Operations COMPASS

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Meridian Trade Systems Q4 SEED

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Why you are seeing this

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Runway

11.2 months

agreed minimum 9 months

Burn vs plan

£142k / mo

8% over plan | £11k events

Key results at a glance

Progress to targetExpected by today (30% of quarter)

Every figure is pulled live from its data source. Nothing here is self-reported.

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Why KR1.1 is behind

Two customers are stuck at integration and onboarding takes 52 days on average. Live customers are growing at a third of the pace needed to reach 10 by December.

Budget envelopes

Q4 spend against each objective's agreed budget.

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£27.4k spent this quarter is not linked to any key result.

Spend outside your OKRs

AI-FLAGGED

Three items account for the £27.4k with no link to an agreed key result:

£12.1k on Hamburg trade show and travel. 1 lead from your ideal customer profile against 5 expected.
£9.8k on a Platform v2 contractor. This work never went through the technical decision gate.
£5.5k on software seats that have been idle for 60+ days.

Recommendation: move £9.8k to the KR1.1 integration engineer and cancel the idle seats.

Waiting for your approval

4 items

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Decisions due for review

Decision journal

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This week

AI-SUMMARISED

Strategy canvas

Approved by the board on 2 Oct 2026. Changes go through change control.

BOARD APPROVED · V3

18-month goal

Reach £600k ARR with 15 live customers and onboarding under 30 days, to raise Series A in Q1 2028.

Strategic bets

UK importers first, freight forwarders later
Self-serve document mapping before custom integrations

Not doing this year

No new countries before 10 UK customers
No custom features for a single prospect
No trade shows without a pre-booked meeting target

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Key results

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Initiatives

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Spend request

Requested by Dan Reid · Sales lead

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Amount

Category

What is it?

Linked key result

Review date

Expected result

The checks run before the request reaches an approver, so the requester can rethink it first.

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AI RECOMMENDATION

The link to KR2.1 makes sense, but the last two events produced 3 leads and no deals. Targeted outbound to 200 ideal-customer accounts costs about £1.5k and is projected to produce 10–14 leads.

Approver view · Leah Novak, Finance lead

Request: Intermodal Europe booth, £8,500
Linked to: KR2.1 Qualified ICP pipeline (O2 envelope)
Runway impact: 1.9 weeks
Envelope after: £80k of £90k used (88%)
Justification: Three target importers are confirmed attendees and our main competitor is exhibiting.

AI flags: past events underperformed (3 leads, 0 deals). Matches the not-doing rule "no trade shows without a pre-booked meeting target".

LOGGED TO DECISION JOURNAL

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Recent requests

Request

Amount

Status

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Approval rules

Agreed by the board · v2

Under £2kTeam lead approves

£2k–£10kFinance lead approves

Over £10kCEO approves, board notified over £25k

RuleSpend over £1k must link to a key result

Pipeline health

Synced from HubSpot · 6 min ago

Deal

Value

ICP fit

Adoption readiness

Feature asks

Days in stage

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Roadmap protection

31% of engineering time this sprint is going to features for prospects who haven't signed.

Agreed limit 15%

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Moving goalposts: 4th feature request in 94 days, stage unchanged, no economic buyer.

Feature requests

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Adoption readiness

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WHAT TO ASK FOR IN RETURN

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Live customers · KR1.1

4 of 10

need 2 per month to hit target

Median time-to-first-value

52 days

target 30 | was 75 in Q3

At risk

2 customers

Ashby Wholesale, Pennine Textiles

Onboarding board

HealthyWatchAt risk

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Signals

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Mutual action plan · shared with customer

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Rescue playbook

Suggested by the AI from what worked with similar customers.

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Platform v2 migration

Submitted by Priya Shah, CTO | 14 engineer-weeks estimated | Auto-triggered: touches core platform

Awaiting decision

Problem to solve

The document parser times out on large files, affecting about 2% of declarations. The team wants to rebuild the data model on a new event-driven platform.

Who asked for it

Engineering. No customer or prospect has requested it.

Options

OptionEffortEffect

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AI pre-mortem: if this fails, it is most likely because

Data migration takes longer than planned, which has happened on 3 of your last 4 large projects.
Feature work freezes and the 4 onboarding customers stall waiting for mapping fixes.
The two senior engineers are fully absorbed and nobody covers customer escalations.
Scope grows mid-way as new platform capabilities are added.

IMPACT ON GOALS

This serves no current key result

It puts KR1.1 (customers live) and KR1.2 (time-to-first-value) at risk. Your past estimates have run 1.8× over, so 14 weeks forecasts to about 25.

Pipeline at risk

Halden Foods, £36k: duty forecasting delayed
Brightwater Retail, £48k: mapping fixes delayed
4 customers in onboarding waiting on mapping

Decision

Approval: CEO. Board is notified because it exceeds 8 engineer-weeks.

