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Converge/data/assessments/guidewell.json
Chris Olson d5c77543e8 Initial commit: Converge portfolio rationalization app 
Next.js app for mapping a customer's competitive tool landscape onto our
portfolio and building the consolidation business case: assessment
workbench, customer report and Word export, product catalog, competitive
knowledge base, dossier import, shareable landscape questionnaires with a
review inbox, tool-footprint and business-unit value analysis, and an
implementation timeline.

Co-Authored-By: Claude Opus 5.5 <noreply@anthropic.com>
2026-09-24 11:48:42 -04:00

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{
"id": "guidewell",
"version": 1,
"customerName": "Guidewell",
"industry": "Health Care Equipment & Services",
"preparedBy": "",
"preparedFor": "",
"opportunityRef": "",
"executiveSummary": "",
"horizonYears": 3,
"weights": {
"capability": 35,
"switchEase": 25,
"timeToRoi": 25,
"spend": 15
},
"candidates": [
{
"id": "c-muekmwo0-p3bry",
"incumbentVendor": "IBM",
"incumbentProduct": "RACF",
"domain": "mf-security",
"productIds": [
"msd-acf2",
"msd-top-secret"
],
"annualSpend": 0,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwo0-hptfr",
"incumbentVendor": "Proofpoint",
"incumbentProduct": "Email Protection",
"domain": "email-sec",
"productIds": [
"esg-email-cloud"
],
"annualSpend": 250000,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwo0-9ewt3",
"incumbentVendor": "Okta",
"incumbentProduct": "Workforce Identity",
"domain": "iam",
"productIds": [
"esg-siteminder"
],
"annualSpend": 1500000,
"units": 0,
"unitLabel": "",
"renewalDate": "",
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"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwo0-5qky9",
"incumbentVendor": "CyberArk",
"incumbentProduct": "PAM",
"domain": "iam",
"productIds": [
"esg-pam"
],
"annualSpend": 1000000,
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"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwo0-1zlfi",
"incumbentVendor": "Forcepoint",
"incumbentProduct": "DLP",
"domain": "data-sec",
"productIds": [
"esg-dlp-core"
],
"annualSpend": 750000,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwo0-mqnt0",
"incumbentVendor": "Zscaler",
"incumbentProduct": "Internet Access",
"domain": "network-sec",
"productIds": [
"esg-cloud-swg"
],
"annualSpend": 1250000,
"units": 0,
"unitLabel": "users",
"renewalDate": "",
"capability": 4,
"switchEase": 2,
"timeToRoiMonths": 16,
"savingsPct": 45,
"migrationCost": 280000,
"strategicValue": 3,
"risks": "PAC file and certificate rollout across 24k endpoints and 60 branch sites.",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwo0-0onwj",
"incumbentVendor": "Apigee",
"incumbentProduct": "(Google)",
"domain": "api",
"productIds": [
"aod-layer7-gateway"
],
"annualSpend": 750000,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwo0-74d3q",
"incumbentVendor": "BMC",
"incumbentProduct": "Control-M",
"domain": "wla",
"productIds": [
"aod-automic",
"aod-autosys"
],
"annualSpend": 1500000,
"units": 0,
"unitLabel": "jobs/day",
"renewalDate": "",
"capability": 5,
"switchEase": 1,
"timeToRoiMonths": 12,
"savingsPct": 65,
"migrationCost": 190000,
"strategicValue": 3,
"risks": "Batch calendar conversion over a single quarter-end freeze window.",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwo0-7sw2r",
"incumbentVendor": "Planview",
"incumbentProduct": "AgilePlace",
"domain": "vsm",
"productIds": [
"aod-rally"
],
"annualSpend": 2000000,
"units": 0,
"unitLabel": "",
"renewalDate": "2027-05-31",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwo0-u9cpw",
"incumbentVendor": "Delphix",
"incumbentProduct": "",
"domain": "devops",
"productIds": [
"aod-tdm"
],
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"units": 0,
