1 min lesson
Work-trial deliverable: account plan + ROI
Walk through each part of "Work-trial deliverable: account plan + ROI", then explain what each one does.
Step 1 of 3
Cursor is known to run a multi-day in-office work trial for finalists. The GTM analog is a deliverable: a one-page account plan, a defensible ROIReturn on Investment. The value gained versus what it cost, the language an economic buyer funds deals in. Press Enter for the full definition. model and a deal sequence you can defend live.
Treat clarity and real thinking as the test, not slide polish. A clean one-pager that shows how you'd actually attack a real account beats a thick deck of generic frameworks. Build it on a specific mid-market target so the choices are concrete.
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Full explanation
Stakeholder map - name the committee, not just titles
Stakeholder map - name the committee, not just titles
- Role
- Champion
- Who
- Platform lead (already using it)
- What they need to say yes
- Internal proof and air cover
- Your move
- Arm with usage data + a business case template
- Role
- Economic buyer
- Who
- VP Engineering
- What they need to say yes
- ROIReturn on Investment. The value gained versus what it cost, the language an economic buyer funds deals in. Press Enter for the full definition. that survives the CFO
- Your move
- Co-build the model on their numbers
- Role
- Veto
- Who
- Head of AppSec
- What they need to say yes
- Data/IP policy in writing, SOC 2
- Your move
- Pre-empt with security one-pager + DPAData Processing Agreement. The contract spelling out exactly how a vendor may process your data: purposes, subprocessors, retention and breach duties. The document privacy reviews actually read. Press Enter for the full definition. early
- Role
- Sponsor
- Who
- CTO
- What they need to say yes
- Measurable productivity in two quarters
- Your move
- Tie POC success criteria to the board mandate
| Role | Who | What they need to say yes | Your move |
|---|---|---|---|
| Champion | Platform lead (already using it) | Internal proof and air cover | Arm with usage data + a business case template |
| Economic buyer | VP Engineering | ROIReturn on Investment. The value gained versus what it cost, the language an economic buyer funds deals in. Press Enter for the full definition. that survives the CFO | Co-build the model on their numbers |
| Veto | Head of AppSec | Data/IP policy in writing, SOC 2 | Pre-empt with security one-pager + DPAData Processing Agreement. The contract spelling out exactly how a vendor may process your data: purposes, subprocessors, retention and breach duties. The document privacy reviews actually read. Press Enter for the full definition. early |
| Sponsor | CTO | Measurable productivity in two quarters | Tie POC success criteria to the board mandate |