Presentation Structure: Databricks Apps Adoption 3-6-12 Plan

Slide-by-slide guide for a 45-minute panel presentation + 15-minute Q&A

Purpose: Justify the 3-6-12 month action plan by connecting it to hypotheses, field inputs, and product friction.

Presentation Flow Overview

flowchart LR
    subgraph Opening["Opening (5 min)"]
        Context
        Problem
    end
    
    subgraph Discovery["Discovery (8 min)"]
        Inputs
        ProductGaps["Product Gaps"]
        FieldGaps["Field Gaps"]
    end
    
    subgraph Framework["Framework (8 min)"]
        Hypotheses
        Traceability
    end
    
    subgraph Plan["Plan (15 min)"]
        P1["Phase 1: Prove It"]
        P2["Phase 2: Scale It"]
        P3["Phase 3: Expand It"]
    end
    
    subgraph Close["Close (9 min)"]
        Metrics
        Risks
        Ask
    end
    
    Opening --> Discovery --> Framework --> Plan --> Close

Audience Analysis

Section 1: Opening (5 minutes)

Slide 1.1: Title & Context (1 min)

Key Message: Apps has grown 14x organically—now we need intentional GTM to scale.

Visual: Single metric hero with growth trajectory

┌─────────────────────────────────────────────────────────────────┐
│                                                                 │
│         📈 $5M → $70M                                          │
│            14x organic growth                                   │
│                                                                 │
│         "Now we need to be intentional."                        │
│                                                                 │
└─────────────────────────────────────────────────────────────────┘

Speaker Notes:

• Open with the success story: Apps grew 14x without a dedicated strategy
• Set the stage: organic growth proves demand, but scaling requires structure
• Personal context: role as Adoption Architect driving this motion

Source: 02_product_context.md - Current State

Slide 1.2: The Problem Statement (2 min)

Key Message: Organic growth has hit limits; we face gaps in data, enablement, and product.

Visual: Three-pillar problem statement

┌─────────────────────────────────────────────────────────────────┐
│                    THE ADOPTION CHALLENGE                       │
├─────────────────────────────────────────────────────────────────┤
│                                                                 │
│   ┌─────────────┐     ┌─────────────┐     ┌─────────────┐      │
│   │  NO DATA    │     │   FE GAP    │     │  PRODUCT    │      │
│   │             │     │             │     │   GAPS      │      │
│   │ Can't prove │     │ Can't sell  │     │ Can't close │      │
│   │ the motion  │     │ confidently │     │ some deals  │      │
│   └─────────────┘     └─────────────┘     └─────────────┘      │
│         ❌                   ❌                  ❌              │
│                                                                 │
│   "7 hypotheses, 0 baselines. All decisions are intuition."    │
│                                                                 │
└─────────────────────────────────────────────────────────────────┘

Speaker Notes:

• Acknowledge the honest reality: we’re flying blind on metrics
• FE is strong on Data/ML, weak on app patterns
• Product has real gaps (not just enablement needs)
• This presentation offers a path forward

Source: 11_strategic_gaps.md - Gap 1, 2, 3

Slide 1.3: The Opportunity (2 min)

Key Message: Apps is the “tip of the spear” that can drive influenced revenue across the platform.

Visual: Tip of the Spear diagram

flowchart LR
    subgraph Entry["Entry Point"]
        Apps[🎯 Apps]
    end
    
    subgraph Container["Workload Container"]
        ETL
        DW
        ML
        Agents
    end
    
    subgraph Expansion["Platform Expansion"]
        Revenue["Influenced Revenue"]
    end
    
    Apps --> ETL
    Apps --> DW
    Apps --> ML
    Apps --> Agents
    ETL --> Revenue
    DW --> Revenue
    ML --> Revenue
    Agents --> Revenue

Speaker Notes:

• Apps position closer to business value than infrastructure
• Apps are visible to business users, unlocking new budget sources
• The flywheel: app adoption → workload adoption → platform stickiness
• This is the core narrative we need to prove (H1)

Source: 09_strategic_inputs.md - Tip of the Spear Narrative

Section 2: Discovery (8 minutes)

Slide 2.1: What We Heard from the Field (2 min)

Key Message: Field signal reveals specific, actionable gaps—not just vague concerns.

