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Insurtech · 2,000 employees · Champion: Elena Ruiz, Senior Director of Engineering
Before purchase
Done
Day 76
Health
Two or more risk signals. This account needs a recovery play.
Growth
One growth signal. Keep an eye on it and line up the proof points.
Seat activity fell from an 84% peak to 71%, almost all of it on the claims platform team (75% down to 28%). Additional usage is down 18% over two months, both overdue milestones are claims team work, and Elena may be pulled into a Q4 reorg. Renewal is about nine months out, so this is the window to fix it.
Win back the claims team
Use the policy admin and data wins to steady the account first
Policy admin and data and analytics are both above 90% active, so the value is real where teams have leaned in. With claims down and renewal about nine months out, these wins are the proof point for the CIO, not an upsell yet.
Next step: Ask Elena to lead her next CIO update with the policy admin and data team wins.
Two or more means At risk. One means Watch.
Seat activity down 12 points in 30 days
83% active 26 days ago, 71% now.
Additional usage down 18% over two months
$2,900 to $2,380 a month.
Champion quiet for 22 days
Elena Ruiz last opened the customer app 22 days ago.
2 milestones overdue
2 plan milestones are past their due date.
Three or more security or compliance questions in a week
Not triggered
Two or more means Expansion ready. One means Growth signal.
2 teams at 90%+ active
Near-full adoption: Policy admin (92%), Data and analytics (93%).
90% or more of all purchased seats are active
Not triggered
Additional usage grew 50% or more over two months
Not triggered
A pilot has met at least half its success criteria, with none behind
Not triggered