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"renewalDate": "2027-06-30",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwnz-fvbfn",
"incumbentVendor": "Rancher",
"incumbentProduct": "",
"domain": "app-platform",
"productIds": [
"vcf-vks"
],
"annualSpend": 550000,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwnz-eh34y",
"incumbentVendor": "SolarWinds",
"incumbentProduct": "",
"domain": "observability",
"productIds": [
"aod-netops"
],
"annualSpend": 125000,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwnz-i3jxb",
"incumbentVendor": "LogicMonitor",
"incumbentProduct": "",
"domain": "observability",
"productIds": [
"aod-dx-uim"
],
"annualSpend": 250000,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwnz-nhcfy",
"incumbentVendor": "Dynatrace",
"incumbentProduct": "",
"domain": "observability",
"productIds": [
"aod-dx-apm"
],
"annualSpend": 2300000,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwnz-dodhr",
"incumbentVendor": "Datadog",
"incumbentProduct": "",
"domain": "observability",
"productIds": [
"aod-dx-oi"
],
"annualSpend": 1250000,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwnz-86c14",
"incumbentVendor": "Cisco",
"incumbentProduct": "ThousandEyes + Nexus Dashboard",
"domain": "observability",
"productIds": [
"aod-net-observability"
],
"annualSpend": 250000,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwnz-k4jd8",
"incumbentVendor": "Splunk",
"incumbentProduct": "Enterprise",
"domain": "observability",
"productIds": [
"vcf-ops-logs",
"aod-dx-oi"
],
"annualSpend": 2250000,
"units": 0,
"unitLabel": "GB/day",
"renewalDate": "",
"capability": 3,
"switchEase": 2,
"timeToRoiMonths": 18,
"savingsPct": 45,
"migrationCost": 480000,
"strategicValue": 3,
"risks": "SOC dashboards and 300+ saved searches must be rebuilt. Security team sign-off required.",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwnz-cf4a5",
"incumbentVendor": "Puppet",
"incumbentProduct": "Enterprise",
"domain": "cloud-mgmt",
"productIds": [
"tz-salt"
],
"annualSpend": 0,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwnz-qwqba",
"incumbentVendor": "Chef",
"incumbentProduct": "",
"domain": "cloud-mgmt",
"productIds": [
"tz-salt"
],
"annualSpend": 0,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwnz-43w4j",
"incumbentVendor": "Cohesity",
"incumbentProduct": "",
"domain": "resiliency",
"productIds": [
"vcf-live-recovery"
],
"annualSpend": 450000,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwnz-gywdx",
"incumbentVendor": "F5",
"incumbentProduct": "BIG-IP",
"domain": "adc",
"productIds": [
"ans-avi"
],
"annualSpend": 0,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwnz-snnoe",
"incumbentVendor": "NetApp/Pure",
"incumbentProduct": "external arrays",
"domain": "storage",
"productIds": [
"vcf-vsan"
],
"annualSpend": 0,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwnz-gnxqt",
"incumbentVendor": "Dell",
"incumbentProduct": "PowerFlex",
"domain": "storage",
"productIds": [
"vcf-vsan"
],
"annualSpend": 0,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwnz-y3wmt",
"incumbentVendor": "Nutanix",
"incumbentProduct": "Distributed Storage",
"domain": "storage",
"productIds": [
"vcf-vsan"
],
"annualSpend": 0,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwnz-4872y",
"incumbentVendor": "Nutanix",
"incumbentProduct": "AHV",
"domain": "compute",
"productIds": [
"vcf-vvf",
"vcf-vsphere"
],
"annualSpend": 100000,
"units": 0,
"unitLabel": "",
"renewalDate": "2027-06-30",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwnz-hpdnq",
"incumbentVendor": "Red Hat",
"incumbentProduct": "OpenShift Telco",
"domain": "private-cloud",
"productIds": [
"vcf-telco"
],
"annualSpend": 500000,
"units": 0,
"unitLabel": "",
