Enterprise Account Lab
Understand the account. Start the right conversation. Make four quarters of decisions—and measure what the customer actually gets.
PepsiCo × SpendHQ
Documented foundation. SpendHQ publicly identifies PepsiCo as a Spend Intelligence customer. Its published case describes global spend visibility, consolidated data, and faster procurement insights. Read the source ↗
Global spend visibility across fragmented data sources, according to SpendHQ.
A downstream direct-materials measurement connection is hypothesized to be incomplete; account stakeholders express curiosity about upstream and downstream possibilities.
Important: This is an independent educational exercise, not a description of actual PepsiCo account health, licenses, executives, revenue, procurement gaps, or plans. Those are fictional or unverified.
Configure the simulated account
What do we actually know?
Assess the evidence before deciding what to discuss with the customer. Unanswered questions are discovery opportunities, not confirmed problems.
Where should the opening conversation begin?
Choose one credible approach. Each has different costs, discovery value and longer-term consequences.
Account trajectory
Illustrative indices (0–100). Opening position and all completed quarters shown; the three metrics are tracked separately.
Quarter-by-quarter decisions
| Quarter | Move | Customer outcomes | Account trust | Commercial potential |
|---|