Procurement has initiated a parallel competitive evaluation with Competitor A. Renewal on 12 May — 47 days away. Internal champion former executive sponsor stepped down in March. No exec sponsor covering the gap. £615K ARR at immediate risk.
£615K ARRRenewal: 12 May47 daysCritical
⚠
Healthcare Enterprise — renewal in 39 days, no executive relationship
Executive sponsor resigned January 2025. Replacement team unengaged. Active users down 44% in 10 weeks. New IT Director (ex-Competitor B employee) raises additional competitor risk. £385K ARR. Renewal 3 May.
£385K ARRRenewal: 3 May39 daysCritical
Portfolio — all accounts
Account
Health
RAG
ARR
Renewal
Status
Pharma Client
Pharmaceutical · Strategic
27
Red
£615K
12 May
Critical
Healthcare Enterprise
Healthcare · Strategic
31
Red
£385K
3 May
Critical
Retail Group
Retail · Growth
52
Amber
£195K
4 Jun
Monitor
Construction Account
Construction · Standard
61
Amber
£98K
14 Jul
Monitor
Telecom Client
Telecoms · Growth
79
Green
£235K
8 Jan
Healthy
Aerospace Enterprise
Aerospace · Growth
76
Green
£290K
18 Feb
Healthy
Logistics Group
Logistics · Strategic
83
Green
£425K
20 Aug
Healthy
Financial Services Account
Financial Services · Strategic
91
Green
£720K
18 Dec
Excellent
Portfolio healthby ARR
Green£1.67M
Red£1.00M
Amber£293K
AI recommended actionsAI-generated · 2h ago
↑ Urgent — today
Escalate Pharma Client to CRO before Competitor A decision
RFP decision expected before end of April. CEO-level intervention needed.
↑ Urgent — this week
Request executive intro at Healthcare Enterprise
New CIO needs relationship before renewal conversation.
8 accounts · £2.96M total ARR · 2 red · 2 amber · 4 green
Strategic
4
£1.74M ARR
Red
2
£1.0M at risk
Amber
2
£293K
Green
4
£1.67M secure
Account
Industry
Health
Status
ARR
Renewal
Owner
Pharma Client
Pharmaceutical
27
Red
£615K
12 May
You
Healthcare Enterprise
Healthcare
31
Red
£385K
3 May
You
Retail Group
Retail
52
Amber
£195K
4 Jun
You
Construction Account
Construction
61
Amber
£98K
14 Jul
Portfolio Lead
Telecom Client
Telecoms
79
Green
£235K
8 Jan
You
Aerospace Enterprise
Aerospace
76
Green
£290K
18 Feb
You
Logistics Group
Logistics
83
Green
£425K
20 Aug
You
Financial Services Account
Financial Services
91
Green
£720K
18 Dec
You
All accounts
Pharma Client
Pharmaceutical·Enterprise·Strategic tier·Owner: Your Name
Red accountStrategicCompliance SuiteData Insights5 EU entities
Health score
27
Critical Immediate action
ARR
£615K
Renewal: 12 May 2025
Renewal probability
32%
Open risk events
3
2 critical, 1 high
Account intelligence
Pan-European pharmaceutical group operating across 5 entities. Using our Compliance Suite and Data Insights modules since June 2022. ARR: £615,000. Critical renewal in 47 days. The account entered a risk state in Q1 2025 when the CFO issued a 20% vendor cost reduction mandate and procurement — acting independently of IT — initiated a parallel evaluation with Competitor A. Long-term champion former executive sponsor stepped down in March and has not been replaced. Our position is held largely by IT Director IT Director, who remains supportive but cannot unilaterally halt the RFP process.
Health score trend — last 8 months
AugSepOctNovDecJanFebMar
7876726860513827
Open risk events
Competitor A active RFP — procurement-led evaluation
Procurement Lead (Procurement VP) initiated a parallel vendor evaluation in February without IT input. Competitor A and one unknown competitor shortlisted. Procurement decision expected before 30 April.
