Multi-threading and champion-building

Single-threaded deals die when one person goes on leave, changes jobs or stops returning your emails. At Cursor the entry point is often a single enthusiastic dev, which is the most fragile thread of all. Your job is to turn that one relationship into a web that holds when any single strand snaps.

There's a real difference between a fan and a champion. A fan likes the product. A champion has internal credibility, wants you to win and will spend their own political capital to make it happen. The first call's enthusiast is rarely the second thing yet.