Account brief, internal Prepared October 12, 2026 Sources: CRM, order management, support, contract record
Account briefNorthlight Group
Read before October 15, 2026, 10:00Regional operations lead and the Harbor and Fairview site managers
Record
NG-4021Southeast region
Sites
64 of them have units
Units in service
4Meridian Bench only
Coverage
Atlas CareAll four units, no Plus
Trailing 12 mo
$15,992Equipment $9,700, service $4,272, calibration $720, training $1,300.
Contract ends
Mar 31, 2027170 days out. No renewal conversation is booked.
Section one
The relationship, in four lines
Mar 12 2024First order, single site pilotTwo Meridian Bench units at Fairview, Atlas Care on both, bought as a pilot with a
stated review at six months.
Aug 5 2024Pilot closed, no expansionBoth units kept. Northlight declined to expand and asked for the calibration schedule
in writing, the first time the schedule came up.
Feb 18 2025Calibration missed at Fairview by nine daysA $180 credit was issued and the account moved onto scheduled reminders. The Fairview
site manager still raises it.
Jun 3 2026Two units added, first training deliveredHarbor and Ridgeway, $9,700, Atlas Care on both. Two training days delivered June 22
and 23. The Pro tier was discussed for Harbor and never quoted.
Section two
What they buy, and what they do not
Buys
+Meridian Bench.Four units over two years.
+Atlas Care.$356 a month across the four.
+Calibration.Four in the last twelve months, $720.
+Training, occasionally.Two days, June 2026, $1,300.
Does not buy
-Meridian Pro.Discussed twice, never quoted.
-Atlas Care Plus.Never on this account.
-Meridian Field Kit.No fit stated in any call.
-Consumables.Bought elsewhere since 2024.
Section three
Three open items
Two support tickets on the Fairview unit
Due Oct 20
8814 opened September 22 and 8829 opened September 30, 2026. Both are reading drift on the
same unit, and neither is closed.
Owner Morgan Reyes, Operations
Pro tier evaluation for Harbor and Ridgeway
Due Oct 24
Raised on September 15, 2026 and again on September 17. No quote sent. This is the meeting
where it becomes a proposal or is dropped.
Owner Jordan Vale, Account Manager
First calibration on the two June units
Due Nov 6
Both due before June 3, 2027, neither booked. The February 2025 miss is why this is on the
brief rather than in a queue.
Owner Avery Kellen, Customer Success
Section four
Two risks
High
Renewal has no date on it
The contract ends March 31, 2027 and nothing is booked. Four units and $4,272 a year of
service lapse that day. Every week without a booked conversation turns the renewal into a
price negotiation instead of an expansion.
Medium
The February 2025 miss is still being cited
Raised again by the Fairview site manager on September 24, 2026, nineteen months on, with two
tickets open on that unit. A second failure there would very likely end the Pro conversation
at the other two sites.
Recommended next step, one only
Close the two Fairview tickets before the meeting, then ask for a 45 minute renewal and expansion
session before October 31, 2026 and leave with a date in the calendar. Do not open Pro pricing
today: open the renewal date, and let the Pro tier be the reason to meet again.
OwnerJordan ValeDo it byOct 31, 2026
Apex Instruments, internal, not for circulation outside the account teamNG-4021, account brief, page 1 of 1