26. SE operating plan: first 90 days

A field guide is only useful if it changes what you do on Monday.

Days 1 to 30: learn and prove

• Open a B2 account; run every demo in 17 on your own dime (first 10 GB free).
• Pass internal certification; shadow 10 calls; record your own pitch and fix it.
• Build the TCO calculator from 14 as a shareable sheet with source dates.
• Learn three integrations cold: Veeam, Synology, rclone.

Days 31 to 60: run the motion

• Own discovery and whiteboard on live opportunities.
• Run two POCs with written success criteria.
• Write two deal stories with the template in 22.
• Build a partner list: top 10 Veeam, MAM, and GPU-cloud partners in territory.

Days 61 to 90: scale it

• Turn repeated questions into one-page answers.
• Run a partner enablement session (whiteboard 09 and 12).
• Bring one $500K+ opportunity to technical win (upside to public guidance).
• Publish an internal “what broke in POCs” list and feed it to product.

Metrics an SE should track