Harrow Logistics account plan
Owner: Priya Raman · Date: 2026-09-14
Account snapshot
ARR
$186,000
▲ +12%
Active seats
312 of 400
▲ +38
NPS
41
▲ +6
Renewal date
2027-01-31
| ARR | Renewal date | Tier | Health |
|---|---|---|---|
| $186,000 | 2027-01-31 | Enterprise | Yellow |
Health is yellow because 88 licensed seats sit unused in the Rotterdam warehouse team, and procurement has already asked whether the renewal can "right-size" to actual usage.
Stakeholder map
| Name | Role | Influence | Sentiment |
|---|---|---|---|
| Dana Okafor | VP Operations (exec sponsor) | High | Champion |
| Lars Vintner | Head of Procurement | High | Neutral |
| Mei Tanaka | Ops Excellence lead, Chicago | Medium | Champion |
| Joost de Bruin | Site manager, Rotterdam | Medium | Detractor |
Goals
- Cut dock-to-stock time from 9 hours to 6 hours across all four sites by Q2.
- Standardize shift handover runbooks so a new site lead is productive in two weeks, not six.
- Show the board a single operations dashboard by the March offsite.
Whitespace / opportunities
| Opportunity | Team / use case | Est. ARR | Confidence |
|---|---|---|---|
| Rollout to Lyon site | Shift handovers | $38,000 | Medium |
| Safety compliance docs | EHS team | $22,000 | Low |
| Audiences add-on | Driver newsletter | $9,000 | High |
Risks
- Rotterdam never finished onboarding; Joost's team still uses a shared drive and sees us as "head office's tool".
- Lars is running a vendor consolidation review in November and will push for a seat cut.
- Our champion Mei is interviewing internally for a role outside operations.
Action plan
| Action | Owner | Due | Status |
|---|---|---|---|
| On-site Rotterdam workshop with Joost's shift leads | Priya | 2026-10-08 | Booked |
| Build seat-usage forecast for Lars before the review | Sam (CS) | 2026-10-20 | In progress |
| Identify a second champion in Chicago | Priya | 2026-10-31 | Not started |
| Lyon pilot proposal to Dana | Priya | 2026-11-15 | Not started |
Mutual success plan
- We commit to: a Rotterdam onboarding plan with weekly check-ins through December, and a usage report every month.
- They commit to: Dana names a Rotterdam owner by October 10, and procurement shares the consolidation criteria before the review.