Series B Enterprise Stack ========================= Slide 1: Series B Enterprise Stack Narration Anna: [confident] Welcome to the Series B stack lab—where the tooling budget finally catches up with enterprise expectations. Greg: We are working with a ~$20K/month run rate that keeps investors calm while clearing customer due-diligence checklists. Anna: Everything today connects pipeline integrity, service reliability and audit evidence into one story. Greg: Grab the worksheet template—we'll keep translating architecture choices into dollar impacts as we go. On-screen text Series B Enterprise Stack Integrations, controls and cost modelling at ~$20K/month Slide 2: Why Series B changes the stack Narration Anna: The jump to Series B is about scale—200 people, multi-region support windows, and customers who read every appendix of the MSA. Greg: Those customers expect 24/7 coverage, verifiable SOC 2 controls and contractual uptime remedies. Anna: Investors simultaneously expect you to model spend 18 months out, so every SKU needs a forecast line and a justification. Greg: That's why the stack becomes an enterprise nervous system instead of a patchwork of founder credit-card tools. On-screen text Why Series B changes the stack - 180–250 person company supporting regulated enterprise customers. - Customers expect SOC 2 Type II evidence, 24/7 support and ironclad SLAs. - Board pressure to forecast spend with 18-month runway discipline. - Tooling now underpins pipeline audits, co-selling and customer onboarding. Slide 3: Reference architecture Narration Anna: Picture a three-layer reference architecture—revenue, service, and trust—glued together by automation. Greg: Salesforce Enterprise with CPQ captures every entitlement and renewal clause; when pricing changes, downstream systems inherit it instantly. Anna: ServiceNow owns operational truth: incidents, changes, and customer service cases with audited hand-offs. Greg: A Snowflake lakehouse plus dbt models bring both worlds together for finance and customer health dashboards. Anna: Add CLM for legal workflows and a SIEM/EDR pairing so every action shows up in the audit trail. On-screen text Reference architecture - Salesforce Enterprise + CPQ anchors revenue, entitlements and renewals. - ServiceNow ITSM/CSM runs incidents, change and customer support flows. - Central data lakehouse (Snowflake + dbt) feeds health scores and finance. - Contract lifecycle management (CLM) orchestrates legal, finance and sales. - SIEM + EDR stack captures audit-grade logs for security and compliance. Slide 4: Monthly spend snapshot (~$20K) Narration Anna: Here’s the budget: eight categories totaling roughly twenty grand a month. Greg: Salesforce plus CPQ is the lion’s share at $7.2K because it locks ARR, usage metrics and renewal co-terms into one system. Anna: ServiceNow adds $3.9K for ITSM and CSM agents—pricey, but it keeps regulated customers out of your inbox. Greg: Security, integration, CLM, RevOps tooling and a 10% buffer round it out so nothing breaks when you add seats or new geographies. Anna: Keep this table in the worksheet; we’ll plug real seat counts and unit costs into it during the exercise. On-screen text Monthly spend snapshot (~$20K) CategoryTools & assumptionsMonthly costRationale Revenue platformSalesforce Enterprise (60 seats) + CPQ, Slack + MuleSoft connectors$7,200Ties ARR, usage and renewals to one source of truth Service operationsServiceNow ITSM & CSM (30 agents) incl. Virtual Agent$3,900Meets 24/7 support SLAs with audited workflows Security & observabilityPanther SIEM + SentinelOne Complete + Cribl ingestion$2,400Consolidated threat detection and compliance-ready logs Integration fabricWorkato Enterprise (8 recipes) + Segment Connections$1,200Bridges go-to-market, product and finance data Contract lifecycleIronclad CLM (legal + sales users) + DocuSign CLM$1,600Speeds redlines, tracks obligations and renewal clauses Data & RevOpsSnowflake, Fivetran Growth, Hightouch Pro, Mode$1,150Gives RevOps near-real-time performance dashboards Compliance & riskDrata Enterprise + Whistic vendor assessments$950Automates evidence, centralises security questionnaires Buffer & pilots10% reserve for add-on SKUs and implementation partners$1,600Absorbs seat growth and specialist services Total$20,000Within Series B operating plan Slide 5: Integration map: Salesforce ↔ ServiceNow ↔ SIEM Narration Anna: Integrations make or break the Series B stack—start with Salesforce and ServiceNow sharing account hierarchies and case numbers. Greg: When a monitored service breaches an SLA, ServiceNow auto-creates a case, pushes the alert to PagerDuty and mirrors the escalation inside Salesforce. Anna: Change approvals from ServiceNow write back into the Salesforce opportunity so renewals stay aligned with production reality. Greg: Meanwhile Panther ingests ServiceNow audit trails so the security team can see who touched what without logging into three consoles. Anna: Okta’s SCIM feeds keep user provisioning and least privilege tidy across both platforms. On-screen text Integration map: Salesforce ↔ ServiceNow ↔ SIEM - Sync accounts and cases: Salesforce Account ↔ ServiceNow Customer Service. - Auto-create incidents when uptime SLAs breached via ServiceNow + PagerDuty. - Feed ServiceNow change approvals to Salesforce opportunities for co-terming. - Stream ServiceNow audit logs into Panther for unified