2 min lesson
The Cursor-specific split: champion vs. economic buyer
Take this case and make the call: "A deal has 60 active developers, a vocal engineering-lead champion and clear pain, but you have never spoken to the VP Eng and don't know the security-review timeline. Which is the most accurate read?"
Step 1 of 3
The Cursor-specific split: champion vs. economic buyerthe trap most reps fall into
Because adoption is developer-led, your champion is almost always a developer or engineering lead who loves the product. That person feels real, returns your messages and makes you believe the deal is healthy. They also usually can't sign.
Interactive diagram. Tab through its regions; each focused region shows its detail in the panel below.
diagram: compare
Two distinct roles in every Cursor enterprise deal - conflating them is the classic stall.