Humus & Shore · humusnshore.org/founders/growth
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
Sprint 1 · Pilot · 30 days
Active deal acceleration and champion development
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.
- 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
Sprint 2 · 45 days
Systematic champion development
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.
- 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
Sprint 3 · 45 days
Buying committee navigation and value realization
Help whole buying committees reach a confident decision, and turn the criteria they set into the customer’s success plan after the contract.
- 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
Sprint 4 · 45 days
Team scaling and adoption
Make champion development, committee navigation and value realization the way the whole sales team works.
- 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.