---
type: deliverable
id: DEL-SYSTEM-021
layer: deliverables
title: "Stephanie Ervin 1:1 Prep Doc: Week of Apr 13, 2026 (Comp Discussion)"
format: md
context: Internal (JDL leadership prep)
created: 2026-04-13
surface: clyde
sources:
  - RO-1ON1-PREP-2026-04-13
  - RO-WINS-WEEK-2026-04-06_2026-04-12
  - RO-PORTFOLIO-003 (_monday-apr-13-pulse-check)
  - RO-COMMS-APR13-001 (_monday-apr-13-email-context)
tags: [type/deliverable, layer/deliverables, client/internal, scope/leadership, scope/1on1, status/active]
---

# Stephanie Ervin 1:1: Week of Apr 13, 2026

**Time:** Mon Apr 13, 7:00-7:30 AM PT (9:00-9:30 AM CDT)
**Organizer:** Stephanie Ervin (stephanie.ervin@apollo.io)
**Special context:** Comp Discussion. Salary increase share following Exceeds Expectations performance review. EQ (eq@apollo.io) joins for the first 15 minutes.
**Recurring:** Yes, weekly (recurringEventId: knmf7kgddsc0kraff6u440n19t)

---

## Opening

EQ is in the room for the first 15 minutes. Lead with operational signal, not personal items. When the room clears, acknowledge the comp discussion briefly and let Stephanie drive it. No speech. The work speaks.

---

## Week's Wins (5 min: grounded, specific, quantified)

### Win 1: Taboola Churn Verdict Reversed in Real Time

SFDC classified Taboola as Closed Lost on Apr 7 ($70,988 contract lapsed). Admin sweep and Slack cross-validation on Apr 12 showed the opposite: instance active at 5:52 PM, 26 sequences running, 1,214 emails sent, AM Charlie Plamondon in live renegotiation at approximately $30K target, and customer Amit Walden explicitly stated he wants to retain Apollo. The $70,988 flag was a natural expiry, not a customer cancel. A new validation-before-narrative heuristic was locked as a portfolio-wide system rule.

Why it matters for leadership: This is the type of miss that creates bad forecast decisions. The sweep caught it before it became a churn narrative. The deal is still in play, trial window through Apr 21.

Citation: RO-SFDC-VERIFY-2026-04-12 correction note; RO-TABOOLA-002 admin sweep; taboola-admin-sweep-validation-2026-04-12.md (16KB) + taboola-slack-validation-2026-04-12.md (8KB)

### Win 2: Live SFDC Verification Replaces Stale Portfolio Snapshot

Eight accounts were flagged as past-due by a Looker A360 snapshot that turned out to be 37 days old. A live SFDC re-query on Apr 12 verified every single flag. Actual results: Melio Closed Won Apr 3, VectorBuilder Closed Won Mar 31, Achievers Closed Won Mar 22, Domo pending renewal Nov 2026, Stephen Gould pending renewal Jul 2026 with verbal confirmation, Pepper pending renewal Jan 2027, GreenProject not in Jason's book (Samuel Jackson's account), Taboola lapsed contract in live renegotiation (corrected in Win 1). **Zero confirmed churn in the batch.** The data quality finding drove a new portfolio-wide rule: validate state against live SFDC before any narrative is written.

Why it matters for leadership: the sweep methodology catches phantom risk before it pollutes forecast conversations and leadership briefings. The fix is rule-based, not account-by-account.

Citation: RO-SFDC-VERIFY-2026-04-12 Outcome Summary (3 Closed Won, 3 Still Open with future close dates, 1 not Jason's account, 1 live renegotiation); feedback_validate_before_postmortem memory rule locked Apr 12

### Win 3: Renesas Scoring Architecture Delivered Post Live Session

A 128KB lead scoring playbook, 55KB SFDC integration checklist, and 42KB scoring working doc were all delivered on Apr 11 following a live scoring review session with Brian O'Neil and Vincent Lockyer. Seven scoring dimensions, 10-layer execution pipeline, Eloqua path, Phase 0A sample run of 2-5K contacts approved by Brian. Brian's Apr 10 recap email confirmed: lead stage mapping resolved, SFDC sandbox admin (Olya Bilohan) confirmed, go-live directive from Cristina Stebbins confirmed as "launch as soon as possible."

Why it matters for leadership: This is the "what does a GTME actually build" answer. Not a deck. A production-ready scoring system inside a client's tech stack, delivered inside 3 weeks.

