| ID | Category | Risk | Evidence | Impact | Plays | Owner & By When |
|---|---|---|---|---|---|---|
| R1 | Political |
Demo execution destroyed credibility with doers
Known |
• 2/20 debrief: Matt/Marvin botched demo — no narrative, website skinning disaster, uncontrolled Opal drift. Dan intervened repeatedly to salvage. • Michele (content lead) indicated doers do not want to replatform. |
Doer resistance could create negative recommendation to CMO, stalling or killing the deal |
P2
P5
P7
|
Conor/Dan — 1:1 recovery sessions week of Feb 24 |
| R2 | Political |
EB identified but not yet directly engaged
Known |
• Deal file: “Not yet identified — Dor leading evaluation but approver unclear.” • EB is Michelle Cooper (CMO) or Arun Chandra (COO). Budget path: Dor → Michelle → Arun → Scott (CEO). • Alex Atzberger meeting Arun Chandra March 3. Dan reaching out to Michelle Cooper for exec intro. • No direct Optimizely-to-EB conversation has occurred yet. |
No EB access = no path to commitment or budget approval before March close target |
P1
P3
|
Dan Tranter — exec outreach to Michelle Cooper + March 3 prep, this week |
| R3 | Paper |
Paper process not started
Known |
• 2/20 debrief: “Paper process has not started.” Dan pushing to send MSA this week. • Public company requires security assessment from IT. Azure Marketplace potential. |
AI legal review for public company = 2–3 month risk. March 20 close impossible without immediate initiation. |
P6
P8
|
Conor — send MSA week of Feb 24 |
| R4 | Political |
Doers actively resist replatforming — initiative is top-down
Known |
• 2/20 debrief: Michele (content lead) confirmed doers don’t want to replatform. • Nikhil challenged experimentation differentiation: “I don’t see much difference with VWO.” • Jonathan skeptical throughout demo. |
If doers collectively oppose, CMO may not override. Must keep scope to Opal + DAM only. |
P3
P5
|
Conor/Dan — address individually in 1:1 sessions, week of Feb 24 |
| R5 | Timing |
March 20 close target at severe risk
Known |
• 2/17: Timeline shifted to end of March/April. • Paper not started. Recovery 1:1s not yet scheduled. CMO demo not yet held. Alex/Arun Chandra March 3. |
Deal likely slips to late March/April at minimum |
P1
P6
|
Conor + Dan — accelerate all workstreams this week |
| R6 | Technical |
DAM demo still owed — primary decision criteria unaddressed
Known |
• 2/20 full suite demo: DAM not shown at all despite being Michele Carlson’s #1 priority. Matt committed to scheduling. • Dor: “content creation and the DAM are my two pieces.” |
Cannot secure CMO endorsement without demonstrating the capability they care about most |
P5
|
Conor/Dan — schedule DAM demo this week |
| R7 | Value |
Scope oscillation between Opal-only and full suite
Known |
• 2/17: CMO expanded evaluation to full Optimizely suite. • 2/20: Dor explicitly narrowed back to Opal + DAM. • Nikhil now evaluating broader ecosystem. |
Over-scoping delays decision and dilutes the pitch; under-scoping misses platform revenue |
P4
P9
|
Conor — frame CMO demo as “Opal + DAM now / platform vision later / bridge between” |
| R8 | Political |
Core team (Matt/Marvin) cannot run effective customer meetings
Known |
• 2/20 debrief: “All future NiCE meetings will be run by Conor and/or Dan.” • Less than 1 day of prep. No narrative. Unprofessional execution. |
Creates resource bottleneck on Conor/Dan for every customer touchpoint |
P10
|
Dan — address with Seb; Conor/Dan own all meetings going forward |