1 min lesson
The point of a score is to fire the right play
Connect "Define thresholds and attach a different motion to each band, so the color tells you what to do next" to the decision you would make.
Step 1 of 3
The point of a score is to fire the right play. Define thresholds and attach a different motion to each band, so the color tells you what to do next.
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Advanced table
A coasting green needs a play too
- Band
- Red
- What it looks like
- Activation stalled or falling, single-threaded, negative sentiment
- The play it triggers
- Exec-level escalation: re-confirm goals, recovery plan, AE in the room
- Band
- Yellow
- What it looks like
- Decent usage but one weak input: thin relationship or a stalled team
- The play it triggers
- Targeted intervention on the failing input before it spreads to the others
- Band
- Green-coasting
- What it looks like
- Healthy usage, low engagement from you, no expansion motion
- The play it triggers
- Proactive expansion play and deeper multi-threading
- Band
- Green-growing
- What it looks like
- Strong on every input, visible wins, active champion
- The play it triggers
- Reference development, case study, expansion timed to the next proof point
| Band | What it looks like | The play it triggers |
|---|---|---|
| Red | Activation stalled or falling, single-threaded, negative sentiment | Exec-level escalation: re-confirm goals, recovery plan, AE in the room |
| Yellow | Decent usage but one weak input: thin relationship or a stalled team | Targeted intervention on the failing input before it spreads to the others |
| Green-coasting | Healthy usage, low engagement from you, no expansion motion | Proactive expansion play and deeper multi-threading |
| Green-growing | Strong on every input, visible wins, active champion | Reference development, case study, expansion timed to the next proof point |
A coasting green needs a play too. Comfort is where expansion quietly dies.
Renewal risk is won or lost months before the contract date. The score exists to surface that risk while you can still act, so put a clock on it.
- 1Score weekly. Refresh every input on each key account so a drop surfaces within days.
- 2Trigger on change as well as level. A green account sliding toward yellow is more urgent than a stable yellow.
- 3Attach an owner and a date. Every red and yellow gets a named recovery action with a deadline.
- 4Open the renewal window early. Begin the renewal narrative roughly 90 to 120 days out, longer for the largest accounts.
- 5Close the loop. Re-score after the intervention to confirm the play worked, then move the account band.
When asked how you score health, skip the spreadsheet of weights. Walk the interviewer from a signal to a play: "weekly-active dropped 15% on a single-threaded account, so it flips to red, which fires an exec escalation and a multi-threading push before the renewal window opens." They want your reasoning from signal to action.
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Optional practice