3-6-12 Month Action Plan
Action-oriented plan with specific deliverables, owners, and timelines.
Plan Overview
gantt
title 12-Month Adoption Roadmap
dateFormat YYYY-MM
axisFormat %b
section Phase 1: Prove It
Lighthouse accounts :p1a, 2026-01, 2w
Council launch :p1b, 2026-01, 2w
Enablement sprint :p1c, 2026-02, 6w
Strategic wins :milestone, p1m, 2026-03, 1d
section Phase 2: Scale It
Attach tracking :p2a, 2026-04, 4w
Playbook v1 :p2b, 2026-04, 8w
Regional rollout :p2c, 2026-05, 6w
Attach improvement :milestone, p2m, 2026-06, 1d
section Phase 3: Expand It
SI pilot :p3a, 2026-07, 8w
Coverage expansion :p3b, 2026-08, 12w
Full coverage :milestone, p3m, 2026-12, 1d
Hypothesis-Action Connection
| Phase |
Primary Hypotheses Tested |
Decision Point |
| P1 (M1-3) |
H3 (Full-Funnel GTM), H6 (Metrics Align), H8 (Motions) |
Month 3: Enablement working? BU buy-in? |
| P2 (M4-6) |
H1 (Tip of Spear), H4 (Archetypes), H7 (Net-New), H8 |
Month 6: Attach improving? Archetypes hold? |
| P3 (M7-12) |
H2 (Moat), H5 (SI vs FDE) |
Month 9: Moat real? SI working? |
Phase 1: Prove It (Month 1-3)
Objective
Land 3-5 strategic wins that prove Apps can drive deep platform adoption.
Key Results
| KR |
Target |
Measurement |
| KR1 |
3-5 strategic wins documented |
Win narratives with business value |
| KR2 |
FE enablement for top 3 topics complete |
Training completion rate |
| KR3 |
Apps Adoption Council launched |
Weekly cadence established |
| KR4 |
Exec alignment with 3+ BU leaders |
Sponsorship commitments |
| KR5 |
Quality motion piloted |
3 lighthouse accounts |
Month 1: Foundation
| Week |
Deliverable |
Tests Hypothesis |
Owner |
| W1 |
Lighthouse account list (10-15 accounts) |
H1, H4 |
Adoption Architect |
| W1 |
Apps Adoption Council charter + invite |
All |
Adoption Architect |
| W2 |
Security/governance patterns v1 (draft) |
H3 |
Adoption Architect |
| W2 |
First Apps Adoption Council meeting |
All |
Adoption Architect |
| W2 |
FE confidence survey (baseline) |
H3 |
Adoption Architect |
| W3 |
Lighthouse account outreach (top 5) |
H1, H4 |
AA + FE |
| W3 |
Competitive talk track v1 (Palantir focus) |
H5 |
Adoption Architect |
| W3-4 |
Align with 3 industry leads on Apps use cases |
H3 |
Adoption Architect |
| W4 |
Exec briefing deck for SVP/VP alignment |
H6 |
Adoption Architect |
| W4 |
App discovery workshop design |
H3, H4 |
AA + Enablement |
| W4 |
Create guided selling triggers v1 |
H3 |
Adoption Architect |
| W2-4 |
Align with PS leadership on Apps capacity |
H8 |
AA + PS |
| W3 |
Get baseline retention data by segment |
H8 |
AA + Analytics |
Month 1 Checkpoint: Council running, lighthouse accounts identified, first enablement drafts ready, FE baseline captured, industry leads engaged, PS alignment started.
Month 2: Enablement Sprint
| Week |
Deliverable |
Tests Hypothesis |
Owner |
| W5 |
Security/governance patterns finalized |
H3 |
Adoption Architect |
| W5 |
Exec alignment meetings (2-3 SVP/VPs) |
H6 |
Adoption Architect |
| W6 |
Security patterns training pilot (HLS + FSI) |
H3 |
AA + Enablement |
| W6 |
Lighthouse account deep-dives (3 accounts) |
H1, H4, H7 |
AA + FE |
| W7 |
App discovery workshop pilot |
H3, H4 |
AA + Enablement |
| W7 |
Competitive talk track training |
H5 |
Adoption Architect |
| W8 |
First strategic win candidate identified |
H1 |
AA + FE |
| W8 |
Attach rate definition proposal to BU leaders |
H6 |
Adoption Architect |
| W6-8 |
Document “Month of Apps” playbook |
H3 |
Adoption Architect |
| W7 |
Propose Apps demo for Data+AI Summit 2026 |
H3 |
Marketing + AA |
| W8 |
Guided selling triggers training pilot |
H3 |
Adoption Architect |
| W5-6 |
PS engagement for lighthouse accounts |
H8 |
AA + PS |
| W7 |
Correlate PS engagement with retention |
H8 |
AA + Analytics |
Month 2 Checkpoint: First enablement delivered, lighthouse accounts progressing, exec buy-in building, hackathon playbook documented, PS engaged for Quality motion.
