EnerSys ($71.4K NDARR — BC Jun): Lock scope + seat count with Mark. Decision-oriented meeting. ROI narrative. MEDDPICC gaps: EB unconfirmed, Decision Criteria unknown, Champion untested. 📄 Account Plan
🔴
EPAM FS NA ($42.8K NDARR — BC Jun): Re-engage Dick with specific demo date. Add 2-3 BU Head contacts via Apollo sequences. MEDDPICC gaps: EB (Neve) not engaged, Dick is weak champion, Decision Process unclear. 📄 Drive
🔴
Redis — Lock Renewal + Open Expansion: Confirm $92K renewal path. Lock EBR date. Add 10-12 new contacts. 📄 Drive
Director+ Outreach Blitz: Upload all Director+ contacts into Apollo sequence. Theme: "Maximizing Apollo ROI before [renewal date]". Target all accounts renewing Q2-Q3 with <75% seat penetration.
Q1 FY27 — Feb/Mar/Apr $372,534 target
NDARR ML—
—/ $176K
Renewals ML—
—/ $181.5K
All Bookings ML——
Gap ML: | BC:
Q2 FY27 — May/Jun/Jul $537,686 target
NDARR ML—
—/ $200K
Renewals ML—
—/ $337.7K
All Bookings ML——
Gap ML: | BC:
Q3 FY27 — Aug/Sep/Oct ~$462.9K target
NDARR ML—
—/ $250K
Renewals ML—
—/ $212.9K
All Bookings ML——
$83.3K/mo NDARR target • C/C $90K baked in
⚠ Active Flags: Redis downgrade $92K ($174.9K original) 🔴 • ChargePoint downgrade $7.1K 🔴 • Material Bank® downgrade $8.6K 🔴 • Lightricks downgrade $14.3K 🔴 • RMS still in Discovery/Pipeline — move to BC or remove 🚨 • EPAM expansion ($42.8K) — re-engage Dick ASAP ⚠️
Month
Status
NDARR ML
NDARR BC
Renewals ML
Renewals BC
All Bookings ML
Attainment
From Gap Plan (Apr 23): Q2 All Bookings ML = $480,983 • NDARR ML = $175,141 • GRR ML = $305,842 • Target = $537,686 • Gap = −$56,703 | Formula: ML Total = Closed + Commit + Most Likely | BC = +Best Case on top | C/C = $90K/Q baked into ML
✏ Weekly update: Edit numbers below → go to Paste Blocks tab to copy into Gong. Upload fresh SF exports to Claude to auto-update.
Select Month:
Monthly Gong Paste Blocks — Copy each into the quarterly notes field in Gong (paste above previous note)
Quarterly Roll-Up Blocks — Paste into Q quarterly notes field
⚠ Policy: All renewal opps $15K+ must have next steps updated (format: who's doing what, by when, with titles). Deals in Commit need verbal confirmation from budget owner/signer. Flagging all deals >$10K below.
🔴 Renewals >$10K — Missing Info Check
Account
ARR
Close
Next Steps
MEDDPICC / Notes
🚀 Expansion Opps >$10K — Missing Info Check
Account / Opp
ARR
Close
Next Steps
MEDDPICC / Notes
✅ Weekly Gong Prep Checklist (submit by Wednesday EOD)
🚨 [THIS WEEK] All renewal opps $15K+ — next steps updated (format: who's doing what, by when, with titles). Even if there's an expansion opp, the renewal next step must be documented separately.
🚨 [THURSDAY 2PM]Update Gap to Plan doc — fill weekly tracking table (action items, quantifiable metrics, recap)
Submit NDARR ML & BC, Renewals ML & BC — month level, then confirm quarter roll-up in Gong
NDARR: Forecast category updated in Salesforce for all opps
NDARR: Close dates inspected and realistic
Renewals: ARR amounts confirmed (never greater than Original ARR)
Churn deals: ARR = $0 in Commit category (not Omitted)
Paste new weekly note ABOVE previous in Gong quarterly notes field (date each entry)
Key reminders: Renewal Uplift opps → create as S1, don't move to S2 until renewal discussion with uplift held • Upsells tracked on separate Upsell opp (not the Renewal opp) • Churn = $0 ARR + Commit category • Downgrade = ARR field less than Original ARR • ML Total = Closed + Commit + Most Likely • 90K C/C baked into base ML