1 min lesson
Account & territory plan exercise
Start at the first move in "Account & territory plan exercise" and carry it through to the proof.
Step 1 of 3
This exercise mirrors the panel-presentation stage. You get a named target and limited time and the panel is reading for whether you think like an owner of a patch or a rep waiting for leads.
The output is one page, presentable in under ten minutes. Pick a real company you can speak to, ideally one with visible Cursor usage signals and build the plan around converting bottom-up adoption into an enterprise contract while taking security seriously from the start.
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Full explanation
Prioritization logic - rank accounts on signal
Prioritization logic - rank accounts on signalShow you allocate effort, not spray it
- Signal
- Active Cursor usage
- Why it ranks the account
- Existing love shortens the land; you are converting, not creating
- Where to look
- Internal usage data, champion conversations
- Signal
- Engineering headcount + growth
- Why it ranks the account
- Bigger and growing orgs mean larger seat math and onboarding pain
- Where to look
- Headcount data, hiring pages
- Signal
- AI mandate or pressure
- Why it ranks the account
- A top-down push for AI velocity creates urgency and a budget
- Where to look
- Earnings calls, exec posts, public strategy
- Signal
- Incumbent dissatisfaction
- Why it ranks the account
- A low-usage Copilot license is a wedge, not a wall
- Where to look
- Champion intel, dev community signal
| Signal | Why it ranks the account | Where to look |
|---|---|---|
| Active Cursor usage | Existing love shortens the land; you are converting, not creating | Internal usage data, champion conversations |
| Engineering headcount + growth | Bigger and growing orgs mean larger seat math and onboarding pain | Headcount data, hiring pages |
| AI mandate or pressure | A top-down push for AI velocity creates urgency and a budget | Earnings calls, exec posts, public strategy |
| Incumbent dissatisfaction | A low-usage Copilot license is a wedge, not a wall | Champion intel, dev community signal |
Rank by a blend of these; lead with accounts where usage signal is already strong.