1 min lesson
Time the pitch and multi-thread
Start at the first move in "Time the pitch and multi-thread" and carry it through to the proof.
Step 1 of 2
Time the pitch and multi-threadWho hears it and when
- 1Wait for a visible win. Pitch expansion in the wake of a result the customer can see - the EBR, an all-hands demo, a backlog the beachhead drained. A win is the only credible pretext for growth.
- 2Map beyond the single sponsor. You have one executive sponsor today. Find the economic buyer for the next BU - a peer VP or director - and build a relationship before you need their signature. Single-threaded accounts churn when the sponsor moves.
- 3Let the champion carry it inward. A peer recommendation from the platform lead to the next BU's lead beats any pitch you deliver. Arm the champion with the proof and let them open the door.
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Full explanation
Quantify in the buyer's own metrics
Quantify in the buyer's own metricsSpeak their scoreboard
- Expansion claim
- Add the next BU's 200 engineers
- Framed in what the buyer already measures
- Onboarding time and review load - the same pains the platform team already cut, now on their org
- Expansion claim
- Move to a higher tier
- Framed in what the buyer already measures
- Admin and security controls their security org asked for, plus capacity the current tier caps
- Expansion claim
- Adopt Agent + MCPModel Context Protocol. A standard that lets an AI agent pull in context from outside the repo, like Jira tickets or internal docs. Press Enter for the full definition. at scale
- Framed in what the buyer already measures
- Cycle time on the workflows they own - concrete tasks, not a generic AI ROIReturn on Investment. The value gained versus what it cost, the language an economic buyer funds deals in. Press Enter for the full definition. claim
| Expansion claim | Framed in what the buyer already measures |
|---|---|
| Add the next BU's 200 engineers | Onboarding time and review load - the same pains the platform team already cut, now on their org |
| Move to a higher tier | Admin and security controls their security org asked for, plus capacity the current tier caps |
| Adopt Agent + MCPModel Context Protocol. A standard that lets an AI agent pull in context from outside the repo, like Jira tickets or internal docs. Press Enter for the full definition. at scale | Cycle time on the workflows they own - concrete tasks, not a generic AI ROIReturn on Investment. The value gained versus what it cost, the language an economic buyer funds deals in. Press Enter for the full definition. claim |
An expansion case the buyer can't map to their own metrics is a vendor's wish, not a business case.