalHarper QuinnOmar Rossi$18K24/3080%–––✓–––97 daysNot being worked
Nimbus Hospitality Inc.StarterRowan BlakeGrant Tanaka$15K38/5569%–––✓–––303 daysNot being worked
Alder Media Inc.ProfessionalDevon PriceSam Fischer$14K24/2596%–––✓–––140 daysNot being worked
Orchid Energy Inc.StarterRowan BlakeGrant Tanaka$12K33/4082%–––✓–––257 daysNot being worked
Prairie Learning Inc.ProfessionalHarper QuinnArjun Okafor$12K20/2580%–––✓–––180 daysNot being worked
Crescent Manufacturing Inc.ProfessionalCasey MorganArjun Okafor$12K17/2568%–––✓–––147 daysNot being worked
Willow Learning Inc.StarterDevon PriceSam Fischer$10K29/4072%–––✓–$2K–47 daysNot being worked
Sable Manufacturing Inc.StarterHarper QuinnGrant Tanaka$10K27/3577%–––✓–––21 daysNot being worked
Zephyr Freight Inc.ProfessionalCasey MorganTomas Castillo$8K11/1573%–––✓–––134 daysNot being worked
Redstone Health Inc.StarterCasey MorganTomas Castillo$7K20/2580%–––✓–$1K–331 daysNot being worked
Cedar Logistics Inc.StarterCasey MorganTomas Castillo$6K19/2576%–––✓–––284 daysNot being worked
Alder Learning Inc.StarterDevon PriceOmar Rossi$4K12/1580%–––✓–––31 daysNot being worked
Clearwater Builders Inc.EnterpriseDevon PriceOmar Rossi$1.7M2153/1875115%$251K––✓$251K$162K$324K50 daysIn pipeline
Meridian Builders Inc.ProfessionalHarper QuinnAvery Nguyen$98K196/170115%$15K–––$15K$22K$15K41 daysIn pipeline
Orchid Insurance Inc.EnterpriseRowan BlakeGrant Tanaka$1.9M1564/180587%–––––––352 daysNo signal
Driftwood Robotics Inc.EnterpriseDevon PriceAvery Nguyen$1.9M1674/189588%–––––––283 daysNo signal
Cobalt Media Inc.EnterpriseDevon PriceAmara Novak$1.7M1469/197574%–––––––311 daysNo signal
Ember Labs Inc.EnterpriseCasey MorganGrant Tanaka$1.3M1177/129091%–––––––183 daysNo signal
Nimbus Outfitters Inc.EnterpriseRowan BlakeAmara Novak$1.1M817/113572%–––––––97 daysNo signal
Sterling Health Inc.EnterpriseHarper QuinnAmara Novak$960K808/94586%–––––––90 daysNo signal
Redstone Media Inc.EnterpriseHarper QuinnArjun Okafor$912K659/101065%–––––––211 daysNo signal
Ironwood Foods Inc.EnterpriseRowan BlakeAvery Nguyen$886K716/84085%–––––––150 daysNo signal
Vantage Manufacturing Inc.EnterpriseCasey MorganSam Fischer$844K751/90583%–––––––129 daysNo signal
Fernhill Hospitality Inc.EnterpriseHarper QuinnArjun Okafor$752K538/70077%–––––––159 daysNo signal
Nimbus Builders Inc.EnterpriseRowan BlakeAmara Novak$582K499/63579%–––––––105 daysNo signal
Oakridge Manufacturing Inc.EnterpriseCasey MorganAvery Nguyen$406K313/40078%–––––––20 daysNo signal
Fernhill Manufacturing Inc.EnterpriseRowan BlakeAvery Nguyen$337K214/31568%–––––––78 daysNo signal
Vantage Outfitters Inc.EnterpriseRowan BlakeSam Fischer$336K170/31554%–––––––322 daysNo signal
Prairie Hospitality Inc.EnterpriseRowan BlakeFatima Haddad$301K245/32575%–––––––314 daysNo signal
Granite Health Inc.EnterpriseRowan BlakeFatima Haddad$300K237/27586%–––––$36K–298 daysNo signal
Cobalt Foods Inc.EnterpriseCasey MorganOmar Rossi$282K248/27590%–––––––6 daysNo signal
Lumen Robotics Inc.EnterpriseRowan BlakeTomas Castillo$280K196/26574%–––––––97 daysNo signal
Redstone Software Inc.EnterpriseCasey MorganArjun Okafor$264K215/27578%––––––$54K321 daysNo signal
Sable Networks Inc.EnterpriseRowan BlakeSam Fischer$242K217/24589%–––––$32K–142 daysNo signal
Ironwood Outfitters Inc.EnterpriseCasey MorganAvery Nguyen$240K169/22077%–––––––107 daysNo signal
Willow Financial Inc.EnterpriseHarper QuinnTomas Castillo$230K192/25077%––––––$48K273 daysNo signal
Oakridge Networks Inc.EnterpriseDevon PriceTomas Castillo$202K132/19069%–––––––182 daysNo signal
Meridian Foods Inc.EnterpriseRowan BlakeAvery Nguyen$176K140/19572%–––––––131 daysNo signal
Prairie Media Inc.EnterpriseCasey MorganGrant Tanaka$175K141/17083%–––––––91 daysNo signal
Harbor Manufacturing Inc.EnterpriseDevon PriceSam Fischer$168K145/19076%–––––––323 daysNo signal
Redstone Freight Inc.EnterpriseCasey MorganArjun Okafor$167K149/19078%––––––$31K131 daysNo signal
Tidal Energy Inc.ProfessionalDevon PriceAmara Novak$162K237/28583%–––––––278 daysNo signal
Juniper Media Inc.EnterpriseHarper QuinnFatima Haddad$146K131/15087%–––––––33 daysNo signal
Tidal Labs Inc.ProfessionalDevon PriceFatima Haddad$145K182/28065%–––––––173 daysNo signal
Beacon Labs Inc.EnterpriseRowan BlakeSam Fischer$135K129/13596%–––––––235 daysNo signal
Driftwood Outfitters Inc.ProfessionalCasey MorganAvery Nguyen$134K220/24590%–––––––31 daysNo signal
Cedar Financial Inc.EnterpriseCasey MorganFatima Haddad$132K89/13566%–––––––256 daysNo signal
Atlas Hospitality Inc.ProfessionalCasey MorganAvery Nguyen$129K201/24582%–––––$28K–361 daysNo signal
Cedar Freight Inc.ProfessionalRowan BlakeAmara Novak$119K202/22590%–––––––285 daysNo signal
Lumen Financial Inc.EnterpriseHarper QuinnAmara Novak$119K116/13586%–––––––14 daysNo signal
Orchid Builders Inc.ProfessionalDevon PriceAvery Nguyen$118K150/21570%–––––––314 daysNo signal
Crescent Builders Inc.EnterpriseRowan BlakeAmara Novak$115K79/12563%–––––––223 daysNo signal
Driftwood Biosciences Inc.ProfessionalCasey MorganArjun Okafor$110K190/22086%––––––$22K72 daysNo signal
Atlas Software Inc.ProfessionalRowan BlakeAvery Nguyen$106K170/18592%–––––––134 daysNo signal
Granite Financial Inc.ProfessionalCasey MorganFatima Haddad$94K140/16088%–––––––234 daysNo signal
Clearwater Software Inc.EnterpriseHarper QuinnAvery Nguyen$90K90/9595%–––––––126 daysNo signal
Granite Robotics Inc.ProfessionalDevon PriceTomas Castillo$88K114/16569%–––––––183 daysNo signal
Driftwood Builders Inc.ProfessionalHarper QuinnOmar Rossi$84K145/16091%–––––––136 daysNo signal
Beacon Builders Inc.EnterpriseDevon PriceArjun Okafor$70K48/6574%–––––––6 daysNo signal
Harbor Builders Inc.ProfessionalHarper QuinnAmara Novak$64K90/13069%––––––$17K168 daysNo signal
Willow Biosciences Inc.ProfessionalDevon PriceAvery Nguyen$64K74/11564%–––––––166 daysNo signal
Vantage Learning Inc.ProfessionalHarper QuinnOmar Rossi$60K107/12089%–––––––236 daysNo signal
Nimbus Systems Inc.EnterpriseRowan BlakeSam Fischer$54K39/5078%––––––$7K257 daysNo signal
Cedar Networks Inc.EnterpriseHarper QuinnOmar Rossi$50K43/5086%–––––––289 daysNo signal
Tidal Media Inc.ProfessionalCasey MorganAvery Nguyen$46K60/8075%–––––––143 daysNo signal
Vantage Builders Inc.ProfessionalCasey MorganAmara Novak$40K66/8578%–––––––351 daysNo signal
Lumen Media Inc.ProfessionalHarper QuinnSam Fischer$38K57/6588%––––––$11K215 daysNo signal
Harbor Analytics Inc.ProfessionalRowan BlakeTomas Castillo$27K43/5086%–––––––357 daysNo signal
Oakridge Robotics Inc.ProfessionalHarper QuinnFatima Haddad$27K25/4556%–––––––132 daysNo signal
Nimbus Insurance Inc.ProfessionalHarper QuinnAvery Nguyen$25K40/4589%–––––––296 daysNo signal
Meridian Logistics Inc.ProfessionalDevon PriceAmara Novak$24K44/5088%––––––$3K75 daysNo signal
Upland Biosciences Inc.ProfessionalDevon PriceAmara Novak$24K38/5076%––––––$4K176 daysNo signal
Crescent Insurance Inc.ProfessionalCasey MorganAvery Nguyen$23K30/4567%–––––––25 daysNo signal
Apex Foods Inc.ProfessionalHarper QuinnSam Fischer$23K38/4584%–––––$5K–143 daysNo signal
Bright Hospitality Inc.ProfessionalCasey MorganOmar Rossi$22K28/4070%–––––––120 daysNo signal
Falcon Logistics Inc.ProfessionalCasey MorganOmar Rossi$22K34/4085%–––––––358 daysNo signal
Nimbus Manufacturing Inc.ProfessionalCasey MorganTomas Castillo$17K33/3594%–––––––280 daysNo signal
Crescent Outfitters Inc.StarterHarper QuinnArjun Okafor$15K41/5575%–––––––19 daysNo signal
Driftwood Analytics Inc.StarterHarper QuinnAmara Novak$14K44/5580%–––––––204 daysNo signal
Cedar Biosciences Inc.ProfessionalRowan BlakeSam Fischer$14K18/2572%–––––––118 daysNo signal
Alder Labs Inc.StarterCasey MorganFatima Haddad$13K39/5571%–––––––155 daysNo signal
Sable Freight Inc.StarterDevon PriceTomas Castillo$12K36/5072%–––––––86 daysNo signal
Orchid Financial Inc.ProfessionalHarper QuinnSam Fischer$12K20/2580%–––––––171 daysNo signal
Bright Insurance Inc.StarterDevon PriceAmara Novak$11K39/4587%––––––$1K52 daysNo signal
Oakridge Media Inc.ProfessionalRowan BlakeTomas Castillo$11K15/2075%–––––$2K–195 daysNo signal
Cobalt Energy Inc.StarterCasey MorganGrant Tanaka$10K28/4070%––––––$3K33 daysNo signal
Juniper Labs Inc.StarterCasey MorganGrant Tanaka$10K27/3577%––––––$2K10 daysNo signal
Beacon Health Inc.StarterRowan BlakeTomas Castillo$10K28/3580%–––––––208 daysNo signal
Harbor Energy Inc.StarterHarper QuinnTomas Castillo$10K31/4078%–––––––199 daysNo signal
Atlas Robotics Inc.StarterHarper QuinnArjun Okafor$10K28/3580%–––––––216 daysNo signal
Cedar Robotics Inc.StarterCasey MorganOmar Rossi$9K31/3589%–––––––64 daysNo signal
Fernhill Foods Inc.ProfessionalRowan BlakeFatima Haddad$9K10/1567%–––––––24 daysNo signal