"renewalDate": "2027-03-31",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwny-4a31v",
"incumbentVendor": "Microsoft",
"incumbentProduct": "Azure Local",
"domain": "private-cloud",
"productIds": [
"vcf-foundation"
],
"annualSpend": 0,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-muekmwny-8ume9",
"incumbentVendor": "Nutanix",
"incumbentProduct": "Cloud Platform",
"domain": "private-cloud",
"productIds": [
"vcf-foundation",
"vcf-vsan"
],
"annualSpend": 0,
"units": 0,
"unitLabel": "nodes",
"renewalDate": "",
"capability": 5,
"switchEase": 4,
"timeToRoiMonths": 8,
"savingsPct": 30,
"migrationCost": 400000,
"strategicValue": 3,
"risks": "AHV to ESXi conversion for 900 VMs; requires a rolling maintenance plan.",
"notes": "From questionnaire — John Doe, AD, Sep 23, 2026",
"included": true
},
{
"id": "c-mue8670f-dkmq4",
"incumbentVendor": "SailPoint",
"incumbentProduct": "IdentityIQ",
"domain": "iam",
"productIds": [
"esg-iga",
"esg-agentminder"
],
"annualSpend": 1500000,
"units": 45000,
"unitLabel": "identities",
"renewalDate": "2026-12-31",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 14,
"savingsPct": 25,
"migrationCost": 350000,
"strategicValue": 3,
"risks": "Access certification campaigns must not lapse during cutover.",
"notes": "",
"included": true
},
{
"id": "c-mue85gib-lust3",
"incumbentVendor": "F5",
"incumbentProduct": "BIG-IP LTM",
"domain": "adc",
"productIds": [
"ans-avi"
],
"annualSpend": 1200000,
"units": 350,
"unitLabel": "",
"renewalDate": "",
"capability": 5,
"switchEase": 4,
"timeToRoiMonths": 6,
"savingsPct": 55,
"migrationCost": 220000,
"strategicValue": 3,
"risks": "iRules migration needs an audit; 6 legacy apps use custom TCL.",
"notes": "From account dossier — Load Balancer Vendor: F5",
"included": true
},
{
"id": "c-mue85gia-y3ulu",
"incumbentVendor": "Cisco",
"incumbentProduct": "ACI",
"domain": "networking",
"productIds": [
"ans-nsx"
],
"annualSpend": 0,
"units": 0,
"unitLabel": "",
"renewalDate": "",
"capability": 4,
"switchEase": 3,
"timeToRoiMonths": 12,
"savingsPct": 50,
"migrationCost": 0,
"strategicValue": 3,
"risks": "",
"notes": "From account dossier — Network Vendor: Cisco",
"included": true
}
],
"createdAt": "2026-09-23T14:53:09.178Z",
"updatedAt": "2026-09-23T21:02:11.240Z",
"accountIntel": {
"sourceUrl": "https://docs.google.com/document/d/1CK1jviElTaL1ZxT5ibA_XmLbIWquPxbrJ4ZQhUB12Kw/edit?usp=drivesdk",
"sourceTitle": "GUIDEWELL BLUE CROSS BLUE SHIELD OF FLORIDA — Strategic Account Dossier",
"importedAt": "2026-09-23T14:54:21.347Z",
"company": "GUIDEWELL BLUE CROSS BLUE SHIELD OF FLORIDA",
"industry": "Health Care Equipment & Services",
"classification": "Tier 1 / Strategic",
"accountStatus": "Active",
"sentiment": "Neutral",
"renewalTimeframe": "2028 Q 2",
"renewalRisk": "5",
"healthScore": "n/a/100",
"intelligenceScore": "98/100",
"tamValueScore": "39/100",
"vcf": [
{
"label": "VCF Cores",
"value": "35768 → 35768 → 35768 → 35768 → 35768 → 35768 → 35768 → 35768 → 35768 → 35768 → 35768 → 35768 → 35768"
},
{
"label": "VCF Version",
"value": "vSphere 8.x"
},
{
"label": "VCF Cores Entitled",
"value": "35768"
},
{
"label": "Cores by Version",
"value": "vSphere 8.x: 35768"
},
{
"label": "Deployment Model",
"value": "Standard"
},
{
"label": "VCF Path",
"value": "Brownfield"
},
{
"label": "Adoption Stage",
"value": "No VCF Adoption"
},
{
"label": "VCF 9 Plans",
"value": "VCF 9.1.x"
},
{
"label": "VCF 9 Blockers",
"value": "No Blockers"
},
{
"label": "VCF Value Assessment (Qualify) · Value Modeling · Owner",
"value": "Jarrett Keels"
},
{
"label": "VCF 9.1 education sessions scheduled for 8 Jun",
"value": "Jarrett Keels and Aaron will meet with new leadership (Bob and Willie Anderson) to present the VCF platform strategy, focusing on hybrid cloud portability and cost rationalization."