CriticalCompetitor threatDetected 14 Feb
Champion gap — former executive sponsor departed March 2025
Our primary internal advocate and the executive who originally championed the platform purchase has stepped down with no direct replacement named. The compliance function is now managed by an interim appointee with no relationship with our team.
CriticalChampion lossDetected 8 Mar
CFO mandate: 20% vendor cost reduction across all contracts
CFO issued a cost reduction directive in January 2025 as part of a group-wide efficiency programme. Renewal budget not yet confirmed. Procurement has been instructed to renegotiate or replace all contracts above £500K.
HighBudget cutDetected 22 Jan
Stakeholder intelligence
RF
CFO
Chief Financial Officer
RoleEconomic buyer
SentimentNegative
EngagementSilent — no response since Jan
Initiated 20% cost reduction programme. Considers this contract a target for renegotiation or replacement.
SM
Procurement Lead
VP Procurement
RoleEconomic buyerBlocker
SentimentNegative
EngagementSilent
Initiated RFP without consulting IT. Met with Competitor A twice in February. No outreach has been returned.
JT
IT Director
IT Director
RoleTechnical buyer
SentimentNeutral
EngagementActive
Supportive but limited authority. Caught between IT preference (retain) and procurement mandate (renegotiate). Meeting scheduled 28 Mar.
EC
former executive sponsor
Former Head of Compliance
RoleDeparted
SentimentFormer champion
Was our primary advocate for 3 years. Stepped down March 2025. Interim replacement has no platform relationship. Re-engagement opportunity via LinkedIn.
Commercial context
Current ARR£615,000
Contract start1 Jun 2022
Renewal date12 May 2025
Days remaining47 days
Products in useCompliance Suite, Data Insights
Entities covered5 (DE, FR, UK, NL, BE)
Expansion potentialNone — at risk
AI-powered · AI-generated
Meeting Prep
Generate pre-meeting briefs with account memory · Draft follow-ups in seconds
Pharma Client · Pan-European pharmaceutical group · 5 entities (DE, FR, UK, NL, BE) · Compliance Suite + Data Insights · ARR: £615,000 · Renewal: 12 May 2025 · Health score: 27 (critical, declining from 78 in August 2024)
Relationship status in this meeting
CFO — Economic buyer, negative sentiment, silent since January. Has issued a 20% vendor cost reduction mandate. This meeting is your best opportunity to reframe the commercial conversation before procurement makes its recommendation. He responds to ROI data and peer benchmarks, not product pitches.
Procurement Lead — Running the RFP independently. Has met with Competitor A twice. Meeting her in this context is a significant opportunity — she has agreed to hold the decision pending your response, which signals she is not yet committed to switching.
IT Director — Supportive, active. Will provide technical validation but cannot override procurement. Pre-brief him privately before the meeting if possible.
Key talking points
Open with the ROI case, not a product pitch. Since June 2022: 38% reduction in audit preparation time, 0 reportable compliance incidents in 5 entities, €2.1M estimated regulatory penalty avoided (based on incident modelling). Give the CFO a number he can use internally.
Reframe the cost question. A switch to Competitor A carries an estimated 9–14 month implementation delay and €800K–1.2M in migration costs across 5 entities. This is the total cost of switching, not just contract value.
Present usage-based commercial options before they demand them. Have 3 scenarios prepared: (a) current terms +3% CPI uplift, (b) usage-based model at 15% reduction with commitment floors, (c) multi-year deal with 18% reduction and locked pricing. Let them choose.
Request CEO-to-CFO call. the the CFO indicated openness. This is the highest-value action coming out of this meeting — if agreed, escalate to your CEO by Thursday.
Address Competitor A directly. Do not avoid it. Acknowledge that they conducted a strong presentation. Ask Procurement Lead: "What would make our proposal definitively stronger than their offering for you?" Her answer will tell you the real decision criteria.
Risk items to manage
Champion gap: former executive sponsor's departure leaves us without a credibility anchor in the compliance function. Do not reference former executive sponsor in the meeting — it signals instability. Focus on IT Director as the continuity voice.
