1 min lesson
Land-and-expand at Cursor specifically
Connect "Developers adopt it on their own cards, sometimes a whole team deep, before sales ever shows up" to the decision you would make.
Step 1 of 3
Cursor sells itself bottoms-up. Developers adopt it on their own cards, sometimes a whole team deep, before sales ever shows up. That inverts the classic enterprise motion: you're not creating demand from zero, you're converting demand that already exists into a governed contract - and the enemy is friction, not apathy.
Internalize that inversion, because it changes every play. The classic AE generates interest and fights indifference. The Cursor AE finds the team already paying out of pocket and removes the blockers between them and a company-wide agreement: security sign-off, admin controls, central billing.
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Full explanation
From Shadow Usage to Org-Wide Contract
Interactive diagram. Step through it with the Next and Previous controls below, or Tab to a region to read its detail.
Security sign-off is the gate: until it clears, developer usage can't scale into a company-wide contract.
In a cold enterprise motion you guess who has pain. Here, adoption telemetry hands you the map: the accounts with the most active seats and deepest team penetration are the ones where a champion already exists and the value is already proven. You prospect into warmth, then expand toward the teams not yet on it.
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Optional practice