2027 CE Plan

CE Growth Engine · how the motion works

Build
Credibility

T6 Thought Leadership T4 Co-Sell T10 Marketing

Open
the Door

T5 CE Assessment

Prove
the Model

T2 Accelerators T3 CE CoE

Publish
the Proof

T6 Thought Leadership T4 Co-Sell T10 Marketing

Foundation & always-on motions — running all year

T7 · Practice Discipline

CE methodology, reusable IP, delivery playbooks

T8 · Always-on Mechanisms

Pipeline engine, partner activation, digital presence, internal thought leadership building

T9 · Presales Excellence

Rapid RFP response, qualified demos, proposal velocity, compelling orals & presentations

T1 · Sales Acceleration

Faster deal cycles, account expansion, AI-assisted pipeline velocity

T10 · Marketing Excellence

ABM campaigns, demand gen, brand building, marketing-attributed pipeline

12-month roadmap · Jan → Dec 2027 · 10 tracks

lighter shade = build phase · ◆ = sprint review · full colour = live / active · blue = Outward · green = Inward

Track

Jan

Feb

Mar

Apr

May

Jun

Jul

Aug

Sep

Oct

Nov

Dec

T1 · KAM / Sales Velocity

SharePoint schema + MCP config

ICP library — 50 accounts + deck templates

3 sellers live → expand to full team

T2 · Accelerators ▴ Migration ▸ Ontology · 12 sprints ① cust ② co-sell ③ market ▾ Accountable AI

EDW · ETL · BI migration — evergreen: source & target stacks continuously added

Semantic layer builds — Databricks · Snowflake · Fabric

Conversational BI/AI — Vibe analytics

Insurance P&C

Banking Reg

Capital Mkts

Healthcare

Wealth Mgmt

Insurance UW

KYC / AML

Life Sci.

Retail CPG

Mfg.

Telecom

AI Gov.

Accountable AI Foundation — product design & IP build

Accountable AI Foundation — pilot & project delivery

Accountable AI Standing Service — pilot and project retainer

T3 · Delivery

Hire CE/AI Practice Lead + delivery architects

Delivery — billable CE engagements

COE cadence + quarterly retro

T4 · Partners

Co-sell — inflow of opps start in partner portal

T5 · CE Assess.

CE Assessment SKU — go-to-market launch

3 CE SKU flavors in active pipeline → T2

T6 · Thought Lead.

CE POV paper + blog cadence

Summit talks · analyst briefings · LinkedIn

T7 · Discipline

ICP filter doc + kill criteria + owner named

Quarterly pipeline kill/scale review

2027 retro + CE 2.0 roadmap

T8 · Always-on

Syntax→Semantics channel launched + Live Wire cadence set

Bi-weekly Live Wire · ongoing · talent surfaced for client-facing roles

T9 · Presales

Quality gate + win theme framework — pipeline in writing

Presales pipeline live — SLA tracked · speaker bench active · win rate by quality tier

T10 · Marketing

ABM campaigns — ICP accounts + email + LinkedIn

Integrated demand gen — marketing-attributed pipeline live

Hires

CE Lead

CCO / GTM

Domain Specialization

Events · US

DB Summit sub.

Snflk Summit

DAIS 2027

re:Invent sub.

Analyst brief.

Gartner sub.

AWS re:Invent

Webinars

Monthly CE webinar series — 12 webinars Jan → Dec 2027 · dual sessions US (ET) + UK/EU (GMT/CET)

Events · EU/UK

AWS Summit London

Gartner D&A London

Money20/20 EU

Corinium CDO UK

Data+AI EU Summit

FinTech Connect

Ten parallel tracks — Outward & Inward

Outward — market-facing GTM & delivery

Track 4

Platform Co-Sell Engine

Owner · CCO / Partnerships

Outward

Q1Register CE positioning in Databricks, Snowflake, Microsoft Fabric, and AWS co-sell programs — not as a generic SI, but as a Context Engineering specialist. Platform field reps need to know the SI by name when a CE deal comes up.
Q1Joint solution brief with each platform: "the SI + Databricks for Insurance CE", "the SI + Snowflake for CE", "the SI + Microsoft Fabric for CE". These are the one-pagers platform AEs hand to customers asking about CE.
Q2First co-sell pipeline: 3 warm leads from platform partners by end of Q2. Platform AEs are incentivised to close — use that.
Q3Databricks Marketplace listing for the CE Assessment SKU. Formalise Anthropic partnership (CE builds on Claude — Anthropic has a certified partner program).

