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Capstone: Mock Loop1 / 2

1 min lesson

Part three: a 30-60-90 deal sequence

Rebuild the sequence in "Part three: a 30-60-90 deal sequence" from memory, ending with the check that proves the outcome.

Step 1 of 2

Part three: a 30-60-90 deal sequence

  1. 1Days 0-30 - convert and multi-thread. Turn the platform lead into an armed champion, run a scoped POC with success criteria and open the security thread with AppSec before they ask.
  2. 2Days 31-60 - prove and expand the committee. Deliver POC results against the board mandate, get the VP Eng into a co-built business case and complete the security review with the one-pager and 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. in hand.
  3. 3Days 61-90 - package and close. Bring the ROIReturn on Investment. The value gained versus what it cost, the language an economic buyer funds deals in. Press Enter for the full definition. and a phased rollout to the CTO sponsor, align Procurement and Legal on the paper and time the proposal against the Copilot renewal five months out.
Interview move

Add one slide titled "What would make me walk away." Naming the deal's real risks - no reachable economic buyer, a security policy you genuinely can't meet, a fake champion - signals judgment and integrity over happy-ears optimism. On a flat, talent-dense team that hates wasted motion, an AE who can disqualify is worth more than one who forecasts everything as commit.