For leadership teams at €5M to €20M B2B companies that want to test the method on real enterprise deals before committing to more. Your own team would run two live deals for sixty days against a written baseline, with a leadership decision within 14 days of day 60.
Start with a working session: we pick the two live deals that would make a fair test.
Sixty days of the rhythm on two deals, a review on the evidence at day 60 and a decision within 14 days.
The pilot stops at once if anything reaches a customer without the account owner’s review.
Proposed timeline, subject to approval
- Before day one
Baseline in writing
Measures, sources and today’s values agreed. Owners and data scope confirmed.
- Every Monday
Review both deals
Recorded stage against earned stage, and the decisions needed.
- Day 60
Review on evidence
Compared with the baseline and the stop criteria written before day one.
- Within 14 days
Leadership decides
Stop, redesign or extend. Nothing scales before the evidence says it should.
Each deal gets four working documents, written with your account owners.
Account plan
Who decides, what each of them needs to believe and a mutual plan with dates.
Buying‑group map
Every role that decides, pays or can block, confirmed or still to map.
Gate checklist
The proof each stage needs, what is recorded and the question that closes the next gap.
Monday review agenda
Recorded stage against earned stage, and the decisions leadership has to take.
Gate checklist: Logistics group
Stage in CRM: Commercial Proposal. Earned: Demo Presentation.
- Discovery Call The buyer stated the problem in their own wordsRecorded 2 September
- Demo Presentation The buying group saw it against their own use caseRecorded 9 September
- Proof Of Value A first scope and success measure the buyer confirmedMissing
- Commercial Proposal A named budget holder has seen the business caseMissing
- Contract Signed Signed by both partiesOpen
Next step before Monday: ask who signs off the budget, and when you can meet them.
Your people own the customer relationship and every message. Tools and advisers prepare and check.
| Role | Responsibility |
|---|---|
| Leadership | Sponsors the pilot, agrees the measures, terms and stop criteria before day one, and takes the decision after day 60. |
| Account owner, one per deal | Owns the customer relationship, checks the evidence and sends every customer message. Nothing reaches a customer without this person. |
| Sales leadership | Runs the Monday review and keeps the recorded and earned forecasts side by side. |
| BarrierX advisory | Supports the account plans, the evidence record and the review rhythm. Never contacts your customers. |
| ReX, proposed | Would brief the account owner and follow up on Slack or email when evidence is missing. No contact with customers. |
The boundaries we would agree and check with you before day one. Requirements for the pilot, not claims about a finished product.
In scope
- The two agreed deals and their accounts, nothing else
- Read access to the CRM records your team chooses to share
- Access rights, logging and client separation checked in the live setup
- Access removed when the pilot ends
Out of scope
- Any message, call or meeting request to your customers from a system
- Other customers, other deals and bulk CRM exports
- AgentX, the conversation layer, which needs its own approval
Everything the pilot is judged on is written down before day one, with its source. Nothing is promised in advance.
Agreed before day one
- A sponsor in leadership, usually the CEO, a founder or the head of revenue
- Two live enterprise deals, each with a named account owner
- The data scope and CRM permissions, limited to those deals
- Success criteria, stop criteria and the commercial terms
What the baseline measures
- ACV and total contract value, defined separately
- Recorded pipeline against earned pipeline
- Decision makers confirmed per account
- Share of open deals with a dated next step
- Conversion between stages and time per stage
- The time each person gives to the pilot
How you would know it worked
- Account owners used the briefings and the gates in their real work
- Missing gates were closed with evidence, or the deal moved back
- Every difference between the recorded and the earned forecast can be explained
When it stops
- At once, if anything reaches a customer without the account owner’s review
- At day 60, if the material was not used or no gate has moved
A stop is a result too: you learn it before money is spent on scaling.
Material your team keeps, whatever the decision. A record of how the deals were run, not a promise about how they end.
Two account plans
Who decides, the business case and the mutual plan, as your team ran them.
Two buying‑group maps
Every role that decides, pays or can block, each confirmed or marked unknown.
A gate record per deal
Each stage with the proof behind it, and every stage that moved back.
The Monday review history
Recorded stage against earned stage, week by week, with the decisions taken.
A written decision
Stop, redesign or extend, taken by leadership within 14 days, with the reasons.
Future design
If the evidence supports it and the controls have been checked, the method could extend to more accounts. AgentX would be a separate decision, after its own approval.
The pilot does not promise revenue, savings, a contract size or a signature. What it should show is whether your team runs enterprise deals with more evidence and fewer surprises.
Start with a working session. We look at which two live deals would make a fair test, and what the baseline would be.
A conversation about one live deal, not a sales demo. It does not commit you to a pilot.