# Strategic Context File
## Template version — replace with your company's actual content
# Last updated: [Month Year]
# Update cadence: Quarterly, or when OKRs or roadmap change materially

<!--
CUSTOMIZATION GUIDE

This is a filled-in example for Meridian, a fictional B2B SaaS RevOps platform.
Replace every section with your company's actual content.

The sections and structure are what matter — keep those.
The Meridian example shows the expected level of specificity in each section.

Key principle: be explicit about priority order. The AI skills that read this file
use it to score strategic alignment. Vague priorities produce vague scoring.
"We care about retention and growth" is not useful here.
"Retention ranks above expansion. Expansion ranks above new logo acquisition.
This is because $4M ARR is in at-risk accounts and churn is the constraint." — that is useful.

Estimated fill-in time: 30–60 minutes.
Most of this content already exists in your head, your board deck, or your OKR doc.
You are not inventing it — you are capturing it in one place.
-->

---

## Company Snapshot

<!-- CUSTOMIZE: Replace with your actual metrics. GRR/NRR targets are the most
     important for the skill's financial lever scoring. -->

- ARR: $35M
- GRR: 88% (2025 actual) — target 91% or above for 2026
- NRR: 105% (2025 actual) — target 108% or above for 2026
- Customer NPS: 42 (2025 actual) — target 48+ for 2026
- Revenue growth target: 30% for 2026
- Customers: 420 accounts across B2B SaaS, technology, and professional services
- ICP: Revenue Operations teams at B2B SaaS companies, 100–2,000 employees, $5M–$100M ARR

---

## Strategic Priorities

<!-- CUSTOMIZE: 3–5 priorities, in explicit priority order. Name the owner if relevant.
     Every opportunity the signal synthesis skill evaluates should map to at least one. -->

Three priorities for 2026, in order:

### 1. Defend and grow retention (GRR to 91%)
- Reduce churn in the $50K+ ARR segment — these accounts are highest-value and highest-risk
- Resolve top 5 most-reported pain points from 2025 customer interviews
- Improve onboarding completion: target 80% activation within 30 days (was 60% in 2025)

### 2. Increase expansion revenue (NRR to 108%)
- Launch AI Forecasting Pro tier — premium upsell targeting existing Forecasting customers
- Drive adoption of the Attribution module in active Pipeline Management accounts
- Build a self-serve upgrade path: product-qualified lead to expanded contract without a sales touch

### 3. Accelerate new logo growth (30% ARR growth)
- Shorten onboarding time-to-first-insight: target under 3 days (was 7 days in 2025)
- Launch Salesforce AppExchange listing for organic inbound discovery
- Build a partner motion with 2 revenue intelligence consultancies

---

## Product Vision

<!-- CUSTOMIZE: 1–2 paragraphs. What is the product evolving toward?
     What is the architecture or platform logic? This helps the AI understand
     which opportunities are "with" the product direction vs. against it. -->

Meridian is evolving from a reporting platform into a predictive intelligence layer — one that surfaces pipeline health and forecast accuracy, recommends actions based on patterns, and learns from outcomes over time.

Three product pillars:
1. **Forecasting** — AI-powered forecast accuracy with human override and audit trail. Largest ARR segment and primary product differentiator.
2. **Pipeline Management** — deal health signals, risk flags, and CRM hygiene automation. Second-largest ARR segment, strongest retention lever.
3. **Attribution** — multi-touch attribution and ROI reporting. Fastest-growing module. Earlier in maturity.

Cross-cutting investments: improving AI model accuracy, reducing time-to-setup, and deepening Salesforce and HubSpot integration across all three pillars.

---

## Product Priority Order (for Alignment Scoring)

<!-- CUSTOMIZE: This is the most important section for the signal synthesis skill.
     Be explicit. Rank your product areas 1–N and explain why.
     The skill uses this to score Strategic Alignment. -->

When scoring strategic alignment, weight opportunities in this order:

1. **Forecasting** — first priority. Largest ARR segment, primary differentiator, AI model accuracy is the competitive moat.
2. **Pipeline Management** — second priority. Most-reported issues in 2025 customer interviews. Direct GRR lever.
3. **Onboarding and activation** — third priority. Drives new logo NPS, early expansion trigger, and retention in the first 90 days.
4. **Attribution** — fourth priority. Fast growth trajectory but smaller current base. Primarily an expansion play.
5. **Platform and integrations** — weight by which pillars the work enables. Salesforce sync is higher weight because it unblocks Forecasting and Pipeline.