Visual: Field Signal Summary Table (above)

Speaker Notes:

• This is real signal from January 2026 SA conversations
• Each gap maps to blocked use cases
• Security cluster is the #1 escalation priority
• Scaling/cost are deal objections in every conversation

Source: 02_product_context.md - Detailed Gap Inventory

Slide 2.2: The Full-Funnel GTM Gap (3 min)

Key Message: FE doesn’t just lack architecture skills—they don’t even identify Apps opportunities.

Visual: Full-Funnel Gap Diagram

┌─────────────────────────────────────────────────────────────────┐
│                    FULL-FUNNEL GTM GAP                          │
├─────────────────────────────────────────────────────────────────┤
│                                                                 │
│   STAGE 1: IDENTIFY          ❌ FE doesn't see Apps opportunity │
│   ─────────────────          Missing: Guided selling triggers   │
│                                                                 │
│   STAGE 2: QUALIFY           ❌ No qualification framework      │
│   ────────────────           Missing: Use case fit criteria     │
│                                                                 │
│   STAGE 3: POSITION          ❌ Architecture uncertainty        │
│   ─────────────────          Missing: Patterns, demos           │
│                                                                 │
│   STAGE 4: CLOSE             ⚠️ Product gaps block some deals   │
│   ──────────────             Honest positioning needed          │
│                                                                 │
└─────────────────────────────────────────────────────────────────┘

Speaker Notes:

• Original hypothesis: FE lacks architecture skills
• Updated hypothesis: problem starts earlier—at identification
• No guided selling triggers → FE doesn’t know what to listen for
• Industry leads not aligned on Apps use cases by vertical
• This requires full-funnel enablement, not just technical training

Source: 08_hypotheses_and_beliefs.md - H3 Refined

Slide 2.3: Where We Win vs. Wait (3 min)

Key Message: Be honest about what we can sell today vs. what needs product maturity.

Visual: Positioning Matrix

┌─────────────────────────────────────────────────────────────────┐
│                    POSITIONING MATRIX                           │
├─────────────────────────────────────────────────────────────────┤
│                                                                 │
│                    INTERNAL              EXTERNAL               │
│                    ────────              ────────               │
│   LOW TRAFFIC      ✅ SWEET SPOT         ⚠️ AUTH WORKAROUND     │
│                    Lead aggressively     Customer's auth layer  │
│                                                                 │
│   HIGH TRAFFIC     ⚠️ CAUTION            ❌ NOT READY           │
│                    Vertical limits       Wait for product       │
│                                                                 │
│   AI-POWERED       ✅ DIFFERENTIATED     ⚠️ INTERNAL ONLY       │
│                    Lead with moat        Model Serving + Apps   │
│                                                                 │
│   REGULATED        ✅ IF INTERNAL        ❌ COMPLIANCE GAPS     │
│   (FSI/HLS)        Unity Catalog shines  No ingress/egress      │
│                                                                 │
└─────────────────────────────────────────────────────────────────┘

Speaker Notes:

• Green boxes = aggressively pursue today
• Yellow boxes = with caveats and workarounds
• Red boxes = don’t promise; manage expectations
• This matrix helps FE qualify opportunities correctly

Source: 03_positioning_and_moat.md - Positioning Matrix

Section 3: Framework (8 minutes)

Slide 3.1: Core Hypotheses (4 min)

Key Message: Our strategy rests on 8 testable beliefs. Each action tests specific hypotheses.

