ACCOUNTS / CINDERBLOCK OPP-2217 RENEWAL+EXPAND MEETING 11:00 AM

Cinderblock
Priya Anand brief.

Health: Green-ish — usage strong, 1 political risk
Prepared: Wed, May 27 — 7:14 AM
AE: You · J. Okoro (SE) joining
Renewal date: Jul 14, 2026
Current ARR
$184K
+22% vs. last contract
Days to Renewal
47
Paper due by Jun 30
Seat Utilization
88%
142 of 160 active weekly
Expansion on Table
$96K
Hardhat seats — contested

Account arc

26 MONTHS · LAND → EXPAND → RENEW
01
Landed
Closed-won
Initial ACV$98K
Mar '2480 seats
02
Onboarded
Complete
TTV41d
Apr '24SSO + 3 wkspc
03
First Expand
Closed-won
Uplift+87%
Jul '25→ 160 seats
04
Renewal '26
In motion
Stage62%
Apr 28→ Jul 14
05
Hardhat Rollout
Proposed
Confidence40%
~Aug '26+85 seats
DECJANFEBMARAPRMAYJUNJUL
QBR — strong NPS
Hardhat acquisition closes
Renewal + expand motion
SSO outage (P1)
Contract signature window

Watch-outs going in

4 LIVE
Hardhat's eng org standardized on Rivet pre-acquisition
~85 Hardhat engineers already use our competitor on a contract through Feb '27. Priya now owns the merged org and will be asked to pick one. Don't pitch a rip-and-replace today — ask how the tooling consolidation review is being run and who chairs it.
COMPETITIVEEXPANSION-RISKHARDHAT
Rivetincumbent
Flagged 11d ago
Three P1 SSO tickets in the last 30 days
SCIM de-provisioning lag locked out two staff engineers on Apr 30 and May 9. Support shipped a fix May 19; Priya was cc'd on the angriest thread. Open with this — own it before she raises it.
SUPPORTTRUSTRESOLVED
TKT-7710closed
Last touch 8d
CFO flagged "vendor consolidation" on Q1 earnings call
Tomás Reyes told analysts Cinderblock will "rationalize SaaS spend post-Hardhat." Procurement will scrutinize any flat renewal. Come with a per-seat efficiency story, not a price sheet.
FINANCEPROCUREMENTPUBLIC
T. ReyesCFO
Said May 6
Priya skipped the Feb QBR — sent a delegate
She sent Marcus (Dir Platform) instead, citing the Hardhat close. Not necessarily a signal, but today is the first face time in ~5 months. Re-earn the exec relationship; don't assume continuity.
RELATIONSHIPEXEC
P. AnandVP Eng
94d since 1:1
Your agenda — in order

Bring these up

OPEN~2 min
Congratulate the Hardhat close WARM
Deal closed Mar 18, ~$410M. Priya ran technical diligence and now owns the combined ~230-person eng org. She posted about "one team, day one" on LinkedIn last Tue — reference it.
OWN IT~3 min
SSO incident — confirm the fix landed
"Before we get into renewal — I know SCIM bit you twice last month. Fix shipped on the 19th; has it been quiet since?" Gets the grievance off the table on your terms.
VALUE~8 min
Usage story: 88% WAU, 3.4× deploy frequency
Her platform team's deploy frequency is up 3.4× since onboarding (their metric, from Marcus's Feb deck). Tie the renewal to that number, not to our feature list.
EXPAND~10 min
Hardhat path: co-exist, then consolidate THE ASK
Don't ask her to kill Rivet today. Propose a 90-day side-by-side on one Hardhat squad, with us funding the pilot seats. Ask: "Who's running the tooling eval — can we get 30 min with them?"
CLOSE~5 min
Renewal mechanics + audit-log preview
Confirm she's the signer (she was last year). Tee up the new audit-log export — it maps to her "SOC 2 for the merged org" OKR. Leave paper for the follow-up, not this room.

In the room

4
Priya Anand — VP Eng, economic buyer, 4 yrs at Cinderblock, ex-Stripe. Marcus Hale — Dir Platform, your champion, owns the admin console. Dana Kwan — Hardhat eng lead, first meeting, Rivet power user. J. Okoro — our SE, demoing audit-log.
PA MH DK JO YOU 5 TOTAL

Recent inbox — 30 days

11 threads
Positive Logistics Support Escal.
Last from Priya: May 21, two-line reply accepting this invite — "Looking fwd, bringing Dana from the Hardhat side." Warm but brief.

Call outlook

Renew
Renewal at $184K is near-certain — usage is too embedded to unwind in 47 days. The real meeting is about the +$96K Hardhat expansion, and Dana Kwan is the swing vote you've never met. Win the pilot, not the PO.
Renew Expand Champion Compete