How the work gets better, month on month.

Taught by the team

Behavioural patterns captured from how the team actually works.

• Sam signs off renewals above £25k MRR personally — smaller renegotiations route to the account lead with a pre-meeting brief auto-built.

• Pre-meeting briefs for retailer steerco re-ordered when the prospect contact is a Commercial Director — supplier-cost narrative surfaces first, OTIF detail second.

• Marker Beverages QBRs always book a 60-minute slot, not the default 45 — the agenda doesn’t compress. Default duration adjusted for drinks-sector founder QBRs.

• Subcontracted regional carriers excluded from default lane mix on Aurora Wellness SE-region routes after three consecutive exception clusters. The pattern surfaced before it became a written rule.

• Northampton campus capacity calls open with year-on-year peak comparison, not last-month delta — the longer baseline reads more honestly for seasonal businesses.

• GoGreen reporting templates locked to the GLEC v3 framework. The system stops anyone editing the boilerplate downward when figures land mid-month.

Spotted by the system

Cross-account patterns surfaced from the aggregated data flow.

• Two consecutive QBRs with the same anchor account showing OTIF dip → 87% probability that the next renewal opens on price not service. Pre-flighted three accounts last quarter; two closed on retained price.

• When a customer-portal CFO has logged in three times in a month, churn risk drops by 41% over the following two quarters. The board has seen this — the metric is now a Q1 OKR.

• Drift Coffee East Mids and Atlas Pet Foods heavy-pallet route exceptions correlate within 48h — same subcontracted regional carrier touchpoint. The pattern surfaced before either account flagged it.

• Renewal-cycle proposals sent on Wednesday land 23% faster than Mondays. Default proposal send-window shifted.

• Customer-portal sustainability tab is the highest-time-on-page surface for accounts with active CSR programs. Five customers fit the profile and don’t yet see the tab promoted.

• GoGreen-fleet-switch progress correlates 0.62 with retention probability in customer cohort with public net-zero targets. Surface the tab in their default morning view.