Month 3: First Wins
| Week |
Deliverable |
Tests Hypothesis |
Owner |
| W9 |
Strategic win #1 documented |
H1, H4 |
AA + FE |
| W9 |
Enablement scaled to all regulated verticals |
H3 |
Enablement team |
| W10 |
Loss analysis framework v1 |
H2, H7 |
Adoption Architect |
| W10 |
PM feedback synthesis (Q1) |
All |
Adoption Architect |
| W11 |
Strategic win #2-3 in progress |
H1, H4 |
AA + FE |
| W11 |
BU+1 newsletter #1 (Apps edition) |
H6 |
Adoption Architect |
| W12 |
FE confidence survey (post-enablement) |
H3 |
Adoption Architect |
| W12 |
Phase 1 retrospective + Phase 2 plan |
All |
Adoption Architect |
| W12 |
Exec readout on strategic wins |
H6 |
Adoption Architect |
| W10-12 |
Define EBC Apps coverage standard |
H3 |
AA + EBC Team |
| W11 |
Create App First Demo repository |
H3 |
AA + Industry Leads |
| W9-10 |
Pilot Quality motion with 3 lighthouse |
H8 |
AA + PS + FE |
| W11 |
Document Quality motion playbook draft |
H8 |
Adoption Architect |
| W12 |
Retention tracking by motion (baseline) |
H8 |
AA + Analytics |
Month 3 Checkpoint: 2-3 strategic wins, enablement scaled, exec alignment confirmed, EBC standard defined, demo repository live, Quality motion piloted.
Phase 1 Hypothesis Decisions (End of Month 3)
| Hypothesis |
Decision Criteria |
If Validated |
If Invalidated |
| H3 |
FE confidence improved ≥20% |
Scale enablement to all verticals |
Investigate product blockers |
| H6 |
3+ BU leaders accept metrics |
Operationalize attach tracking |
Revise metric definitions |
| H8 |
PS-engaged accounts show higher retention |
Scale Quality motion with PS |
Investigate other retention drivers |
Phase 2: Scale It (Month 4-6)
Objective
Build attach rate tracking and scale proven playbooks across verticals.
Key Results
| KR |
Target |
Measurement |
| KR1 |
Attach rate tracking live |
Dashboard operational |
| KR2 |
Playbook v1 published |
Field adoption rate |
| KR3 |
5+ additional strategic wins |
Win narratives |
| KR4 |
PM roadmap influence demonstrated |
Features prioritized |
| KR5 |
Both motions piloted with playbooks |
Retention improvement |
Month 4-6 Deliverables
| Month |
Key Deliverables |
Owner |
| M4 |
Attach rate tracking, Reference architectures (backend), EBC pilot |
AA + Analytics |
| M5 |
Business Cockpit playbook, Deep Vertical playbook, Playbook pilots |
Adoption Architect |
| M6 |
Playbook v1 published, Attach rate baseline, Both motion playbooks |
Adoption Architect |
Phase 2 Hypothesis Decisions (End of Month 6)
| Hypothesis |
Decision Criteria |
If Validated |
If Invalidated |
| H1 |
Attach rate measurable and positive |
Emphasize “tip of spear” narrative |
Reposition Apps as standalone |
| H4 |
80%+ wins fit 3 archetypes |
Scale archetype playbooks |
Refine or expand archetypes |
| H7 |
Net-new win rate > migration |
Maintain net-new focus |
Reconsider migration for FY27 |
| H8 |
Motion-matched accounts better retention |
Scale motion-specific playbooks |
Investigate unified approach |
Phase 3: Expand It (Month 7-12)
Objective
Drive coverage expansion and establish sustainable operating rhythm.
Key Results
| KR |
Target |
Measurement |
| KR1 |
Coverage: 50+ unique accounts with production Apps |
Telemetry |
| KR2 |
Attach rate improvement vs. baseline |
Dashboard |
| KR3 |
SI partnership pilot |
1-2 SIs engaged |
| KR4 |
Playbook v2 with product updates |
Field adoption |
Month 7-12 Deliverables
| Month |
Key Deliverables |
Owner |
| M7-8 |
Coverage campaign launch, SI partner identification, Horizontal playbook |
AA + Partners |
| M9 |
SI pilot launch, Coverage milestone (30 accounts), Quantity motion scale |
AA + Partners |
| M10-11 |
Playbook v2 published, SI pilot retrospective, Coverage milestone (50) |
Adoption Architect |
| M12 |
FY27 plan draft, Annual retrospective |
Adoption Architect |
Phase 3 Hypothesis Decisions (End of Month 9-12)
| Hypothesis |
Decision Criteria |
If Validated |
If Invalidated |
| H2 |
Win rate vs hyperscalers improving |
Double down on ecosystem messaging |
Compete on specific features |
| H5 |
SI time-to-value ≤ internal |
Scale SI program for FY27 |
Consider internal FDE build |
Success Criteria by Phase
| Phase |
You’ve Succeeded If… |
You’ve Failed If… |
| P1 |
3+ strategic wins, exec sponsorship, enablement delivered |
No wins, no exec buy-in, enablement not adopted |
| P2 |
Attach tracking live, playbooks used, 5+ wins |
No tracking, playbooks ignored, pipeline stalled |
| P3 |
50+ accounts, attach improved, SI motion started |
Coverage flat, attach declining, no SI traction |
Operating Rhythms
| Rhythm |
Frequency |
Start |
Owner |
| Apps Adoption Council |
Weekly |
M1 W2 |
Adoption Architect |
| BU+1 Newsletter |
Monthly |
M3 W3 |
Adoption Architect |
| Exec Readout |
Quarterly |
M3 W4 |
Adoption Architect |
| PM Feedback Synthesis |
Quarterly |
M3 W2 |
Adoption Architect |
| Loss Analysis Review |
Monthly |
M3 W2 |
Adoption Architect |
Risk Mitigation
| Risk |
Likelihood |
Impact |
Mitigation |
| Lighthouse accounts don’t convert |
Medium |
High |
Diversify pipeline, lower qualification bar |
| Enablement doesn’t change behavior |
Medium |
High |
Exec mandate, measure completion + application |
| Product gaps block wins |
High |
Medium |
Position for right use cases, manage expectations |
| BU leaders don’t accept attach metrics |
Medium |
High |
Start qualitative, build to quantitative |
| FE time constraints |
High |
Medium |
Prioritize top accounts, leverage SI partners |
Last Updated: January 2026
