1 min lesson
Sell the IC and the CTO differently
Work through the cases in "Sell the IC and the CTO differently", pairing each signal with the move that fits.
Step 1 of 3
Sell the IC and the CTO differently
Cares about flow, speed and staying in the zone.
Win them with the editing loop: Tab, agent, fewer context switches. They become your champions.
Cares about team ROIReturn on Investment. The value gained versus what it cost, the language an economic buyer funds deals in. Press Enter for the full definition., standardization, security and predictable spend.
Win them with adoption data, seat economics and a clean security story. They sign.
Multi-threading means running both messages at once. The IC's love becomes the proof point you carry up to the CTO and the CTO's mandate becomes the air cover the IC needs to keep using it.
Learn more
Full explanation
Demo a real workflow, not a canned slide
Demo a real workflow, not a canned slide
The most credible demo runs on something close to the prospect's world: a realistic task, a real edit, an honest moment where the agent thinks. Scripted perfection reads as fake to people who write code all day.
- Walk a believable task end to end: "add a field, update the callers, run the tests," not a toy hello-world.
- Let the agent work visibly; engineers want to see how it reasons, not just the final diff.
- Tie each moment to their pain: "this is the cross-file refactor your team said eats afternoons."
- If something misfires, say so and move on; honesty about limits builds more trust than a flawless reel.