detection. - Capture user provisioning via SCIM from Okta into both systems for least privilege. Slide 6: Contract lifecycle management expansion Narration Anna: Contract lifecycle management is the unsung hero when legal reviews start stacking up. Greg: Ironclad gives sales reps clause playbooks tied to industry and region so they stop emailing legal for every redline. Anna: ServiceNow’s Vendor Risk module plugs in due-diligence artefacts, and NetSuite consumes the executed contract for revenue recognition. Greg: Snowflake picks up those contract events to drive renewal forecasts and ARR dashboards. Anna: With DocuSign CLM in the mix, you get audit-grade history of every version, approver and obligation. On-screen text Contract lifecycle management expansion - Ironclad or LinkSquares hosts standard templates, playbooks and approval routes. - Integrate with Salesforce for clause libraries driven by industry/region metadata. - Connect to ServiceNow Vendor Risk for due diligence artefacts. - Route signed contracts to NetSuite and Snowflake for revenue recognition triggers. - Dashboard monitors cycle time, clause deviations and renewal auto-notifications. Slide 7: Security guardrails and compliance posture Narration Anna: Security spend isn’t optional at this stage—you have auditors and enterprise CISOs reading your runbooks. Greg: SentinelOne feeds telemetry into Panther so you meet PCI and Essential Eight retention requirements without buying extra storage à la carte. Anna: Drata hoovers up evidence from Okta, AWS, ServiceNow and Jira, which means SOC 2 refreshes become continuous rather than annual heroics. Greg: Whistic’s questionnaire exchanges deflect bespoke security forms and keeps customer trust teams sane. Anna: Budget line item: 80 hours of a specialist partner to tune detections and response playbooks—you will not get this right on your own the first time. On-screen text Security guardrails and compliance posture - SentinelOne telemetry shipped to Panther SIEM with retention aligned to PCI/Essential Eight. - Drata pulls evidence from Okta, AWS, ServiceNow and Jira for continuous monitoring. - Whistic questionnaire library reduces bespoke customer security reviews by 40%. - Quarterly purple-team exercise results stored in Confluence + ServiceNow Knowledge. - Budget 80 hours of partner time for SIEM tuning and playbook development. Slide 8: Cost modelling worksheet structure Narration Anna: Let’s unpack the worksheet—it’s five tabs so finance, IT and GTM leaders stay in sync. Greg: Inventory captures system owners, renewal dates and SKUs so nothing auto-renews in the shadows. Anna: Seats & tiers records current counts plus the trigger that forces an upgrade—headcount, compliance or product launch. Greg: Projects tracks partner statements of work so you can capitalise or amortise where appropriate. Anna: Scenario levers and risk offsets close the loop, showing how investments avoid penalties or headcount hires. On-screen text Cost modelling worksheet structure - Tab 1: Inventory – list systems, contract owners, renewal dates and SKUs. - Tab 2: Seats & tiers – capture current counts, expansion triggers and unit costs. - Tab 3: Projects – implementation partners, statements of work, depreciation. - Tab 4: Scenario levers – ARR growth, headcount plans, support coverage tiers. - Tab 5: Risk offsets – penalties avoided, staff savings, required compliance controls. Slide 9: Example worksheet levers Narration Anna: The levers tab is where your plan lives or dies. Greg: Add a headcount scenario and watch Salesforce and ServiceNow costs adjust automatically. Anna: When a new SOC 2 customer appears, the SIEM storage and support agents increase; the worksheet calculates the hit instantly. Greg: If you spin up EMEA operations, Workato recipes and DocuSign compliance packs switch on—again, the formulas push the delta into the summary. Anna: Don’t forget to document savings too; automation or product sunsets should feed the buffer instead of disappearing. On-screen text Example worksheet levers - Headcount growth: +25 GTM seats = +$1,800/month Salesforce uplift. - New SOC 2 customer: adds $600/month for additional SIEM storage + 2 ServiceNow agents. - EMEA expansion: Workato adds 2 recipes; DocuSign adds eIDAS compliance pack. - Churn risk: removing 10% low-touch customers cuts ServiceNow digital channels by $400/month. - Automation win: retiring legacy ETL saves $700/month, funding CLM workflow bots. Slide 10: Workshop prompt Narration Anna: For the workshop, we’ll map your current stack to this reference model. Greg: Populate the worksheet with real owners, renewal dates and seat counts—no guesses. Anna: Run best and worst ARR cases with a 15% contingency so the board sees you’ve pressure-tested the plan. Greg: Document the top integration risks and the mitigation you’ll fund with that buffer. Anna: Close with a two-slide executive summary: one for spend, one for risk posture—it becomes your board pack insert. On-screen text Workshop prompt - Map your current stack against the reference architecture and highlight gaps. - Populate the worksheet tabs with your own seat counts and integration owners. - Stress-test spend with best/worst-case ARR scenarios and 15% contingency. - Identify the top three integration risks and document mitigation actions. - Present back a two-slide executive summary for board or investor readouts.