---

## 2026 Roadmap (Committed — Exclude from Opportunity Analysis)

<!-- CUSTOMIZE: List every committed roadmap item by quarter.
     The signal synthesis skill uses this list to exclude themes that are
     already being addressed. Without this list, the skill will surface
     opportunities that are already on the roadmap as if they were new. -->

These items are already committed. Do not surface them as new opportunities.

- Q1: AI Forecasting v2 — improved model accuracy, confidence intervals, override history log
- Q2: Salesforce bidirectional sync — write actions back to Salesforce from within Meridian
- Q3: Pipeline health dashboard — deal risk scoring with recommended next actions
- Q4: Onboarding redesign — guided setup flow, faster time-to-first-insight
- Cross-cutting: HubSpot integration (committed to partner, Engineering-led)
- Cross-cutting: SOC 2 Type II completion (Legal requirement, not a product investment)

---

## Financial Levers (for Alignment Scoring)

<!-- CUSTOMIZE: Rank your financial levers explicitly.
     Opportunities that serve multiple levers score higher in alignment.
     Include the specific ARR or metric context so the scoring is grounded. -->

Rank opportunities by which levers they serve:

1. **Retention / GRR to 91%** (highest priority) — $4.2M ARR sits in yellow and red health accounts. Reducing churn in this segment is the highest-leverage financial action available. Top 5 customer-reported issues from 2025 must be resolved.
2. **Expansion / NRR to 108%** — primary vehicle is AI Forecasting Pro upsell and Attribution cross-sell. Self-serve upgrade path removes sales friction from expansion.
3. **New logo acquisition** — Salesforce AppExchange listing and partner motion. Onboarding time-to-value is directly correlated with win rate in competitive evaluations.

---

## Target Segments

<!-- CUSTOMIZE: Name the customer segments you actively sell into and
     note which metrics or levers each one primarily affects. -->

- Enterprise ($50K+ ARR): retention priority. GRR lever. Highest-value accounts, most at risk if churned.
- Mid-market ($15K–$50K ARR): expansion engine. NRR lever. Most active segment for upsell motion.
- SMB (under $15K ARR): new logo growth, self-serve. Onboarding quality is the primary success driver.
- Industry focus: B2B SaaS, technology services, financial services

---

## Competitive Landscape

<!-- CUSTOMIZE: Name your actual competitors and note where you win and where
     you lose. The skill uses this to assess whether an opportunity reinforces
     or weakens competitive positioning. -->

- **Clari**: enterprise-focused, high implementation cost. Meridian wins on price, speed-to-value, and RevOps-first workflow. Clari strongest in $500M+ revenue organizations.
- **Gong**: call intelligence primary, CRM hygiene secondary. Different primary buyer (Sales Enablement vs. RevOps). Competitive overlap is growing as Gong expands into forecasting.
- **Salesforce Revenue Intelligence**: bundled into enterprise Salesforce contracts. Threat in the $50K+ segment as Salesforce deepens this capability. Meridian's advantage: model transparency and standalone setup speed.
- **Scratchpad**: CRM workflow and hygiene. Narrow scope but easy to adopt. Competes on Pipeline Management adjacency at the deal-entry layer.

Differentiation to reinforce: AI forecasting accuracy plus RevOps-first workflow, vs. bundled enterprise tools and point solutions. We win on speed to value and model explainability.

---

## Key Metrics to Watch

<!-- CUSTOMIZE: Add or remove rows to match the metrics your organization tracks.
     The gap column is what matters most — it tells the skill which metrics
     are furthest from target and should weight opportunity scoring. -->

| Metric | 2025 Actual | 2026 Target | Gap |
|--------|-------------|-------------|-----|
| ARR Growth | 22% | 30% | +8pp |
| GRR | 88% | 91%+ | +3pp |
| NRR | 105% | 108%+ | +3pp |
| Customer NPS | 42 | 48+ | +6pts |
| 30-day activation rate | 60% | 80% | +20pp |
| Time to first insight | 7 days | 3 days or less | -4 days |
| Forecasting accuracy | 71% | 82% | +11pp |

---

## How AI Skills Should Use This File

When running any signal synthesis, opportunity brief, or prioritization analysis:

1. Read this file first, before analyzing any data.
2. Use the Product Priority Order section to score strategic alignment.
3. Use the Financial Levers section to assign financial lever fit scores.
4. Use the Roadmap section to exclude already-committed themes from the opportunity list.
5. Use the Key Metrics gap column to amplify weight on opportunities that address the widest gaps.
6. If this file has not been updated in the current quarter, flag it and ask the PM whether the priorities are still current before proceeding.