Logitech — Deal Risk Assessment

2026-02-24 · Logitech Opal 2026 · POC → $100K

Deal Snapshot

Account / Deal

Logitech — Logitech Opal 2026

Owner

Caleb Ping (AE) · Conor Leary (overlay)

Stage / Target Close

POC / 2026-03-31

Size / Strategic Importance

$100,000 / High (new logo, $119M digital revenue, Opal-dependent)

Key Champion(s)

Deepa Shekhar — Director of Ecommerce & Digital Marketing (single-threaded, gatekeeps leadership access)

Current Status

3-week POC nearing completion. 4/6 acceptance criteria met, 2 open items (route-change persistence, PDP-triggered banner). Friday readout with Jessica Vondrak and Deepa is imminent. SDK v6 Edge incompatibility forced fallback to v4.9. LaunchDarkly running parallel POC. Kevin Yip (effective decision maker) not yet engaged. Paper process not started.

Total Risks

8

all known

Critical (L×I ≥ 12)

4

R1, R3, R5, R7

High (L×I 8–11)

3

R2, R4, R6

Medium (L×I ≤ 7)

1

R8

Risk Scoring Dashboard — Likelihood (1–5) × Impact (1–5)

R1

15

5 × 3

R2

10

2 × 5

R3

16

4 × 4

R4

9

3 × 3

R5

12

4 × 3

R6

8

2 × 4

R7

12

4 × 3

R8

6

3 × 2

Play Code Legend

P1ELT exec bridge (C-suite ↔ C-suite)

P2SLT bridge (VP/Director ↔ VP/Director)

P3Back-channeling / political intel

P4Value / business outcomes workshop

P5Technical / architecture risk session

P6Commercial alignment session

P7On-site

P8Own internal business case structure

P9Customer-facing exec 1-pager

P10Internal exec briefing 1-pager

P11Pricing / term levers

Risk Table

ID	Category	Risk	Evidence	Impact	Score	Plays	Owner & By When
R1	Political	Single-threaded through Deepa — no alternate path to leadership Known	• Deepa blocks access to Kevin Yip (effective decision maker) and Eric Porres (CDO) • Vercel exec outbound to Eric Porres also failed • Caleb attempting LinkedIn-only outreach to Kevin Yip — no response • No multi-threading strategy in place	If Deepa goes cold or deprioritizes, deal stalls completely. No way to reach EB or CDO without her. Win probability drops to near-zero.	15 5×3	P2 P3 P7	Caleb — Kevin Yip office visit (San Jose) this week; Conor — Vercel back-channel via Jordan Lillegard
R2	Technical	SDK v6 does not work in Vercel Edge middleware Known	• SDK v6+ incompatible with Vercel Edge due to Node.js built-in module dependency • Siddhant fell back to SDK v4.9/4.10.1 — functional but legacy • This is a scoring criterion on Logitech’s evaluation sheet	Negative mark on evaluation scorecard. Long-term support concern gives LaunchDarkly a talking point. Could tip competitive score.	10 2×5	P5 P9	Chris Vafiadis — escalate SDK v6 Edge fix; Conor — roadmap positioning for Friday readout
R3	Technical	Two open POC acceptance criteria before Friday readout Known	• Route-change persistence (requires client SDK) — open • PDP-triggered banner after 30 views — multiple solution paths, none implemented • 4/6 criteria met. Friday readout with Jessica and Deepa is the gate.	Incomplete POC = no positive recommendation from Deepa. LaunchDarkly gets opening. Deal timeline pushed or lost.	16 4×4	P5	Siddhant + Conor/SE team — resolve both items before Friday; Wednesday prep session scheduled
R4	Commercial	LaunchDarkly running parallel POC Known	• LaunchDarkly POC confirmed active, less advanced than Optimizely’s • No AI/agentic layer, no governance — but developer-focused feature flagging is strong • Any stumble on Friday readout shifts momentum to LD	Competitive loss if POC readout is anything less than strong. LaunchDarkly wins on developer simplicity if Optimizely stumbles.	9 3×3	P4 P5 P9	Conor — competitive differentiation talking points (governance, Opal, Salesforce proof) for Friday
R5	Timing	Logitech AI Approval process status completely unknown Known	• RFP requires AI approval for Opal inclusion • No one on Optimizely side has surfaced this process • Could involve legal, security, and compliance review	Could add weeks or months. Could block Opal entirely, reducing deal to FX-only (not differentiated vs. LaunchDarkly). March 31 close at risk.	12 4×3	P3 P8	Conor — surface during Friday readout; Caleb — ask Deepa directly this week
R6	Paper	Paper process not started — Swiss entity adds complexity Known	• Contract entity: Logitech Europe S.A., Lausanne, Switzerland • Francois Stettler signed Vercel contract (assumed European signatory path) • No MSA discussions initiated, no procurement contact identified	International paper with Swiss entity = unpredictable timeline. March 31 close requires paper to start immediately after positive readout.	8 2×4	P6 P8	Caleb — initiate commercial conversation post-readout; Conor — prepare MSA for Logitech Europe S.A.
R7	Political	Economic buyer (Kevin Yip) not directly engaged Known	• Kevin Yip = Head of Global DTC Platform Strategy — effective decision maker on Vercel spend (per Vercel partner intel 2/21) • Based in Irvine. Not yet engaged by Optimizely. • Caleb attempting LinkedIn outreach only — no response	No EB engagement = no budget authority in the deal. Deepa can recommend but cannot commit budget. Deal cannot close without Kevin Yip.	12 4×3	P2 P3 P7	Caleb — in-person visit Logitech San Jose; Conor — exec 1-pager for Kevin Yip
R8	Political	Internal SE dynamics creating friction Known	• Chris/Vafia gatekeeping identified as internal friction (2/13 internal sync) • SE team mishandled bucketing persistence issue • SDK v6 fix is SE-owned but not yet delivered	SE misalignment could slow resolution of open POC items. Internal friction wastes cycles before a critical readout.	6 3×2	P5 P10	Conor — manage SE coordination directly; escalate to SE leadership if no progress by Wednesday

