1 min lesson
The practical case / presentation
Take this situation: "You're building a 30/60/90 rollout plan for the case exercise. Walk through how you'd structure it and how you'd keep it honest." Lead with your decision, then add the reason.
Step 1 of 2
Some round asks you to produce something: a 30/60/90-day rollout plan, a mock account discovery and recommendation or an EBR narrative you walk through. The exact prompt varies; the structure that survives all three does not.
- 1Start with their business context. What the customer is trying to achieve, who the stakeholders are, what's at stake - before any plan.
- 2Phase the plan. Onboarding and security config, pilot, then scaled expansion, each with a date and an owner.
- 3Attach success metrics to every phase. Define the healthy signal and the at-risk signal up front.
- 4Name the risks and the de-risk move. Champion leaves, security review stalls, pilot team goes quiet.
- 5Close on the business outcome. Tie projected usage to renewal and expansion in the customer's language.
Every line of the plan should connect to one of the three numbers. If a slide doesn't move adoption, retention or expansion, cut it.
- Plan element
- Pilot with instrumented squad
- Ladders up to
- Adoption
- The number it touches
- Seats activated, weekly active devs
- Plan element
- Champion enablement program
- Ladders up to
- Adoption
- The number it touches
- Acceptance rate, daily-active habit
- Plan element
- Quarterly EBR with eng leadership
- Ladders up to
- Retention
- The number it touches
- Net revenue retention, renewal forecast
- Plan element
- Multi-thread to a second org
- Ladders up to
- Expansion
- The number it touches
- New seats, pipeline for next quarter
| Plan element | Ladders up to | The number it touches |
|---|---|---|
| Pilot with instrumented squad | Adoption | Seats activated, weekly active devs |
| Champion enablement program | Adoption | Acceptance rate, daily-active habit |
| Quarterly EBR with eng leadership | Retention | Net revenue retention, renewal forecast |
| Multi-thread to a second org | Expansion | New seats, pipeline for next quarter |
A reviewer can trace any activity to a metric - that traceability is most of the grade.