CSMPriya NairAEMarcus WebbSELena Fischer

Lattice Ops

Competitor named
ARR$159KRenews233 daysHealth84↓ 4
A competitor was named on two calls in three weeks

Their platform lead raised a rival tool on the 4 March call and their ops lead named it again on 19 March, in a different meeting. Neither was a complaint and neither was followed up. Adoption is steady and the renewal is 233 days out, so nothing else about this account asks for attention.

Call · 04 MarCall · 19 MarRenews in 233d
Four operations teams live by the end of Q1
From the value hypothesis · 9 Nov
All four live since February.
Lena Fischer (SE)
Delivered
Analytics rolled out to the finance team
Statement of work
Live since January and in weekly use.
Their platform team
Delivered
Quarterly business review cadence
Onboarding plan
Running since December.
Priya Nair (CSM)
Delivered
What moved the scoreCalculated
Competitor named twice-9
Executive engagement-5
Payment history clean-2
Starting at 10084

Two unprompted mentions, three weeks apart, from two different people. One conversation now costs nothing; the same conversation in month seven is a defence.

What changed4 in 7 days
▼
A competitor was named on the 19 March call, the second mention in three weeks.
Call · 19 Mar
▼
A competitor was named on the 4 March call, unprompted.
Call · 04 Mar
●
Adoption steady across all four teams.
Usage · March
●
Quarterly review booked for 30 April.
Calendar

Every objective delivered and adoption steady. On the numbers this renews itself, which is exactly why the mentions are the only thing worth reading.

To catch this without reading the calls you would need a competitor field on the account, kept current by hand, by the person least likely to volunteer that a rival came up.

In the forecast

This renewal is an Opportunity worth $159K on the same forecast the CRO opens. Health informs its category and never moves the amount.

Open the forecast →