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 SA work feels: the facts you gather in hour one are the facts you defend in every later round.
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, and I'll answer it with evidence. Seat counts come later."