Enterprise Adoption Architecture

How I drive time-to-first-value, repeatable adoption, and renewal outcomes in complex cloud + SaaS environments.

View adoption frameworkContact / Book a Call
151%
Net Revenue Retention
51%
Expansion ARR growth
34–43%
Cloud cost reduction

The Framework

1

Discovery & Segmentation

Identify accounts by lifecycle, usage depth, and risk. Outputs: segment map, baseline signals, and priority list for TTFV and campaigns.

2

TTFV Plan (30/60/90)

Structured onboarding with clear milestones. Outputs: access and integration in place, first value delivered within 30–90 days.

3

Enablement & Adoption Campaigns

Targeted campaigns (e.g., commitment adoption, feature adoption) with workshops, checklists, and checkpoints. Outputs: adoption %, behavior change, savings.

4

Health Scoring & Risk Plays

Score accounts on usage, engagement, and optimization; trigger plays by band. Outputs: health dashboard, risk list, play execution.

5

Value Realization → Renewal & Expansion

Tie adoption and savings to QBR narrative and expansion roadmap. Outputs: renewal readiness, expansion pipeline, NRR/expansion outcomes.

Campaign: Commitment Adoption (RIs / Savings Plans / EDP / MAP)

Target segment

Accounts with on-demand-heavy usage, little or no committed spend, and runway to adopt RIs, Savings Plans, EDP, or MAP.

Baseline signals

Usage patterns (on-demand vs committed), commitment coverage %, eligible spend, and renewal timeline.

Intervention sequence

Workshop → checklist → checkpoints → exec review. Repeat at checkpoints until adoption and savings targets are met.

Measurement

Adoption %, savings %, renewal impact. Outcomes I have driven include 34–43% savings, $400K credits, and $300K+ MRR protected.

TTFV Playbook (Cloud Intelligence / FinOps)

PhaseActionsWhat good looks like
Day 0–7Access, billing integration, tagging baselineData flowing; baseline visible
Day 8–30Dashboards, anomaly detection, initial savings planFirst insights; quick wins identified
Day 31–90Governance cadence, QBR narrative, expansion roadmapRecurring rhythm; expansion identified

Health Scoring Model

Factors: usage depth, feature coverage, executive engagement, cost optimization progress, support trend / sentiment.

Score rangeRisk levelPlay triggered
80–100GreenExpansion
60–79YellowAdoption check-in
40–59OrangeIntervention workshop
0–39RedExec review, risk mitigation

Playbook Library

Onboarding Playbook

  • Access and SSO setup
  • Kickoff and success criteria
  • TTFV milestones (30/60/90)
  • Billing and tagging baseline
  • First dashboard and alert
  • Stakeholder map and cadence

Adoption Playbook

  • Campaign types (commitment, feature, governance)
  • Segment definition and targeting
  • Workshop and enablement sequence
  • Checklist and checkpoints
  • Adoption % and savings measurement
  • Executive review triggers

Renewal Playbook

  • Health review and risk flagging
  • Value narrative and proof points
  • Expansion opportunity identification
  • Renewal timeline and stakeholders
  • Negotiation and close support
  • Post-renewal expansion plan

Risk Mitigation Playbook

  • Health score triggers and thresholds
  • Escalation path and owner
  • Exec alignment and sponsor outreach
  • Intervention workshop agenda
  • Recovery milestones and follow-up
  • Churn prevention checklist

Proof

  • 151% NRR
  • 0% logo churn during high-risk transition
  • 51% expansion ARR uplift
  • 34–43% cloud cost reduction
  • $400K credits
  • $300K+ MRR protected
  • $36M ARR portfolio ownership

If you're hiring for a senior CSM who can build adoption campaigns and repeatable process, I'd love to share how I'd apply this to your customers.

View adoption frameworkEmail me