# Segment milestones — TEMPLATE

> Replace this template's contents with your team's actual segment
> definitions. The rep-onboarding skill reads this file on every run
> to calibrate milestone weeks. Without your real definitions, the
> generated plan defaults to industry-average ramp curves that almost
> certainly do not match your motion.

For each segment your team sells into, fill out one block. Add or remove segments as needed.

---

## Segment: SMB

**Definition:** {headcount range, ACV range, deal cycle median in days}

**What "ramped" looks like:**
- Owns a {N}-account book
- Closes {N} deals per quarter at {median ACV}
- Maintains {N}x pipeline coverage
- Runs {N} discoveries and {N} demos per week

**Calibration weeks (overwrite from `prior_ramp_data_path` if available):**

| Milestone | Default week | Notes |
|---|---|---|
| First independent discovery | 3 | |
| First demo run solo | 5 | |
| First proposal sent | 7 | |
| First closed-won | 10 | |
| Full quota carry | 12 | |

**Non-obvious motion quirks (embedded verbatim into the plan):**

- {Quirk 1 — e.g. "every SMB deal touches Stripe billing review; allow 5 business days"}
- {Quirk 2 — e.g. "decision-maker is almost always founder; do not waste time multi-threading"}
- {Quirk 3}

**Disqualifying signals during ramp (the rep should escalate, not push through):**

- {Signal 1 — e.g. "prospect asks for a SOC 2 report — that's an enterprise signal, requalify"}
- {Signal 2}

---

## Segment: Mid-market

**Definition:** {headcount range, ACV range, deal cycle median}

**What "ramped" looks like:**
- ...

**Calibration weeks:**

| Milestone | Default week | Notes |
|---|---|---|
| First independent discovery | 4 | |
| First demo run solo | 6 | |
| First proposal sent | 9 | |
| First closed-won | 14 | longer cycle than SMB |
| Full quota carry | 16 | |

**Non-obvious motion quirks:**

- {Quirk 1 — e.g. "procurement adds 3-4 weeks at end of cycle; bake into forecast"}
- {Quirk 2 — e.g. "security review is mandatory above $50k ACV; loop in CISO contact early"}

**Disqualifying signals during ramp:**

- ...

---

## Segment: Enterprise

**Definition:** {headcount range, ACV range, deal cycle median}

**What "ramped" looks like:**
- Co-owns {N} named accounts with the AE/SE pod
- Drives {N} executive briefings per quarter
- ...

**Calibration weeks:**

| Milestone | Default week | Notes |
|---|---|---|
| First account-team integration | 6 | |
| First exec briefing run | 12 | |
| First closed-won (existing pipe) | 24 | |
| Full quota carry | 26 | typically end of year 1 |

**Non-obvious motion quirks:**

- {Quirk 1}
- {Quirk 2}

**Disqualifying signals during ramp:**

- ...

---

## Last edited

{YYYY-MM-DD} — update this on any change so the skill can warn when the file is stale.