Citation: RO-RENESAS-004 meeting-intel-2026-04-11.md; DEL-RENESAS file listings 2026-04-11 23:39-22:27; Brian O'Neil Gmail recap threadId 19d786c75ad96344

### Win 4 (supporting context): Domo Outbound Root Cause Confirmed

Cold-only baseline confirmed for Domo: 0.3% lifetime open rate, 0.2% last 30 days. Problem correctly scoped as targeting and research gap, not deliverability infrastructure failure. GTM assessment (12KB) and strategy document (26KB HTML) delivered. Greg Auxier escalation contained: Jason sent full instance audit Apr 10, strategy doc Apr 12, Greg returns from OOO today. Monday Domo EMEA intro and daily check-in are positioned as a reset, not a damage-control session.

Citation: DEL-DOMO-007 domo-gtm-assessment-2026-04-10.md; domo-outbound-motion-analysis-2026-04-10.md; domo-apollo-outbound-strategy-2026-04-12.html

---

## This Week's Priorities (5 min)

| Account | When | What |
|---------|------|------|
| Domo EMEA | Mon 11:30 AM CDT | Intro call: Gary Millard, Rav Johal, Matt Bennett. Verify Gary admin provisioning before call. |
| e-Core | Thu Apr 17 | Renewal close. ARR $15,120. Health 34.7 RED. Dylan Tate (AM). Save plan delivered Apr 12. |
| Taiv | Fri Apr 16-18 | Renewal close. Basic plan contraction confirmed. Victoria Bishop handling. Confirmed by Avi Stoller Apr 10. |
| Paramount | Thu Apr 16 | Nick Lewis workflow fix call. 5-section remediation plan delivered Apr 12 (DEL-PARAMOUNT-002). |
| VideoAmp | All week (2-week sprint) | P0 retention sprint. SVP Joe Kotz 2-week window started Apr 10. Approximately 8 business days remain. Tony Patti auditing Monday AM. Tracking domain go.govideoamp.com retirement is the first action. |

**VideoAmp is the new P0 this week.** EQ surfaced it directly in the ZC channel Apr 11-12. Ross Arnowitz has already told Stephanie: "we'll need some support here to save this customer. Jason is on it." The 2-week window is the constraint.

---

## Open Leadership Items (5 min: need Stephanie's input)

### 1. Verkada Pre-Sales Scope: What Is Jason's Defined Ceiling This Week?

Stephanie proposed the path on Apr 10 (Slack, Group DM): SC Radu takes the technical side, Jason stays on Claude/AI implementation, Brandon co-owns post-close (expected late April/May). Alexis Rodriguez flagged the current model publicly in the Verkada deal channel: Jason carrying 1-2 hours/day of office hours on top of the full book of 88 accounts is not sustainable with approximately 6 weeks to close. An internal alignment call (Jason, Noah Kruse, Erika Schultz, Daniel Grijalva, Stephanie, Max) was recommended before any external changes. That call has not been confirmed as scheduled or held.

What Jason needs from Stephanie: Is that internal call happening this week? What is Jason's defined scope for Verkada through close? He will not take new Verkada technical commitments until that is clear.

Citation: Slack Group DM C0ASJM24H5X, Stephanie Apr 10 messages; Alexis Rodriguez #ZC:Verkada bandwidth message

### 2. VideoAmp Escalation: Ross Has Already Flagged to Stephanie

Ross Arnowitz told Stephanie in the ZC channel: "we'll need some support here to save this customer." EQ is driving urgency in the same channel with daily pings. The 2-week sprint started Apr 10. The deliverability root cause is confirmed (go.govideoamp.com tracking domain at 21.4% filtered vs 91.1% unfiltered). Tony Patti is auditing Monday. The Thursday Apr 16 rep session is the next client-facing checkpoint.

What Jason needs from Stephanie: Alignment on what success looks like at the end of the 2-week window. Is retention the bar, or is there a specific ARR/engagement threshold that satisfies the escalation?

Citation: RO-COMMS-APR13-001 Section VideoAmp; Pulse Check Section 4 leadership pings; EQ Slack messages hash 56281753/56281748

### 3. AI Lesson 2.0 (Thu Apr 16, 6:30-7:30 AM PT): What Does Stephanie Want from Jason?

Stephanie organized this session with Jason and Alison McDonough. No content brief or prep request from Stephanie found in Gmail or Slack Apr 5-12. Jason needs to know before Thursday: Is he presenting, co-facilitating, or providing source material for Stephanie to run?