Track 5

CE Assessment — The Wedge

Owner · CE Lead + CCO

Outward

Q1Package and launch the CE Assessment SKU — fixed-fee, ~$30–40K, 4 weeks. Deliverable: CE Maturity Score (scored against a adapted CE maturity framework), one Quick Win, and a 90-day CE roadmap. List on Databricks and Snowflake partner marketplaces. Every T2 Accelerator engagement should begin with an assessment — this is the intake gate, not just a sales step.
Q2Deliver first assessment with a friendly or partner-referred customer. Build a template so junior consultants can run it independently.
Q2Target 5–7 assessments by end of Q2. Each one creates a qualified view into whether a vertical accelerator is warranted — the assessment is the due diligence, not just a sales step.
Q4Assessment runs without the CE lead's direct involvement. If that's not true by Q4, the SKU isn't productised enough yet.

Track 6

Thought Leadership & Analyst Relations

Owner · CCO + CE Lead

Outward

Q1Publish the SI's CE positioning paper — "Why CE is the new Data Strategy". One clear point of view that becomes the narrative behind all external content.
Q1–2LinkedIn content engine: 2 posts/week on CE practice-building. Customers Google the name they heard at a conference — you need to show up.
Q2Submit speaking proposals: Databricks Summit and Snowflake Summit (both June 2027) and Microsoft Fabric Community Conference (Mar 2027). These need 3–4 months lead time — submit in Q1.
Q3First analyst briefing (Gartner, Forrester, or Everest Group) with a live reference customer. Target inclusion in a 2028 Hype Cycle — one analyst mention outweighs 10 webinars.

Track 10

Marketing Excellence — Demand & Brand

Owner · Marketing Lead / CCO

Outward

Q1Build brand foundations — CE-focused website section, social presence, email list, and brand voice guidelines that position the SI as a CE-native firm, not a generic SI.
Q2Launch ABM campaigns targeting ICP accounts — named-account LinkedIn outreach, content sequences, and email nurture tracks aligned to CE pain points by vertical.
Q3Integrated demand engine live — content calendar, webinar amplification, partner co-marketing, and MQL-to-SQL handoff process with Sales.
Q4First marketing-attributed pipeline report. The shift from "the SI does marketing" to "Marketing drives pipeline" — MQL→SQL conversion tracked by channel.

Inward — capability building, practice discipline & quality gate

Track 1

Knowledge Asset Manager — SA-Grade Context for Every Seller

Owner · CCO / Sales Ops

Inward

KAM is the primary lever for sales scale without big headcount scale in Presales or Delivery. Today, every competitive question, first SOW draft, or meeting prep pulls a presales SA or a delivery architect into the loop. KAM removes that dependency for routine motions — hunters self-serve in minutes, Presales & Delivery focus on qualified deals.

Q1Establish a firm-wide centralised SharePoint repository accessible to the entire Sales, Presales, and Delivery leadership. All outgoing and capability artefacts — proposals, SOWs, estimation templates, capability decks, case studies — are placed here with Copilot and Claude access enabled. This repository becomes the single knowledge base for Hunting and Farming teams; no asset lives on a personal drive.
Q1Establish SharePoint taxonomy structured so an LLM can understand the purpose of each artifact and re-use it for context-building in similar future engagements — e.g. a proposal stored as [year]-[vertical]-[customer]-[topic] signals type, domain, and audience at a glance. Upload first 50 assets — existing proposals, estimation templates, capability decks.
Q1–2Connect Claude and Copilot to KAM via MCP. Any hunter queries "give me our last three insurance proposals" and gets a draft in minutes — minimal presales / engineering dependency.
Q2–3CE capability decks onboarded: Databricks, Snowflake, Fabric, AWS. Each new outgoing proposal auto-archived and indexed as it ships.
Q3KAM live for all hunters and farmers. Establish Proposal Velocity KPI: time-to-first-draft before vs. after KAM.
Q4KAM self-evolving: sales managers query win/loss patterns, hunters pull vertical playbooks without presales involvement.

