Pure Signal stages 3–4
Growth
Win the committee, not the evaluator.
Who it is for
Technical founders at $5M–$15M ARR, late Series A, selling through buying committees.
The problem
Enthusiastic users rarely control budget. Procurement, finance, IT, security and end users each hold a veto, and the most common ending is no decision at all.
The 165 days
Objective
Move active enterprise deals while identifying and qualifying real champions inside complex buying committees. The first ten days are the diagnostic: success metrics and baselines, agreed with you.
Deliverables
- An advancement strategy for each complex deal, with stakeholder maps
- Champion development plans for each active opportunity
- A buying committee navigation framework
- A customer value realization assessment
- The Sprint 1 diagnostic report
Objective
A repeatable way to find, qualify and equip real champions: people measured on what the product moves, with influence over the economic buyer, a personal stake in success, and the willingness to guide the deal through their process.
Deliverables
- A champion assessment system, scored on those four criteria
- A user-to-champion path: business-curiosity conversations with the users’ manager present
- Mutual action plans with shared accountability
- Decision process and influence maps
- Information-sharing boundaries agreed with each champion
- Reciprocal value playbooks
Objective
Help whole buying committees reach a confident decision, and turn the criteria they set into the customer’s success plan after the contract.
Deliverables
- A committee intelligence and mapping system, with security, legal and procurement brought in at pilot kickoff
- A customer value realization framework, tracked in a shared space, ideally the buyer’s own tool
- Executive business cases aimed at operating budget, including alternatives and the cost of no decision
- Value tracking and measurement systems
Objective
Make champion development, committee navigation and value realization the way the whole sales team works.
Deliverables
- Champion development and committee navigation, documented and trained across the team
- Individual coaching and capability assessment
- Performance tracking and optimization systems
- The 165-day success report
Metrics you can verify in your own data
Baselines are set with you in days 1–10.
- Active deals with a champion confirmed on all four criteria
- Pilots with buyer-set success criteria agreed at kickoff
- Pilot-to-contract conversion, and contracts paid from operating budget
- Win rate, average deal size and no-decision rate
- Every new customer’s outcomes tracked against agreed criteria
Terms
$70,000 over 165 days. Sprint 1, the 30-day pilot, is $15,000, invoiced at signature, and counts toward the total; Sprints 2 and 3 are $20,000 each, and Sprint 4 is $15,000, invoiced as each begins. Continuing past the pilot is the founder’s decision; the pilot is refunded in full if nothing on the week-one list moves. $8,250 of the final invoice is due only when the outcome agreed at kickoff is met. Engagements are limited because one operator does the work.