Observability
Enterprise Observability Platform
A dual-track Customer Advisory Board capturing $45.7M+ ARR across category-leading enterprise logos with zero member churn.
The Brief
A late-stage observability platform needed to protect its largest enterprise contracts while its technical post-sale pod was under-resourced and fragmented across four tools.
The Work
- 01
Designed a dual-track Customer Advisory Board: a C-suite ROI track for economic buyers and a hands-on workflow track for Staff engineers and SREs.
- 02
Mobilised strategic enterprise logos into a standing governance forum feeding technical telemetry directly into the engineering roadmap.
- 03
Rebuilt the technical pod under net-zero headcount growth and consolidated legacy tooling.
Outcome
$45.7M+ of customer ARR represented in the CAB with 0% member churn, +632% YoY account reach and $137k of annual software overhead eliminated.