},
{
"label": "VCF 9 Session confirmed for today, 11 Aug at 2",
"value": "00 PM, focusing on cloud migration flexibility, workload portability, and Greenfield vs. Brownfield deployments."
}
],
"infrastructure": [
{
"label": "Compute Vendor",
"value": "HPE"
},
{
"label": "Storage Platform",
"value": "Everpure (Pure)"
},
{
"label": "Network Vendor",
"value": "Cisco"
},
{
"label": "Firewall Vendor",
"value": "Zscaler"
},
{
"label": "Load Balancer Vendor",
"value": "F5"
}
],
"cloud": [
{
"label": "Cloud Strategy",
"value": "Hybrid (Public+Private)"
},
{
"label": "Primary Hyperscaler",
"value": "AWS, Azure"
},
{
"label": "Workload Distribution",
"value": "25% Public Cloud, 50% Private Cloud, 25% Mainframe"
}
],
"applications": [],
"consumption": [
{
"product": "VSPHERE",
"entitled": 35768,
"deployed": 33400,
"adoption": "High"
},
{
"product": "VSAN",
"entitled": 480,
"deployed": 0,
"adoption": "Shelfware"
},
{
"product": "NSX",
"entitled": 0,
"deployed": 0,
"adoption": "Shelfware"
},
{
"product": "VCF OPERATIONS",
"entitled": 10000,
"deployed": 0,
"adoption": "Shelfware"
},
{
"product": "VCF SDDC",
"entitled": 0,
"deployed": 0,
"adoption": "Shelfware"
},
{
"product": "VCF AUTOMATION",
"entitled": 0,
"deployed": 0,
"adoption": "Shelfware"
},
{
"product": "VKS",
"entitled": 0,
"deployed": 0,
"adoption": "Shelfware"
},
{
"product": "PRIVATE AI",
"entitled": 0,
"deployed": 0,
"adoption": "Shelfware"
},
{
"product": "VMC or EVS",
"entitled": 0,
"deployed": 0,
"adoption": "Shelfware"
},
{
"product": "AVI LOAD BALANCER",
"entitled": 0,
"deployed": 0,
"adoption": ""
},
{
"product": "VDEFEND-DFW",
"entitled": 0,
"deployed": 0,
"adoption": ""
},
{
"product": "VDEFEND-ATP",
"entitled": 0,
"deployed": 0,
"adoption": ""
},
{
"product": "RALLY",
"entitled": 1500,
"deployed": 1255,
"adoption": "Partial"
},
{
"product": "NETOPS",
"entitled": 8907,
"deployed": 8500,
"adoption": "Partial"
},
{
"product": "SITEMINDER",
"entitled": 8513000,
"deployed": 6510000,
"adoption": "High"
},
{
"product": "PAM",
"entitled": 10009,
"deployed": 5008,
"adoption": "Partial"
},
{
"product": "OP OBSERVABILITY",
"entitled": 83751,
"deployed": 1501,
"adoption": "Shelfware"
},
{
"product": "UIM",
"entitled": 6157,
"deployed": 4500,
"adoption": "High"
},
{
"product": "MSD MF OBSERVABILITY",
"entitled": 5605,
"deployed": 0,
"adoption": "High"
},
{
"product": "MSD DATA MGMT",
"entitled": 7847,
"deployed": 5605,
"adoption": "High"
},
{
"product": "MSD DEVOPS APP DEV",
"entitled": 5605,
"deployed": 1121,
"adoption": "High"
},
{
"product": "MF INFRASTRUCTURE PRODUCTS",
"entitled": 3363,
"deployed": 3363,
"adoption": "High"
}
],
"deploymentRate": "76% (6574253 / 8691992)",
"narratives": [
{
"heading": "Security Posture",
"body": "Subject to HIPAA, HITECH, Florida insurance regulations (OIR), CMS requirements. Health insurance is heavily regulated. No major known breaches but the volatile renewal status may involve security/compliance concerns. [WEB] Subject to HIPAA, state insurance regulations, ACA compliance. No known recent breaches. AI is never used to make denial decisions — manual validation of every AI-assisted decision by nurses, building trust for broader adoption."
