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Databricks Apps Adoption Playbook

Field vs Product framework for driving adoption

Hypothesis Traceability Matrix

This document maps each hypothesis to its validation path: what documents inform it, what actions test it, and what metrics prove or disprove it.

Related Documents: Hypotheses and Beliefs Action Plan

Traceability Framework

flowchart LR
    subgraph Chain["TRACEABILITY CHAIN"]
        H["HYPOTHESIS<br/>Your belief"]
        I["INFORMED BY<br/>Documents that shape it"]
        T["TESTED BY<br/>Actions that test it"]
        V["VALIDATED BY<br/>Metrics that prove/disprove"]
    end
    
    H --> I --> T --> V
    
    V --> |"If Validated"| Scale["Scale the action"]
    V --> |"If Invalidated"| Pivot["Pivot strategy"]

Validation Timeline

timeline
    title Hypothesis Validation Checkpoints
    
    section Month 3
        H3 FE Enablement : FE confidence survey improvement
                        : Apps conversations increase
        H6 Metrics Align : BU leaders accept metrics
                        : First exec briefing delivered
    
    section Month 6
        H1 Tip of Spear : Attach rate baseline + improvement
                       : 3-5 strategic wins documented
        H4 Archetypes   : Revenue by archetype tracked
                       : 3 playbooks validated
        H7 Net-New Focus: Win rate net-new vs migration
        H8 Quality vs Quantity: Motion-matched retention
    
    section Month 9
        H2 Ecosystem Moat : Win rate vs hyperscalers
                         : Governance differentiator cited
        H5 SI vs FDE      : 2+ SI-delivered apps
                         : Time-to-value comparison

Master Traceability Table

ID Hypothesis Informed By Tested By Validated By Decision Point
H1 Apps as Tip of the Spear Sales Plays, ICP Strategic wins, Attach tracking Attach rate, Influenced ACV Month 6
H2 Ecosystem Moat Positioning, Sales Plays Competitive wins, Messaging Win rate vs hyperscalers Month 9
H3 Full-Funnel GTM Gap Field Enablement Enablement sprint FE confidence, Apps conversations Month 3
H4 Three Archetypes Sales Plays, ICP Playbook pilots Revenue by archetype Month 6
H5 SI vs FDE Partners SI pilot SI-delivered Apps, TTV Month 9
H6 Metrics Align BUs ICP, Incentives BU alignment BU investment in Apps GTM Month 3
H7 Net-New Focus Product Context, Positioning Opportunity qualification Win rate net-new vs migration Month 6
H8 Quality vs Quantity ICP, Partners Motion pilots Retention by motion Month 6

Detailed Traceability by Hypothesis

H1: Apps as Tip of the Spear

Phase Action Timeline Owner Output
P1 Document strategic wins with attach narrative M1-M3 Adoption Architect 3-5 win stories
P2 Implement attach rate tracking M4 Analytics + AA Dashboard live
P2 Establish attach rate baseline M6 Analytics Baseline number
P3 Measure attach rate improvement M9-M12 Analytics Trend data
Metric Source Target Current
Attach rate (% expand to other SKUs) SFDC + telemetry TBD Not measured
Time-to-expansion (days) Telemetry TBD Not measured
Influenced ACV Finance TBD Not measured

H2: Ecosystem Synergy Is the Moat

Phase Action Timeline Owner Output
P1 Capture competitive win stories M1-M3 Adoption Architect Win narratives
P2 Multi-product correlation analysis M4-M6 Analytics Correlation data
P2 Win/loss analysis with moat attribution M4-M6 Adoption Architect Loss patterns
Metric Source Target Current
Competitive win rate vs hyperscalers SFDC TBD Not measured
Multi-product usage correlation Telemetry TBD Not measured
Customer moat quotes Interviews 5+ quotes 0

H3: Full-Funnel GTM Gap

Phase Action Timeline Owner Output
P1 FE confidence survey (baseline) M1 W2 Adoption Architect Baseline score
P1 Security patterns training M2 Enablement + AA Training delivered
P1 App discovery workshop M2-M3 Enablement + AA Workshop piloted
P1 FE confidence survey (post) M3 W4 Adoption Architect Post score
Metric Source Target Current
FE confidence score Survey +20% improvement Not measured
Apps conversations per FE Activity tracking TBD Not measured
Win rate: Enabled vs non-enabled SFDC Enabled > non-enabled Not measured

H4: Three App Archetypes Drive 80%

Phase Action Timeline Owner Output
P1 Classify top 20 customers by archetype M1 W2 Adoption Architect Classification
P2 Business Cockpit playbook M5 Adoption Architect Playbook v1
P2 Deep Vertical playbook M5 Adoption Architect Playbook v1
P2 Playbook pilot with 2 FE teams M5 W3 AA + FE Pilot feedback
Metric Source Target Current
% of wins by archetype SFDC analysis 80% in 3 archetypes Not measured
Win rate by archetype SFDC TBD Not measured
Playbook adoption rate Field feedback 70% usage Not measured

