Enterprise POC Stalled — Deal Review Pack Template

Cascade Logistics ($180K ACV, target June 30) completed a successful 30-day POC in April. Champion Marcus Reid (Director of Logistics Technology) scored the POC 9/10 and provided a written summary of success criteria met. Since then, the deal has been silent — 21 days without a response to any outreach. The blocker is access to economic buyer VP of Operations Andrew Kwan, who was pulled into a company-wide reorganization announced May 14. Marcus confirmed Andrew is the budget owner but says timing is "not great." There is no competing deadline or forcing function on the customer side. The deal is real but frozen. Forecast commit of $180K on June 30 requires executive re-engagement this week — otherwise slip to Q3 is likely.

[CONFIRMED] POC success criteria met. Marcus provided written summary on April 28 with 9/10 score. Stored in CRM. [CONFIRMED] Reorganization announced May 14 (public press release). Andrew Kwan's team scope reduced, budget ownership unconfirmed post-reorg. [ASSUMED] Budget still exists. No signal of freeze or cancellation — Marcus said "it's a timing issue." Not independently confirmed by finance. [ASSUMED] No competing vendor in evaluation. Marcus mentioned Vendor X in discovery but did not re-engage them per his last message on May 3. [AT RISK] No compelling event on the customer side. Original pain was "forecast accuracy," not a hard deadline. Urgency is ours, not theirs. Evidence score: 5.5/10. Strong technical proof, zero executive alignment.

1. No access to economic buyer — Mitigation: Ask Marcus directly for a 3-way email intro to Andrew Kwan. Frame as "standard next step now that technical validation is complete." If Marcus can't deliver this in 5 days, the champion relationship is weaker than assumed. 2. No forcing function — Mitigation: Introduce a Q2 pricing incentive that expires June 30. 10% off Year 1 if PO issued by EOM. Creates a real deadline without manufacturing urgency. 3. Reorg budget uncertainty — Mitigation: Request updated budget owner confirmation from Marcus. If Andrew's budget moved to a different leader in the reorg, we need to know now — not on June 28.

1. AE: Send Marcus a specific ask for a 3-way email intro to Andrew Kwan. Frame it as completing standard due diligence after POC success. (Owner: AE, Due: June 10, 5 business days) 2. Marcus (champion): Provide intro to Andrew Kwan OR confirm that budget decision-making has moved to a different exec post-reorg. (Owner: Marcus Reid, Due: June 14) 3. AE: Present Q2 pricing incentive to Andrew Kwan — 10% Year 1 discount, expires June 30. Requires Andrew on the call. (Owner: AE, Due: June 17 or sooner if access granted)