5 seller scenarios — no queue, no SA needed

APre-meeting deck, 5 minutes

“Build me 4 slides — insurance, agents can't access claims during calls, Databricks estate, meeting at 10am tomorrow.”

KAM pulls the insurance CE accelerator spec, the nearest reference engagement, and the platform architecture. Seller tweaks 2 slides and walks in tailored — not generic.

BCompetitive compare, on the fly

“Fractal vs the SI for insurance CE — what's our angle? Prospect just mentioned them.”

KAM surfaces differentiation from past proposals and outputs a 3-bullet talking card. Seller sends it as a same-day follow-up — no presales call needed.

CSOW first draft, no queue

“CE assessment scope — retail bank, Databricks, ~200 data engineers. Prospect wants a ballpark today.”

KAM pulls the last 3 similar scopes and outputs a rough SOW in 20 minutes. What used to wait 3 days for presales ships the same day.

DCold outreach, not a template

“Outreach note — CPG on Snowflake, supply chain visibility came up in their last earnings call.”

KAM finds the supply chain CE case study and writes a 5-line email to that specific problem — not a generic intro that reads like every other vendor pitch.

ECXO prep, 30 mins before

“What will a banking CDO ask about CE implementation risk and data lineage? Meeting in 30 mins.”

KAM surfaces objection patterns from past BCBS/RDARR proposals and produces a Q&A sheet. Seller walks into the hard questions prepared — not just prepared for the demo.

Track 2

CE Accelerators — Ontology & Conversational BI/AI

Owner · CE Lead

Inward

NowExisting migration accelerators (EDW · ETL · BI): the SI already has proven migration accelerators in production. These are the commercial anchor for 2027 — they fund the CE build cycle and provide the customer relationships to test CE against. New accelerator work is additive, not replacement.

New: BI → Conversational BI/AI accelerators (Vibe analytics): the SI is building a new class of accelerators that transition customers from traditional BI dashboards to Copilot/Claude-grade conversational experiences — the experience layer moves to AI-native interfaces while the analytics logic moves to semantic layers on Databricks, Snowflake, and Fabric. This positions the SI at the intersection of platform migration and AI experience delivery: the exact transition every BI-heavy enterprise will be forced to make.
PriorityOne Ontology Accelerator shipped every month — 12 in 2027. Sequencing priority is fixed and non-negotiable: ① Customer-mapped (Jan–Mar) — verticals where the SI has a named existing relationship and a willing pilot conversation; build these first, they de-risk the whole programme. Then ② Partner-suggested (Apr–Jul) — co-sell plays briefed to Databricks, Snowflake, and Fabric field teams; partner alignment converts faster than cold outbound. Finally ③ Market play (Aug–Dec) — sizable TAM, no SI customer validation yet; treat these as R&D builds until a pilot customer surfaces.
Q1Jan: Insurance P&C Claims Ontology (Databricks, MCP server) — Aegon relationship is the pilot anchor. Feb: Banking Regulatory Reporting (BCBS 239/RDARR, Databricks) — Barclays + Danske validated demand. Mar: Capital Markets eFX & Trade Context (Databricks) — BNP Paribas eFX engagement as pilot. Kill rule for each: 0 qualified pilot conversations within the sprint window = retired, no exceptions. Sprints 1–3
Q2Apr: Healthcare Clinical Decision Support (Snowflake Cortex AI) — Snowflake co-sell motion. May: Wealth Management Client Portfolio Intelligence (Databricks/Snowflake). Jun: Insurance Underwriting Automation (Microsoft Fabric) — extends the Jan accelerator, Fabric partner play. Jul: Retail Banking KYC/AML Compliance (Databricks) — EU AI Act regulatory tailwind. Partner field briefings active from April. Sprints 4–7
Q3Aug: Life Sciences Clinical Trial Intelligence (Databricks). Sep: Retail & CPG Customer 360 & Category Intelligence (Snowflake) — Tredence owns this space; the SI differentiates on CE-native depth and 4-week build speed. Mid-Q3 review: audit which of the 9 shipped accelerators have active pilot customers. Double investment on those; freeze pipeline spend on the rest. Sprints 8–9
Q4Oct: Manufacturing Supply Chain Intelligence (Snowflake). Nov: Telecom Network & Churn Intelligence (Snowflake). Dec: AI Governance & Responsible Context (Fabric/Databricks) — EU AI Act compliance, year-end regulatory push. Kill review: formally retire accelerators with no pipeline. Scale the 1–2 with traction. Nothing carries into 2028 without a named pilot customer behind it. Sprints 10–12 · Kill/Scale