Procurement Lead disengagement: If she checks her phone or defers to the CFO throughout, request a bilateral follow-up call this week. Do not let this meeting be the last substantive conversation before decision day.
the CFO walking out early: CFOs do this. Have your 90-second ROI summary ready as an opening, and your commercial scenarios as a one-page leave-behind. The meeting can end at any moment.
Recommended next actions from this meeting
Leave a written commercial proposal with the three pricing scenarios before end of meeting
Secure a date for CEO-to-the CFO call — ideally before 4 April
Request a bilateral with Procurement Lead to understand final RFP scoring criteria
Ask IT Director to send you the formal procurement evaluation timeline within 48 hours
Recap email
Portfolio
Renewal Intelligence
8 active renewals · £2.96M pipeline · AI health scoring · Next: Healthcare Enterprise 3 May
Due in 30d
2
£1.0M combined
Due in 90d
4
£1.29M
ARR at risk
£1.0M
<45% probability
High confidence
£1.67M
>80% probability
Weighted forecast
£2.21M
Portfolio total
Account
Renewal
ARR
Stage
Health
Probability
AI signals
Healthcare Enterprise
Healthcare · Strategic
3 May 2025
£385K
In progress
31
38%
Exec change
Pharma Client
Pharmaceutical · Strategic
12 May 2025
£615K
In progress
27
32%
Competitor RFP
Retail Group
Retail · Growth
4 Jun 2025
£195K
In progress
52
64%
Champion left
Construction Account
Construction · Standard
14 Jul 2025
£98K
Not started
61
68%
—
Logistics Group
Logistics · Strategic
20 Aug 2025
£425K
Not started
83
91%
Strong
Telecom Client
Telecoms · Growth
8 Jan 2026
£235K
Not started
79
84%
Healthy
Aerospace Enterprise
Aerospace · Growth
18 Feb 2026
£290K
Not started
76
88%
Healthy
Financial Services Account
Financial Services · Strategic
18 Dec 2025
£720K
Not started
91
96%
Excellent
Portfolio
Risk Portfolio
RAG status across all accounts · AI health-scored · Updated 25 Mar 2025, 09:00
Red accounts
2
£1.0M ARR
Amber accounts
2
£293K ARR
Green accounts
4
£1.67M ARR
Open risk events
6
3 critical
Red2
Pharma Client
27
£615K · Renewal 12 May · 47 days
Competitor A evaluation — active evaluation
Champion former executive sponsor departed March
CFO mandate: 20% vendor reduction
Healthcare Enterprise
31
£385K · Renewal 3 May · 39 days
Executive sponsor resigned
Active users down 44% since Jan
New IT Director with prior competitor background
Amber2
Retail Group
52
£195K · Renewal 4 Jun
Former account champion moved to new division
Replacement (New Category Director) not yet engaged
Construction Account
61
£98K · Renewal 14 Jul
Platform adoption 34% below target
Project module only — low stickiness
Green4
Financial Services Account
91
£720K · Renewal 18 Dec · APAC expansion £180K
Logistics Group
83
£425K · Renewal 20 Aug · Finance module £95K
Aerospace Enterprise
76
£290K · Renewal 18 Feb · Enterprise upgrade £85K
Telecom Client
79
£235K · Renewal 8 Jan · HRMS connector £48K
Portfolio
Growth Portfolio
6 open opportunities · £511K pipeline ARR · £341K weighted by probability
Gross pipeline
£511K
6 opportunities
Weighted pipeline
£341K
By probability
Expansion
£180K
1 opp, 78%
Upsell
£243K
3 opps
Cross-sell
£88K
2 opps
Open opportunities
Opportunity
Type
Est. ARR
Prob.
