Travelers — Power Map

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.

Signatory / Technology CFO

Deborah Strong

Technology CFO

Signed 2025 renewal and upsell. Known signatory with prior Optimizely deal history. No direct engagement yet on this deal.

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.

Procurement Lead

Eric Drouin

Procurement Lead

Identified as procurement lead. Credit rollover (use-it-or-lose-it) is a non-starter. FDE services classification may trigger separate SOW. Prepare term alternatives before engagement.

Signatory

Deborah Strong

Technology CFO

Signed 2025 renewal and upsell. Confirm she remains signatory for this deal — scope differs from renewal.

Signature Path

Budget

Dave Morgan

Budget not yet allocated — needs to find budget. Threshold may trigger higher path.

IT / Security

Not identified

TechGov complete (Opti: Kim Pede). Travelers-side reviewer unknown. Arch review in flight.

Legal

Yolanda Villa-Icea

Redlines returning this week. AI infra flagged.

Procurement

Eric Drouin

Credit rollover = non-starter. Prep terms before engagement.

Exec Sign-off

Andrew Jaworski ASSUMED

Via Patrick West intro

Signature

Deborah Strong

Technology CFO. Signed 2025 renewal/upsell.

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

Confirm signatory scope

Deborah Strong signed 2025 renewal, but this deal's scope and dollar amount differ.

Confirm with Dave or Betsey that Deborah Strong is signatory for new Opal order form.

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?"

Eric Drouin engagement timing

Procurement lead identified but not yet engaged. Credit rollover terms need alternatives ready.

Prepare term alternatives before initiating Eric Drouin conversation. Coordinate timing with Conor/Jen.

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?"