The loop
Every page in the sidebar sits somewhere on one loop. Customer signal comes in, gets weighed by revenue, becomes a decision, ships, and the result is checked. Shipped work and stale signals feed the next round. Setup and Accounts feed all of it.
1 of 5
Capture
Signals · Activity
Customer requests and conversations come in, tied to the account that asked.
2 of 5
Weigh
Overview · Priorities
Every request is ranked by the revenue it blocks or unlocks.
3 of 5
Decide
Reframe · Backlog
Check the request is the real problem, then move it into active work.
4 of 5
Commit
Roadmap
Place the work in Now, Next, or Later, and see revenue with no product blocker.
5 of 5
Check
Align · Agent Control
Clear stale items, tell customers what shipped, and review AI output.
Alongside the loop, Foresight and the Sales Agent work on live deals. Those two pages and Agent Control need cloud AI connected.
Week one: get to a ranked list
The ranking is only as good as the revenue attached to it. Get accounts in during your first session so every request after that is weighted from day one.
First session
About 45 minutes · admin- Open Setup and work the five steps in order. Later pages depend on the data you add in earlier ones.
- In Accounts, load your customers with ARR, by CSV or by connecting Salesforce, HubSpot, or Stripe from Settings. Prospects with no revenue yet are fine: give them a CRM deal amount and stage and Northstar ranks them as weighted pipeline, labelled separately from confirmed ARR.
- Log three or four real requests in Signals, each tied to the account that asked.
- If Engineering works in Jira, connect it in Settings so Backlog items link to tickets.
You leave with: A Priorities page with real dollar figures next to each request.
The recurring rhythm
Four habits keep the loop turning. None takes long, and each ends with something concrete.
Daily
10 minutes · Sales and Product- Glance at Overview. ARR at Stake and Priority One Deals tell you if something big moved overnight.
- Sales reps: after each customer call, log what you heard in Signals and the meeting itself in Activity, linked to the account and request. Classification runs in the background, so you never wait for it.
- Product: skim new Signals for anything tied to a large account.
You leave with: No customer request lives only in someone’s head or inbox.
Weekly
45 minutes · Sales lead and Product manager- Open Priorities together and start at the top: these are the requests blocking the most revenue.
- For the top two or three, run one practice from Reframe before committing. “Ask What’s Missing” and “Analyze Positive Exceptions” catch most requests that are really a training, pricing, or onboarding problem.
- Move the requests that hold up into active work on Backlog: set status, sprint, and points, and link the Jira ticket.
- Check Roadmap. Confirm Now, Next, and Later still make sense, and look at Priority One deals: revenue with no product blocker is a Sales action, not a build.
You leave with: An agreed top three, with a reason both teams can repeat to a customer.
Per deal
As needed · Sales · needs AI connected- When a deal stalls, run it through Foresight for a ranked playbook from the predictor, product, sales, marketing, and GTM agents. Review the checkpoint queue before acting on it.
- Paste objections from a call into Sales Agent. It sorts each one and drafts a reply, and nothing goes out until you approve it.
- If an objection is really a missing feature, log it in Signals so it joins the ranking.
- For new pipeline, use the prospecting tab in Sales Agent to score target accounts by fit and timing.
You leave with: A concrete next step for the deal, approved by a person.
Monthly
30 minutes · executive and team leads- Open Align. Signal Coverage shows how much of the backlog is tied to revenue, and the gap list shows what still isn’t.
- Clear Stale Signals: anything stuck in captured or under review for more than 30 days gets a yes, a no, or an owner.
- For features shipped in the last 60 days, generate launch kits from Roadmap and tell the accounts that asked for them.
- Review Agent Control: clear pending approvals, check flagged runs, and decide which agents need sign-off before their output is used.
You leave with: Customers hear back, nothing sits in review, and you can trust what the agents produce.
Who lives where
| Role | Home pages | Main job in Northstar |
|---|---|---|
| Sales rep | Signals, Activity, Sales Agent | Capture what customers ask for, tied to the account, and work objections with an approved reply. |
| Sales lead | Priorities, Foresight, Roadmap | Make the revenue case in the weekly review and know what you can promise customers. |
| Product manager | Priorities, Reframe, Backlog | Turn ranked demand into the right build, after checking it is the real problem. |
| Executive | Overview, Align, Agent Control | See revenue at stake and cross-team health, and keep AI output accountable. |