1 min lesson
Read leading indicators, not just the seat count
Work through this: "An account has 250 provisioned seats but only ~45 weekly-active users, almost all using Tab completions only. Where on the maturity curve do you place it and what's the real risk?"
Step 1 of 2
Read leading indicators, not just the seat count
Seats sold is a lagging vanity number. What predicts the next transition is the shape of usage underneath it.
- Active seats
- Of seats provisioned, how many were used this week. 200 seats with 40 weekly-actives is a churn risk wearing a success costume.
- Frequency
- Daily and weekly active use. A tool reached for daily has crossed into habit; weekly-or-less hasn't.
- Depth
- Are they only tab-completing or running Agent on multi-file work with Rules in play? Depth is the leading indicator of durable value.
- Outcome (lagging)
- Cycle time, PR throughput, onboarding ramp. These confirm the win after the fact; they don't tell you what to do next.
A great pilot that doesn't expand is a failure for this role. The whole point of the SA charter is the evolution from isolated usage to company-wide adoption. A beloved 30-seat pilot that never reaches the next team has proven the product and missed the job.
When you're handed an account scenario, lead by placing it on the curve and naming the blocked transition out loud: 'This account is stuck at team-level - they have one happy squad but no security sign-off for the next team, so my first 30 days buy a reusable approval, not more seats.' That diagnosis-first habit reads as senior.