Mitigation Cross-Map

P2 SLT Bridge

Risks: R1, R7

Caleb in-person outreach to Kevin Yip; Conor exec 1-pager for EB engagement

P3 Back-channeling / Political Intel

Risks: R1, R5, R7

Jordan Lillegard / Vercel back-channel for org intel and AI Approval process

P5 Technical / Architecture Risk Session

Risks: R2, R3, R4, R8

Resolve open POC items, SDK roadmap positioning, SE coordination

P6 Commercial Alignment Session

Risks: R6

Initiate paper process post-readout with Swiss entity context

P9 Customer-facing Exec 1-Pager

Risks: R2, R4

SDK roadmap commitment + Opal differentiation vs. LaunchDarkly for Friday readout

Action Plan — Must-Do Priorities

1 P5 Resolve two open POC acceptance criteria before Friday readout

Linked Risks R3, R4

Owner Conor + SE team

Why Friday readout is the single highest-leverage moment. Incomplete POC = no recommendation. LaunchDarkly gets the opening.

Due 2026-02-27

2 P5 Prepare SDK v6 roadmap positioning for Friday readout

Linked Risks R2, R4

Owner Conor + Chris Vafiadis

Why SDK v4.9 fallback scores negative on evaluation sheet. Need roadmap commitment or mitigation narrative to neutralize.

Due 2026-02-27

3 P2 Caleb visits Logitech San Jose to meet Kevin Yip in person

Linked Risks R1, R7

Owner Caleb Ping

Why Kevin Yip is the effective decision maker. LinkedIn has failed. In-person is the only remaining play to break through Deepa’s gatekeeping.

Due 2026-03-03

4 P3 Surface Logitech AI Approval process requirements

Linked Risks R5

Owner Conor (Friday readout) + Caleb (Deepa)

Why Completely unknown blocker that could delay or kill Opal inclusion. Must understand timeline and requirements immediately.

Due 2026-02-28

5 P9 Prepare competitive differentiation materials for Friday readout

Linked Risks R4

Owner Conor

Why LaunchDarkly parallel POC means Friday is a head-to-head comparison. Opal governance + Salesforce proof point are the weapons.

Due 2026-02-27

Action Plan — Secondary Tasks

[P6] Prepare MSA for Logitech Europe S.A. — have contract template ready to send immediately after positive readout.
Owner: Caleb · When: week of March 2
[P3] Leverage Jordan Lillegard (Vercel) for Kevin Yip warm intro — Vercel has direct relationship per 2/21 intel.
Owner: Conor · When: this week
[P8] Package Peter Ten Eyck’s value analysis ($6.86M Year 1 / $26.74M 3-year) for Kevin Yip consumption.
Owner: Conor · When: before Kevin Yip engagement
[P10] Internal exec briefing 1-pager on Logitech deal status, risks, and asks — if EB engagement requires exec air cover.
Owner: Conor · When: if needed post Kevin Yip visit
[P5] Coordinate with Siddhant on dual-SDK approach for route-change stickiness (middleware + browser SDK).
Owner: SE team · When: before Wednesday prep

Internal Exec Support

Top Risks Requiring Exec Help

R1 — Single-threaded through Deepa. No alternate path to Kevin Yip (EB) or Eric Porres (CDO). Vercel exec outreach already failed.
R7 — Kevin Yip not engaged. LinkedIn outreach has produced nothing. May need exec-to-exec bridge if in-person visit fails.
R2 — SDK v6 Edge incompatibility is a product gap. Scorecard negative. Requires engineering commitment or PM roadmap statement.

What We’ve Already Done to Mitigate

POC is further advanced than LaunchDarkly (4/6 criteria met, sub-79ms performance validated)
Opal positioned as governance layer against Adobe Target failure — strong emotional resonance with Deepa
Peter Ten Eyck delivered value analysis ($6.86M Year 1 projection) during 2/12 onsite
Vercel partner (Jordan Lillegard) providing back-channel org structure intel
Wednesday prep session scheduled to finalize POC readout narrative

Specific Requests from ELT / SLT

SE leadership to prioritize SDK v6 Edge middleware fix or provide formal roadmap commitment before Friday readout
If Caleb’s in-person Kevin Yip visit fails, need VP-level exec bridge (P2) to engage Kevin Yip through Vercel partnership or Optimizely leadership network
PM team to confirm Opal AI Approval documentation exists or can be prepared for Logitech’s internal compliance process