Held at Customs
Every deal held on a security or residency question, priced until stamped through.
The job
Puts a price on every missing capability that holds up deals and renewals, answers other questions on the spot from an approved library, and releases every held account the day the capability ships.
The moment
Deals held up by a security or data-residency question are shown as travellers waiting at customs.
The CTO sees 14 accounts worth $9.2 million held for one missing capability: AI processing that stays in the customer's own country. It moves up the roadmap.
The day it ships, all 14 accounts are cleared together. The contact at each customer who asked gets a note: asked on 3 March, answered yes on 18 September.
Nine held renewals close within a month.
What it does
- Hold or stamp a traveller
- Draft and approve a new answer
- Create a priced roadmap issue
- Release every held account
What you see
Customs hall with passport stamps and holding areas priced by ARR, a quarterly priced-roadmap board, and a stamped visa page per champion.
What it moves
The annual recurring revenue held up by each missing capability, in dollars, the business days taken to answer security questionnaires, and held renewals closed within 60 days of being cleared.
Built for
- Compliance, complaints & legal
- Account management & sales
