Where it sits
The pre-sales cycle, running up to the commit — pipeline, pursuit, and the handoff into delivery, which is where deals most often quietly rot.
✦ Solutions · Supply side
Ramp is over when the work gets accepted.
Revenue-Role Performance contracts what your sellers and solution teams actually produce — discovery briefs, scoping artifacts, handoffs — judged by the teams who receive that work, and settled on first-pass acceptance instead of activity.
Enablement Office on behalf of:
CROs and sales leaders who own ramp, forecast quality, and the commit-to-delivery seam.
Whose performance it contracts
Account executives, solution and presales engineers, and the seam between them and delivery. The judge is the person who receives each output and lives with its quality.
Your best rep already works to a standard. Nobody wrote it down.
The contract at the center
Ramp ends at the first accepted output, not the last completed module.
One output, one judge, one standard, one date. Then the same instrument again for the demo, the proposal, the commit-to-delivery handoff — each judged by whoever inherits it. Ramp stops being a curriculum with a completion bar and becomes a sequence of accepted work.
Performance contract
The qualified discovery- Output
- A discovery brief the receiving team accepts, first pass.
- Judge
- The receiving team’s lead — solution engineering or delivery.
- Standard
- “I can scope from it without booking a second call with the customer.”
- Deadline
- Ramp day 45 — first accepted output, not first closed deal.
- Evidence
- Accepted handoffs on real pursuits; the brief reviewed against the signed standard.
What the twin does
Drafts the map of what your top performers actually produce, stage by stage — from your own calls and documents, in your sellers’ own words. Observes real performance against the signed standard, good and bad, and books it as evidence on the contract. When someone misses, it routes the gap honestly: process, environment, or knowledge.
What your people do
The receiving lead sets the standard. Your best sellers confirm the map in thirty minutes. Leadership signs the contract — and takes every decision on it. Not every gap is a training gap: sometimes the discovery briefs are fine and the handoff process is broken. The office that can say “fix the handoff, not the rep” earns its keep.
A forecast built on accepted work, not logged activity.
What it settles against
Less rework between teams. Faster productive ramp.
The ramp metric a CFO can respect.
The quality of the commit itself — measured where deals change hands.
Process, environment, or knowledge — named before a fix is chosen.
- Named
The roles under contract are chosen; the receiving judges are named.
- Mapped
The twin has drafted the stage-by-stage map from your own calls.
- Signed
Judges’ standards on the contracts; top performers confirmed the map.
- Live
Real pursuits observed against the standard; gaps routed honestly.
- Measured
Settlement on first-pass acceptance, on the sales calendar.
Contract your first role