2 min lesson
Multi-threading & champion-building
Start at the first move in "Multi-threading & champion-building" and carry it through to the proof.
Step 1 of 2
Single-threaded deals die. Your one contact gets reorged, goes quiet or leaves and the deal you forecast evaporates with them. Multi-thread from day one.
Enterprise software is bought by a committee, not a person. For a Cursor enterprise deal that committee spans the developers who use it, the platform team who governs it, the executive who funds it and the gatekeepers who can veto it. Each has a different fear and a different definition of value.
Interactive diagram. Tab through its regions; each focused region shows its detail in the panel below.
Every layer must be threaded - the bottom can veto, only the middle can fund and the top is where your champion lives.