},
{
"heading": "App Count Discovered",
"body": "2"
},
{
"heading": "New Apps (not in TD)",
"body": "[WEB] GuideWell Chat (internally-built GenAI employee tool) | Olive AI Prior Authorization Tool (first US payer to automate approvals)"
},
{
"heading": "Org Contacts Found",
"body": "0"
},
{
"heading": "Infra Confirmations",
"body": "HPE compute confirmed. OpenShift for containers confirmed. 80% public cloud confirmed by the aggressive cloud-first posture."
},
{
"heading": "Infra Contradictions",
"body": "The 80% public cloud with only 5% private cloud is extreme for a health insurer handling PHI — suggests either aggressive modernization or that the 35K VCF cores serve a shrinking on-prem footprint. No storage, network, firewall, or LB vendors documented suggests significant data gaps or a minimal on-prem presence."
},
{
"heading": "Data Validation Notes",
"body": "CRITICAL RISK. Renewal Risk 5, Volatile Renewal sentiment, Negative sponsors, yellow health, sponsor blocker for VCF 9 = the most at-risk health insurance account. The 80% cloud posture for a HIPAA-regulated entity is aggressive."
},
{
"heading": "Tech Debt Signals",
"body": "Legacy health insurance claims systems. Mainframe at 15% for core claims processing. GuideWell subsidiary systems may be on separate infrastructure stacks."
},
{
"heading": "Cloud Strategy Assessment",
"body": "80% public cloud is the highest ratio for any health insurance account in the portfolio. This extreme cloud adoption for a HIPAA-regulated entity suggests either a cloud-native modernization strategy or that most workloads are SaaS rather than IaaS. Only 5% private cloud means on-prem is minimal."
},
{
"heading": "Cloud Strategic Partnerships",
"body": "No primary hyperscaler identified despite 80% cloud — may use multiple cloud providers or primarily SaaS solutions."
},
{
"heading": "Cloud Repatriation Signals",
"body": "Unlikely. GuideWell is moving strongly toward cloud. The 35K core on-prem footprint is likely shrinking."
},
{
"heading": "DevOps Platform Assessment",
"body": "OpenShift Pipelines for container CI/CD. Limited DevOps tooling documented."
},
{
"heading": "AI Initiatives",
"body": "No AI usage or initiatives documented. Given the healthcare analytics opportunity, this suggests either early-stage planning or undocumented AI initiatives. [WEB] First US payer to automate prior authorization approvals using Olive AI clinical reviews tool. Pilot saw 10-day reduction in medical decision time and 27% decrease in unnecessary prior authorization requests. GuideWell Chat: internally-built regenerative AI tool for employee coding, writing, reports, summaries — significant time reduction and skill development. 80% member satisfaction rate with digital/AI-enabled tools."
