CSMPriya NairAEMarcus WebbSETara Osei

Waabi

Expansion signal
ARR$95KRenews210 daysHealth96↑ 6
Asked about SSO twice, and it is not on their plan

Raised on the 3 and 17 March calls by two different stakeholders. They are on Platform only; SSO ships with Enterprise. No opportunity exists for it yet.

Call · 17 MarEntitlementsPricing page ×4
Both engineering teams live within thirty days
From the value hypothesis · 4 Sep
Completed in nineteen days, ahead of target.
Tara Osei (SE)
Delivered
Simulation runs at production scale
Business case
Running nightly since December against the full fleet.
Their platform team
Delivered
Ninety seats active
Order form · 14 Aug
Eighty-eight of ninety active and in weekly use.
Their IT lead
Delivered
Before this one is promised1 of 3 at risk
Waabi: SSO · $40K · closes 12 May · Ravi Menon
SSO live across both engineering teams within thirty days of signature
Not written down
Ravi Menon · discovery call · 4 Apr · 00:22:05Rollout
Said out loud and not written down anywhere

Every promise on this book made on a call and never entered into an artifact was broken: 0 of 3. That is a small number and worth saying so, but it is also the only pattern here with no exceptions. Rollout promises overall were kept 4 of 7.

Said on the 4 April call. Not in the quote, the order form or the value hypothesis.

Okta and Azure AD both supported at go-live
In writing
Written 8 AprDependency
In writing, so close-won will convert it

Written claims on this book were kept 10 of 15. This one becomes an objective with an owner the moment the deal closes.

Draft order form, section 2

No additional seats required for the SSO tier
In writing
Written 8 AprOutcome
In writing, so close-won will convert it

Written claims on this book were kept 10 of 15. This one becomes an objective with an owner the moment the deal closes.

Quote, line 4

This runs before the commitment exists. Every other signal in this product, and in every competitor, fires after the customer is already unhappy. This is the only one that prevents the cause.

What moved the scoreCalculated
Entitlement gap: SSO asked twice-6
Usage breadth growing+2
Starting at 10096

Two stakeholders asking unprompted is the strongest expansion signal we track.

What changed4 in 7 days
●
SSO raised again, by a second stakeholder.
Call · 17 Mar
▲
Pricing page visited four times this month.
Intent signal
▲
Usage breadth up twenty-two percent.
Usage · March
●
Quarterly review booked for 22 April.
Calendar

Every objective met, usage climbing, three engaged stakeholders. The renewal is not the question here; the expansion is.

In the forecast

This renewal is an Opportunity worth $95K on the same forecast the CRO opens. Health informs its category and never moves the amount.

Open the forecast →