01Enterprise customer
Solutions · Enterprise-led teams
Serve your biggest customers without becoming their in-house team.
Shorter Loop works with the way you run large accounts. Connect your CRM, bring in QBR notes and contract commitments, and see which requests serve one account and which serve the whole base.
Free 14-day trial · No credit card required
How you work
Your biggest accounts set the roadmap.
A handful of enterprise customers bring most of the revenue. Their requests arrive through QBRs, account managers and renewals, often with a deadline written into the contract. Product delivers them.
Large accounts fund the company and keep it stable, so taking their requests seriously is the right instinct.
02Account manager
Escalates it as a renewal risk.
03Product
Moves both ahead of the planned work.
04Next QBR
Another account, another list.
What it costs
One product turns into several custom ones.
When each large account gets its own list delivered, the roadmap splits into commitments. Over time, that shows up in the product.
- Features only one customer uses.Built to a contract, configured for one account, maintained for all of them.
- Planned work keeps slipping.Every renewal brings commitments that jump the queue.
- One account steers the roadmap.When a customer brings a third of the revenue, saying no feels impossible.
- Smaller customers wait.The mid-market base that would grow the company sits behind the enterprise lists.
- The requester is rarely the user.Requests come from the buyer and the account manager. The people using the product every day are seldom asked.
A better way
Treat each commitment as a problem to solve once.
Enterprise requests point at real problems, usually ones other customers have too, or soon will. Find the problem behind the request, check how many accounts share it, and solve it in a way that works for all of them. Where you can, write the outcome into the contract in place of a feature spec.
Two questions before you commit
Which other accounts have this problem? Does the contract need this feature, or this outcome?
The path
Four stages. Stop at any of them.
Changing how a company decides takes time, and it’s your call how far to go. Each stage pays off on its own, starting with one that asks nothing of your team.
| Stage | What changes | What Shorter Loop does |
|---|---|---|
| 0 · Change nothing | Nothing. Keep your QBRs, account managers and contracts. | Connect your CRM and upload QBR notes and contract commitments. Sage links each request to the account behind it, with its revenue and renewal date, and shows which other accounts asked for something similar. |
| 1 · Find the shared problem | Before accepting a request, look for the problem behind it across accounts. | Sage groups requests from different accounts by the problem behind them, with the revenue and quotes behind each problem. |
| 2 · Hear from the users | Talk to the people who use the product at the account, alongside the buyer. | Interview notes and call transcripts attach as evidence, linked to the account. Sage flags it when what users said contradicts the request. |
| 3 · Commit to outcomes | Write the outcome into the commitment, and check it at the next QBR. | Targets carry an owner. Releases stay “In Assessment” until the result is in, so the next QBR starts from what the work achieved. |
What stays the same
Account managers keep the relationship. Product keeps one product.
- QBRs, contracts and escalation paths stay as they are.
- Large accounts still get heard first. Their requests get compared with everyone else’s.
- Stage 0 starts with notes your account managers already write.
Start at stage 0.
Upload your last QBR notes in the trial and see which requests other accounts share.
✓ Free 14-day trial✓ No credit card required