Two times headcount is not two times capacity. Every month a hire spends ramping is a month the 10x plan has already counted.
A common framework and a common language for the team we have, the team we are hiring, and the partners who sell for us. Click a cohort for its track.
Each step of the process written for people and for AI, with who runs it: the seller, the manager, or a Grok agent.
What must be true to move each stage, the same in Salesforce and in Grok.
Overnight research, the brief before the call, the follow-up and the Salesforce update after it.
Time in customer meetings, stage-exit hygiene and quality pipeline created. Win rate follows.
Light assessment before cutover, then Sprint A from October 26, the week after Salesforce goes live on October 21.
Sellers from the existing team for the pilot, and the managers who will run the weekly review.
Enablement manager, analyst and trainer join as co-builders, so they own the system before wave one.
The questions he is likely to ask, with the answers ready. The numbers below follow what you set at the top of the page.
The October 2 proposal, unchanged. The price is left off the slides on purpose.
| Item | Covers | Price |
|---|---|---|
| Light assessment | Half day on site on five live calls, how sellers spend the week from our activity data, the weekly numbers and pilot group agreed | $10,000 |
| Impact Sprint | Both sprints, fundamentals training, AI routines on Grok for every pilot seller, leaders and trainers equipped for the weekly review, the written process and trainer kit, the 30, 60 and 90 day readouts | $110,000 |
| Impact Assurance Retainer | 30 hours of a revenue architect on demand | $35,000 |
| Content license for Grok | 12 months of their library in Grok, for just-in-time learning on live deals | $40,000 |
| Total | $195,000 |
Option outside the total: a revenue architect at Hawthorne one day a week through both sprints, seven days at $5,000 a day, $35,000. The Certify phase for the full rollout is scoped at the Day 90 readout and is not in the total.
Enablement is one person today, and the three hires are not in seat yet. The sprint builds the standard while they are hired, certifies them to run it, and steps back to a retainer. Everything built stays with us: the process, the exit criteria in Salesforce, the seller routines, and their library inside Grok.
The alternative is to build the standard after the hires land, which means the first cohorts onboard onto something that does not exist yet.
The Salesforce cutover on October 21 is the window. Whatever is specified into Salesforce becomes the instrumentation for every year that follows. The exit criteria go in during Sprint A, so wave one onboards onto a system that already measures itself.
Behind the ramp, the proposal's working benchmark is about 540 hours a year returned to each seller by AI, as preparation and follow-up fall from 1.5 hours to 0.5 per meeting. The light assessment replaces that benchmark with our numbers, and at Day 90 the 10x model is rerun on the new numbers so you see how far the odds moved.
Three numbers inspected every week: time in customer meetings, stage-exit hygiene, and quality pipeline created. Win rate follows them, read at 30, 60 and 90 days.
A reseller enablement scope was discussed in late 2025 and did not go ahead. This plan puts resellers third, so partners inherit a standard the direct team has already proven, and partner deals move on the same exit criteria.
Jacco and Dan Smith walk you through the proposal Friday, October 16 at 3pm PT. If you have seen this plan first, Friday is a conversation about how we deliver it.