Phase 1 · Diagnose & align
Four tradeoffs gating Phase 2.
Each card shows the LT alignment state. Open one to see positions and Align's synthesis.
RV
SS
SL
NA
EL
L1 · Business Priorities
Drive Product A growth ↔ Protect Product B revenue
Product A is the company's primary growth lever, but Product B represents the existing revenue base. How aggressively do we tilt incentives toward Product A?
Initial hypothesis
Product A is the primary lever
60% aligned · 5/5 in
L2 · Behavioral Model
RM commercial outcomes ↔ CSM consumption outcomes
Should RM and CSM share metrics (joint accountability) or hold distinct primary metrics with a shared multiplier?
Initial hypothesis
Pod model with distinct primary metrics + joint NRR multiplier (10–20% of variable)
92% aligned · 5/5 in
L3 · Reinforcement
Embed behavior change in comp ↔ Drive it through performance management
Should we use comp as the primary lever for behavior change, or rely on performance management and let comp follow?
Initial hypothesis
Begin change management now; net new plans for Product A-only or Product A for Sales specialized roles
40% aligned · 4/5 in
L4 · Measurement & Attribution
Committed (predictable) ↔ Consumed (real)
How do we weight committed revenue (predictable, attributable) vs. consumed revenue (the real economic outcome)?
Initial hypothesis
Hybrid weighting: 40% commit / 60% consumption; ramp HoH
70% aligned · 5/5 in