Upland Health Inc.StarterDevon PriceAvery Nguyen$9K26/3574%–––––––84 daysNo signal
Clearwater Foods Inc.StarterRowan BlakeFatima Haddad$8K24/3080%–––––––135 daysNo signal
Fernhill Outfitters Inc.ProfessionalRowan BlakeTomas Castillo$8K11/1573%–––––––339 daysNo signal
Keystone Manufacturing Inc.StarterRowan BlakeOmar Rossi$8K23/3077%–––––––90 daysNo signal
Nimbus Analytics Inc.ProfessionalCasey MorganTomas Castillo$8K11/1573%–––––––188 daysNo signal
Zephyr Manufacturing Inc.StarterHarper QuinnFatima Haddad$7K21/2584%–––––––153 daysNo signal
Prairie Systems Inc.StarterCasey MorganAvery Nguyen$6K16/2564%–––––––91 daysNo signal
Redstone Insurance Inc.StarterCasey MorganAvery Nguyen$6K21/2584%––––––$2K76 daysNo signal
Vantage Labs Inc.StarterCasey MorganTomas Castillo$6K15/2075%–––––––106 daysNo signal
Juniper Systems Inc.ProfessionalDevon PriceAmara Novak$6K5/1050%–––––––220 daysNo signal
Redstone Systems Inc.ProfessionalCasey MorganSam Fischer$5K8/1080%––––––$6005 daysNo signal
Driftwood Energy Inc.StarterRowan BlakeAmara Novak$4K10/1567%–––––––151 daysNo signal
Ironwood Health Inc.StarterRowan BlakeFatima Haddad$4K12/1580%–––––––41 daysNo signal
Cobalt Labs Inc.StarterHarper QuinnSam Fischer$4K8/1553%–––––––183 daysNo signal
Upland Financial Inc.StarterHarper QuinnArjun Okafor$4K13/1587%–––––––20 daysNo signal
Quarry Media Inc.StarterDevon PriceFatima Haddad$3K8/1080%–––––––179 daysNo signal
Ironwood Media Inc.StarterHarper QuinnAvery Nguyen$3K9/1090%–––––––23 daysNo signal
Vantage Health Inc.StarterRowan BlakeArjun Okafor$2K7/1070%–––––––129 daysNo signal
Ember Energy Inc.StarterDevon PriceOmar Rossi$2K8/1080%–––––––130 daysNo signal
Vantage Robotics Inc.EnterpriseRowan BlakeArjun Okafor$1.7M1023/168561%–––––––164 daysOn hold: Critical risk
Oakridge Energy Inc.EnterpriseCasey MorganSam Fischer$1.6M768/167546%–––––––177 daysOn hold: High risk
Redstone Hospitality Inc.EnterpriseDevon PriceAmara Novak$1.4M711/144049%–––––––216 daysOn hold: Critical risk
Falcon Freight Inc.EnterpriseDevon PriceTomas Castillo$1.4M872/127069%–––––––195 daysOn hold: High risk
Pinecrest Media Inc.EnterpriseHarper QuinnSam Fischer$1.3M747/135555%–––––––143 daysOn hold: Critical risk
Falcon Health Inc.EnterpriseHarper QuinnArjun Okafor$1.3M633/138046%–––––––75 daysOn hold: Critical risk
Quarry Hospitality Inc.EnterpriseCasey MorganArjun Okafor$1.0M515/104549%–––––––66 daysOn hold: Critical risk
Ember Learning Inc.EnterpriseDevon PriceFatima Haddad$998K468/104545%–––––––139 daysOn hold: High risk
Apex Networks Inc.EnterpriseCasey MorganArjun Okafor$642K427/61569%–––––––274 daysOn hold: High risk
Sable Biosciences Inc.EnterpriseCasey MorganGrant Tanaka$171K116/18563%–––––––347 daysOn hold: Critical risk
Upland Builders Inc.EnterpriseHarper QuinnAmara Novak$169K37/17022%–––––––203 daysOn hold: Critical risk
Sterling Hospitality Inc.ProfessionalCasey MorganSam Fischer$144K171/28061%–––––––200 daysOn hold: Critical risk
Lumen Labs Inc.EnterpriseCasey MorganGrant Tanaka$135K52/15534%–––––––11 daysOn hold: Critical risk
Driftwood Software Inc.EnterpriseCasey MorganGrant Tanaka$133K82/15553%–––––––324 daysOn hold: High risk
Lumen Learning Inc.ProfessionalCasey MorganAmara Novak$130K164/25564%–––––––132 daysOn hold: High risk
Meridian Biosciences Inc.ProfessionalHarper QuinnSam Fischer$118K108/24544%–––––––207 daysOn hold: Critical risk
Juniper Robotics Inc.ProfessionalHarper QuinnTomas Castillo$114K121/19562%–––––––100 daysOn hold: High risk
Cobalt Analytics Inc.ProfessionalDevon PriceArjun Okafor$105K60/21528%–––––––49 daysOn hold: Critical risk
Driftwood Learning Inc.EnterpriseCasey MorganAvery Nguyen$97K58/11053%–––––––281 daysOn hold: Critical risk
Cobalt Freight Inc.EnterpriseHarper QuinnAmara Novak$93K67/10067%–––––––74 daysOn hold: High risk
Sable Builders Inc.EnterpriseHarper QuinnFatima Haddad$85K49/9552%–––––––167 daysOn hold: High risk
Tidal Robotics Inc.ProfessionalHarper QuinnOmar Rossi$77K70/14050%–––––––28 daysOn hold: Critical risk
Juniper Learning Inc.ProfessionalCasey MorganSam Fischer$73K80/13062%–––––––45 daysOn hold: High risk
Keystone Software Inc.ProfessionalCasey MorganOmar Rossi$67K85/13065%–––––––240 daysOn hold: Critical risk
Redstone Outfitters Inc.ProfessionalDevon PriceTomas Castillo$57K52/10052%–––––––14 daysOn hold: Critical risk
Ironwood Learning Inc.ProfessionalDevon PriceAmara Novak$34K39/6560%–––––––288 daysOn hold: High risk
Willow Analytics Inc.ProfessionalRowan BlakeGrant Tanaka$32K32/6053%–––––––287 daysOn hold: Critical risk
Beacon Software Inc.ProfessionalCasey MorganTomas Castillo$30K8/5515%–––––––270 daysOn hold: Critical risk
Upland Networks Inc.ProfessionalCasey MorganArjun Okafor$29K26/5547%–––––––50 daysOn hold: High risk
Ironwood Energy Inc.ProfessionalDevon PriceTomas Castillo$26K26/5052%–––––––255 daysOn hold: Critical risk
Atlas Analytics Inc.ProfessionalDevon PriceOmar Rossi$25K29/5058%–––––––37 daysOn hold: High risk
Ember Systems Inc.ProfessionalDevon PriceArjun Okafor$23K9/4520%–––––––42 daysOn hold: Critical risk
Upland Media Inc.ProfessionalHarper QuinnOmar Rossi$18K16/3546%–––––––220 daysOn hold: Critical risk
Cedar Hospitality Inc.StarterCasey MorganAmara Novak$13K30/5060%–––––––242 daysOn hold: High risk
Cobalt Insurance Inc.StarterRowan BlakeTomas Castillo$13K21/5042%–––––––64 daysOn hold: Critical risk
Meridian Software Inc.StarterDevon PriceTomas Castillo$12K16/5032%–––––––195 daysOn hold: Critical risk
Ember Biosciences Inc.ProfessionalCasey MorganTomas Castillo$11K9/2045%–––––––269 daysOn hold: Critical risk
Quarry Energy Inc.ProfessionalRowan BlakeSam Fischer$11K10/2050%–––––––271 daysOn hold: High risk
Oakridge Systems Inc.ProfessionalDevon PriceAmara Novak$11K12/2060%–––––––40 daysOn hold: High risk
Orchid Systems Inc.StarterRowan BlakeGrant Tanaka$9K18/3551%–––––––353 daysOn hold: High risk
Oakridge Builders Inc.ProfessionalRowan BlakeAvery Nguyen$9K7/1547%–––––––317 daysOn hold: Critical risk
Ironwood Freight Inc.StarterDevon PriceOmar Rossi$9K9/3526%–––––––354 daysOn hold: Critical risk
Willow Outfitters Inc.ProfessionalRowan BlakeOmar Rossi$9K8/1553%–––––––166 daysOn hold: High risk
Apex Biosciences Inc.StarterRowan BlakeArjun Okafor$8K25/3571%–––––––75 daysOn hold: High risk
Quarry Logistics Inc.ProfessionalDevon PriceAmara Novak$8K11/1573%–––––––244 daysOn hold: High risk
Pinecrest Learning Inc.StarterDevon PriceFatima Haddad$8K15/3050%–––––––88 daysOn hold: Critical risk
Ironwood Insurance Inc.ProfessionalDevon PriceFatima Haddad$8K9/1560%–––––––305 daysOn hold: High risk
Beacon Manufacturing Inc.StarterRowan BlakeArjun Okafor$7K16/3053%–––––––235 daysOn hold: Critical risk
Vantage Software Inc.StarterRowan BlakeAmara Novak$7K6/2524%–––––––135 daysOn hold: Critical risk
Lumen Software Inc.ProfessionalDevon PriceGrant Tanaka$7K5/1533%–––––––177 daysOn hold: Critical risk
Quarry Systems Inc.StarterCasey MorganGrant Tanaka$7K15/2560%–––––––167 daysOn hold: High risk
Falcon Builders Inc.StarterRowan BlakeAmara Novak$6K10/2540%–––––––240 daysOn hold: Critical risk
Meridian Systems Inc.StarterDevon PriceTomas Castillo$6K13/2552%–––––––91 daysOn hold: High risk
Bright Media Inc.StarterHarper QuinnSam Fischer$6K9/2536%–––––––346 daysOn hold: Critical risk
Lumen Systems Inc.ProfessionalDevon PriceGrant Tanaka$5K4/1040%–––––––122 daysOn hold: Critical risk
Redstone Labs Inc.ProfessionalHarper QuinnArjun Okafor$5K6/1060%–––––––319 daysOn hold: High risk
Prairie Insurance Inc.StarterRowan BlakeOmar Rossi$5K12/2060%–––––––80 daysOn hold: Critical risk
Clearwater Labs Inc.StarterCasey MorganOmar Rossi$5K10/2050%–––––––45 daysOn hold: High risk
Beacon Analytics Inc.StarterHarper QuinnFatima Haddad$4K7/1547%–––––––285 daysOn hold: Critical risk
Granite Media Inc.StarterHarper QuinnOmar Rossi$4K2/1513%–––––––68 daysOn 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
StageTeamA monthConverts to the next stageBest rep
ActivitySDR2,078 touches
4%to Meeting Scheduled
5% Jules Ortega
Meeting ScheduledSDR89 meetings
67%to Meeting Held
76% Jules Ortega
Meeting HeldSDR60 meetings
17%to Lead Qualified
26% Kai Brennan
Lead QualifiedSDR10 leads
78%to SAL
81% Jules Ortega
Sales Accepted (SAL)AE23 dealsincl. 14.4 from marketing, partners and AEs
83%to Discovery
88% Harper Quinn
DiscoveryAE19 deals
89%to Sales Qualified (SQL)
94% Devon Price
Sales Qualified (SQL)AE17 deals
87%to Demo
92% Rowan Blake
DemoAE15 deals
72%to Proposal
79% Rowan Blake
ProposalAE10 deals
79%to Verbal
86% Rowan Blake
VerbalAE8.2 deals
92%to Contract Review
95% Casey Morgan
Contract ReviewAE7.6 deals
92%to Closed Won
100% Casey Morgan
Closed WonAE7.0 deals
$145Kaverage 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.