Track 3

CE Delivery Capability

Owner · CE Lead

Inward

Q1Identify or hire CE Delivery Lead — experienced, passionate, comfortable with fail-fast culture. This hire defines the practice DNA. Critical hire
Q1–2Build CE delivery methodology: Discovery → Ontology Design → Semantic Layer Build → Agent Activation. Document before the first project.
Q2First CE engagement — real customer or funded internal pilot. Document what worked, what took 3× longer, what can be templated.
Q2–3Bring in domain specialists (Finance, Insurance) as contractors or co-hires. CE without domain knowledge is just a data pipeline.
Q3CE Center of Excellence formally established, owning methodology, accelerators, and certification path.

Track 9 · Presales

Presales Excellence & Artifact Quality

Owner · Presales Lead

Inward

Presales is the vertical thread at every stage — it owns the artifact, sets the winning theme, and pulls from TA + Delivery Head. Gate sequence: TA + Delivery Head → Presales (owns) → Sales & Leadership (feedback + sign-off) → Partner → Customer.

Q1Define "A-grade proposal" standard — publish the gate flow in writing. Build TA and Delivery Head review checklists. Name owners at every stage. First pipeline run with real pursuits.
Q2First mock pitch: SAs present to a simulated CDO/CTO panel; sellers play client. Subject Depth Library in KAM: 10 industry primers (BCBS 239, RDARR, IFRS 17, FHIR R4, IRB risk…). First external SA appearance.
Q3Proposal quality KPI live: win rate tracked by pipeline compliance vs. skipped stages. 2–3 SAs presenting externally at partner events or Databricks/Snowflake field sessions.
Q4Win-rate retro: gated vs. skipped proposals — data informs 2028 standards. Speaker pipeline formalised: Live Wire → mock pitch → webinar panel → conference breakout. Subject Depth Library at 15 primers.

Track 7

Practice Discipline — What We Build, What We Decline

Owner · CE Lead

Inward

Q1Define ICP: the customer the SI is building CE for. Minimum criteria — large data estate on Databricks, Snowflake, or Microsoft Fabric, a CDO or analytics VP, operates in insurance, banking, or healthcare. Turn down work that doesn't fit.
Q1Publish kill criteria for accelerators in writing: 0 qualified pilot conversations within a tangible predefined timeline = retired. No exceptions — take the lesson and build a better pilot. This protects engineering bandwidth and forces honest signal from the market.
Q2Quarterly accelerator review: active, paused, or killed. One slide per accelerator reviewed with the CE lead and a sponsor. Killing early is the discipline — not the failure.
Q2–3Say no to staff augmentation requests in CE-adjacent areas. Tredence and LatentView both exited aug pricing deliberately — it crowds out IP build and signals commodity positioning.
Q3Document what the SI has declined: specific project types, deal structures, and verticals that don't fit. Used in sales to frame the practice as a specialist, not as a filter.
Q42027 accelerator retrospective: what got traction, what got killed, what surprised us. This is the most honest signal on whether CE is working — and feeds the 2028 plan.

Track 8

Always-on Mechanisms — Internal Team

Owner · Practice Lead

Inward

Both mechanisms close the gap between technical delivery and commercial awareness. [Syntax to Semantics] builds business vocabulary — architects who read market signals stop thinking like engineers and start thinking like advisors. Live Wire is the practice surface — presenting real work to a room of sellers, handling commercial questions live, distilling a complex build into three slides. These are the skills that turn a great architect into someone who can open doors, shape a deal, and eventually lead a practice.