Stage
Thornfield — APAC Operations expansion
Enterprise Suite · New geography
Expansion
£180K
78%
Proposing
Thornfield — Risk Analytics module
Risk Analytics Pro
Upsell
£65K
71%
Proposing
Meridian — Finance Module integration
Finance Suite
Upsell
£95K
72%
Qualifying
Axiom — Enterprise tier upgrade
Enterprise Suite
Upsell
£85K
68%
Qualifying
Crestline — HRMS integration connector
HRMS Connector
Cross-sell
£48K
62%
Identified
Retail Group — Analytics Pro add-on
Analytics Pro
Cross-sell
£38K
44%
Identified
Pipeline by type
Expansion
£180K
Upsell
£245K
Cross-sell
£86K
AI whitespace analysis
Financial Services AccountHigh potential
Risk Analytics, ESG Reporting, and Wealth Platform modules unused — all fit profile for a Tier-1 investment firm
Logistics GroupMedium potential
Finance and HR modules unused — procurement consolidation angle is strong given recent restructure
Construction AccountLower priority
4 modules match profile but account is amber — stabilise first before expansion conversation
Intelligence
Competitor View
6 active mentions across 5 accounts · 2 high-threat evaluations in progress
Active competitor threats
Account
Competitor
Threat
Status
Context
Pharma Client
Competitor A
High
Active RFP
Shortlisted in active procurement RFP
Healthcare Enterprise
Competitor B
High
Active
New IT Director ex-Competitor B employee
Retail Group
Procurement Platform
Medium
Monitoring
Mentioned in CFO budget review as preferred
Pharma Client
CRM Platform
Medium
Monitoring
Mentioned in IT review — consolidation option
Construction Account
Project Management Platform
Low
Monitoring
Sales team using informally
Healthcare Enterprise
CRM Platform
Medium
Monitoring
Mentioned as CRM consolidation option
Frequency by competitor
Competitor A
1 acct · High
CRM Platform
2 accts
Competitor B
1 acct · High
Procurement Platform
1 acct
Project Management Platform
1 acct · Low
Log competitor mention
Strategy
Account Plans
Live strategic plans · FY2025
ActiveFinancial Services Account — FY2025 Account Planv4 · Updated 22 Mar 2025 · Owner: Your Name
Objectives4
Renew at full ARR + 5% uplift
Dec 2025 · Your Name
On track
Close APAC Operations expansion
Q2 2025 · Your Name
In progress
Qualify Risk Analytics module
Q3 2025 · Your Name
Early stage
Executive alignment — QBR cadence
Ongoing · Executive Sponsor
Active
Initiatives5
Quarterly Business Reviews
Bi-annual · Next: June 2025
Active
APAC pilot programme proposal
Submitted Mar 2025 · Awaiting board
Pending
Risk Analytics proof-of-concept
Q2 2025 · With IT team
Planned
Executive sponsor dinner
April 2025 · Executive Sponsor
Confirmed
Case study co-authorship
Q3 2025 · Marketing team
Planned
Plan risks2
Board approval delay for APAC
Mitigation: Provide business case data by 4 Apr
Executive Sponsor role change risk
Mitigation: Build relationship with Deputy CTO
Milestones4
Q1 QBR delivered
Done
Mar 2025
APAC proposal submitted
Submitted
Mar 2025
Board APAC decision
Awaited
Apr 2025
Renewal contract signed
Dec
Dec 2025
Management
Portfolio Reports
AI-generated executive summaries · Ready for board and management review
Executive strategy summary — w/c 24 March 2025
Ready
Executive summary
The portfolio enters this week with a materially elevated risk profile. Two strategic accounts — Pharma Client (£615K) and Healthcare Enterprise (£385K) — are classified Red with renewal dates in 39 and 47 days respectively. Combined, these represent £1.0M in ARR at significant risk due to active competitor evaluations, executive sponsor gaps, and deteriorating engagement metrics. Immediate escalation is recommended at CRO and CEO level.
Critical items — this week
Pharma Client: Competitor A has been shortlisted in an active procurement RFP. Procurement decision expected before 30 April. Champion former executive sponsor departed March. No current executive sponsor. Recommended: CEO-to-CFO call before 4 April; authorise commercial flexibility (usage-based pricing).
Healthcare Enterprise: Executive sponsor resigned January 2025. New CIO has had no contact with our team. Active users down 44%. Renewal 3 May. Recommended: Senior executive introduction to Dr. Patel this week; approve crisis retention package if needed.
