How to prioritize, plan, and deliver each quarter.
@@ -26,11 +27,3 @@ Target: one health assessment per account per rolling 90 days, with 100% book co
3.**Align with the account team**: share findings with RM/AE (and SA as relevant) to align on risk, renewals, and which accounts need joint attention. No fixed cadence is prescribed for this. CSEs are expected to keep a regular catch-up going with their aligned AEs/RMs, at whatever frequency the working relationship needs.
4.**Act & Escalate**: open CTAs for follow-up work; escalate risk immediately to the account team and CSE manager.
5.**Report Back**: share outcomes with the account team; hand off growth signals and renewal context.
### Quarter-level coverage targets
Suggested coverage split across a quarter: 50 accounts total, target 100% by end of Month 3:
-**Month 1 - Triage & Top Priority (~20 accounts):** stack-rank the full book of 50; triage highest-ARR accounts for churn/contraction risk immediately; run health assessments on the top-priority cohort; open CTAs for follow-up; escalate risk immediately; share findings and flag growth signals to the account team.
-**Month 2 - Mid-Tier & CTA Execution (~20 accounts):** select the Month 2 cohort, incorporating context from Month 1; complete health assessments for mid-tier accounts; execute on open CTAs from Month 1; update the account team on portfolio health and emerging growth signals.
-**Month 3 - Full Coverage & Close (~10 accounts):** select the final cohort, confirming renewal-risk accounts and quarter-end priorities; complete health assessments for remaining accounts; close open CTAs, logging "lack of customer engagement" where applicable; hand off renewal-risk accounts with full context; confirm all 50 accounts have a Gainsight Timeline entry for the quarter.