},
{
"heading": "Competitive Threats",
"body": "CRITICAL. Every indicator points to flight: Renewal Risk 5, Volatile Renewal, Negative exec and security sponsors, 80% cloud, yellow health, VCF 9 blocked by sponsor refusal. OpenShift for containers with no VMware container presence. This account may be in active migration planning."
},
{
"heading": "Flight Risk Hiring Signals",
"body": "[{\"platform\":\"Cloud\",\"signal_type\":\"Migration\",\"evidence\":\"80% cloud adoption, aggressive migration\",\"risk\":\"Critical\"},{\"platform\":\"OpenShift\",\"signal_type\":\"Container Platform\",\"evidence\":\"OpenShift chosen over Tanzu\",\"risk\":\"High\"},{\"platform\":\"VMware\",\"signal_type\":\"Declining\",\"evidence\":\"Volatile renewal, no VCF 9 sponsor support\",\"risk\":\"Critical\"}]"
},
{
"heading": "Flight Risk Migration Tracker",
"body": "[{\"from\":\"vSphere\",\"to\":\"Public Cloud\",\"evidence\":\"80% cloud, 5% private, Volatile Renewal, Negative sponsors\",\"confidence\":\"High\"}]"
},
{
"heading": "Flight Risk Product Details",
"body": "[{\"product\":\"vSphere\",\"risk\":\"Critical\",\"competitor\":\"Cloud compute\",\"evidence\":\"80% cloud, volatile renewal, negative sponsors\"},{\"product\":\"vSAN\",\"risk\":\"Critical\",\"competitor\":\"Cloud storage\",\"evidence\":\"No storage vendor data, 5% private\"},{\"product\":\"NSX\",\"risk\":\"Critical\",\"competitor\":\"Cloud networking\",\"evidence\":\"No network vendor data\"},{\"product\":\"Tanzu\",\"risk\":\"Critical\",\"competitor\":\"OpenShift\",\"evidence\":\"OpenShift only, no VMware container presence\"}]"
},
{
"heading": "Licensing Sentiment Detail",
"body": "Actively Seeking Alternatives. Volatile Renewal designation is the most severe renewal risk classification. Negative from exec AND security sponsors suggests fundamental relationship breakdown."
},
{
"heading": "Regulatory Pressure",
"body": "[{\"framework\":\"HIPAA\",\"deadline\":\"Ongoing\",\"status\":\"Compliant\",\"gap\":\"PHI in public cloud\",\"opportunity\":\"ACC\"},{\"framework\":\"Florida OIR\",\"deadline\":\"Ongoing\",\"status\":\"Compliant\",\"opportunity\":\"ACC\"},{\"framework\":\"CMS\",\"deadline\":\"Ongoing\",\"status\":\"Compliant\",\"opportunity\":\"ACC\"}]"
},
{
"heading": "Security Incidents",
"body": "[{\"date\": \"2021-06\", \"type\": \"Credential Stuffing\", \"description\": \"Brute force credential-stuffing attack on Florida Blue member portal. ~30,000 member accounts accessed using credentials from third-party breaches. Data accessed: names, contact info, claims, payment info, health insurance policy info. No evidence of data exfiltration confirmed.\", \"severity\": \"Medium\"}]"
},
{
"heading": "Sales Campaign Intel",
"body": "RETENTION EMERGENCY. Must resolve the volatile renewal before any product conversation. The tech sponsor Jay Morgan (Somewhat Favorable) is the only non-hostile sponsor — he is the lifeline for this account. Any engagement must go through Morgan. The primary argument for retention is HIPAA compliance risk of moving PHI to cloud — but at 80% cloud they may have already addressed this."
