Goal: pipeline & enterprise deals — direct, sales-driven revenue.
Signals: discovery calls, pipeline created, pipeline progression, ARR.
Tools: Monaco (CRM / pipeline), Granola (call notes). See the tech stack.
Proof-of-Concept process
A PoC is a structured, time-boxed evaluation, not a free trial:
- Qualification gate — confirm dedicated eng time, a technical champion, and a path to meaningful spend, or defer.
- Scope & kickoff (Day 0–5) — co-write a 1-page PoC brief (use case, success criteria, integration points, 60-day timeline); aim for a first meaningful API call within 5 business days.
- Mid-point check-in (Day 30) — are we hitting success criteria? Surface blockers and commercial conversations.
- Readout (Day 60) — formal evaluation, path to production, commercial structure.
Support tiers: Self-serve (docs, SDK, example repos) · Guided (weekly office hours + async Slack) · Embedded (dedicated eng support, >$20k ARR).