EMEA Corp EBR · Quarterly business review

Q1 lookback.
Q2 focus.

Celebrate the performance, learn from the gaps, and align on the work that will move the team forward.

Q1 lookback · Team scorecard

Pipeline grew and shifted toward GHE and Copilot.

Q1 generated $3.76M versus approximately $2.4M in Q4, an increase of roughly $1.36M or 57%.

Monthly SQL trend

205 SQLs in Q1

104% adjusted

53

66

Jul

60

77

Aug

92

77

Sep

ActualRaw quota Quarterly attainment uses the ramp-adjusted target of 198.

94%

$3.76M / $3.99M Pipeline actual versus target

$228K gap

99%

Blended attainment SQL and pipeline team attainment

1 pt to plan

GHE pipeline

2.1×

$1.7M in Q1 versus $0.8M in Q4. GHE became the largest product pipeline.

Copilot pipeline

2.8×

$1.1M in Q1 versus $0.4M in Q4, the largest relative product increase.

GHAS pipeline

−33%

$0.8M in Q1 versus $1.2M in Q4. The product mix became less dependent on GHAS.

Opportunity mix

48%

Metered represented about $1.82M in Q1, up from $0.71M and roughly 30% of Q4 pipeline.

Celebrations · Blended attainment leaderboard

Recognizing the people who set the pace

01Anna155%154%154%

02Renato158%127%142%

03Tommy136%139%138%

04Daniel91%101%96%

05Renata Ramp45%108%77%

06Bouke67%21%44%

07Alexandra52%34%43%

Top blended attainment

Anna · 154%

Exceeded both SQL and pipeline target by more than 50%.

Highest SQL attainment

Renato · 158%

Delivered 52 SQLs, the highest volume across the team.

Highest pipeline generated

Tommy · $946K

Finished at 139% of pipeline target.

Q1 lessons · Strengths and opportunities

Build on what worked. Focus improvement where it can create the biggest lift.

What worked well

AE collaboration and feedback

Collaboration improved significantly across the quarter, with further opportunity to strengthen the partnership.

Planning and forecasting discipline

Stronger planning and forecasting helped the team overachieve in September.

Learning and calling sessions

Regular sessions built skills, created shared momentum, and made calling more enjoyable.

Peer support accelerated onboarding

Buddies and experienced EBRs invested time in helping Renato, Renata, Anna, Tommy, and Illane ramp into new or newly promoted EBR roles. Their impact deserves recognition.

Adaptability through change

The team embraced a new narrative, new ways of selling, new leadership, and a significant wave of onboarding.

Opportunities for improvement

Where can we create the next lift?

Increase urgency on low-hanging fruit

Act faster on Account Recommender signals and inbound leads while customer intent is high.

Strengthen sales acumen and seller workflow

Make calling and LinkedIn consistent parts of our daily prospecting activity.

Raise prospecting quality

Improve qualification, messaging, and our overall expertise in the Sales Development discipline.

Q2 look forward · Work to be done

Move our ongoing projects forward and identify where we can accelerate

01 · Ongoing projects

Outreach clean-up and content taskforce

Improve sequence quality, remove outdated content, and make the right messaging easier to find and use.

EBR and AE reporting

Use the project board to create clearer visibility, ownership, and collaboration across shared account activity.

Decrease time to money

Use the 360 dashboard to understand our priorities and act faster on the opportunities with the strongest signals.

02 · Open conversation

What would help us move faster?

Where can we accelerate?

Which opportunities, workflows, or team practices could create impact sooner?

What support do you need?

What help from leadership, peers, AEs, or cross-functional teams would improve execution?

What roadblocks do you see?

What is slowing progress or making the work harder than it needs to be?