},
{
"heading": "Campaign Evidence",
"body": "{\"retention\":{\"competitive\":\"80% cloud, all sponsors negative\",\"priority\":\"Critical\"}}"
},
{
"heading": "Broadcom Upsell Matrix",
"body": "RETENTION ONLY | Engage through Jay Morgan (only favorable sponsor) | ACC for HIPAA compliance as value proposition for remaining on-prem"
},
{
"heading": "Gap Analysis",
"body": "CRITICAL: Must understand the root cause of Volatile Renewal. Is it pricing? Is it a service failure? Is it Broadcom acquisition related? Jay Morgan (Tech, Somewhat Favorable) is the only entry point. The 80% cloud with HIPAA workloads suggests GuideWell has already solved cloud compliance — removing a key VCF retention argument."
},
{
"heading": "Source URLs",
"body": "guidewell.com | floridablue.com [WEB] bocaratontribune.com (GuideWell 2025 Impact Report) | floridablue.com/blog/how-florida-blue-prioritizes-safe-ai | techtarget.com (Florida Blue AI prior authorization) | prnewswire.com (GuideWell 2025 Impact Report)"
},
{
"heading": "Hiring Trends Summary",
"body": "Cloud-first hiring. Health insurance technology modernization. Minimal traditional infrastructure roles."
},
{
"heading": "Key Leadership Changes",
"body": "Brian Pieninck serves as President and CEO of GuideWell. Julia M. Brown appointed to Board of Directors. Technology leadership not publicly detailed but GuideWell investing heavily in AI and digital transformation."
},
{
"heading": "IT Budget Signals",
"body": "$32.955B revenue 2024, added to Fortune 500 (#136). Revenue growth from $20B to $30B+ in two years. AI governance framework, GuideWell Chat (in-house gen AI), AI-powered prior authorization (80% automated). 360,000+ virtual assistant chats. Digital assistant since 2021 with 80% member satisfaction. CIO Gary Anderson."
},
{
"heading": "SI Partners",
"body": "Amwell (BlueVirtualCare, effective Jan 2026) | Olive AI (prior authorization automation)"
},
{
"heading": "Renewal Timing Signals",
"body": "BlueVirtualCare transitioning to Amwell platform Jan 1, 2026 (replacing Teladoc). Olive AI partnership for prior authorization. New CEO Brian Pieninck Aug 2025 — leadership transition may trigger vendor evaluation. Acquired Triple-S Management (Puerto Rico BCBS)."
},
{
"heading": "Vendor Consolidation Intent",
"body": "In-house AI development — built GuideWell Chat internally so data never leaves org. Transitioning telehealth from Teladoc to Amwell. AI governance ensures all use cases reviewed. Focus on affordability through cost-saving tech. Integrated approach across multiple subsidiaries."
},
{
"heading": "Industry Peer Signals",
"body": "Only 8 BCBS companies positive operating margins 2024 — GuideWell's Fortune 500 growth stands out. Healthcare private cloud: 84% use it, 62% building new workloads. Humana focused on Medicare Advantage. Cigna sold Medicare ops (Mar 2025). Florida Blue was first US payer to automate prior auth via AI."
},
{
"heading": "Peer Platform Moves",
"body": "[{\"peer\":\"Humana\",\"platform\":\"Heavy Medicare Advantage focus\",\"evidence\":\"Industry reports\",\"relevance\":\"Health plan competitor with different strategy\"},{\"peer\":\"Cigna\",\"platform\":\"Sold Medicare operations to HCSC (Mar 2025)\",\"evidence\":\"Cigna announcement\",\"relevance\":\"Competitor restructuring, potential market shift\"},{\"peer\":\"Elevance Health\",\"platform\":\"Operating BCBS in 14 states\",\"evidence\":\"Industry reports\",\"relevance\":\"Largest BCBS operator, potential consolidation threat\"},{\"peer\":\"Healthcare sector\",\"platform\":\"92% trust private cloud for PHI compliance\",\"evidence\":\"VMware Healthcare 2025\",\"relevance\":\"Private cloud signal for healthcare\"}]"
},
{
"heading": "Edge & IoT Strategy",
"body": "Livongo connected devices (blood glucose monitors) for members through Onlife Health. BlueVirtualCare telehealth via Amwell (Jan 2026). AI-powered digital assistant for member self-service. No large-scale edge infrastructure. Remote patient monitoring via third-party platforms."