MS Teams Channel

SI [Syntax to Semantics]

SA · Principal Architect · Directors · Always open

The channel where the SI's senior delivery community tracks what is moving in the semantic and agentic space — before it reaches a client conversation. Platform releases, patterns that worked on engagements, papers worth ten minutes, failures that saved a project.

Who is in it

SA and above · Directors only. No sellers. No leadership. Invite-only, stays that way. Anyone in the group posts when they have something worth sharing — no curation gate, no assigned owner.

Ambient awareness across the senior technical team
Searchable record of what the SI was tracking and building
Direct feed into Live Wire — best channel signals become the Current segment each session
After every Live Wire, the presenting architect drops a 3-line summary and slides here

Bi-weekly · 45 min

SI Live Wire

All architects · All sellers · Practice lead facilitates

The session where real client and pilot work is presented to the full team — delivery and sellers in the same room. Turns internal builds into market offers. Surfaces the architects who can sell.

Slot	Time	What happens
Current	5 min	Practice lead: 2–3 live signals from the agentic space. No slides.
Wire	30 min	1–2 architects present real client or pilot work with full technical depth. Sellers ask questions live.
Distil	5 min	Same architect produces a 3-slide seller summary on the spot. This is the test.
Spark	5 min	Sellers: "I have a prospect with this pain." Architects respond. Practice lead notes every match.

The 3-slide rule: Full technical depth in the Wire. Three seller-ready slides in the Distil. The ability to distil your own work into three slides is the signal that an architect is ready for client-facing responsibility.

Live Wire Log in [Syntax to Semantics]: every session logged with seller interest and packaging status — Unpackaged → In progress → Offer ready
Items that reach Offer Ready go into KAM and into the CCO seller kit

Content & publishing cadence — 2027

📄

CE POV White Papers

Every 2 months · 6 papers — Jan Mar May Jul Sep Nov

Jan — What Is Context Engineering? The Practitioner's Definition
Mar — CE Accelerator Model: How to Build Vertical AI in 90 Days
May — CE on Databricks Unity Catalog: Architecture Patterns
Jul — CE in Financial Services: Insurance, Banking and Beyond
Sep — CE and the Analyst Radar: Gartner, Forrester, Everest Group and What's Coming
Nov — State of Context Engineering 2027: What the Data Says

🎥

Short-Form Demo Videos

Every 2–3 weeks · ~20 videos across the year

60–90 sec format · LinkedIn + SI website
Q1 — CE fundamentals series: what a context layer looks like
Q2 — Insurance accelerator in action: before vs. after
Q3 — Banking AML and Healthcare claims demos
Q4 — Platform deep-dives: Unity Catalog, Metric Views, Claude MCP

✍️

Databricks, Snowflake & Fabric Joint Blogs

Monthly · 12 co-authored posts Jan → Dec

Co-authored with Databricks, Snowflake, or Microsoft Fabric partner team
Published on partner blog + cross-posted on SI channels
H1 — Platform architecture, Unity Catalog patterns, CE on Lakehouse
H2 — Vertical case studies, co-sell stories, benchmark findings
Each post feeds one qualified referral conversation per month

🎙️

Podcast Appearances

Every 1–2 months · 6–8 appearances across the year

Data Engineering Podcast — CE architecture deep-dive (Q1)
Practical AI — CE vs RAG: the practitioner view (Q2)
Super Data Science — CE in financial services (Q3)
The Analytics Power Hour — accelerator kill/scale model (Q3)
DataFramed / DataTalks.Club — CE year-in-review (Q4)

2027 webinar programme — monthly, Jan → Dec

Each webinar runs in two sessions — US (2 pm ET) and UK/EU (11 am GMT · 12 pm CET). Topics rotate through Insurance, Banking, and Healthcare verticals aligned to the accelerator sprint cycle. Target audience split: approx 60% US · 40% UK/EU.