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.

LeverTeamTodayTargetSet byNext 12 months36 monthsSadie's play
Held meetings qualifiedSDR17%26%Kai Brennan+$1.0M+$5.1MQualify the meeting or close it out
Proposal to VerbalAE79%86%Rowan Blake+$1.0M+$3.2MWalk the proposal with the economic buyer
Contract Review to WonAE92%100%Casey Morgan+$995K+$3.0MClear legal and procurement
Demo to ProposalAE72%79%Rowan Blake+$856K+$3.1MTurn the demo into a mutual plan
Average deal sizeAE–+10%10% larger+$555K+$2.7M–
SQL to DemoAE87%92%Rowan Blake+$408K+$1.7MSet the tailored demo
Verbal to Contract ReviewAE92%95%Casey Morgan+$337K+$1.1MGet the paper moving
Discovery to SQLAE89%94%Devon Price+$335K+$1.5MFinish discovery
SAL to DiscoveryAE83%88%Harper Quinn+$298K+$1.4MBook the discovery call
Meetings held (show rate)SDR67%76%Jules Ortega+$265K+$1.3MConfirm the meeting, Rebook the no-show
Touches to meetings bookedSDR4%5%Jules Ortega+$217K+$1.1MFinish the sequence
Activity volumeSDR–+10%10% more+$201K+$985KFinish the sequence
Lead Qualified to SALSDR78%81%Jules Ortega+$60K+$283KAccept 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
0x1x2x3x4x5x6xSasha Reid: 1.1x ($534K pipeline, $495K quota, 9 deals)Sasha Reid1.1x ▲ shortHarper Quinn: 2.4x ($1.5M pipeline, $630K quota, 17 deals)Harper Quinn2.4x ▲ shortDevon Price: 2.5x ($2.4M pipeline, $990K quota, 13 deals)Devon Price2.5x ▲ shortRowan Blake: 2.5x ($3.8M pipeline, $1.5M quota, 22 deals)Rowan Blake2.5x ▲ shortCasey Morgan: 2.9x ($1.8M pipeline, $630K quota, 14 deals)Casey Morgan2.9x ▲ short

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.
StageDealsQualified for stageMMetricsEBuyerDCriteriaDProcessPPaperIPainCChampionCCompet.
Lead Qualified2-50%50%50%50%50%50%50%0%
Sales Accepted2032%30%40%25%20%20%35%50%35%
Discovery1539%40%60%40%33%33%33%27%40%
Sales Qualified1135%45%27%64%36%27%27%18%55%
Demo2954%59%38%48%59%69%55%59%48%
Proposal2166%86%48%62%71%71%71%71%57%
Verbal186%100%0%100%100%100%100%100%100%
Contract Review667%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

AEOpen dealsQualified for stage (by ARR)Pipeline below target
Sasha Reid1037%$574K
Casey Morgan1949%$2.2M
Devon Price1854%$2.8M
Harper Quinn2555%$2.1M
Rowan Blake2459%$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.

