Where it sits
The post-sales cycle — everything after the commit, where most of your revenue is earned and least of your instrumentation lives.
✦ Solutions · Demand side · Flagship
Your customer’s second use case is your renewal.
Customer Capability contracts the demand side of your customer journey — your customer’s operators, the people who must deliver the value their leadership committed to — to produce real, deployed work with your product, judged by that leadership, inside the first term.
Enablement Office on behalf of:
CROs, CCOs, and post-sales leaders who own net revenue retention.
Whose performance it contracts
Your customer’s operators — the people who deliver the value of the commit their leadership signed. Leadership is the judge. Your office holds the contract.
An account that ships its own work renews itself.
The contract at the center
Learned on the first use case. Proven on the second.
Two outcomes, one contract. The first use case gets delivered with their operators contributing meaningfully — that’s how they learn on work that matters. The second gets shipped by them — that’s how you know the capability is real. An account that clears both has changed its own economics: the first term now carries proof for the next one.
An account that only consumed onboarding is a renewal conversation waiting to go badly.
Performance contract
The second use case- Output
- A second use case, built by the customer’s own team, live in production.
- Judge
- The customer’s executive sponsor.
- Standard
- “Running in our environment, used by the team it was built for — without your engineers holding it up.”
- Deadline
- Day 90 of the first term.
- Evidence
- The deployed work itself — plus the team’s signed contribution to the first use case.
What the twin does
Drafts the map of the operators’ work from your engagement sessions and the account’s own materials — what they must produce here, in what order, judged by whom. Designs the enablement over the customer’s real backlog, not a sandbox. Observes progress against the standard — good and bad — as evidence on the contract, not anecdotes in a channel.
What your people do
Leadership sets the standard in their own words. Your best people confirm the map in thirty minutes. Every submission is graded against a bar someone signed — and completions are not the bar. Completions don’t renew contracts. Shipped use cases do.
Practice on their backlog, not your sandbox.
What it settles against
When capability settles, expansion stops being a bet.
How fast the first use case produces judged, accepted output.
The contract above, settled on deployed evidence at day 90.
People cleared to run the work by doing the work.
Together these drive the office’s north star — net revenue retention influenced — with time to the second use case as its leading indicator. And the account can take the runtime home: deploy LXNow to their own teams — leadership signs the standards, operators meet them — and the contracts keep settling after the engagement ends.
- Named
The account’s capability practice exists; the sponsor is identified.
- Mapped
The twin has drafted the operators’ map for this product, this account.
- Signed
Leadership’s standard is on the contract; your experts confirmed the map.
- Live
Operators working their own backlog; the twin drafting and observing; the office deciding.
- Measured
Day-90 settlement: deployed work, judged and signed.
Contract your first account