2 min lesson
Full-cycle ownership, stage by stage
Walk through "Full-cycle ownership, stage by stage" in order, then name the proof that tells you it worked.
Step 1 of 2
Full-cycle means no handoffs. The same person who sends the first cold message also runs discovery, drives the POC, multi-threads the close and grows the account afterward. Each stage has a distinct job and skipping discovery is how a deal that looked easy stalls in Security three weeks later.
Interactive diagram. Step through it with the Next and Previous controls below, or Tab to a region to read its detail.
You carry every step yourself. The close is a gate - Security, Procurement and Legal must clear before signature, so start them in parallel with the POC.
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Advanced table
One person carries the deal across every column
- Stage
- Prospect & reach
- What you produce
- A booked first meeting with a relevant engineering buyer
- How you know it's done
- A discovery call on the calendar with someone who can influence adoption or budget
- Stage
- Educate & discover
- What you produce
- A diagnosed pain and an agreed definition of value
- How you know it's done
- Buyer can state, in their words, the metric a win would move
- Stage
- Evaluate
- What you produce
- A POC with real usage against that metric
- How you know it's done
- Active seats and a measurable signal - accept-rate, PRs, time saved
- Stage
- Multi-thread & close
- What you produce
- A signed deal with Security/Procurement/Legal cleared
- How you know it's done
- Contract executed; champion and economic buyer both bought in
- Stage
- Expand
- What you produce
- Seat and team growth inside the account
- How you know it's done
- Net expansion beyond the initial land, new teams onboarded
| Stage | What you produce | How you know it's done |
|---|---|---|
| Prospect & reach | A booked first meeting with a relevant engineering buyer | A discovery call on the calendar with someone who can influence adoption or budget |
| Educate & discover | A diagnosed pain and an agreed definition of value | Buyer can state, in their words, the metric a win would move |
| Evaluate | A POC with real usage against that metric | Active seats and a measurable signal - accept-rate, PRs, time saved |
| Multi-thread & close | A signed deal with Security/Procurement/Legal cleared | Contract executed; champion and economic buyer both bought in |
| Expand | Seat and team growth inside the account | Net expansion beyond the initial land, new teams onboarded |
One person carries the deal across every column - that is what full-cycle means here.