H5: SI Partnerships Can Counter Palantir’s FDE Motion

Phase Action Timeline Owner Output
P2 SI partnership assessment M6 AA + Partners Partner shortlist
P3 SI enablement program design M8 AA + Partners Enablement plan
P3 SI pilot launch (1-2 partners) M9 Partners + AA Pilot live
P3 SI pilot retrospective M11 Partners + AA Results analysis
Metric Source Target Current
SI time-to-value vs internal Project tracking SI ≤ internal Not measured
SI-sourced pipeline SFDC TBD Not measured
SI customer satisfaction CSAT ≥ internal Not measured

H6: Influenced Revenue Metrics Will Align BU Leaders

Phase Action Timeline Owner Output
P1 BU leader interviews on metrics M1-M2 Adoption Architect Feedback
P1 Attach rate definition proposal M2 W4 Adoption Architect Proposal doc
P2 Finance alignment on methodology M4-M5 AA + Finance Approved method
P2 Attach rate dashboard M4-M6 Analytics + AA Dashboard live
Metric Source Target Current
BU leader acceptance Stakeholder feedback 3+ SVP/VPs 0
Finance approval Finance team Approved Not submitted
Comp discussion FE leadership On agenda Not started

H7: Net-New Apps (Not Migration) Is the Right Focus

Phase Action Timeline Owner Output
P1 Tag opportunities as net-new vs migration M1 Sales Ops + AA SFDC field
P2 Win/loss analysis by opportunity type M4-M6 Adoption Architect Analysis
P2 Customer satisfaction by type M5-M6 CS + AA CSAT data
Metric Source Target Current
Win rate: Net-new vs migration SFDC Net-new > migration Not measured
CSAT: Net-new vs migration CSAT data Net-new > migration Not measured
Pipeline: % net-new SFDC >70% net-new Not measured

H8: Quality vs Quantity Determines Success

Phase Action Timeline Owner Output
P1 Align with PS on Apps capacity M1 AA + PS Engagement model
P1 Get baseline retention by segment M1 AA + Analytics Baseline data
P2 Pilot Quality motion with lighthouse M2-M3 AA + PS Pilot results
P2 Pilot Quantity motion with DN M5 AA + ISV Pilot results
Metric Source Target Current
Retention by segment Product telemetry Quality > Quantity for Enterprise Not measured
PS engagement correlation PS + Product Positive correlation Not measured
IDE usage correlation (DN) Product + ISV Positive correlation Not measured

Hypothesis Decision Timeline

┌─────────────────────────────────────────────────────────────────┐
│                    DECISION TIMELINE                            │
├─────────────────────────────────────────────────────────────────┤
│                                                                 │
│   MONTH 1-2          MONTH 3           MONTH 6        MONTH 9   │
│   ─────────          ───────           ───────        ───────   │
│                                                                 │
│   Baseline data      H3 Decision:      H1, H6, H7     H5 Decision│
│   collection         Enablement        H8 Decisions:  SI Pilot   │
│                      working?          Metrics,       working?   │
│   H3: FE survey                        Attach,                   │
│   H4: Classification H6 Decision:      Net-new,       H2 Decision│
│   H6: BU interviews  BU buy-in?        Motions        Moat real? │
│                                                                 │
│                                        H4 Decision:              │
│                                        Archetypes                │
│                                        hold?                     │
│                                                                 │
└─────────────────────────────────────────────────────────────────┘

Validation Status Dashboard

Hypothesis Data Status Test Status Decision Due Decision
H1: Tip of Spear ⬜ No baseline ⬜ Not started Month 6 Pending
H2: Ecosystem Moat ⬜ No baseline ⬜ Not started Month 9 Pending
H3: Full-Funnel GTM ⬜ No baseline ⬜ Not started Month 3 Pending
H4: Three Archetypes ⬜ No baseline ⬜ Not started Month 6 Pending
H5: SI vs FDE ⬜ No baseline ⬜ Not started Month 9 Pending
H6: Metrics Align BUs ⬜ No baseline ⬜ Not started Month 3 Pending
H7: Net-New Focus ⬜ No baseline ⬜ Not started Month 6 Pending
H8: Quality vs Quantity ⬜ No baseline ⬜ Not started Month 6 Pending

Update this table as validation progresses.

If Hypothesis Is Invalidated

Hypothesis Pivot If Wrong
H1: Tip of Spear Reposition Apps as standalone value prop, not platform play
H2: Ecosystem Moat Compete on specific features, not integration
H3: Full-Funnel GTM Focus on product improvements, not training
H4: Three Archetypes Develop more granular or different segmentation
H5: SI vs FDE Consider internal FDE build for strategic accounts
H6: Metrics Align BUs Find alternative alignment mechanism (exec mandate, etc.)
H7: Net-New Focus Accelerate migration capability investment
H8: Quality vs Quantity Investigate other retention drivers

Last Updated: January 2026