01
High-Value Pipeline
Total Deals
22
Developing+ · ≥ $250K · 4 quarters
Aggregate ARR
$8.1M
Across Q2 FY27 – Q1 FY28
Current Quarter (Q2 FY27)
$2.3M
4 deals · Closes Jul 31
Q3 FY27 Pipeline
$2.8M
9 deals
Q4 FY27 Pipeline
$2.0M
6 deals
Q1 FY28 Pipeline
$1.0M
3 deals
| Account / Opportunity | Type | ARR | Stage | Owner |
|---|---|---|---|---|
| Truist BankTruist | CDE Mgr Attestation | Expansion | Upsell | $1,000,000 | Evaluating | Bill Doyle |
| The Walt Disney CompanyThe Walt Disney Company - Enterprise Data Marketplace Expansion | Upsell | $752,500 | Developing | Victoria Sullivan |
| Australian Prudential Regulation AuthorityAPRA-Bruce Young | New Biz | $271,084 | Evaluating | Stephen Cottrell |
| Stifel Financial Corp.Stifel - Data Intelligence | New Biz | $250,000 | Negotiating | Chuck Hill |
| Account / Opportunity | Type | ARR | Stage | Owner |
|---|---|---|---|---|
| Sysco CorporationSysco - Merger Optimization | Upsell | $400,000 | Evaluating | Jane Johnson |
| Verizon Sourcing LLCVerizon | Q1FY27 | Gartner | Upsell | $400,000 | Developing | Kelsey Malof |
| KohlerKohler - AIOS - Global Data Governance | New Biz | $352,549 | Negotiating | Jeff Looysen |
| CareSourceCaresource_NewLogo_ACS + ACU_May2025 | New Biz | $350,000 | Evaluating | Caleb Twito |
| Delta Air LinesDelta Airlines - Take 2 | New Biz | $300,000 | Evaluating | Eric Gerstner |
| AbbVieAbbvie DPM-DQ-CurAuto | Upsell | $275,000 | Developing | Ed Karloski |
| Jack Henry & AssociatesJack Henry - First block of external users | Upsell | $250,000 | Developing | Chuck Hill |
| MSC CruisesMSC Cruises - Catalog | New Biz | $250,000 | Evaluating | Dylan Yelinek |
| IQVIAIQVIA -- RDS Group | New Biz | $250,000 | Evaluating | Dylan Yelinek |
| Account / Opportunity | Type | ARR | Stage | Owner |
|---|---|---|---|---|
| MetLifeMetlife | DG | Q4FY26 | New Biz | $500,000 | Developing | Kelsey Malof |
| Canadian Imperial Bank of CommerceCIBC- Replace Purview (Enterprise) | New Biz | $400,000 | Developing | Stef Gause |
| Ashley FurnitureAshley Furniture - Knowledge Layer (Catalog, DQ, CA, DPM + Agents) | New Biz | $310,799 | Evaluating | Jeff Looysen |
| Continental Casualty Company (CNA)CNA - Data Governance Renewal | Renewal | $300,000 | Evaluating | Chuck Hill |
| The Boeing CompanyBoeing - 2.0 Expansion | Upsell | $250,000 | Developing | Chris Cooper |
| Electronic Arts Inc.EA - Big Expansion | Upsell | $250,000 | Evaluating | Dan Lang |
| Account / Opportunity | Type | ARR | Stage | Owner |
|---|---|---|---|---|
| Jones Lang LaSalle AmericasJLL - Numbers Station Consumption Model + Base ACS License | Upsell | $400,000 | Evaluating | Chuck Hill |
| Truist BankTruist | R&R Expand | CDE/AS | Upsell | $300,000 | Evaluating | Bill Doyle |
| CenterPoint EnergyCNP - Data Marketplace | New Biz | $250,000 | Developing | John Bledsoe |
02
Bookings & Churn Forecast by Quarter
Bookings Forecast (New + Expansion)
| Quarter | Most Likely |
|---|---|
| Q2 FY27 ▶ | $4.6M |
| Q3 FY27 | $5.5M |
| Q4 FY27 | $8.3M |
Churn Forecast – Most Likely
| Quarter | Most Likely |
|---|---|
| Q2 FY27 ▶ | $6.7M |
| Q3 FY27 | $7.3M |
| Q4 FY27 | $9.8M |
03
Program Valor – Progress Overview
Meetings Held vs. Target
74 / 126
Day 85 of 100 · Pace: ~87 projected at current rate
Expansion Pipeline Generated Since Apr 20
$5.1M
40 open expansion opps · SAL'd ≥ Apr 20 · 126 GTM Focus 100 accounts
Strategic Themes from Field Intel
- Governed AI is the board-level mandate – certified data is the prerequisite. American Airlines: "no data exposed through products unless certified," <1% currently certified. Vistra formed AI governance committee; Syngenta flagged AI risk as "extremely high"; McKesson: "all agents at McKesson should connect through Alation."
- Curation automation is a universal blocker – manual stewardship can't scale. American Airlines manually enters every description; United does lineage "100% manually." Molson Coors: "cannot keep up at scale without automation." NOV and Occidental cite it as a top renewal obstacle.
- Lineage beyond Unity Catalog is Alation's sharpest differentiator – and customers know it's under competitive pressure. Baker Hughes: lineage "beyond Databricks Unity Catalog, including APIs, AI apps, BI tools." United disconnected from Databricks/Foundry/Palantir. Occidental's multi-cloud requires cross-platform depth native tooling can't provide.
- Databricks bi-directional integration is a hard commercial requirement, not a nice-to-have. Molson Coors: "without this, Alation is a non-starter." United's SVP listed it as an immediate action item. McKesson: "agents need to be built in Databricks and we need a shared integration story."
- Budget pressure and ROI demand are forcing vendor consolidation – Alation must justify head-to-head. USAA: "significant software spend reduction pressures." Syngenta under board mandate to cut from 14 vendors. Ross Stores SVP has hard August 2026 deadline to show self-service analytics progress or risk the November renewal.
- Sponsorship instability and wrong-function ownership are the most persistent soft churn risk. Blackstone gone dark – "Monty, Harry etc are unresponsive." Macquarie blocked by "internal politics" for over a year. Smith+Nephew owned by MDM with "no real vision." Verizon Connect owned by Data Engineering, no business sponsor.
- Data Products / Marketplace is crossing from pilot to production – customers are actively expanding, not exploring. United ($400K "Data Product Marketplace 'Fabrics'"), Barclays ($500K across two DPM opps), USAA bundling DPM with Agent Studio, Georgia-Pacific and Dell expanding into marketplace. DPM is the primary expansion motion at multiple FY27 accounts.
- Agentic workflows are arriving faster than expected – customers need Alation as the trusted data layer for AI agents. USAA purchasing "DPM and Agent Studio"; DTNA expanding specifically for Agent Studio; Dell: "Data Marketplace & Agents"; McKesson: "all agents at McKesson should connect through Alation." The agentic use case is already converting to ARR.