2 min lesson
The scenario brief
Explain the order in "The scenario brief", then say how you would verify the result.
Step 1 of 3
Everything from here runs on one account. You discover it, demo to it, write its rollout plan, pass its security review and debrief against the bar - all on the same fictional company. That is how the real loop feels: the facts you gather in hour one are the facts you defend on the on-site.
Interactive diagram. Step through it with the Next and Previous controls below, or Tab to a region to read its detail.
Five reps on one account - each section feeds the next.
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Full explanation
Account snapshot - Northwind Financial
- Size
- ~3,000 engineers across payments, core banking, data platform and mobile
- Current Cursor usage
- Scattered - one payments squad and one internal-tools team, ~40 self-serve seats, bottoms-up, no admin oversight
- Incumbent
- A company-wide GitHub Copilot license, mandated 18 months ago, low measured usage
- Platform team
- Security-conscious, owns the IDE baseline and the model-approval process, currently a blocker
- Economic buyer
- CTO - sponsored the conversation, controls the budget, wants a decision in two quarters
- Champion
- None confirmed yet; the payments lead is a candidate but unproven
“The CTO's words were: figure out if we go all-in on AI-native development inside two quarters. That is the question I'm here to answer with evidence, not a procurement question about seats.”