January · #1

CE for Insurance: Encoding What Your AI Doesn't Know

Insurance CIOs · claims & underwriting data leads

February · #2

What Is Context Engineering? A Plain-English Introduction

Any data/AI leader new to CE — top-of-funnel

March · #3

The CE Accelerator Model: Build Fast, Kill Faster

CDOs · heads of innovation · analytics VPs

April · #4

CE for Banking: Fixing AML Intelligence at the Context Layer

Banking CDOs · compliance & AML teams

May · #5

CE on Databricks, Snowflake & Fabric: What the Platform Gives You

Data architects · senior engineers

June · #6

DAIS 2027 Debrief: CE Patterns That Emerged This Year

Databricks community · data practitioners

July · #7

CE for Healthcare: Claims Intelligence Without the Integration Tax

Healthcare data leads · payer/provider IT heads

August · #8

From RAG to CE: Why Retrieval-Augmented Generation Isn't Enough

Data architects · AI leads · LLM evaluators

September · #9

What Analysts Are Saying About CE: Gartner, Forrester & Everest Group Signals

CDOs · data strategy leads

October · #10

CE in Regulatory Reporting: BCBS 239, RDARR and the Context Layer

Risk & compliance data leads

November · #11

CE × Data Engineering: Where Context Layers Fit in Modern Stacks

Data engineers · architects · platform leads

December · #12

CE 2027: What Shipped, What Died, and What's Next

Broad year-end — clients · prospects · analysts

Pipeline generation — six motions that create inbound and outbound

CE Assessment SKU — Fixed-Price Market Entry

Starts Feb

$30–40K · 4 weeks · CE Maturity Score, one Quick Win, and a 90-day CE roadmap delivered. Removes the "evaluate first" blocker. Converts fence-sitters without a full proposal cycle. Every assessment is the intake gate for a T2 Accelerator engagement.

→ CE Assessment SKU packaged and launched per T5 track · listed on Databricks and Snowflake marketplaces by Feb

ICP Outbound Sequences

Starts Mar

50-account target list filtered by the 10-20-30 ICP rule — split 30 US accounts (NYC, Chicago, Boston FS hubs) and 20 UK/EU accounts (London, Amsterdam, Frankfurt). 6-touch email + LinkedIn sequence. Practice leader runs it manually before CCO/GTM lands in March.

→ Account list locked in ICP filter doc (T7 · Jan–Mar) · geo-segmented from day one

CE Maturity Diagnostic

Starts Mar

8-question self-assessment on CE readiness embedded on the SI website. Every completion is a qualified lead with self-reported pain. Follow-up framing: "your score was X — here's what it means for your 2027 AI roadmap."

→ Built alongside CCO/GTM onboarding · feeds pipeline from Apr

Partner Referral Engine

Starts Apr

Formal co-sell motion with Databricks, Snowflake, and Microsoft Fabric field reps: named regional directors, shared pipeline view, monthly 30-min pipeline call. Registration does nothing alone — this turns it into a repeatable referral motion.

→ Named Databricks RD relationship is Decision #3 on this page · parallel Fabric AE relationship in Microsoft accounts

ABM Top-20

Starts Apr

Fully tailored campaigns for the 20 highest-priority ICP accounts — 12 US accounts (NYC/Chicago FS, Bay Area tech) and 8 UK/EU accounts (London FS, Amsterdam/Frankfurt): custom one-pager per account, direct CCO outreach, targeted LinkedIn. Sniping, not broadcasting. Closes the gap between brand awareness (webinars) and pipeline (proposals).

→ CCO/GTM hire owns this from Apr · geo-segmented from ICP list · US and UK/EU campaigns run in parallel

CE Benchmark Report

Survey Jul · Publish Oct

"State of Context Engineering 2027" — survey 100 data leaders, publish findings publicly. Creates inbound traffic, analyst citations, media pickup, and a natural AWS re:Invent / Gartner talk angle. Positions the SI as the category authority.

→ Survey design in Jul · published Oct · feeds Gartner submission

GTM activities — nine additional motions for 2027

LinkedIn Newsletter

Community · Starts Jan

Weekly newsletter from the practice leader's personal profile — not SI corporate. Opinionated, 500–800 words. Builds a portable following. Sigmoid's CCO used this exact playbook to drive inbound before a single case study existed.

