Reading a tenant adoption scorecard without gaming it

A scorecard that rewards “modules opened once” trains account managers to schedule click-through demos. Prefer depth: active days in a module, resources created, or workflows completed.

Publish the definitions. If product, CS, and finance disagree on what “activated” means, every QBR becomes a negotiation about the metric instead of the account.

Leave room for intentional non-use. Some tenants will never need a niche module; that should not tank an otherwise healthy score. Weight by relevance to the tenant’s plan and stated use case.