DealAEStageSourceAmountClose dateDays to closeRiskMEDDPICCDue nowMissing nowFlags
Willow Software Inc.Devon PriceDemoCustomer referral$594K2026-12-0263HighMEDDPICC2 of 5economic buyer, identified pain, championStalled in stage
Ember Freight Inc.Rowan BlakeDemoContent download$589K2026-11-1647LowMEDDPICC5 of 5––
Granite Hospitality Inc.Casey MorganDemoInbound demo request$567K2026-10-1414CriticalMEDDPICC5 of 8economic buyer, decision criteria, decision processStalled in stage; Close date pushed; Gone dark
Clearwater Robotics Inc.Devon PriceProposalEvent$538K2026-10-1414LowMEDDPICC6 of 8paper process, competition–
Falcon Networks Inc.Devon PriceDemoInbound demo request$534K2026-11-2354LowMEDDPICC3 of 5decision criteria, identified pain–
Harbor Insurance Inc.Rowan BlakeProposalWebinar$495K2026-12-2384CriticalMEDDPICC3 of 7metrics, decision process, champion, competitionStalled in stage; Close date pushed; Gone dark
Fernhill Labs Inc.Rowan BlakeProposalOutbound$494K2026-10-3131HighMEDDPICC5 of 7economic buyer, competitionStalled in stage
Harbor Insurance Inc.Rowan BlakeSales AcceptedPartner referral$441K2027-01-31123LowMEDDPICC0 of 0––
Zephyr Learning Inc.Harper QuinnDiscoveryPaid search$434K2027-02-24147LowMEDDPICC1 of 3metrics, identified pain–
Harbor Labs Inc.Devon PriceLead QualifiedOutbound$367K2027-02-15138HighMEDDPICC0 of 0–Stalled in stage
Granite Systems Inc.Casey MorganProposalPartner referral$359K2026-09-246 pastCriticalMEDDPICC7 of 8decision criteriaStalled in stage; Past close date; Gone dark
Harbor Networks Inc.Rowan BlakeSales QualifiedContent download$328K2026-12-0263CriticalMEDDPICC1 of 3identified pain, championStalled in stage; Gone dark
Prairie Logistics Inc.Rowan BlakeContract ReviewWebinar$326K2026-11-2556LowMEDDPICC7 of 8champion–
Granite Learning Inc.Casey MorganSales AcceptedEvent$324K2027-01-22114CriticalMEDDPICC0 of 0–Stalled in stage; Close date pushed
Zephyr Biosciences Inc.Harper QuinnSales AcceptedPartner referral$319K2027-04-07189CriticalMEDDPICC0 of 0–Stalled in stage; Gone dark
Beacon Networks Inc.Casey MorganDiscoveryWebinar$306K2026-10-1818CriticalMEDDPICC0 of 8metrics, economic buyer, decision criteria, decision process, paper process, identified pain, champion, competitionStalled in stage; Close date pushed
Bright Biosciences Inc.Harper QuinnProposalPaid search$306K2026-12-2081HighMEDDPICC4 of 7economic buyer, decision criteria, decision processClose date pushed
Ember Health Inc.Casey MorganSales AcceptedEvent$264K2027-03-04155LowMEDDPICC0 of 0––
Granite Hospitality Inc.Casey MorganProposalContent download$259K2026-10-1212HighMEDDPICC6 of 8economic buyer, identified painSingle-threaded; Gone dark
Orchid Media Inc.Harper QuinnDemoWebinar$257K2026-09-2010 pastCriticalMEDDPICC5 of 8metrics, economic buyer, paper processStalled in stage; Past close date
Ember Freight Inc.Rowan BlakeDemoOutbound$227K2026-11-1243CriticalMEDDPICC1 of 7metrics, economic buyer, decision criteria, decision process, champion, competitionStalled in stage; Gone dark
Orchid Learning Inc.Harper QuinnProposalCustomer referral$227K2026-12-2889LowMEDDPICC7 of 7––
Atlas Builders Inc.Casey MorganDiscoveryOutbound$218K2027-01-0395HighMEDDPICC2 of 3championClose date pushed; Gone dark
Atlas Outfitters Inc.Devon PriceProposalEvent$206K2026-11-1445HighMEDDPICC5 of 7economic buyer, competitionClose date pushed; Single-threaded
Harbor Labs Inc.Devon PriceDiscoveryInbound demo request$184K2027-02-11134HighMEDDPICC0 of 3metrics, identified pain, championGone dark
Ember Health Inc.Casey MorganDemoCustomer referral$178K2026-12-1374CriticalMEDDPICC0 of 5metrics, economic buyer, decision criteria, identified pain, championStalled in stage; Single-threaded; Gone dark
Beacon Networks Inc.Casey MorganSales QualifiedPartner referral$164K2027-01-0597LowMEDDPICC1 of 3metrics, identified pain–
Pinecrest Robotics Inc.Rowan BlakeProposalPartner referral$160K2026-10-1313CriticalMEDDPICC4 of 8decision criteria, decision process, paper process, competitionStalled in stage
Prairie Logistics Inc.Rowan BlakeSales AcceptedPaid search$156K2027-02-28151HighMEDDPICC0 of 0–Stalled in stage
Pinecrest Robotics Inc.Rowan BlakeProposalWebinar$151K2026-11-2657CriticalMEDDPICC3 of 7metrics, decision process, identified pain, championStalled in stage; Close date pushed; Gone dark
Keystone Labs Inc.Rowan BlakeSales QualifiedOutbound$146K2026-12-0263CriticalMEDDPICC0 of 3metrics, identified pain, championClose date pushed; Gone dark
Orchid Biosciences Inc.Harper QuinnLead QualifiedOutbound$145K2027-02-07130HighMEDDPICC0 of 0–Stalled in stage
Orchid Biosciences Inc.Harper QuinnSales QualifiedPaid search$141K2026-12-0162HighMEDDPICC1 of 3identified pain, championClose date pushed; Single-threaded
Keystone Labs Inc.Rowan BlakeContract ReviewEvent$139K2026-12-2182CriticalMEDDPICC2 of 8decision criteria, decision process, paper process, identified pain, champion, competitionStalled in stage; Gone dark
Nimbus Freight Inc.Casey MorganSales QualifiedCustomer referral$139K2026-12-1374HighMEDDPICC0 of 3metrics, identified pain, championSingle-threaded
Juniper Software Inc.Harper QuinnSales QualifiedPaid search$136K2026-11-1849WatchMEDDPICC1 of 5economic buyer, decision criteria, identified pain, champion–
Alder Software Inc.Rowan BlakeVerbalInbound demo request$134K2026-12-0263LowMEDDPICC6 of 7economic buyer–
Driftwood Logistics Inc.Devon PriceDemoEvent$133K2026-10-1919CriticalMEDDPICC4 of 8metrics, decision process, identified pain, competitionStalled in stage; Gone dark
Atlas Labs Inc.Rowan BlakeDemoEvent$128K2026-09-0822 pastCriticalMEDDPICC4 of 8economic buyer, decision process, paper process, identified painStalled in stage; Past close date; Gone dark
Zephyr Financial Inc.Devon PriceDemoWebinar$124K2026-11-2960WatchMEDDPICC2 of 5metrics, economic buyer, champion–
Prairie Logistics Inc.Sasha ReidSales AcceptedCustomer referral$122K2026-12-0869CriticalMEDDPICC0 of 3metrics, identified pain, championStalled in stage; Gone dark
Orchid Hospitality Inc.Sasha ReidDemoInbound demo request$122K2026-11-2354LowMEDDPICC3 of 5metrics, economic buyer–
Atlas Learning Inc.Harper QuinnDemoOutbound$119K2026-10-3131WatchMEDDPICC4 of 7economic buyer, decision criteria, identified pain–
Bright Energy Inc.Rowan BlakeSales AcceptedOutbound$117K2026-12-2889WatchMEDDPICC2 of 3identified painStalled in stage
Granite Foods Inc.Rowan BlakeDemoPartner referral$111K2026-11-2556CriticalMEDDPICC3 of 5decision criteria, identified painStalled in stage; Close date pushed; Gone dark
Atlas Media Inc.Harper QuinnContract ReviewContent download$107K2026-09-246 pastHighMEDDPICC7 of 8competitionPast close date
Keystone Learning Inc.Casey MorganDemoInbound demo request$102K2026-12-0768CriticalMEDDPICC3 of 5economic buyer, identified painStalled in stage; Close date pushed; Gone dark
Cedar Labs Inc.Harper QuinnDemoInbound demo request$102K2026-09-1218 pastHighMEDDPICC6 of 8paper process, competitionPast close date
Prairie Logistics Inc.Sasha ReidSales AcceptedWebinar$102K2026-12-1778HighMEDDPICC2 of 3championClose date pushed
Redstone Financial Inc.Rowan BlakeDemoPartner referral$101K2026-12-2889LowMEDDPICC3 of 5identified pain, champion–
Juniper Software Inc.Harper QuinnDemoEvent$100K2026-10-1717CriticalMEDDPICC6 of 8economic buyer, championClose date pushed; Gone dark
Pinecrest Biosciences Inc.Harper QuinnDiscoveryContent download$95K2026-11-2556LowMEDDPICC3 of 5metrics, decision criteria–
Granite Energy Inc.Devon PriceProposalPaid search$93K2026-09-1713 pastCriticalMEDDPICC6 of 8economic buyer, decision processClose date pushed; Past close date; Gone dark
Granite Foods Inc.Rowan BlakeProposalEvent$90K2026-11-2859LowMEDDPICC6 of 7economic buyer–
Granite Energy Inc.Devon PriceDiscoveryInbound demo request$85K2026-12-2788HighMEDDPICC1 of 3metrics, championSingle-threaded; Gone dark
Quarry Analytics Inc.Casey MorganDiscoveryOutbound$84K2026-12-1273HighMEDDPICC1 of 3identified pain, championGone dark
Ironwood Analytics Inc.Harper QuinnSales AcceptedCustomer referral$83K2027-01-0799WatchMEDDPICC0 of 0–Stalled in stage
Bright Health Inc.Devon PriceDemoPaid search$81K2026-09-255 pastCriticalMEDDPICC3 of 8economic buyer, decision criteria, decision process, champion, competitionPast close date
Juniper Insurance Inc.Devon PriceSales AcceptedInbound demo request$77K2026-09-264 pastCriticalMEDDPICC4 of 8metrics, decision criteria, decision process, paper processStalled in stage; Past close date
Willow Labs Inc.Harper QuinnProposalPartner referral$75K2026-10-2323CriticalMEDDPICC4 of 8economic buyer, decision criteria, paper process, identified painStalled in stage; Close date pushed; Gone dark
Atlas Media Inc.Harper QuinnSales QualifiedInbound demo request$73K2026-09-1020 pastCriticalMEDDPICC4 of 8metrics, economic buyer, decision process, championStalled in stage; Past close date
Ironwood Manufacturing Inc.Casey MorganDemoWebinar$70K2026-10-088HighMEDDPICC4 of 8decision criteria, decision process, identified pain, competitionGone dark
Ember Robotics Inc.Harper QuinnDiscoveryPartner referral$69K2026-12-1172CriticalMEDDPICC3 of 3–Stalled in stage; Gone dark
Sable Logistics Inc.Devon PriceProposalContent download$66K2026-11-1849LowMEDDPICC7 of 7––
Atlas Media Inc.Harper QuinnDemoCustomer referral$64K2026-11-1344CriticalMEDDPICC3 of 7economic buyer, decision criteria, identified pain, championSingle-threaded; Gone dark
Orchid Hospitality Inc.Sasha ReidSales AcceptedContent download$63K2027-01-11103LowMEDDPICC0 of 0––
Alder Software Inc.Rowan BlakeProposalEvent$62K2026-11-1849LowMEDDPICC6 of 7economic buyer–
Orchid Hospitality Inc.Sasha ReidContract ReviewPaid search$58K2026-11-2051WatchMEDDPICC4 of 8metrics, economic buyer, identified pain, champion–
Orchid Robotics Inc.Devon PriceDemoContent download$56K2026-10-2323CriticalMEDDPICC4 of 8economic buyer, decision criteria, decision process, championClose date pushed; Single-threaded
Prairie Labs Inc.Devon PriceDemoOutbound$55K2026-09-0921 pastHighMEDDPICC5 of 8metrics, decision criteria, championPast close date
Fernhill Systems Inc.Harper QuinnDiscoveryEvent$49K2026-12-0364WatchMEDDPICC0 of 3metrics, identified pain, champion–
Prairie Logistics Inc.Sasha ReidDiscoveryInbound demo request$47K2026-12-2889CriticalMEDDPICC0 of 3metrics, identified pain, championClose date pushed; Single-threaded; Gone dark
Willow Systems Inc.Harper QuinnContract ReviewCustomer referral$42K2026-11-3061WatchMEDDPICC5 of 8decision process, identified pain, competition–
Fernhill Systems Inc.Harper QuinnDiscoveryOutbound$41K2026-10-2020CriticalMEDDPICC4 of 8metrics, identified pain, champion, competitionStalled in stage
Orchid Hospitality Inc.Sasha ReidSales AcceptedPaid search$40K2026-09-0822 pastCriticalMEDDPICC1 of 8metrics, economic buyer, decision criteria, decision process, paper process, identified pain, competitionStalled in stage; Past close date; Gone dark
Beacon Outfitters Inc.Devon PriceProposalOutbound$39K2026-12-1374CriticalMEDDPICC2 of 7metrics, decision criteria, identified pain, champion, competitionGone dark
Oakridge Financial Inc.Devon PriceProposalOutbound$36K2026-10-3131CriticalMEDDPICC3 of 7decision criteria, identified pain, champion, competitionClose date pushed; Gone dark
Falcon Financial Inc.Sasha ReidSales AcceptedContent download$34K2026-12-2788LowMEDDPICC2 of 3metrics–
Falcon Hospitality Inc.Sasha ReidSales AcceptedWebinar$34K2026-12-1172LowMEDDPICC1 of 3metrics, identified pain–
Harbor Outfitters Inc.Rowan BlakeSales QualifiedOutbound$32K2026-12-1071HighMEDDPICC1 of 3identified pain, championGone dark
Driftwood Labs Inc.Casey MorganDemoOutbound$31K2026-12-2586CriticalMEDDPICC2 of 5metrics, economic buyer, decision criteriaSingle-threaded; Gone dark
Meridian Freight Inc.Casey MorganProposalInbound demo request$31K2026-09-1218 pastCriticalMEDDPICC4 of 8economic buyer, decision criteria, paper process, championClose date pushed; Past close date; Gone dark
Cedar Energy Inc.Harper QuinnSales AcceptedWebinar$30K2026-09-0723 pastCriticalMEDDPICC1 of 8metrics, economic buyer, decision criteria, decision process, paper process, identified pain, competitionStalled in stage; Past close date
Nimbus Labs Inc.Casey MorganProposalCustomer referral$26K2026-12-0768LowMEDDPICC5 of 7economic buyer, decision process–
Cobalt Biosciences Inc.Casey MorganDemoCustomer referral$24K2026-10-3131CriticalMEDDPICC2 of 7metrics, economic buyer, decision criteria, champion, competitionClose date pushed
Driftwood Hospitality Inc.Harper QuinnProposalPartner referral$22K2026-10-3131HighMEDDPICC3 of 7decision criteria, identified pain, champion, competitionClose date pushed
Sterling Freight Inc.Casey MorganContract ReviewContent download$22K2026-10-2020LowMEDDPICC7 of 8paper process–
Sable Outfitters Inc.Rowan BlakeDiscoveryOutbound$21K2026-11-2758CriticalMEDDPICC2 of 5decision criteria, identified pain, championStalled in stage; Close date pushed
Apex Software Inc.Harper QuinnDemoOutbound$21K2026-11-0738LowMEDDPICC5 of 7metrics, identified pain–
Clearwater Analytics Inc.Rowan BlakeSales AcceptedOutbound$20K2026-09-228 pastCriticalMEDDPICC2 of 8metrics, decision criteria, decision process, identified pain, champion, competitionPast close date
Cedar Media Inc.Devon PriceDiscoveryPaid search$20K2026-12-2081HighMEDDPICC3 of 3–Close date pushed
Cobalt Outfitters Inc.Harper QuinnSales AcceptedContent download$18K2026-09-1713 pastCriticalMEDDPICC0 of 8metrics, economic buyer, decision criteria, decision process, paper process, identified pain, champion, competitionPast close date
Atlas Freight Inc.Rowan BlakeDiscoveryOutbound$15K2026-11-0233CriticalMEDDPICC2 of 7metrics, economic buyer, decision process, identified pain, championStalled in stage
Clearwater Analytics Inc.Rowan BlakeSales QualifiedEvent$15K2026-11-1546WatchMEDDPICC2 of 5metrics, identified pain, champion–
Ironwood Networks Inc.Casey MorganDiscoveryWebinar$15K2026-11-0334WatchMEDDPICC3 of 7economic buyer, identified pain, champion, competition–
Apex Software Inc.Sasha ReidSales AcceptedOutbound$15K2026-12-0162LowMEDDPICC1 of 3metrics, champion–
Falcon Financial Inc.Casey MorganSales QualifiedInbound demo request$13K2026-09-273 pastCriticalMEDDPICC5 of 8metrics, economic buyer, paper processStalled in stage; Past close date
Meridian Insurance Inc.Harper QuinnDemoEvent$12K2026-12-2687HighMEDDPICC3 of 5economic buyer, decision criteriaStalled in stage
Sable Financial Inc.Rowan BlakeSales QualifiedPaid search$10K2026-11-2152CriticalMEDDPICC4 of 5championStalled in stage; Close date pushed; Gone dark
Fernhill Robotics Inc.Rowan BlakeProposalContent download$10K2026-10-1313LowMEDDPICC6 of 8economic buyer, competition–
Tidal Foods Inc.Casey MorganDemoPartner referral$02026-10-2323CriticalMEDDPICC1 of 8metrics, economic buyer, decision criteria, decision process, identified pain, champion, competitionClose date pushed
Sable Logistics Inc.Devon PriceDemoInbound demo request$02026-11-2152CriticalMEDDPICC4 of 5metricsStalled in stage; Gone dark
Beacon Biosciences Inc.Harper QuinnSales AcceptedContent download$02026-09-246 pastCriticalMEDDPICC1 of 8metrics, economic buyer, decision criteria, paper process, identified pain, champion, competitionStalled in stage; Past close date; Gone dark
Sterling Labs Inc.Sasha ReidSales AcceptedCustomer referral$02026-11-0637CriticalMEDDPICC3 of 7economic buyer, decision criteria, decision process, identified painStalled in stage
Beacon Biosciences Inc.Harper QuinnDemoContent download$02026-12-2586LowMEDDPICC5 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.
SourceOpen dealsOpen pipelineClosed, 12 moWin rateAvg won dealDays to close (won)Bookings, 12 mo
Partner referral11$1.8M3070%$162K144$3.4M
Inbound demo request14$2.1M3754%$125K100$2.5M
Outbound20$2.2M6824%$141K115$2.3M
Customer referral11$1.5M1573%$128K104$1.4M
Webinar11$1.9M2417%$343K314$1.4M
Content download14$1.6M2814%$270K182$1.1M
Event13$2.1M3030%$102K151$919K
Paid search11$1.5M293%$17K77$17K

