Blueprint
The Framework
This is the operating system. Each block links to a practical page or template. The goal is to move from a vague “pitch” to an engineered narrative that scales across accounts, reps, and time.
01
Signal Mapping
- Define your ICP and “must-win” segments
- Rank accounts with evidence-based signals (not gut)
- Write a one-page “Why Now” per account
- Convert signals into hypotheses you can validate
02
Value Pyramid
- Start at Business Impact, end at Features
- Keep every layer connected to the next
- Use Questions / Relations / Value per layer
- Make your story executive-friendly
03
Power Map
- Map the buying committee (power vs alignment)
- Multi-thread early: exec + tech + users
- Define hidden blockers and risk owners
- Design “champion safety” (they must win internally)
04
Cadence Rhythm
- Cadence is timing + context, not spam
- Different tracks for exec/tech/user personas
- Value moments: insight, benchmark, proof, plan
- Escalate only when signal warrants it
05
Mutual Action Plan
- Turn the deal into a shared project
- Milestones, owners, dates, and risks
- Define decision gates and exit criteria
- Post-signature plan starts before signature
06
Learning Loop
- Post-mortems on wins and losses
- Update templates and talk-tracks
- Turn “tribal knowledge” into assets
- Scale through repeatable systems
Editability
Want to add/remove framework blocks? Duplicate a page, adjust the navigation, and Cloudflare redeploys. This project is designed for GitHub-first editing on a phone.