Average account health score: 62 (↓7 vs prior week — driven by Pharma Client decline)
Open risk events: 6 (3 critical, 2 high, 1 medium)
Recommended board-level actions
Authorise CEO involvement in Pharma Client — a direct CFO-to-CEO call is the highest-probability action to hold this account before the Competitor A decision is made
Approve £50K commercial concession authority for Pharma Client — a usage-based model at 15% reduction protects the £615K ARR and removes the procurement objection
Assign an executive sponsor to Healthcare Enterprise immediately — Dr. Patel needs a senior relationship before 3 May or this account is likely lost
Greenlight Thornfield APAC expansion commercial terms — £180K opportunity at 78% probability. Contract close in Q2 if authorisation moves this month
Health trend (8 weeks)
Current avg
62 ↓7
ARR at risk
£1.0M
AugSepOctNovDecJanFebMar
All accounts — health
Pharma Client
27
Healthcare Enterprise
31
Retail Group
52
Construction Account
61
Aerospace Enterprise
76
Telecom Client
79
Logistics Group
83
Financial Services Account
91
Renewal forecast (90 days)
Healthcare Enterprise (3 May)
38%
Pharma Client (12 May)
32%
Retail Group (4 Jun)
64%
Construction Account (14 Jul)
68%
All accounts
Healthcare Enterprise
Healthcare·Enterprise·Strategic tier
Red accountStrategicClinical ComplianceAudit Trail
Health score
31
ARR
£385K
Renewal: 3 May 2025
Renewal probability
38%
Open risks
3
2 critical
Executive sponsor Executive Sponsor resigned January 2025
Our primary executive relationship over 4 years has ended. New CIO appointed February — no contact established. Renewal in 39 days with no executive sponsor in place.
CriticalExecutive change
Active users down 44% — Jan to Mar 2025
Platform logins: 310/week in November 2024 → 174/week in March 2025. Root cause unclear — training gap or disengagement. No formal support tickets raised by the account, which is itself a concern.
HighAdoption drop
New IT Director: former Competitor B employee
Newly appointed IT Director joined from Competitor B in February 2025. Has prior familiarity with competitor platform. Potential conflict of interest in platform evaluation decisions.
HighCompetitor risk
All accounts
Financial Services Account
Financial Services·Enterprise·Strategic tier
Green accountStrategicEnterprise SuiteAPI AccessAnalytics
Health score
91
ARR
£720K
Renewal: 18 Dec 2025
Renewal probability
96%
Growth pipeline
£245K
2 opportunities
Tier-1 UK investment management firm. Full platform deployment across 3 divisions (Equities, Fixed Income, Alternative Investments). Using Enterprise Suite, API Access, and Analytics modules. Exec sponsor: Executive Sponsor — active champion and strong relationship. APAC Operations expansion proposal currently under board review — £180K opportunity. Risk Analytics module qualification underway. Renewal tracking at 96% confidence.
All accounts
Logistics Group
Logistics·Enterprise·Strategic tier
Green accountStrategicFleet SuiteCompliance
Health score
83
ARR
£425K
Renewal: 20 Aug 2025
Renewal probability
91%
Growth pipeline
£95K
Finance Module
Pan-European logistics group — 9,200 employees across 16 countries. Using Fleet Suite and Compliance modules. Champion: VP Operations, active and positive. QBR delivered March 2025 — positive outcome. Finance Module expansion discussion opened: £95K opportunity, 72% probability. Renewal on track at 91% confidence.
All accounts
Retail Group
Retail·Enterprise·Growth tier
Amber account
Health score
52
ARR
£195K
Renewal: 4 Jun 2025
Renewal probability
64%
Open risks
1
Champion departure
Former account champion moved to new division — Feb 2025
Our primary contact at Retail Group for 2 years moved to the Logistics division. Replacement New Category Director (Category Director) is the named contact but has not responded to two outreach attempts. Renewal is June — the relationship gap must be bridged before then.