Campaigns

CampaignTypeCostDealsOpen pipelineWin rateBookingsCost per won dealReturn on spend
State of Retention 2026 reportContent$22K110$1.6M14%$1.1M$6K49.1x
Forecasting That Holds webinarWebinar$9K64$1.3M18%$827K$4K91.9x
SaaS Growth Expo boothEvent$60K74$1.3M38%$613K$12K10.2x
Retention Masterclass webinarWebinar$12K72$634K15%$546K$6K45.5x
RevOps Leaders Summit 2025Event$85K74$733K24%$306K$21K3.6x
LinkedIn Ads: CRO personaPaid search$36K65$1.2M8%$17K$36K0.5x
Google Ads: churn and retentionPaid search$48K58$317K0%$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%
SDRFeedsHeld a week (goal 8)Meetings heldNo-showsShow rateDeals sourcedPipeline sourcedAcceptedWon
Jules OrtegaCasey Morgan, Devon Price5.7551776%57$5.3M75%$798K
Kai BrennanHarper Quinn, Rowan Blake4.2421969%46$5.3M80%$300K
Mila SorensenSasha Reid4.2423158%6$238K83%$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.
$50.0M$60.0M$70.0M$80.0M$90.0MTodayQ1 2027Q3 2027Q1 2028Q3 2028Q1 2029Q3 2029plan end; target Q4 2029Target path$82.5MUpside (3 hires)$82.0MGreenwake + 7 hires$81.6MWith Greenwake (3 hires)$80.4MHiring plan alone (15 hires)$78.1MCurrent path (3 hires)$72.0M

Where ARR lands by Q3 2029 (36 months, the end of the plan), by scenario

ScenarioARRvs 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 1Year 2Year 33 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.
$0$2.0M$4.0M$6.0MQ4 2026Q2 2027Q4 2027Q2 2028Q4 2028Q2 2029Casey Morgan · Tenured · expected bookings year 1 $1.3M, year 2 $1.3M, year 3 $1.3MDevon Price · Tenured · expected bookings year 1 $2.0M, year 2 $2.0M, year 3 $2.0MHarper Quinn · Tenured · expected bookings year 1 $1.3M, year 2 $1.3M, year 3 $1.3MRowan Blake · Tenured · expected bookings year 1 $3.1M, year 2 $769K, year 3 $0Sasha Reid (ramping) · Ramping · expected bookings year 1 $1.6M, year 2 $2.0M, year 3 $2.0M2 hires needed from Q1 2027 · Hire the target needs · expected bookings year 1 $680K, year 2 $1.8M, year 3 $1.8M2 hires needed from Q2 2027 · Hire the target needs · expected bookings year 1 $340K, year 2 $1.7M, year 3 $1.8M2 hires needed from Q3 2027 · Hire the target needs · expected bookings year 1 $85K, year 2 $1.1M, year 3 $1.4M2 hires needed from Q4 2027 · Hire the target needs · expected bookings year 1 $0, year 2 $1.1M, year 3 $1.8M3 hires needed from Q1 2028 · Hire the target needs · expected bookings year 1 $0, year 2 $1.1M, year 3 $2.9M3 hires needed from Q2 2028 · Hire the target needs · expected bookings year 1 $0, year 2 $468K, year 3 $2.3M1 hire needed from Q3 2028 · Hire the target needs · expected bookings year 1 $0, year 2 $71K, year 3 $921K1 hire needed from Q3 20283 hires needed from Q2 20283 hires needed from Q1 20282 hires needed from Q4 20272 hires needed from Q3 20272 hires needed from Q2 20272 hires needed from Q1 2027Sasha Reid (ramping)Harper QuinnDevon PriceCasey MorganRequired $4.6M/qtr
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
AELevelStatusStartsFull quarterly quotaQuota: year 1 / 2 / 3Expected bookings: year 1 / 2 / 3Loaded cost: year 1 / 2 / 3
Casey MorganEnterprise AETenured$630K$2.5M / $2.5M / $2.5M$1.3M / $1.3M / $1.3M$396K / $396K / $396K
Devon PriceEnterprise AETenured$990K$4.0M / $4.0M / $4.0M$2.0M / $2.0M / $2.0M$494K / $494K / $494K
Harper QuinnEnterprise AETenured$630K$2.5M / $2.5M / $2.5M$1.3M / $1.3M / $1.3M$396K / $396K / $396K
Rowan BlakeEnterprise AEPromoted to manager, Q1 2028$1.5M$6.0M / $6.0M / $6.0M$3.1M / $769K / $0$635K / $159K / $0
Sasha ReidEnterprise AERamping (4 months in)$990K$3.2M / $4.0M / $4.0M$1.6M / $2.0M / $2.0M$443K / $494K / $494K
New AE 1Commercial AEPlanned hireQ1 2027$225K$338K / $900K / $900K$255K / $680K / $680K$178K / $244K / $244K
New AE 2Enterprise AEPlanned hireQ1 2027$375K$562K / $1.5M / $1.5M$425K / $1.1M / $1.1M$255K / $376K / $376K
New AE 3Commercial AEPlanned hireQ2 2027$225K$169K / $844K / $900K$128K / $638K / $680K$123K / $239K / $244K
New AE 4Enterprise AEPlanned hireQ2 2027$375K$281K / $1.4M / $1.5M$213K / $1.1M / $1.1M$171K / $367K / $376K
New AE 5Commercial AEPlanned hireQ3 2027$225K$56K / $731K / $900K$43K / $553K / $680K$73K / $227K / $244K
New AE 6Commercial AEPlanned hireQ3 2027$225K$56K / $731K / $900K$43K / $553K / $680K$73K / $227K / $244K
New AE 7Enterprise AEPlanned hireQ4 2027$375K$0 / $938K / $1.5M$0 / $709K / $1.1M$0 / $349K / $376K
New AE 8Commercial AEPlanned hireQ4 2027$225K$0 / $562K / $900K$0 / $425K / $680K$0 / $239K / $244K
New AE 9Enterprise AEPlanned hireQ1 2028$375K$0 / $562K / $1.5M$0 / $425K / $1.1M$0 / $255K / $376K
New AE 10Commercial AEPlanned hireQ1 2028$225K$0 / $338K / $900K$0 / $255K / $680K$0 / $178K / $244K
New AE 11Commercial AEPlanned hireQ2 2028$225K$0 / $169K / $844K$0 / $128K / $638K$0 / $123K / $239K
Backfill for Rowan BlakeEnterprise AEBackfill hireQ1 2028$375K$0 / $562K / $1.5M$0 / $425K / $1.1M$0 / $255K / $376K
New AE 13Enterprise AEPlanned hireQ2 2028$375K$0 / $281K / $1.4M$0 / $213K / $1.1M$0 / $171K / $367K
New AE 14Commercial AEPlanned hireQ2 2028$225K$0 / $169K / $844K$0 / $128K / $638K$0 / $123K / $239K
New AE 15Enterprise AEPlanned hireQ3 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.

