#announcements

I had a leadership call yesterday and was asked about my "big rocks" going into Q2. This is what I shared: 1. *Deciding what the next phase of our Lighthouse program looks like - o*ur Lighthouse program consists of executives from our most strategic customers. We offer 1. quarterly roundtables where they discuss their approaches to common industry challenges (looking to do an in person later in the year) 2. quarterly check-in (each member has a check-in with their exec sponsor from our side). We lost our internal sponsorship for the program (both execs who were championing this are gone) . My goal is to get realignment with the rest of the exec team, new sponsorship, and goals for the program for rest of year. 2. *Re-launch our reference program - w*e are a case study on how hypergrowth can de-rail your reference program. We almost quadrupled the amount of AEs we had in less than 2 yrs . We're going back to basics educating AEs on how to use customer proof throughout the Sales cycle, how to request a reference, how to nominate a reference and the importance of responding to reference requests and reference profile update prompts. I created this <https://gamma.app/public/95vw6b5exv7iehw|Sales 101> guide to help with the enablement (I hope none of our competitors are in here :joy:). We also have decided we are combining our program with a similar program our Developer Relations team runs so now we will have 4 people managing our advocacy program which is a huge win! In parallel, we are finding our AE relationships with certain customers don't exist so this makes a peer to peer reference model in RefEdge impossible. Some of our best references are being overused by Sales (big shocker) and because we're always fighting fires with Sales reference requests (my teammate fielded 120 sales requests.... and we handle a huge amount of marketing request too!). My goal is to get leadership to understand why we need to move our best references under our ownership and go to a managed model where we only support opportunities of a certain size in a late sales stage and shift the focus to delivering value to those in our advocacy program with the help of the DevRel team! 3. *Customer Experience at RSA* - this is our first time creating a customer experience at an event so we doing everything to make sure it's a big success. Our team's goals will be to drive GPI reviews and advocacy program sign-ups but it will be good just to meet customer IRL! 4. <https://res.cloudinary.com/snyk/image/upload/v1678456719/website-pdfs/2022-Snyk-Customer-Value-Study-EBook.pdf|Customer Value Study> - this was our *most* successful piece of content last year so we'll be creating a 2023 version. We used aggregate customer data (through analytics and a customer survey) to show the ROI/value you would expect if you implemented our solution. We gathered Sales feedback on the previous version so we know what our areas of opportunity are for this year. Our goal is get this out by start of Q3 to help with end of year deals! I'm curious to hear what are your big projects you're tackling in the next few months and if any of us can help each other, even better!!