1 min lesson
Same goal, inverted physics
Use two rows in "Same goal, inverted physics" to state the practical decision rules.
Step 1 of 2
- Starting point
- Classic enterprise sale
- Zero awareness, you create demand
- Cursor land-and-expand
- Developers already adopted bottoms-up
- Main enemy
- Classic enterprise sale
- Indifference and status quo
- Cursor land-and-expand
- Friction: security, billing, procurement
- Your first move
- Classic enterprise sale
- Generate interest from cold
- Cursor land-and-expand
- Find where usage is hot, consolidate it
- The expand lever
- Classic enterprise sale
- New use cases sold top-down
- Cursor land-and-expand
- Prove value in one team, remove blockers for the next
| Classic enterprise sale | Cursor land-and-expand | |
|---|---|---|
| Starting point | Zero awareness, you create demand | Developers already adopted bottoms-up |
| Main enemy | Indifference and status quo | Friction: security, billing, procurement |
| Your first move | Generate interest from cold | Find where usage is hot, consolidate it |
| The expand lever | New use cases sold top-down | Prove value in one team, remove blockers for the next |
Same goal, inverted physics. Demand exists; your job is to unblock and govern it.
“You already have forty developers paying for Cursor on personal cards across three teams. I'm not here to convince you it works - your engineers proved that. I'm here to get you a governed enterprise agreement: SSOSingle Sign-On. One company login (usually via SAML or OIDC) instead of a separate password per tool. Press Enter for the full definition., admin controls, central billing and a security review your team can sign off on, so this scales safely instead of staying shadow IT.”
When asked how you'd sell Cursor, explicitly name the inversion: “Demand already exists, so friction is the enemy.” Then walk land → expand grounded in usage data. Candidates who pitch a cold-outbound demand-creation playbook signal they haven't understood the product-led motion this role actually runs.