Visual: Hypothesis prioritization table (above)

Speaker Notes:

• Each hypothesis maps to specific actions in the plan
• H3 and H6 are Month 3 decision points (earliest validation)
• H1 and H4 are Month 6 decision points (attach rate, archetypes)
• H2 and H5 are Month 9 decision points (moat, SI pilot)
• Every action we take tests one or more of these

Source: 08_hypotheses_and_beliefs.md - All hypotheses

Slide 3.2: Traceability Chain (2 min)

Key Message: Every action traces back to hypotheses, inputs, and measurable outcomes.

Visual: Traceability Framework

┌─────────────────────────────────────────────────────────────────┐
│                    TRACEABILITY CHAIN                           │
├─────────────────────────────────────────────────────────────────┤
│                                                                 │
│   HYPOTHESIS ──► INFORMED BY ──► TESTED BY ──► VALIDATED BY    │
│                                                                 │
│   Your belief    Documents that   Actions that   Metrics that   │
│                  shape it         test it        prove/disprove │
│                                                                 │
│                           ↓                                     │
│                                                                 │
│              IF VALIDATED              IF INVALIDATED           │
│              ────────────              ───────────────           │
│              Scale the action          Pivot strategy            │
│              Update playbooks          Update hypothesis         │
│              Share learnings           Document learnings        │
│                                                                 │
└─────────────────────────────────────────────────────────────────┘

Speaker Notes:

• This is how we stay honest about what’s working
• Each phase has explicit decision points
• If hypothesis fails, we pivot—not persist
• Traceability matrix is in the playbook for full reference

Source: 12_traceability.md - Full matrix

Slide 3.3: Validation Timeline (2 min)

Key Message: Clear decision points prevent us from investing in failing motions.

Visual: Decision Timeline

timeline
    title Hypothesis Validation Checkpoints
    
    section Month 3
        H3 FE Enablement : FE confidence ≥60%
                        : Apps conversations +50%
        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
    
    section Month 9
        H2 Ecosystem Moat : Win rate vs hyperscalers
        H5 SI vs FDE      : 2+ SI-delivered apps launched

Speaker Notes:

• Month 3: FE enablement and metrics alignment (quick validation)
• Month 6: Attach rate, archetypes, net-new focus (core strategy)
• Month 9: Moat and SI model (scale decisions)
• Each checkpoint has explicit “if validated / if invalidated” paths

Source: 12_traceability.md - Validation Timeline

Section 4: Plan (15 minutes)

Slide 4.1: Plan Overview (2 min)

Key Message: Three phases, each with a clear objective and north star metric.

Visual: Roadmap Overview

┌─────────────────────────────────────────────────────────────────┐
│                    3-6-12 MONTH ROADMAP                         │
├─────────────────────────────────────────────────────────────────┤
│                                                                 │
│   MONTH 1-3              MONTH 4-6              MONTH 7-12      │
│   ─────────              ─────────              ──────────      │
│   PROVE IT               SCALE IT               EXPAND IT       │
│                                                                 │
│   • Strategic wins       • Attach tracking      • Coverage push │
│   • Enablement sprint    • Playbook v1          • SI motion     │
│   • Operating cadence    • Scaled training      • Product v2    │
│   • Exec alignment       • PM influence         • New verticals │
│                                                                 │
│   North Star:            North Star:            North Star:     │
│   Strategic Wins         Attach Rates           Coverage        │
│                                                                 │
└─────────────────────────────────────────────────────────────────┘

Speaker Notes:

• Phase 1: Prove the motion works with 3-5 strategic wins
• Phase 2: Build measurement and scale what works
• Phase 3: Push coverage and validate SI model
• North star metrics change by phase—intentionally

Source: 10_action_plan.md - Plan Overview

Slide 4.2: Metrics Pyramid (1 min)

Key Message: Earlier phases must succeed for later phases to be meaningful.

