Embed → Build → Champion → Expand
2 SA (PE) + 1 Program Lead | $250K+ ACV threshold
Covers SEA · ANZ · India
Pre-engagement (virtual, 1-2 wks): Sponsor call, play selection, scaffold deployed
Week 1 (on-site, 3-4 days): Hands-on labs, champion ID by Day 3
Week 2 (on-site, 3-4 days): Build sprint, Day 4 showback
Close (virtual): Retro, expansion roadmap, champion activation
Must have: $250K+ ACV, active dev team, exec sponsor
Nice to have: Existing CF deployment, CTO-level sponsor, specific use case
Leading: Activation >80%, Champions 2-4/cohort, Showback 100%, Play 1+/cohort
Lagging: 30-day signal >50%, 90-day retention >90%, ACV 2-3x, Throughput 5-6/yr
Health: On-site <30d/qtr, All plays documented, Champions engaged monthly
No engagement closes until a play is logged.
5 required fields: Title, Problem, Solution, Outcome, Reuse Rating
AI-assisted drafting: ~20 min per play
Identify one qualified account. Run the pre-engagement. Prove the model.