Citation: Gmail messageId 19d697745d797f3d (calendar invite, Apr 7); RO-1ON1-PREP-2026-04-13 Section 5

---

## Thursday AI Lesson 2.0 Prep (3 min)

**Hold for AI Lesson 2.0 with Jason.** Thu Apr 16, 6:30-7:30 AM PT. Attendees: Jason, Stephanie, Alison McDonough.

What Jason can bring: The weekend sweep output as a live case study. An 85-account book, one structured methodology, zero confirmed churn, one real misclassified $30K deal caught before the trial window. That is the AI lesson in practice, not in theory.

What Jason needs to know today: Format, audience level, and whether Alison is coming as a peer or a student of the material.

---

## Ask (2 min)

Three clean asks, in order of urgency:

1. **Verkada ceiling this week:** define Jason's scope before he commits to anything in the Monday stack.
2. **VideoAmp success criteria:** what does the 2-week sprint need to produce to close the escalation?
3. **AI Lesson 2.0 format:** presenting, co-facilitating, or source material only?

---

## Comp Discussion (remainder of 30 min)

This is Stephanie's section. She is sharing the salary increase outcome.

Jason's posture: receive it, acknowledge it with the work behind it, not with performance or flattery. If the increase reflects the Exceeds Expectations rating, tie the acknowledgment back to what that rating covered: the sweep methodology, the Renesas build, the Domo escalation containment, the Verkada support arc. One sentence. Then let Stephanie move on if she wants to.

This is not a negotiation moment or a celebration moment. It is a recognition moment. Keep it grounded and brief.

---

## Portfolio Health Snapshot (Reference)

| Metric | This Week | Source |
|--------|-----------|--------|
| Active Accounts (Notion BoB) | 88 | EXTRACTED: Notion BoB live query 2026-04-12 (data source 0d0efb21) |
| Total ARR (Notion BoB) | $2,370,336 | EXTRACTED: Notion BoB live query 2026-04-12 |
| Confirmed Churn (Apr 6-12) | 0 | EXTRACTED: RO-SFDC-VERIFY-2026-04-12 Outcome Summary, 8 accounts verified |
| Past-Due Flags Verified | 8 accounts re-queried live, 0 actually lapsed | EXTRACTED: RO-SFDC-VERIFY-2026-04-12 |
| Renewals This Week | e-Core (Thu Apr 17, $15,120), Taiv (Fri Apr 18, $30,076 SFDC) | EXTRACTED: live SFDC query 2026-04-12 |
| Real RED Accounts (90 days) | 4: e-Core (Health 34.7), Taiv (Health 35.4), Canyon Partners (Health 31.9), Stuart (Health 36.3) | EXTRACTED: RO-RENEWAL-WAVE-2026-04-12 |

---

## Renewal Pipeline Reference (Next 30 Days)

| Account | Date | ARR | Health | Risk | Owner |
|---------|------|-----|--------|------|-------|
| e-Core | Apr 17 | $15,120 | 34.7 RED | HIGH | Dylan Tate (AM) |
| Taiv | Apr 16-18 | ~$25K | 35.4 RED | HIGH | Victoria Bishop (AM) |
| Taboola | Apr 21 (trial window) | ~$30K target | UNKNOWN | ACTIVE SAVE | Charlie Plamondon (AM) |

---

## Next Steps Coming Out of This 1:1

- Verkada scope decision confirmed (or call scheduled this week)
- VideoAmp success criteria aligned
- AI Lesson 2.0 format confirmed before Tuesday EOD
- Jason carries Taboola touchpoint to Amit this week (15-min Loom or short email) as value continuity, not a sales call. Confirm with Charlie first.

---

*Sources: RO-1ON1-PREP-2026-04-13 (calendar, SCQA prep, Stephanie Slack/Gmail audit) [EXTRACTED]. RO-WINS-WEEK-2026-04-06_2026-04-12 (32 grounded wins, all source-tagged) [EXTRACTED]. RO-PORTFOLIO-003 (_monday-apr-13-pulse-check: Iris DB, Slack signal scan) [EXTRACTED]. RO-COMMS-APR13-001 (_monday-apr-13-email-context: 72-hour inbox triage, 6 mandatory threads) [EXTRACTED]. RO-NOTION-BOB-LIVE-2026-04-12 (88 accounts, $2.37M ARR, 39 properties). RO-SFDC-VERIFY-2026-04-12 (8-account live re-query, 0 confirmed churn). All dollar figures sourced from live SFDC queries or live Notion BoB pulls. No phantom-churn math. No fabricated ARR.*