PatternDeals with itWonDeals without itWon
MEDDPICC incomplete for the stage17939%2568%
No activity for 3+ weeks before closing8018%18140%
Close date pushed twice or more7722%18438%
Only one contact on the deal2928%23234%
Stalled in a stage (2x+ the typical time)14737%11427%
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.

QuestionAnswer usedSourceCRM shows
How the revenue team is organized
CRMSalesforceSurvey
Sales modelHunters and farmersSurveyHunters and farmers
Deal qualification framework–Not answered
Expansion ownerCustomer Success ManagersSurveyCustomer Success Managers
Renewal ownerCustomer Success ManagersSurveyCustomer Success Managers
Retention number carried byCustomer Success ManagersSurvey
AE-to-AM/CSM handoff (months after close)0Survey
SDRs or BDRsYesSurveyYes
What SDRs workBothSurvey
How SDRs pair with AEsPodsSurvey
SDRs measured onMeetings held, Pipeline sourcedSurvey
SDR weekly meetings goal8Survey
Quotas and comp
Motions on quotaNew businessSurveyNew business
Quota measured inNew ARRSurvey
Annual quota increase (tenured reps)0%Survey
Months for a new AE to reach full quota9Survey
Fiscal year startsJanuarySurvey
Operating rhythm
Week kicks offMondayGreenwake default
Week wraps upFridayGreenwake default
Leadership meeting–Not answered
Growth plan
ARR growth plan15%Survey
ARR target$85.00MSurvey
ARR target: by fiscal year2029Survey
Sales hires planned, next 12 months3Survey
New AEs a manager can onboard per quarter1.5Greenwake default
Recruiting cap on AE hires per quarter–Not answered
AE attrition a year32%Greenwake default
Account manager / CSM attrition a year20%Greenwake default
Teams split by segmentPartly (some roles are split)Survey
Customers and contracts
How customers buyOn contracts with renewal datesGreenwake default
Typical contract termAnnualSurvey
Auto-renewalSome doSurvey
Pricing modelPer seat / userSurvey
Compensation and costs
AE on-target earnings (OTE)$300KGreenwake default
AE pay mix (base share of OTE)50%Greenwake default
AE level 1: nameCommercial AESurvey
AE level 1: OTE$200KSurvey
AE level 1: base share of OTE50%Survey
AE level 1: annual quota$900KSurvey
AE level 1: share of new hires60%Survey
AE level 2: nameEnterprise AESurvey
AE level 2: OTE$320KSurvey
AE level 2: base share of OTE50%Survey
AE level 2: annual quota$1.50MSurvey
AE level 2: share of new hires40%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 rampingNo, commission on what they closeGreenwake default
Account manager / CSM OTE$160KGreenwake default
Account manager / CSM pay mix (base share)80%Greenwake default
T&E per AE per year$25KGreenwake default
T&E per account manager / CSM per year$10KGreenwake default
Benefits and payroll taxes25%Greenwake default
AEs per sales manager7Greenwake default
Where new sales managers come fromBothSurvey
Sales manager OTE$280KGreenwake default
AEs per sales engineer4Greenwake default
Sales engineer OTE$220KGreenwake default
How small customers are coveredA named account manager or CSM, like every other customerGreenwake default
Account managers / CSMs per manager8Greenwake default
Account management / CS manager OTE$200KGreenwake default
Recruiting cost per hire$30KGreenwake default
Gross margin80%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

PersonTeamAccountsBook ARRGRR, 12 moNRR, 12 moLost, 12 moAt risk nowShare of book at riskAll four relationship standardsAvg health
Arjun OkaforLeo Martins32$13.2M100%103%$20K$4.8M36%62%69
Omar RossiHannah Brooks28$5.4M98%109%$70K$218K4%68%96
Tomas CastilloPriya Shah39$4.2M94%102%$112K$1.7M40%69%75
Sam FischerLeo Martins35$7.6M92%97%$519K$3.3M43%71%73
Amara NovakLeo Martins33$9.1M81%84%$1.3M$1.9M21%70%81
Fatima HaddadPriya Shah25$4.7M73%85%$1.1M$1.1M23%72%84
Grant TanakaHannah Brooks27$6.9M57%63%$2.4M$499K7%63%85
Avery NguyenPriya Shah31$6.3M51%56%$2.7M$105K2%71%94
Average person31$7.2M81%87%$1.0M$1.7M22%68%82
Hannah Brooks' team55$12.4M74%82%$2.5M$717K6%65%90
Leo Martins' team100$29.9M92%95%$1.9M$10.0M33%68%73
Priya Shah's team95$15.2M66%73%$3.9M$2.9M19%71%86
Average team83$19.2M77%83%$2.8M$4.5M19%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

PersonTeamDeals closed, 12 moWin rateBookings, 12 moAttainment, 4 qtrsExpansion won, 12 moUpside not worked
Rowan BlakeMarcus Lee7634%$5.0M87%$525K$321K
Devon PriceNina Patel5147%$3.4M89%$873K$328K
Casey MorganNina Patel6229%$2.4M98%$548K$560K
Harper QuinnMarcus Lee6224%$2.2M89%$450K$285K
Sasha Reid rampingMarcus Lee1030%$61K–$0$0
Average person6334%$3.2M91%$599K$373K
Marcus Lee's team14830%$7.2M88%$976K$605K
Nina Patel's team11337%$5.7M94%$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.
AETenureAttainment, 4 qtrsBookingsShareNext-quarter quotaOpen pipelineDealsCoverageCustomers they're on
Casey Morgan16 mo98%$2.4M18%$630K$1.8M142.9x68 · $14.5M
Devon Price19 mo89%$3.4M26%$990K$2.4M132.5x63 · $18.2M
Harper Quinn36 mo89%$2.2M17%$630K$1.5M172.4x55 · $11.1M
Rowan Blake57 mo87%$5.0M39%$1.5M$3.8M222.5x64 · $13.8M
Sasha Reid4 moramping$61K0%$495K (ramped)$534K91.1x0 · $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)
0%50%100%150%Arjun Okafor: 117% of capacity, 32 accounts, $13.2M ARRArjun Okafor117% ▲Sam Fischer: 110% of capacity, 35 accounts, $7.6M ARRSam Fischer110%Amara Novak: 107% of capacity, 33 accounts, $9.1M ARRAmara Novak107%Avery Nguyen: 100% of capacity, 31 accounts, $6.3M ARRAvery Nguyen100%Tomas Castillo: 93% of capacity, 39 accounts, $4.2M ARRTomas Castillo93%Grant Tanaka: 78% of capacity, 27 accounts, $6.9M ARRGrant Tanaka78%Omar Rossi: 77% of capacity, 28 accounts, $5.4M ARROmar Rossi77%Fatima Haddad: 75% of capacity, 25 accounts, $4.7M ARRFatima Haddad75%
OwnerAccountsSMB / MM / EntARRAt-risk ARRLive touch in 45 daysLoad
Arjun Okafor3214 / 8 / 10$13.2M$4.8M84%117%
Sam Fischer3514 / 16 / 5$7.6M$3.3M89%110%
Amara Novak3314 / 13 / 6$9.1M$1.9M88%107%
Avery Nguyen3112 / 14 / 5$6.3M$105K97%100%
Tomas Castillo3926 / 11 / 2$4.2M$1.7M85%93%
Grant Tanaka2715 / 8 / 4$6.9M$499K89%78%
Omar Rossi2818 / 6 / 4$5.4M$218K89%77%
Fatima Haddad2513 / 8 / 4$4.7M$1.1M96%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.

