Enabling sellers with AI · Improving lead quality · Driving 10,000 license sales by Dec 2026
At Risk
TPM: Sandeep Goyal
Sponsor: VP of Sales
Updated: May 26, 2026
Q2 FY26 · Week 18 of 26
🎯 Program Mission
Transform Kaseya's fragmented sales motion into an AI-powered, data-driven engine. Equip every seller with intelligent tools, high-quality leads, and streamlined workflows — enabling the team to close
10,000 Kaseya 365 licenses by Dec 31, 2026 while reducing average customer interaction time and increasing top-of-funnel conversion rate.
📊 Outcome Tracking
🏆 Lagging Indicator
🪪
3,240
of 10,000 Kaseya 365 Licenses
32%
Target deadline: Dec 31, 2026
⚠️ Pacing 8% below trajectory
⚡ Leading Indicators — Success Measures
Lead Quality Score
🎯
68/100
Target: 85+
→ Flat — MQL→SQL conversion slow
Top-of-Funnel Conversion
📉
12%
Target: 20%
↓ -2% MoM · ICP not finalized
AI Tool Adoption
🤖
45%
Target: 80% sellers
↑ +12% MoM · NBA rollout live
Avg Interaction Time
⏱️
28min
Target: <20 min
↓ -4min MoM · AI prep reducing ramp
📅 Program Timeline
Kickoff
Jan 2026
✓ Done
Discovery & ICP
Feb 2026
✓ Done
AI Pilot · 20 Sellers
Mar 2026
✓ Done
Full AI Rollout
May–Jun 2026
▶ In Progress
Lead Scoring V2
Jul 2026
Planned
10K License Goal
Dec 2026
🎯 Goal
🏗 Sub-Goal Health
🎯
Lead Management
At Risk
Unify lead sourcing, scoring, and routing so every seller receives high-quality, actionable leads with full customer context at point of engagement.
CRM data quality cleanupDone
Unified lead scoring model v1In Progress
ICP definition finalizedBlocked
Automated lead routingPlanned
🧑💼
Seller Experience
On Track
Redesign the end-to-end seller workflow — modernized playbooks, faster onboarding, and structured coaching to reduce ramp time and improve win rates.
Sales playbook redesign v2Done
Onboarding program refreshDone
Performance coaching frameworkIn Progress
Seller NPS baselinePlanned
🤖
AI for Sales
Off Track
Embed AI across the full sales motion — next-best-action prompts, automated call summaries, and predictive churn signals to accelerate deal velocity.
AI call summarization (pilot)Done
Next-best-action engine v1In Progress
Predictive churn alert modelBlocked
Full seller AI rollout (80%)Planned
⚠️ Risks & Blockers
HIGH
ICP Definition Not Finalized — Blocks lead scoring model and funnel targeting. Product and Sales not aligned. Owner: VP Sales. ETA: Jun 15.
HIGH
AI Model Data Access Blocked — Predictive churn requires CRM + usage data. Legal/Privacy review pending 6 weeks. Owner: Data Engineering.
MED
Seller Adoption Resistance — 22% of sellers not using AI prep tools. Root cause: training gap + workflow friction. Mitigation: enablement sprint Jun.
✅ Decisions Needed
URGENT
Approve ICP v2 Definition — Unblocks lead scoring and funnel targeting. Owner: VP Sales + CPO. Deadline: Jun 10, 2026.
MED
AI Tool Vendor Selection — Two finalists for next-best-action engine (Gong vs. internal build). TPM recommends Gong for speed. Exec decision needed Jun 20.
MED
Q3 Capacity Plan — 3 engineers re-allocated. Need headcount backfill or scope reduction to hold July milestones. Owner: Eng Director.