Strategic Program Brief
Keystone
Builders
From Customer to Champion
The Problem
Deals close.
Adoption doesn't.
Platform goes underutilised
Customers run proof-of-concepts but never ship meaningful workloads. The breadth of the platform stays invisible.
Renewals become fragile
Low adoption means low stickiness. At renewal, a thin deployment is easy to walk away from — or to downsize.
The gap between signature and deep deployment is where accounts are quietly at risk.
The Insight
Adoption happens when customers' own developers build on the platform — not when we present slides.
The moment a customer's engineer ships code on the platform, they trust it. That trust is what expands accounts and anchors renewals.
The Program
Embed. Build. Champion. Expand.
🔗
Embed
2 engineers placed on-site inside the customer team
🛠
Build
~8 days of real code in their environment
📣
Champion
Customer devs become internal advocates
📈
Expand
Earned trust converts to expanded footprint
No slide decks. No demos. Real code. Real environment. Real trust.
Expected Outcomes
$250K+
Minimum account threshold
for programme eligibility
2–3×
Expansion target per
engaged account
What success looks like
Deep platform deployment
Core workloads running, not just sandboxes
Internal developer advocates
Champions who spread adoption without prompting
Renewal confidence
Sticky accounts with documented ROI at renewal
The Ask
Start with one
qualified account.
Prove the model works at depth. Measure expansion. Document the playbook.
Then scale what works.
Identify one account at $250K+ with stalled adoption
Run the 8-day on-site build sprint
Measure expansion at 90 days
Build the repeatable playbook for broader rollout