},
{
"heading": "Event & Conference Signals",
"body": "CEO Geraghty discussed AI in prior authorization with Modern Healthcare. Published 2024/2025 Impact Reports. Anne Hoverson VP Digital Transformation. HIMSS South Florida presence. New CEO Pieninck Aug 2025. WEF organization. No VMware Explore or AWS re:Invent."
},
{
"heading": "Additional Account Fields",
"body": "Area: AM-SOUTHEAST EAR Tier: > $10M Est Annual Revenue: $32.9B (2024) Primary ERPs: 6015223, 6015223 Account Plan: https://docs.google.com/presentation/d/1R3k2A-_1RvcrX_u2weOCMIvRLGlc7wW9/edit Account Folder: https://drive.google.com/drive/folders/1d2eNXtTCs0ljsDAL7Boi57NzHnXqpQwy Account Website: guidewell.com VCF Entitled: No Exec Sponsorship Level: CIO-1 Broadcom Exec Sponsor Level: VP Last Engaged: 06/09/2026 Tech Sponsorship Level: CTO-2 Modern App Sponsor Level: CTO-2 Security Sponsor Level: CISO-2 Other Sponsor: Willie Anderson Other Sponsor Role: Principal Tech & Business Consultant Other Sponsor Sentiment: Advocate Cloud Strategy Comments: New CIO is cloud first but has not clarified private, public or hybrid --Heather Prediletto, 02/25/2026 VCF Telemetry: Not Collected TAM Artifact Folder: https://drive.google.com/drive/folders/12kpp8dmtLaOFxFGx-qhVmPktNEWBpBSS Datacenters: 2 Datacenter Cores: 35000 VCF Adoption Bottlenecks: Competing Priorities, Operational Maturity, Fragmented Tools Partner: NONE Container Platforms: OpenShift (Red Hat) App Platform Comments: Customer is currently evaluating Hyper-V, OpenShift and Nutanix as alternatives for VCF. After the last Broadcom renewal they are scared of staying on VMware. Production: Deployment Target Timeframe to VCF 9: FY27 Q1 Lab: Intended VCF 9 Version: VCF 9.0.x Lab: Deployment Target Timeframe to VCF 9: FY26 Q4 HW Blockers: No Blockers VCF 9 Enablement Activities: VCF 9 SA-Led Workshop, Hands On Lab Detailed 9.0 Software/Feature Gap: It's not a feature problem. Customer is working to get off of all Broadcom software due to 184% increase in CA renewal in March 2025. Refuses to evaluate VCF until they know what their renewal is going to look like VCF 9.x Comments: Currently evaluating OpenShift, Nutanix and Hyper-V as replacements for vSphere. Negotiating a \"what's new in VCF 9\" discussion pending approval. Update on 6/25/26: We have made great progress with Guidewell. We had our first VCF workshop on 6/8 and Executive to Executive meeting on 6/9. We had an architecture and PSO review on 6/15 and the next step is to have a VKS/Tanzu high level discussion with Ronak. We are also looking at a potential pull forward of the Mainframe and VCF --Heather Prediletto, 06/25/2026 Last Modified: 08/31/2026 Last Updated by: heather.prediletto@broadcom.com Generated 9/22/2026, 8:15:19 PM by TechDirector Living Dossier District: SE-SUNSHINE Source doc refreshed nightly by TechDirector; the Drive URL is stable, so this source never needs re-importing. Source counts — Apps: 30, Workstreams: 2, Activities: 43, Consumption rows: 49, PSO Projects: 0"
}
]
}
}
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