LOGGED · BOARD NOTIFIED

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AI-DRAFTED · AWAITING CEO REVIEW

Meridian Trade Systems · Weekly digest

Week 44 | sends Friday 30 Oct 2026 to the board and advisors

Runway

11.2 mo

Burn vs plan

+8%

ARR

£128k

Live customers

4 / 10

Headline

Pipeline is healthy, but adoption is the constraint. Two onboarding customers are at risk and live customers are growing at a third of the pace needed for KR1.1.

Red flags

£27.4k of Q4 spend is not linked to any key result, including a £9.8k Platform v2 contractor engaged before the decision gate.
Northgate Freight has made a 4th feature request in 94 days and sits outside the ideal customer profile.
31% of engineering time is going to unsigned prospects, against a 15% limit.

Decisions this week

Intermodal Europe booth: approved with conditions, capped at £5k.
Platform v2: decision pending. The AI recommends the incremental fix now.

Board input needed

Approve moving £9.8k from the unlinked contractor to the KR1.1 integration engineer.
Note the proposed KR2.1 target change from £600k to £520k qualified pipeline.

CEO note (optional)

Scheduled · Fri 30 Oct, 08:00

Companies

5

advisor view · fractional COO/CFO

Below runway minimum

1

Fenwick Robotics, 7.8 months

Open red flags

17

across the portfolio

Portfolio

Company

Runway

KRs on track

Spend linked to OKRs

Flags

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Cross-portfolio alerts

Runway

Fenwick Robotics below 9 months

Burn up 14% after two senior hires in September.

Pattern

Event spend underperforming in 3 companies

£41k on events this quarter, 2 attributable deals.

Pattern

Feature chasing at Meridian and Quillon

Over 25% of engineering time going to unsigned prospects.

Win

Larkspur Health onboarding cut to 21 days

Staged rollout playbook worth sharing with Meridian.

Write a new watch

Tell Compass in plain English what to look out for. It turns your words into a check that runs every day.

Leah Novak · Finance lead

Your instruction

How Compass understood it

Type: Guardrail
Data it reads: Pleo card spend and Navan bookings tagged Events or Travel, plus HubSpot meetings
Fires when: A single item is over £5,000 and fewer than 3 meetings are booked against it
Checks: Daily at 07:00, and on every new spend request
Tells: Leah Novak (CFO) and Sam Okafor (CEO), straight away
Escalates: To the board if the spend is approved anyway

TESTED ON YOUR HISTORY

This would have fired 3 times in the last 12 months

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£25.7k of spend would have been questioned, which produced no deals from your ideal customer profile. Expected noise: about 3 alerts a year.

Published · v1 · visible to the CEO

Active watches

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Watch

Type

Set by

Fired (30 days)

Status

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Tune what Compass watches

Set by the board and finance lead. Every change is versioned and shown in the board digest.

Focus areas this quarter

Sensitivity

How hard Compass challenges

Escalation

1Owner and team lead, straight away

2CEO if not resolved in 24 hours

3Finance lead after 48 hours

!Board immediately for runway breaches and OKR changes

What Compass knows about you

Board notes, 2 OctLesson: trade shows underperformInvestor concern: onboarding speedNot-doing list v3

Alert limit

Up to 5 non-urgent alerts per person a day. The rest go into the daily summary.

Who can see and change watches

OpenThe CEO sees every watch, who set it and why. There are no hidden watches.

BoardBoard and finance lead can create watches. The CEO can propose changes but can't delete board watches.

ReplyAnyone can reply to an alert. Replies are saved in the decision journal.

Recent changes

26 OctLeah raised the engineering drift limit from 10% to 15%

2 OctBoard added "Challenge senior hires before 10 live customers"

Where your time went last week

From Google Calendar · 41 meeting hours · private to you unless you share it

Share of your timeWhat your OKRs suggest

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Weekly focus check-in

Questions set by the board · every Monday · takes 3 minutes

Week 44

1. Which red key result did you personally move this week?

2. What did you say no to?

3. What decision are you avoiding?

Compass suggests: the Platform v2 decision, waiting 9 days

Share my answers with

YOUR COACH · DIRECT

Three moves for this week

Spend 6 hours on the Ashby and Pennine rescues. They are 2 of the live customers KR1.1 needs.
Make the Platform v2 decision in Thursday's leadership meeting. A contractor is already being paid for it.
Hand Northgate to Dan with the paid-pilot offer and step back.

Board meeting, 5 Nov

Questions the board is likely to ask, based on this week's data and their past questions.

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Coach settings

ToneDirect · set by the board

Questions3 each Monday

CalendarConnected · you can pause it any time

Ask Compass

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Numbers come from your connected data. Compass explains them and shows its sources.

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