Setup and customization checklist

Work through this before the first run.

Placeholders

• {{BILLING_SOURCE}}: you can pull every active paid subscription with plan, price, included usage and remaining usage. If remaining usage is not stored, decide how burn is computed (usage logs, or a weekly snapshot).
• {{CRM}} and {{CLOSED_WON_STAGE}}: the stage or lifecycle value that means "paying customer".
• {{TIER_TAGS}} and {{ACV_TAGS}}: the scan depends on accounts already carrying a tier and an ACV tag. If they do not, run your account scoring first. Untagged accounts are excluded or score zero.
• {{USAGE_UNIT}} and {{PLAN_LADDER}}: list each plan with its monthly price and included usage, so burn and the recommended upgrade can be computed.
• {{SCALE_PRICE}}: the plan price a mature customer should sit on.
• {{EXPANSION_TARGETS_FILE}} (optional): one row per account with expansion angle, category and status.
• {{DIGEST_CHANNEL}}, {{ERROR_CHANNEL}}, {{EXPANSION_OWNER}}.

Decisions to make

• Price-gap bands. The defaults ($250 / $500 / $750 / $1,200) assume a scale plan around $1,200 a month. Rescale them proportionally to your own ladder.
• Headcount bands. Defaults: 200+ and 75 to 199 employees against $750 a month or less. Move them if your price-per-employee expectations differ.
• Which tiers are scanned. Default: the top two only. Widening it makes the digest longer and noisier.
• "Already in motion" statuses that exclude an account from the digest.
• Digest size. Default: top 25 scored, 20 posted at most.
• Run day. Default: Monday morning, so the week's work is set.

Behaviour that should not change

• Only paying, closed-won accounts in the top tiers are scanned.
• Accounts already in an upgrade conversation are skipped.
• Missing data is stated, never guessed.
• The digest never sends outreach; it suggests it.
• If a data pull fails, the run stops and reports the error rather than posting a partial digest.