- Sequence the first 90 days: assess → design → operationalise.
- Lead with the renewal/expansion map (revenue first).
- Carry priority accounts throughout.
Days zero to thirty are assessment: build a renewal-and-expansion map of the book — revenue and risk first — learn the delivery backlog, and meet delivery, sales, finance, and key clients. Days thirty-one to sixty are design: roles and RACI, tiered coverage, a baseline account-health and forecast view, and one or two quick wins. Days sixty-one to ninety are operationalising: distribute the book, launch the core renewal and risk playbooks, stand up NRR and gross-retention reporting, and run the first QBR cycle — all while carrying my own 5-8 priority accounts.
0-30 Assess
Renewal/expansion map, delivery backlog, stakeholder listening; diagnose maturity. Don't reorganise yet.
31-60 Design
Roles/RACI, segmentation & coverage, baseline health + forecast cadence, 1-2 quick wins.
61-90 Operationalise
Distribute the book, launch core playbooks, NRR/GRR reporting + leading indicators, first QBR cycle, align comp with Finance.
Throughout
Carry priority accounts; earn the right to change before changing.
- Renewals first = immediate revenue protection and early credibility.
- Sequencing avoids scaling chaos before the backbone exists.
The plan stands up the growth engine: coverage, health, plays, cadence, NRR reporting.
Frame it as moving the function from reactive toward proactive within 3-4 quarters.
You've repeatedly inherited and grown books — this is your demonstrated pattern, formalised.
What's the very first thing you'd do?
Build the renewal-and-expansion map of the existing book. Renewals are immediate revenue and immediate risk — I want to know what's up when, what's healthy, and where the sponsor relationships sit before I touch anything structural.
“I'd spend the first month learning, then start improving the team and setting goals.”
0-30 assess: renewal/expansion map and delivery backlog, meet stakeholders. 31-60 design: roles/RACI, tiered coverage, baseline health + forecast, 1-2 quick wins. 61-90 operationalise: distribute the book, launch core playbooks, NRR/GRR reporting, first QBR cycle — carrying my priority accounts throughout and earning the right to change before changing.
Situation: You're asked to prove you won't just reorganise on day one.
Move: Lead with listen-first assessment and the renewal map; commit org changes to after diagnosis.
Outcome: You show judgement and revenue-first instincts, not change for its own sake.
Build my 30/60/90 plan with me for the Orium role and pressure-test the sequencing and quick wins.
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