→ Practice leader publishes personally · feeds webinar and diagnostic traffic

CDO Roundtable Dinner

Community · Q2 & Q3

Invite-only, 12–15 CDOs, no pitch, peer conversation about CE challenges. the SI hosts and facilitates. More pipeline value than any webinar — relationships built in a room convert differently. Fractal's pre-IPO playbook exactly. Run in New York (Q2 Jun) and London (Q3 Sep) to build presence in both primary markets simultaneously.

→ New York Q2 Jun once Insurance accelerator result is in hand · London Q3 Sep after Banking/Healthcare gate

Customer Advisory Board

Community · Quarterly

4–5 early clients who meet quarterly to shape the CE roadmap. Creates reference accounts, surfaces the next accelerator use case, and deepens relationships before renewals. First meeting in Q2 once the Insurance POC has a live result.

→ First session Q2 · feeds accelerator backlog and case study pipeline

CE Practice Landing Page

Digital · Starts Jan

Dedicated page on kpi-partners.com for CE: what it is, the CE Assessment SKU, the diagnostic tool, webinar registration, case study links. CE likely buried under "Services" today. SEO compounds — every blog, paper, and podcast links back here.

→ Live Jan · updated with each accelerator result · owns CE search terms

Always-On Demo Environment

Digital · Q2

Live, pre-loaded demo (Insurance CX + Banking AML) that can be shown in any sales meeting without pre-setup. Removes the biggest friction point in early-stage selling: "can we see it in action today?" Built once, used in every pitch.

→ Built after Insurance accelerator ships · shown in every ABM Top-20 meeting

Reference Customer Program

Social Proof · Q2

Formally designate 3–5 early clients as reference accounts: published case study, logo permission, reference call availability. Rarely done proactively by SIs. One reference customer in Insurance changes every Insurance proposal that follows.

→ First reference from Insurance accelerator · formalised by Q2 · 3 accounts by year-end

Partner Award Nominations

Social Proof · Q3–Q4

US: Databricks Partner of the Year (Best FS Solution), Snowflake Innovation Award, Microsoft Fabric Partner Excellence Award, AWS Partner Award. UK/EU: Data IQ Award, Corinium CDO Innovation Award, Information Age Tech Excellence, Gartner EMEA Data & Analytics Award. Being shortlisted = press release + proposal proof point + platform field-team credibility boost that directly accelerates co-sell on both sides of the Atlantic.

→ Submit Q3 · announcements Q4 · feeds re:Invent (US) and FinTech Connect / Data+AI EU Summit (EU/UK) positioning

AI Partner Ecosystem — Elevate & Expand

Partnerships · H1 priority

Elevate existing: move from registered to Select/Premier tier with Databricks, Snowflake, and Microsoft Fabric — unlocks co-sell quotas, joint pipeline targets, and field alignment across US, UK, and EU regions. New AI-native partnerships: become a named Anthropic/Claude solutions partner, AWS Bedrock SI, and Azure AI Foundry partner. The key message is that CE is inherently multi-model and multi-platform. The AI partner ecosystem — Anthropic, AWS, Azure, not just the data platforms — is where enterprise deals will be shaped in 2027. EU angle: position the SI's CE practice as an EU AI Act compliance accelerator — the Anthropic + Azure AI Foundry stack maps directly to Article 13 transparency and Article 17 risk management obligations that European FS clients are under immediate pressure to address. Most SIs have not moved on this yet. First-mover advantage in this ecosystem closes by the end of the year.

→ Anthropic partner application Jan–Feb · AWS/Azure AI partnerships Q2 · EU AI Act positioning paper Q2 · tier upgrades tied to co-sell pipeline milestones · single highest-leverage partnership move available in both US and EU/UK markets

Executive Briefing Program

Sales · Starts Apr

For ABM Top-20 accounts: a 90-minute in-person or virtual session with the practice leader. No deck — a conversation anchored on the account's specific data stack and pain. Converts faster than any other motion at senior level. CDOs buy from people, not presentations.

→ CCO/GTM schedules from Apr · practice leader facilitates · feeds proposal pipeline directly