Readiness scorecard
"Phase 1 is the diagnostic." If the org isn't operationally ready, the recommendation shifts to maintain in H2 with material change at FY28.
H2 launch viable with conditions. Resolve yellow dimensions in next 2 weeks before Phase 2 kickoff.
Two yellow dimensions (attribution, quota data) are addressable in the diagnose phase. LT alignment converges as L3 and L4 close.
Attribution infrastructure
At risk62/100Consumption attribution exists but dispute rate is high.
PAYG attribution working at ~88% accuracy. Hybrid commit/consume reconciliation still manual for ~12% of accounts. Recommendation: launch at 50/50 and tighten before H1 FY28.
Comp tooling & systems
Ready85/100CaptivateIQ + Salesforce CPQ ready for hybrid plan structures.
Joint multiplier and accelerator logic already supported. Net new for H2: pod-level rollups.
Quota & territory data
At risk68/100Bottoms-up validation lagging; territory cleanup mid-flight.
Top-down allocation ready. Bottoms-up rep-by-rep validation still gating on 4 NAMER territories. Risk: bottoms-up disagreement post-launch.
Change capacity & narrative
Ready78/100Manager cascade resourced; narrative owner identified.
The Solutions Lead owns the change narrative. Manager training scheduled 1 week pre-launch. Office hours covered weeks 1–4.
LT alignment
At risk65/1002 of 4 tradeoffs aligned; 1 open, 2 diverging.
L2 fully aligned. L1 and L4 diverging on regional/sizing details. L3 open pending input from the Solutions Lead and EMEA Sales Lead.