Aritzia — Power Map

Aritzia Experimentation 2026 Stage: Negotiation Value: $1,283,500 (3yr TCV) Close: 2026-03-31 Updated: 2026-02-24
Champion
Economic Buyer
Technical
Blocker / Risk
Unknown / Gap
Partner (GCP)
C-Level & Executive Authority
CEO / Ultimate Decision Maker
Jennifer Wong
CEO
Final approval in chain: Josh → Chris Conrad → Jennifer Wong. FY2027 pillars: geographic expansion, eCommerce 2.0, brand awareness. No direct engagement.
CIO / Exec Sign-off
Christopher Conrad
CIO
AI is top-3 priority. Google relationship holder. Project doesn't roll up to CIO directly — rolls through product (per Scott Duby sync). Alex Atzberger escalation held in reserve as "CEO card."
CDO/CMO
Margot Johnson
CDO/CMO
Content/marketing strategy alignment. Relevant for Opal AI positioning if deal expands. No engagement data — unclear if in approval chain.
SVP / VP Decision Makers & Budget
Economic Buyer / RFP Sponsor
Josh Lieberman
SVP eCommerce
RFP sponsor, executive approval authority. Lauren reports to him. Rich targeting for exec outreach (per 2026-02-13). No direct engagement recorded yet.
Budget Owner / GCP Contract
Andrew Storrs
VP Data & Analytics Platform
GCP contract owner. Interested in Marketplace transaction to burn down Google commit. Works closely with Lauren on data platform. Reports to Will Cashman.
Influencer
Will Cashman
SVP Data
Andrew Storrs' boss — data strategy oversight. No engagement data. Could surface as cost blocker given price gap with competitor.
Technical Executive
Zameer Andani
VP Engineering
No engagement data. Engineering oversight for platform integrations. Email: zandani@aritzia.com
Champions (Actively Selling Internally)
Primary Champion / RFP Lead
Lauren Rossow
Director, Optimization
Owns A/B testing, personalization, CX. Managing entire evaluation. CAB program is critical selection criterion (per 2025-10-07). ~1.5 week silence in Feb before re-engaging — competitive pressure evident. Reports to Josh Lieberman.
Technical Evaluators & Implementation
Lead Technical Evaluator
Scott Keller
Director, eCommerce Technology
Commerce technology ownership. Listed as technical champion in deal file. Direct sentiment not captured in meeting notes.
Architecture
Cooper Watts
Principal Architect
Solution delivery and architecture evaluation. Paired with Scott Keller as technical team. Direct sentiment not captured in meeting notes.
Martech / Analytics
William Voorhees
Sr Director, Performance Mktg Technology
Analytics and martech integration perspective. No engagement data.
Personalization / CX
Christina McNally
Lead PM Customer
Personalization, loyalty, customer data. Relevant for personalization use case validation. No engagement data.
Procurement
Procurement Lead
Sukai
Procurement Lead
Assigned Feb 2026. Best-and-final pricing committed as final — price won't be reopened (per 2026-02-03). Legal/SLA negotiations post-vendor selection. Syncing with Lauren on leadership connect plan.

GCP Partner Network

GCP FSR
PJ Zargar
Aritzia Field Sales Rep
Helpful but limited to info sharing. Primary contact is Chris Conrad. Not a champion — reticence tied to formal RFP.
GCP — Canada Retail
Sam
Head of Canada Retail
Introduced Nancy & Anujan after Alex Atzberger outreach. Escalation path for GCP influence.
GCP — Director Retail
Nancy McConnell
Director, Retail
Providing executive sponsorship through Chris Conrad pathway. Working with Anujan on Aritzia.
GCP — Gemini GTM
Oliver Parker
Gemini Go-to-Market Lead
New escalation path. Alex sending separate outreach. Opal = Gemini consumption story for GCP.
GCP — ISV Partnership
Scott Duby
Retail & Supply Chain Partners
Rodney Sloan's backfill. Optimizely is first ISV on Gemini short list. Co-developing FSR one-pager. (Per 2026-02-19)

Signature Path

1
Budget
Andrew Storrs
VP Data & Analytics. GCP contract owner. Marketplace transaction burns down commit.
2
IT / Security
Not identified
Zameer Andani (VP Eng) is best guess. No IT review process discussed.
3
Legal
Not identified
New MSA required. DPA may need AI updates. Negotiations post-vendor selection.
4
Procurement
Sukai
Best-and-final committed. GCP Marketplace or direct.
5
Exec Sign-off
Chris Conrad
CIO. Workflow: Josh → Chris → Jennifer Wong
6
Signature
Unknown
Ask Lauren: "Who literally signs vendor contracts at this dollar amount?"

