Travelers — Power Map

Travelers Opal 2026 Stage: Proposal Value: $309K ($500K upside) Close: 2026-03-27 Updated: 2026-02-24
Champion
Economic Buyer
Technical
Blocker / Gatekeeper
Unknown / Gap
Partner
Optimizely
Executive & Signature Authority
Economic Buyer
Jim O'Brien ASSUMED
Business Insurance + Digital Marketing Analytics
Spans two budget paths. Betsey: "good one to have on our side." Shafkat building direct relationship — exec meeting scheduled.
Exec Sponsor
Andrew Jaworski ASSUMED
Dave Morgan's boss (recently relo'd CO → CT)
Key lever for vendor approval acceleration. Patrick West knows him personally. Aware of Dave's interpersonal challenges.
Senior Stakeholder
Deb Breines
Senior stakeholder (exact role unknown)
Attended 2/12 debrief — positive buying signal. Possibly facilitated by Jim O'Brien or Shafkat. Role and authority need discovery.
Decision Orchestration & Budget
Gatekeeper / Decision Orchestrator
Dave Morgan
Use Case / ROI Documentation Lead
Drives 4 concurrent workstreams: legal, TechGov, ROI, dollar threshold. Detail-oriented — rejects pricing with open variables. Interpersonal challenges slow internal progress. Go through Jaworski, not direct.
Champions (Actively Selling Internally)
Primary Champion
Betsey Shannon
Primary Marketing Owner
Opal in OKRs "many, many times." Coordinating workshops, generating 22 use case ideas. Risk: intimidated by Dave — cannot push in his domain.
Internal Advocate
Ryan Lee
Director, Product Owner (Public Websites)
Analytics agents "feel powerful." Generating new use case ideas unprompted (bulk find-and-replace, page ownership). Unclear weight with Dave.
Directors & Technical Evaluators
Technical Evaluator
Stephanie Magalhaes
Director, Publishing & Web Strategy
Supportive on publishing use cases. Cautious on compliance — "more conversations... connect with all the legal folks."
Director
Kim Marques
Director, Publishing & Web Strategy
Behavioral insights: "that detailed level stuff... we're really missing." Active workshop participant.
Technical
Aaron Hatfield
Technical (Graph/CMS)
Provided Graph adoption context at 1/22 workshop. Graph work in progress — unlocks most Opal use cases on CMS 12.
User Champions (Publishers)
User Champion
Matt Wildman
Publisher
Highly engaged on Approval Pack Builder. Multi-page PDF = 2/3 of his work. Page ownership taxonomy advocate.
User Advocate
Caroline Moore
Publisher
Accessibility top of mind (lawsuit risk). Intra-site search analysis for content gap identification.
Influencer
Adrienne Johnsen
Publisher
Content types expertise. Flagged Dan Matthews competing fix for advanced preview generator.

Blockers & Unknowns

Blocker — Legal
Yolanda Villa-Icea
Legal Counsel · YVILLAIC@travelers.com
Redlines completed, returning this week. Flagged Gemini AI infrastructure. FSI-specific AI terms likely contentious. Triage redline scope immediately.
Blocker — Process
Architecture Review Board
AI Vendor Approval Committee
Backlogged with AI approvals. A $0 POC started in October still not through. No named contacts. Business case strength is the stated accelerator.
Unknown — Procurement
[___] NOT IDENTIFIED
Procurement Lead
Dave committed to introducing procurement team. Credit rollover (use-it-or-lose-it) is a non-starter. FDE services classification may trigger separate SOW.
Unknown — Signatory
[___] NOT IDENTIFIED
Person who literally signs
Could be Jaworski, could be higher. Ask Betsey or Dave: "Who puts pen to paper?"

Signature Path

1
Budget
Dave Morgan
Budget not yet allocated — needs to find budget. Threshold may trigger higher path.
2
IT / Security
Not identified
TechGov complete (Opti: Kim Pede). Travelers-side reviewer unknown. Arch review in flight.
3
Legal
Yolanda Villa-Icea
Redlines returning this week. AI infra flagged.
4
Procurement
Not identified
Credit rollover = non-starter
5
Exec Sign-off
Andrew Jaworski ASSUMED
Via Patrick West intro
6
Signature
Not identified
Ask Betsey or Dave directly

Informal Influence Network

Betsey Shannon → defers to → Dave Morgan on commercial/procurement. She negotiated workshop framing around his preferences. Cannot push in his domain — cross-lane pressure backfires.
Dave Morgan → reports to → Andrew Jaworski. Jaworski aware of Dave's interpersonal challenges. The right lever for acceleration.
Jim O'Brien spans digital marketing + business insurance — two distinct budget paths. Betsey endorsed him as an ally. Publicis Sapient bridges Jim ↔ Dave.
Eric Markson has strong Dave Morgan relationship — preferred channel. Caution: info shared about Dave to certain contacts may get back to him.
Publicis Sapient (Harsh, Andrew Lin) are "glue" between Jim O'Brien and Dave Morgan. Can bridge internal partnership without cross-lane pressure.
Dan Matthews (Expert Services) attempting to fix Workfront advanced preview generator — competing internal solution to Approval Pack Builder. Monitor.

Partners & Optimizely Team

Partner — PS
Harsh
PS Data Strategist (embedded)
Jim O'Brien path. GEO/AEO "shovel ready" proposal.
Partner — PS
Andrew Lin
PS Engagement Lead (5yr at Trav.)
On paternity leave ~Feb 21. Need alternative PS contact.
AE (Account Owner)
Jen Oliver
Account Executive
Owns exec outreach, Jaworski intro, legal triage.
Overlay
Conor Leary
Opal Specialist
ROI follow-up, FDE classification, use case prioritization.
Exec Bridge
Shafkat
Optimizely Exec
Meeting Jim O'Brien Thursday. "Magic pot of money" for custom work.
Strategy
Mark Wakelin
Strategy & Value Consulting
Building ROI calculation. Gated on Betsey's usage data.
TechGov
Kim Pede
Technical Governance (Opti)
Submitted and cleared TechGov questions. Architecture review is separate Travelers-side process.
VP, Regulated
Richard Cockshott
VP, Regulated Industries
FSI vertical exec presence. Workshop participant.

Map Gaps

Who signs?
Can't close without signature authority. Could be Jaworski or higher.
Ask Betsey or Dave: "Once legal and procurement clear, who puts pen to paper?"
Dollar thresholds?
$309K could exceed autonomous approval ceiling, triggering slower path.
Surface during ROI readout: "At this amount, does this stay within your team's authority?"
Procurement lead?
Credit rollover negotiation requires knowing the counterpart.
Dave committed to introductions (2/12). Follow up after pricing finalized.
Arch review contacts?
#1 critical path blocker — no visibility into who reviews or status.
Jaworski path is the discovery mechanism. Jim O'Brien may also have visibility.
Legal redline scope?
Yolanda Villa-Icea identified. Need to assess scope — AI-specific terms likely contentious for FSI.
Jen receives redlines this week. Triage scope immediately.
Travelers IT reviewer?
TechGov was Opti-side (Kim Pede). Who on Travelers side owns architecture/vendor approval?
Ask Dave: "Who on your architecture review team is handling the Opal vendor approval?"
Deb Breines's role?
Could be a sponsor or oversight. Need to know if she's a lever or checkpoint.
Ask Betsey: "What's Deb's role in the approval process?"
Travelers Power Map — Generated 2026-02-24 — Deal: Travelers Opal 2026 — INTERNAL USE ONLY