Visual: Metrics Pyramid

┌─────────────────────────────────────────────────────────────────┐
│                    METRICS PYRAMID                              │
├─────────────────────────────────────────────────────────────────┤
│                                                                 │
│                      12+ MONTHS                                 │
│                    ┌───────────┐                                │
│                    │ COVERAGE  │                                │
│                    │ Unique    │                                │
│                    │ Accounts  │                                │
│                    └─────┬─────┘                                │
│                          │                                      │
│                    6-9 MONTHS                                   │
│               ┌──────────────────┐                              │
│               │   ATTACH RATES   │                              │
│               │   SKU + Use Case │                              │
│               │   Expansion      │                              │
│               └────────┬─────────┘                              │
│                        │                                        │
│                   3-6 MONTHS                                    │
│          ┌─────────────────────────┐                            │
│          │    STRATEGIC WINS       │                            │
│          │    Decisive account     │                            │
│          │    wins proving value   │                            │
│          └─────────────────────────┘                            │
│                                                                 │
│  Earlier phases MUST succeed for later phases to be meaningful  │
│                                                                 │
└─────────────────────────────────────────────────────────────────┘

Speaker Notes:

• Don’t measure coverage until we prove attach
• Don’t measure attach until we have strategic wins
• Sequence matters: wins → attach → coverage

Source: 09_strategic_inputs.md - North Star Metrics

Slide 4.3: Phase 1: Prove It (4 min)

Key Message: Land 3-5 strategic wins that prove Apps can drive deep platform adoption.

Phase 1 Key Results:

Phase 1 Deliverables by Month:

Visual: Gantt Chart Snippet (Month 1-3)

gantt
    title Phase 1: Prove It
    dateFormat  YYYY-MM
    axisFormat  %b
    
    section Foundation
    Lighthouse accounts (10-15)     :p1a, 2026-01, 2w
    Apps Adoption Council launch    :p1b, 2026-01, 2w
    Security patterns draft         :p1c, after p1a, 2w
    FE confidence baseline          :p1d, after p1a, 2w
    
    section Enablement
    Security patterns training      :p1e, 2026-02, 3w
    Discovery workshop pilot        :p1f, 2026-02, 3w
    
    section Wins
    Strategic wins (3-5)            :milestone, p1m, 2026-03, 1d

Speaker Notes:

• Week 1-2: Foundation work (lighthouse list, council, baseline)
• Month 2: Enablement sprint focused on regulated verticals
• Month 3: First strategic wins documented and shared
• Hypothesis decision point: Is enablement working? Do BU leaders buy metrics?

Source: 10_action_plan.md - Phase 1

Slide 4.4: Phase 2: Scale It (4 min)

Key Message: Build attach rate tracking and scale proven playbooks across verticals.

Phase 2 Key Results:

Phase 2 Deliverables by Month:

Visual: Hypothesis Decisions at Month 6

Speaker Notes:

• Attach rate tracking is the foundation for all future metrics
• Playbooks make success repeatable
• Month 6 is the critical decision point for core strategy
• If H1 fails, we need to reposition the entire narrative

Source: 10_action_plan.md - Phase 2

Slide 4.5: Phase 3: Expand It (4 min)

Key Message: Drive coverage expansion and establish sustainable operating rhythm.

Phase 3 Key Results:

Phase 3 Timeline:

Visual: Full 12-Month Gantt

gantt
    title 12-Month Adoption Roadmap
    dateFormat  YYYY-MM
    axisFormat  %b

    section Phase 1: Prove It
    Lighthouse + Council          :p1a, 2026-01, 4w
    Enablement Sprint             :p1b, 2026-02, 4w
    Strategic wins (3-5)          :milestone, p1m, 2026-03, 1d

    section Phase 2: Scale It
    Attach tracking + Playbooks   :p2a, 2026-04, 8w
    Attach improvement            :milestone, p2m, 2026-06, 1d

    section Phase 3: Expand It
    SI pilot + Coverage           :p3a, 2026-07, 20w
    Full coverage                 :milestone, p3m, 2026-12, 1d

Speaker Notes:

• Coverage push is the long-term growth engine
• SI pilot tests whether we can scale without internal FDE build
• Product v2 features should be integrated into playbooks by this phase
• FY27 planning starts in Month 12

Source: 10_action_plan.md - Phase 3

Section 5: Close (9 minutes)

Slide 5.1: Success Criteria by Phase (2 min)

Key Message: Clear definition of success and failure for each phase.

