Not just faster, but wiser Not just faster, but wiser Sometimes one conversation resets the system.

Enterprise AE Playbook: 30/60/90 → PoC → Renewal

By Leon Basin · GTM & Enterprise Sales · Cybersecurity + AI

---

Systems start small—one rhythm, one proof at a time. Here’s the framework I run when the clock resets: clear inputs, disciplined activity, measurable proof.

30/60/90 Snapshot

Days 1–30 | Lock ICP & Create Signal

• Refine ICP and a top-50 account list; set 3–5 triggers (funding, audits, key hires).
• Launch 3 multithread sequences (champion / blocker / buyer) with MEDDICC embedded in notes.
• 100+ targeted touches, including partner intros; everything logged, nothing heroic.

Days 31–60 | Proof in Motion

• Two qualified PoCs live with clear success criteria (session coverage > 90%).
• Map 5–10 co-sell partners; 3 joint calls/webinars; track influenced pipeline.
• Weekly forecast scrub with exit criteria (MEDDICC > 8/10); SE + PMM loop for objections.

Days 61–90 | Wins & Repeatability

• Close 1–2 enterprise deals through an exec path (CISO alignment + paper fast-track).
• Build TTV/ROI one-pager per vertical; three objection plays everyone can run.
• Scope 3 expansion opps; start renewal cadence early.

Case Study: OT Vendor Sessions → Renewal & Expansion

Context: Regional healthcare provider (OT + clinical systems). Evaluation stalled over third-party vendor access into sensitive networks.

• Exec re-frame: 1-page brief to CFO/CIO on unmonitored vendor sessions + audit exposure (HIPAA, ransomware blast radius).
• Proof fast: 14-day monitored trial during a live maintenance window; success criteria agreed upfront.
• Paper path: Used existing reseller to mirror MSA language and shorten legal; bundled year-end support credits to align budgets.

Outcome

• Cycle time: −18 days vs. prior attempts (pilot → signature inside the quarter).
• Renewal: 12-month term; moved from “tool” line-item to Ops-risk control owned by security.
• Expansion: Phase-2 for two plants + service desk onboarding (approved plan, funding queued).

Proof

• Privileged session capture: 94% (baseline 58%).
• Mean time to evidence (playback): < 5 min.
• Vendor access MFA: 100% enforced in pilot scope.

CIO: “Evidence in the SOC made renewal straightforward.”
SecOps lead: “Playback visibility removed the procurement roadblock.”

Why It Works

GTM is a system: Signals → Sequences → Proof → Outcomes.

Dashboards report. Activity logs close. Build the rhythm, and the numbers follow.

Download the One-Pagers

Want the frameworks? Email lbasin23@gmail.com or reply “PDF” on LinkedIn / X.

1. 30/60/90 AE Plan (1 page)
2. PoC → Renewal Case (1 page)

Crosslinks & References

• Original post on LinkedIn
• Ongoing updates on X (Twitter) and LinkedIn

Series: Emerging Leadership Labyrinth · Keywords: GTM, Cybersecurity, Enterprise Sales, MEDDICC, Pipeline Creation, Partner Channels, Proof-of-Concepts

“Systems don’t grow by magic. They grow by rhythm one signal, one sequence, one proof at a time.”
— Leon Basin, www.basinleon.com

🔗 Key hyperlinks included:

• LinkedIn profile: linkedin.com/in/leonbasin
• Original article: LinkedIn Pulse link
• X handle: @basin_leon
• Series link: Emerging Leadership Labyrinth Newsletter
• Website reference: www.basinleon.com