WaveAccountSegmentARRFromTo
1 · nowAtlas Robotics Inc.SMB$10KArjun OkaforFatima Haddad
2 · next quarterCrescent Manufacturing Inc.SMB$12KArjun OkaforOmar Rossi
2 · next quarterPrairie Learning Inc.SMB$12KArjun OkaforFatima Haddad
2 · next quarterAlder Manufacturing Inc.SMB$12KArjun OkaforGrant Tanaka
2 · next quarterClearwater Freight Inc.SMB$18KArjun OkaforOmar Rossi
2 · next quarterRedstone Analytics Inc.Mid-Market$161KArjun OkaforFatima Haddad
2 · next quarterRedstone Freight Inc.Mid-Market$167KArjun OkaforGrant Tanaka
2 · next quarterRedstone Software Inc.Mid-Market$264KArjun OkaforOmar Rossi
2 · next quarterCobalt Labs Inc.SMB$4KSam FischerFatima Haddad
2 · next quarterCobalt Software Inc.SMB$7KSam FischerGrant Tanaka
2 · next quarterPinecrest Insurance Inc.SMB$9KSam FischerOmar Rossi
2 · next quarterNimbus Networks Inc.SMB$11KSam FischerFatima Haddad
2 · next quarterOrchid Financial Inc.SMB$12KSam FischerGrant Tanaka
2 · next quarterAlder Media Inc.SMB$14KSam FischerOmar Rossi
2 · next quarterCedar Biosciences Inc.SMB$14KSam FischerFatima Haddad
2 · next quarterApex Foods Inc.SMB$23KSam FischerGrant Tanaka
2 · next quarterLumen Logistics Inc.SMB$3KAmara NovakOmar Rossi
2 · next quarterDriftwood Energy Inc.SMB$4KAmara NovakFatima Haddad
2 · next quarterJuniper Systems Inc.SMB$6KAmara NovakGrant Tanaka
2 · next quarterOakridge Foods Inc.SMB$8KAmara NovakOmar Rossi
2 · next quarterDriftwood Analytics Inc.SMB$14KAmara NovakFatima Haddad
2 · next quarterUpland Biosciences Inc.SMB$24KAmara NovakGrant Tanaka
2 · next quarterAlder Health Inc.SMB$3KAvery NguyenOmar Rossi
2 · next quarterAtlas Foods Inc.SMB$4KAvery NguyenFatima 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
05101520Q4 2026Q2 2027Q4 2027Q2 2028Q4 2028Q2 2029+1+1+1+1+1+1+1With the plan 15Needed 15Today 8
Owners the book needsOn the team with the planToday's team
Per head, at the start of each yearYear 1Year 2Year 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 1Year 2Year 3
RoleQ4 2026Q1 2027Q2 2027Q3 2027Q4 2027Q1 2028Q2 2028Q3 2028Q4 2028Q1 2029Q2 2029Q3 20293 years
Commercial AEs1121128
Enterprise AEs1111116
AE backfills for attrition1111112121214
AE backfills for promoted AEs11
Sales managers: promoted11
Sales engineers1113
Account managers / CSMs11111117
CSM backfills for attrition111111118
Starts in the quarter15636574242348
Team at quarter end202327293336414243444444

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
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
$0$5.0M$10.0M$15.0MQ4 2026Q2 2027Q4 2027Q2 2028Q4 2028Q2 2029Q4 2026: spent $0 on new AEs, managers and SEs so far; $0 gross profit backQ1 2027: spent $169K on new AEs, managers and SEs so far; $0 gross profit backQ2 2027: spent $568K on new AEs, managers and SEs so far; $23K gross profit backQ3 2027: spent $1.1M on new AEs, managers and SEs so far; $113K gross profit backQ4 2027: spent $1.8M on new AEs, managers and SEs so far; $334K gross profit backQ1 2028: spent $2.9M on new AEs, managers and SEs so far; $771K gross profit backQ2 2028: spent $4.2M on new AEs, managers and SEs so far; $1.5M gross profit backQ3 2028: spent $5.6M on new AEs, managers and SEs so far; $2.7M gross profit backQ4 2028: spent $7.0M on new AEs, managers and SEs so far; $4.4M gross profit backQ1 2029: spent $8.5M on new AEs, managers and SEs so far; $6.7M gross profit backQ2 2029: spent $10.0M on new AEs, managers and SEs so far; $9.7M gross profit backQ3 2029: spent $11.4M on new AEs, managers and SEs so far; $13.3M gross profit backPayback Q3 2029Gross profit $13.3MCost $11.4M
Cumulative cost of new AEs, their managers and SEsCumulative gross profit from their bookings
By yearYear 1Year 2Year 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

CostsBringsPayback / 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 hires5 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 hires5 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 loadedcovers $6.4M of customer ARR3% 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.

AssumptionUsedSourceBenchmarkIf lowerIf higher
Attainment of quota90%Your CRM: tenured AEs, last four quartersOn 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 quota9 monthsYour surveyAverage 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 ÷ OTECommercial AE 4.5x, Enterprise AE 4.7xYour surveyMedian 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 year32%Greenwake defaultMedian 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 departure45 daysGreenwake defaultAE 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 quarter1.5 (so 3–4 AE starts a quarter)Greenwake defaultJudgment, 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 suffering1: 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 manager7Greenwake defaultFirst-line sales managers average 8.5 direct reports (range 2–38); fewer for complex, field and enterprise selling. The Alexander Group5: 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 year20%Greenwake defaultJudgment, 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 book60 account units, planned at 95%Greenwake defaultJudgment, 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 coveragenamedGreenwake defaultJudgment, 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, $81.6MExpected case: 3 hires, $82.0M by Q3 2029
Identified expansion captured a year20%Greenwake assumption (conservative; expected 40%)No outside benchmark: design-partner results will measure it.
Lift on the existing expansion rate5%Greenwake assumption (conservative; expected 10%)No outside benchmark: design-partner results will measure it.
Win-rate lift on new business5%Greenwake assumption (conservative; expected 10%)No outside benchmark: design-partner results will measure it.
Churn avoided by closing relationship gaps5%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.
PriorityActionWhyFeeds in GreenwakeGreenwake's role
HighGet value from Loyalty Desk or cut itat-risk accounts are still rated Green; too many accounts have gone without a live touch; CS books are unevenly loadedCSM 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.
HighAdd contact signals and social activitytoo many accounts have gone without a live touch; a large share of open pipeline shows deal-risk signalsChampion 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.
HighAdd pipeline inspection and forecastingCommit-forecast renewals sit on high-risk accounts; open deals sit past their close datesDeal-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.
MediumConnect Callwise to the CRMdeals lost on this team's own history show qualification and engagement patterns; a large share of open pipeline shows deal-risk signalsQualification (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.
LowConnect Signalscope to the CRMpipeline coverage is below target for some repsProspect prioritization; growth-event signals on customers (planned in Greenwake).Greenwake measures coverage and conversion; intent decides where new pipeline should come from.
LowAdd customer advocacy and referencespromoters with executive sponsors aren't being used as referencesAdvocate 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.

GapWhy it matters hereWorth a look
High Get value from Loyalty Desk or cut itat-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 activitytoo 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 forecastingCommit-forecast renewals sit on high-risk accounts; open deals sit past their close dates
ClariGong ForecastBoostUpAviso
Medium Connect Callwise to the CRMdeals 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 CRMpipeline coverage is below target for some reps
6senseDemandbaseBomboraG2 Buyer Intent
Low Add customer advocacy and referencespromoters 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.

CategoryWhy nowExamples
Territory and capacity planningTerritories and capacity planned against the growth target.
AnaplanVaricentFullcast
AI prospecting and account agentsAI agents can build pipeline without adding headcount.
11xArtisanAiSDR
AI coaching and role-playReps can practise the qualification and discovery gaps the audit found.
Mindtickle (AI role-play)HyperboundSecond Nature
Enablement and contentThe right content at the right stage closes qualification gaps.
HighspotSeismicMindtickle
Sales compensationPay 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.
ToolCategoryAnnual costSeats usedUseFeeds CRMRenewsFlag
Ledgerline CRMCRM$182K109 / 12091%Yes2027-03-08
TracepointProduct analytics$90K23 / 3077%Yes2027-09-04
Loyalty DeskCustomer success platform$72K9 / 2045%Yes2027-09-17Low use
Cadence OneSales engagement$64K32 / 4080%Yes2027-02-28
Campaign HubMarketing automation$60K10 / 1283%Yes2027-01-16
HelplineSupport desk$56K33 / 3594%Yes2027-03-08
CallwiseConversation intelligence$52K18 / 4540%No2027-06-24Low use, Not connected
SignalscopeIntent data$48K3 / 1030%No2027-03-28Low use, Not connected
BillwiseBilling$40K7 / 888%Yes2027-01-06
OutreachlySales engagement$38K8 / 2532%Yes2027-04-11Duplicate, Low use
Lens BIBI and reporting$36K14 / 6023%Yes2026-11-14Low use
DatafillData enrichment$30K11 / 1573%Yes2027-03-14
QuotientCPQ$28K17 / 2085%Yes2026-11-18
PulsecheckCustomer surveys$18K5 / 1050%Yes2027-05-27Low 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
$50.0M$60.0M$70.0M$80.0M$90.0MToday3 mo12 mo24 mo36 moMonth 3: current trajectory $57.8M; with Greenwake $58.4M (conservative) to $58.9M (expected)Month 12: current trajectory $57.6M; with Greenwake $60.8M (conservative) to $63.8M (expected)Month 24: current trajectory $63.1M; with Greenwake $68.5M (conservative) to $73.9M (expected)Month 36: current trajectory $66.6M; with Greenwake $74.5M (conservative) to $82.6M (expected)$74.5M$66.6M
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
Now12m24m36mRetention at 36 months, greenwake: $34.7MRetention at 36 months, current: $31.2M$34.7M$31.2M
Expansion
$0 today
Now12m24m36mExpansion at 36 months, greenwake: $7.6MExpansion at 36 months, current: $6.0M$7.6M$6.0M
Acquisition
$0 today
Now12m24m36mAcquisition at 36 months, greenwake: $32.1MAcquisition at 36 months, current: $29.3M$32.1M$29.3M
HorizonScenarioRetentionExpansionAcquisitionTotal ARRvs current path
3 monthsCurrent 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 monthsCurrent 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 monthsCurrent 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 monthsCurrent 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

VariableTodayTargetSadie's play
SDR activity, touches a month
2,078
2,286 10% betterFinish the sequence
Touches to meetings booked
4.3%
4.8% Jules OrtegaFinish the sequence
Meetings held (show rate)
67%
76% Jules OrtegaConfirm the meeting, Rebook the no-show
Held meetings qualified
17%
26% Kai BrennanQualify the meeting or close it out
Lead Qualified to SAL
78%
81% Jules OrtegaAccept or return the lead
SAL to Discovery
83%
88% Harper QuinnBook the discovery call
Discovery to SQL
89%
94% Devon PriceFinish discovery
SQL to Demo
87%
92% Rowan BlakeSet the tailored demo
Demo to Proposal
72%
79% Rowan BlakeTurn the demo into a mutual plan
Proposal to Verbal
79%
86% Rowan BlakeWalk the proposal with the economic buyer
Verbal to Contract Review
92%
95% Casey MorganGet the paper moving
Contract Review to Won
92%
100% Casey MorganClear legal and procurement
Average new-business deal
$145K
$160K 10% betterNo play yet

Expansion

VariableTodayTargetSadie's play
Expansion opportunities opened, per 100 customers a year
37.2
42.6 Sam FischerTrue-up conversation, Tier-upgrade proposal, Growth discovery, Reference and introductions
Discovery to Proposal
77%
84% Sam FischerConfirm the expansion case
Proposal to Negotiation
76%
82% Grant TanakaWalk the expansion proposal with the budget owner
Negotiation to Won
90%
95% Sam FischerGet the expansion order signed
Average expansion
$43K
$67K Omar RossiTier-upgrade proposal

Retention

VariableTodayTargetSadie's play
Renewing ARR that goes at risk before renewal
21%
10% Sam FischerAdoption recovery, Value re-baseline, Seat deployment plan, Re-engage, Multi-thread the account, Secure an executive sponsor
At-risk ARR lost at renewal
82%
68% Omar RossiRebuild 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)
0.4%
0.2% Tomas CastilloSadie's risk scoring (no play: it's what the plays are built on)
Downsell at renewal
1.1%
0.5% Avery NguyenRenewal scope review, Seat deployment plan
Price uplift at renewal
2.1%
2.2% Tomas CastilloPrice 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.

