The motion that closed $15M won’t close $75M.

The motion that closed $15K ACV deals in 30 days was built for one decision-maker. Enterprise deals involve a full buying committee and a 90–180 day cycle.

• Win rates on $60K+ ACV deals run 40–60% below your SMB win rate
• Reps are single-threading — when one contact goes dark, the deal dies
• Discovery stops at one stakeholder — the economic buyer and procurement are never engaged
• The ICP document still describes the $12K ACV SMB buyer — the enterprise buyer is a different person
• Board is pushing the enterprise motion before the infrastructure to support it exists

This transition has been run before, at scale, by the operator who will run yours.

• Oracle Southeast ($13M → $156M ARR)Scaled a 60+ person commercial team from mid-market to enterprise over four years. Built the multi-threading framework, enterprise discovery process, and deal desk that made the transition work at scale.

Three months to rebuild the motion for $60K–$150K ACV, multi-stakeholder deals.

• Month 1Enterprise ICP sharpening. Buyer persona map for the full buying committee. Messaging by role. Win/loss analysis of last 15 enterprise attempts.
• Month 2Enterprise sales playbook. Multi-threading framework. Champion development guide. Deal desk setup. MEDDPICC-aligned discovery. Procurement and legal navigation checklist.
• Month 3250-account enterprise ABM target list. Account-based outbound sequences by buying committee role. AI stack reconfigured for enterprise deal intelligence.