2 min lesson
Cross-functional panel scenarios
Work through the cases in "Cross-functional panel scenarios", pairing each signal with the move that fits.
Step 1 of 2
The last two stages stop testing what you say and start testing how you operate with other people in the room.
The cross-functional panel puts Sales, Field Engineering and Product partners across the table. They're checking handoff hygiene and whether you carry the customer's voice as a partner or a turf-guarder. Expect conflict scenarios, because that's where instinct shows.
A customer escalates a missing capability that isn't on the near-term roadmap.
Strong answer: translate the gap into impact and frequency for Product, hold the customer with an honest timeline and avoid promising what you can't ship.
Sales wants to push an expansion the account isn't ready to absorb.
Strong answer: use adoption data to set the real timeline, protect the renewal and find the version of expansion that's defensible now.
The customer-voice instinct has a failure mode the panel is watching for. Relaying every complaint upward with no synthesis makes you a ticket queue. Bring patterns and impact, with a recommendation attached.
Interactive diagram. Tab through its regions; each focused region shows its detail in the panel below.
The panel is scoring which side of this line your instinct lands on.