VariableStreamTodayTargetSet byARR in 12 months36 monthsSadie's play
Renewing ARR that goes at risk before renewalRetention21%10%Sam Fischer+$6.6M+$15.6MAdoption recovery, Value re-baseline, Seat deployment plan, Re-engage, Multi-thread the account, Secure an executive sponsor
At-risk ARR lost at renewalRetention82%68%Omar Rossi+$2.2M+$5.1MRebuild 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 qualifiedAcquisition17%26%Kai Brennan+$999K+$4.5MQualify the meeting or close it out
Average expansionExpansion$43K$67KOmar Rossi+$1.2M+$3.7MTier-upgrade proposal
Proposal to VerbalAcquisition79%86%Rowan Blake+$957K+$2.8MWalk the proposal with the economic buyer
Demo to ProposalAcquisition72%79%Rowan Blake+$807K+$2.7MTurn the demo into a mutual plan
Contract Review to WonAcquisition92%100%Casey Morgan+$919K+$2.5MClear legal and procurement
Average new-business dealAcquisition$145K$160K10% better+$535K+$2.4MNo play yet
SQL to DemoAcquisition87%92%Rowan Blake+$389K+$1.4MSet the tailored demo
Discovery to SQLAcquisition89%94%Devon Price+$322K+$1.3MFinish discovery
SAL to DiscoveryAcquisition83%88%Harper Quinn+$286K+$1.2MBook the discovery call
Meetings held (show rate)Acquisition67%76%Jules Ortega+$255K+$1.1MConfirm the meeting, Rebook the no-show
Touches to meetings bookedAcquisition4.3%4.8%Jules Ortega+$210K+$937KFinish the sequence
Expansion opportunities opened, per 100 customers a yearExpansion37.242.6Sam Fischer+$314K+$932KTrue-up conversation, Tier-upgrade proposal, Growth discovery, Reference and introductions
Verbal to Contract ReviewAcquisition92%95%Casey Morgan+$313K+$898KGet the paper moving
SDR activity, touches a monthAcquisition2,0782,28610% better+$193K+$864KFinish the sequence
Downsell at renewalRetention1.1%0.5%Avery Nguyen+$351K+$773KRenewal scope review, Seat deployment plan
Discovery to ProposalExpansion77%84%Sam Fischer+$191K+$565KConfirm the expansion case
Proposal to NegotiationExpansion76%82%Grant Tanaka+$179K+$531KWalk the expansion proposal with the budget owner
Negotiation to WonExpansion90%95%Sam Fischer+$115K+$341KGet the expansion order signed
Churn with no warning (never flagged)Retention0.4%0.2%Tomas Castillo+$134K+$295KSadie's risk scoring (no play: it's what the plays are built on)
Lead Qualified to SALAcquisition78%81%Jules Ortega+$58K+$248KAccept or return the lead
Price uplift at renewalRetention2.1%2.2%Tomas Castillo+$78K+$214KPrice 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 ratesToday's team with GreenwakeGrowth plan (13% a year)Growth plan with Greenwake
ARR in 36 months$66.6M$74.5M$82.5M$82.5M
New AEs––157
New sales managers and sales engineers––41
New account managers / CSMs and their managers––77
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…
InputValueSource
Churn at renewal, by segmentSMB 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/High88%Measured: backtest (flagged accounts that churned)
Churn on renewals not flagged4%Measured: backtest
Expansion rate4.2% of ARR a yearMeasured: 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 EngineMeasured: stage history, SDR activity, won deals
New customers after they joinRenew yearly at the book's average churn, contraction and uplift; expand at the expansion rateMeasured: last 12 months of renewals
Share of churn Greenwake flags in time82% of churned ARRMeasured: backtest at 90 days
Save rate on flagged churn and contraction15% / 30%Assumption (conservative / expected)
Identified expansion captured each year20% / 40% of the true-ups and upgrades found ($5.4M today, 9.4% of ARR); the weekly agent keeps finding them as usage growsAssumption (conservative / expected)
Churn avoided upstream by closing sponsor, champion and cadence gaps−5% / −10% of the churn rate, phased in over 6 monthsAssumption (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 effect3 monthsAssumption

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
  1. Identify the champion's successor or the strongest remaining advocate
  2. Hold an intro meeting to re-baseline goals and the success plan
  3. 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.
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
OwnerActiveOverdueDrafts to reviewCompletedEffective or won
Arjun Okafor21100121
Sam Fischer125064
Amara Novak1110102
Leo Martins20022
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
OwnerRenewedDue this quarterRetention so farStill openExpansion
Amara Novak$142K$3.17M100%$3.03M$13K
Arjun Okafor$88K$2.95M100%$2.87M$271K
Sam Fischer$5K$574K100%$569K$276K
Team activity last week
PersonEmailsCallsMeetingsRenewedRenewals lostExpansion won
Sam Fischer14710–––
Amara Novak22106––1 ($1K)
Arjun Okafor988–––
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.

PillarFindingImpactResponseGreenwake
Retention$9.0M of renewals in the next 180 days show early churn signals$9.0MOpen 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).
Retention30 customers left and renewals shrank: $8.3M lost in 12 months$8.3MFind 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.
Retention21 of last year's 30 churned customers were visible 90 days before renewal$6.4MScore 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.
Retention13 at-risk accounts ($5.7M) are rated Green by their CSM$5.7MReplace 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$2.7MRequire 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.
RetentionExecutive sponsor coverage: 61% against a 80% target$21.9MRun 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.
RetentionThe biggest retention lever: renewing ARR that goes at risk before renewal, 21% today against 10% for Sam Fischer's book$15.6MRun 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.
RetentionEngagement cadence: 79% against a 85% target$13.4MSet 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.
RetentionChampion coverage: 90% against a 95% target$3.4MName 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.
ExpansionChurn and downgrades ($8.3M) cancel out the $2.4M of expansion$8.1MWork 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.
Expansion45 healthy accounts are using more seats than they pay for$1.4MRun 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.
ExpansionThe biggest expansion lever: average expansion, $43K today against $67K for Omar Rossi$3.7MRun 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.
Expansion32 fully adopted accounts are candidates to move up a tier$275KBuild 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.
Expansion59 promoters with an executive sponsor could open doors to new teamsAsk each for a reference and an introduction to a peer team.Reference-and-introductions plays for the CSM, with an ask drafted by Sadie.
AcquisitionThe hiring plan has 3 sales hires; 13% growth needs 6 starting in the next 12 months$10.7MEither 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$9.6MPut 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.
AcquisitionYour target needs $51.0M of new business in three years; hiring 15 AEs at a realistic pace delivers $44.8M$8.9MStart 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.
AcquisitionOpen pipeline is 54% qualified for its stage (MEDDPICC), against an 80% target$8.8MMake 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.
AcquisitionPipeline coverage for Q4 2026 is below 3x for 5 of 5 AEs$2.7MRun 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.
AcquisitionCustomer referral deals win 73%, closing in a median 104 days; Paid search deals win 3%$9.3MShift 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.
AcquisitionNo activity for 3+ weeks before closing: those deals won 18% of the time, vs 40% for the rest$5.1MMake 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.
AcquisitionThe biggest lever in the new-business funnel: Held meetings qualified, 17% today against 26% for your best rep$1.0MHave 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.
Acquisition33% of booked SDR meetings don't happen$224KConfirm 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.
Acquisition17 open deals ($1.5M) are past their close date$1.5MClean 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.
TalentThe hiring plan costs $15.1M over three years; Greenwake's gains would save $6.3M of it$6.3MTake 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.
Talent0 of 4 tenured AEs hit quota over the last four quarters$1.4MRe-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.
TalentCovering the customer base as it grows takes 7 more account managers / CSMs over three yearsDecide 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.
TalentBook load ranges from 75% to 117% of capacity across the CS team$4.8MMake 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.
TalentSasha Reid is 4 months into ramp with 1.1x coverage on a ramped quotaGive 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.
Tech4 capability gaps in the stack are holding back acquisition, expansion and retentionClose 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.
TechCRM data health is 73/100: $12.6M of pipeline and $4.8M of customer ARR sit on records with gaps$17.3MEach 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$179KRight-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.
Tech2 tools hold signal data that never reaches the CRMConnect 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.
Tech1 tool renewal in the next 90 days needs a decision first$28KDecide 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 signalTrigger
Usage declineActive users down vs the prior 3 months (sustained; short dips count half)
Feature declineCore-feature usage down vs the prior 3 months
Low utilizationLess than half of licensed seats active
Champion lostNo active champion (departed and not replaced)
No exec sponsorMid-Market/Enterprise account without an active executive sponsor
Single threadedFewer than 2 contacts engaged in 90 days
Engagement gapNo live call or meeting in 45+ days
Support escalationEscalated/critical support case: open, recent or repeated
Detractor npsNPS of 6 or below in the last 180 days
Payment lateInvoice 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.