Informal Influence Network

Lauren Rossow → reports to → Josh Lieberman (SVP eCommerce). Also works closely with Andrew Storrs on data platform. Lauren is the bridge between eCommerce and data orgs.
Andrew Storrs → reports to → Will Cashman (SVP Data). Budget flows through this chain. Will has no recorded engagement — blind spot.
Chris Conrad (CIO) is Google's primary contact via PJ Zargar. GCP partnership gives him disproportionate influence on vendor decisions where Google is involved. AI/Opal is the hook to engage him — experimentation project doesn't roll up to CIO.
Josh Lieberman is the key decision node: Lauren's boss, RFP sponsor, economic buyer, first target in escalation sequence. Rich outreach is the priority — if it stalls, Alex escalates to Chris Conrad.
Nancy McConnell (GCP) → exec sponsorship through → Chris Conrad. External influence reinforcing internal advocacy. Google's partnership weight is significant — first ISV on Gemini short list.
Canadian company, process-conscious. Formal RFP process means influence plays must respect procedural boundaries. GCP FSR reticent to push beyond info sharing. Work through Lauren, not around her.

AI Governance / Committee Risk

AI governance committee exists? Unknown
Committee involvement required? Unlikely — core eval is experimentation, not AI procurement
Strategy to avoid committee exposure Opal positioned as included capability within experimentation platform, not standalone AI tool
If unavoidable, pre-brief target Chris Conrad (CIO) — AI is top-3 priority

Champion Readiness

Champion Lauren Rossow — Director, Optimization
Champion's boss Josh Lieberman — SVP eCommerce (management style unknown)
Review format Unknown — discovery needed
Business case document Not provided
✓ Problem
✓ Solution
✗ ROI
✗ Timeline
✗ Risk Mitigation

Map Gaps

Who signs the contract?
Can't close without signature authority. $1.28M TCV may require CEO-level sign-off.
Ask Lauren: "Who literally signs vendor contracts at this dollar amount?"
Approval thresholds?
Deal structure depends on ceiling. $1.28M TCV could cross a threshold requiring board/CEO approval.
Ask Lauren or Sukai: "Is there a dollar threshold that changes the approval process?"
Legal counsel identity?
New MSA required. Legal/SLA negotiations happen post-vendor selection — need to know who and timeline.
Ask Sukai: "Who on your legal team handles SaaS agreements?"
IT/Security review process?
Could delay close by weeks if there's a formal security audit requirement.
Ask Lauren: "Does this go through an IT security review? Who runs that?"
Will Cashman's position?
SVP Data, Andrew's boss — no engagement data. Could be supportive or a cost blocker.
Lauren or Andrew can clarify his involvement level.
Zameer Andani's stance?
VP Engineering with no recorded engagement. If he has concerns, they're invisible.
Needs direct engagement or intel from Lauren/Scott Keller.
Champion ROI readiness
Lauren can articulate problem and solution but ROI, timeline, and risk mitigation unconfirmed.
Provide champion evaluation document and business case framework.
Competitor confirmation
Statsig vs. ABtasty — different competitive positioning needed depending on answer.
Verify with Lauren at next interaction (per 2026-02-13 action item).
Champion review format?
Lauren will get grilled by Josh and potentially Chris Conrad — prep depends on format.
Ask Lauren: "When you present the recommendation, what does that review look like?"
Aritzia Power Map — Generated 2026-02-24 — Deal: Aritzia Experimentation 2026 ($1,283,500 TCV) — INTERNAL USE ONLY