Ten weeks. Three workstreams.
The engagement was tight because the renewal anniversary was fixed. We ran three parallel tracks and reconverged before the first commercial round.
1. Consumption truth
We pulled six quarters of Falcon Flex consumption from the client's portal, mapped it module-by-module against the contractual entitlement, and built a single page that the CISO could read at a glance. Three modules came out of that page as “committed but not used.”
2. Commercial structure rebuild
We modelled a Flex restructure that kept the original master discount, removed the three dormant modules, and rebased the commit at a level the consumption truth could support. The model showed that the discount math worked because Flex anchors to total commit, not module count.
3. Charlotte AI evaluation
The proposed Charlotte AI add-on became its own decision. We negotiated a six-month pilot at the same Flex rate, with a contractual right to remove if the operational value did not land.
Lesson
Falcon Flex looks rigid. It is not. The lever is the relationship between the commit floor, the module mix and the discount. Re-shaping the mix without reducing the floor is rarely refused once the consumption evidence is in the room.