Speaker Notes:

• Be explicit about what failure looks like
• Failure triggers pivot, not persistence
• Each phase has checkpoints before proceeding

Source: 10_action_plan.md - Success Criteria

Slide 5.2: Risk Register (3 min)

Key Message: We’ve identified risks and have mitigation strategies for each.

Speaker Notes:

• Product gaps blocking wins is HIGH likelihood—we’re honest about this
• Mitigation: position for sweet spot, don’t overpromise
• BU leader alignment is critical for H6—start with credibility
• SI partnerships reduce FE time constraint risk

Source: 10_action_plan.md - Risk Mitigation

Slide 5.3: The Ask (2 min)

Key Message: Here’s what we need from each stakeholder to succeed.

Speaker Notes:

• Be specific about what you need
• Adoption Architect role is central but needs support
• Product feedback loop is an influence priority
• BU leader buy-in is H6-critical

Source: 09_strategic_inputs.md - Control Surface

Slide 5.4: Summary & Next Steps (2 min)

Key Message: We have a data-driven, hypothesis-tested plan. Let’s execute.

Visual: Key Takeaways

┌─────────────────────────────────────────────────────────────────┐
│                    KEY TAKEAWAYS                                │
├─────────────────────────────────────────────────────────────────┤
│                                                                 │
│   1. Apps grew 14x organically—now we need intentional scale   │
│                                                                 │
│   2. Full-funnel GTM gap + product gaps = blockers to address  │
│                                                                 │
│   3. 8 hypotheses, each with validation criteria               │
│                                                                 │
│   4. 3-6-12 plan: Prove It → Scale It → Expand It              │
│                                                                 │
│   5. Clear success/failure criteria at each checkpoint         │
│                                                                 │
└─────────────────────────────────────────────────────────────────┘

Next Steps:

Speaker Notes:

• End with specific, immediate actions
• First deliverables are within 2 weeks
• Council is the operating rhythm for everything else

Backup Slides (Q&A Reference)

Backup A: Detailed Product Gaps Table

For Product Director questions about specific gaps:

Source: 02_product_context.md - Detailed Gap Inventory

Backup B: Hypothesis Details

For Adoption Architect questions about methodology:

Source: 08_hypotheses_and_beliefs.md - All hypotheses

Backup C: RACI Matrix

For questions about ownership:

A = Accountable, R = Responsible, C = Consulted, I = Informed

Source: 10_action_plan.md - RACI Matrix

Backup D: Three App Archetypes

For questions about targeting:

Source: 05_adoption_patterns.md - App Archetypes

Backup E: Quality vs Quantity Motion

For questions about adoption motions:

Current Reality:

• App retention is low → suggests motion-customer mismatch
• Active users per app follows power law → few apps drive most value
• Need intentional motion design, not one-size-fits-all

Source: 08_hypotheses_and_beliefs.md - H8

Backup F: Competitive Positioning

For competitive questions:

Source: 03_positioning_and_moat.md - Competitive Landscape

Anticipated Questions by Audience

Adoption Architects (Peers)

Product Director

Field CTO / Executives

Technical Notes for Presentation

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For polished presentations, recreate as graphics.

Document References

All source references follow the hybrid playbook structure:

• 01_foundation/ - Product and mission context
• 10_field/ - Field-facing playbooks
• 20_product/ - Product feedback and friction
• 30_framework/ - Hypotheses and traceability
• 40_execution/ - Action plan and cadence

Last Updated: January 2026