Rewrite outreach to lead with Autodesk-specific quarter-end risk: ‘partner crediting + renewals overlays + 47-country approvals’ and offer a 30-minute working session on exception reduction.

Generic ‘engagement’ language fails the name-swap test; Autodesk’s concrete risk is GTM-motion change colliding with global governance. A working session framed around Construction Cloud/renewals scenarios signals relevance and maturity.

→ SDR

Build an Autodesk stakeholder path that mirrors their governance reality: Total Rewards (owner) + HR Ops/People Analytics (systems) + Finance (controller/FP&A aligned to GTM spend) + RevOps/Comp Ops (crediting disputes).

At Autodesk scale, a single-threaded HR sale dies in cross-functional review. This map anticipates who will veto on auditability, integrations, and payout risk.

→ AE

Run discovery anchored on Autodesk’s product/GTM realities and data handoffs: renewals vs expansion, partner-influenced deals, Construction Cloud motions, and reconciliation to CRM/CPQ/billing.

Autodesk specificity comes from testing where disputes originate (credit splits, geo overlays, multi-product bundles) and which system handoffs break (e.g., Salesforce/CPQ/billing ↔ HRIS ↔ comp tooling/spreadsheets).

→ AE

Share a one-page ‘Autodesk Global Cycle Governance Pilot Charter’ on call #1: scope (1 org + 2 geos), controls (entity/geo approval matrix, RBAC, audit export), integrations (SSO + HRIS + CRM/CPQ/billing assumptions), and measurements (exceptions, disputes, reconciliation variance, manager ticket deflection).

Autodesk will resist broad change due to cycle risk and change fatigue; a governance-heavy, tightly scoped charter matches how they buy and how Finance will evaluate risk.

→ Sales Leadership

Demo a ‘Construction Cloud comp governance command center’: rule/versioning, geo/entity approvals, audit-log export, and an exceptions dashboard that tags partner attribution vs renewals overlays vs eligibility/proration.

Tying the demo to Construction Cloud (BIM 360 lineage) and partner/renewals mechanics makes it non-transferable to a random enterprise and reinforces the control-system narrative.

→ SE

Demo Lattice AI Agent with Autodesk cycle moments: manager asks about proration for mid-cycle transfers across countries/entities, eligibility on partner-influenced deals, calibration guidance, and timelines—show curated answers + escalation + deflection reporting.

Autodesk’s 47-country footprint makes policy interpretation and edge cases inevitable; the value is reducing HR/Comp Ops ticket spikes while producing telemetry to improve policies.

→ SE

Propose a finance-defensible evaluation design: holdout comparison for one renewals/partner program, measuring dispute rate, approval cycle time, exception hours, and reconciliation variance against booked/billed outcomes.

Autodesk will discount ‘ROI’ unless it reconciles to Finance reality; a controlled design and reconciliation-linked metrics survive scrutiny.

→ AE

Sequence rollout to reduce Autodesk’s cycle risk: start with AI Agent for HR helpdesk and policy Q&A, then Compensation governance modernization, then People Analytics for ROI/audit reporting across regions.

This matches Autodesk’s change-fatigue environment and proves reliability before touching high-stakes payout workflows.

→ Sales Leadership

Position explicitly against HRIS-suite ‘good enough’ modules using Autodesk’s audit needs: show why suite modules struggle with rule/version control, approvals by entity/geo, and dispute workflows tied to partner/renewals complexity.

Autodesk’s default is consolidation; the win is reframing Lattice as risk reduction and operational control during quarter-end and global cycles—areas where ‘bundled’ often under-delivers.

→ AE

Procurement package for Autodesk risk standards: peak-window SLAs for review/comp cycles, incident response, data retention/residency posture for multi-country needs, and a rollback plan with a quarter-end readiness checklist.

Autodesk’s biggest objection will be operational risk during critical windows; pre-committing to readiness artifacts and controls accelerates InfoSec/Finance approvals.

→ Sales Leadership