Business Models & Unit Economics
Nine-Month Sales Cycles
Understand sales velocity as pipeline × win rate ÷ cycle length, and how deal size trades off against both. Feel the cash gap between hiring salespeople and the revenue they eventually book.
You sell an analytics platform to enterprises, and the deals crawl. Reps chase a thin pipeline, procurement drags every contract out for months, and payroll doesn't wait for signatures.
Each month you set headcount for outbound SDRs, pick a pricing model, and decide how much to invest in the product (which builds the reputation that wins deals and pulls inbound pipeline). Bigger contracts close slower and win less often. Grow ARR to $900k before the bank account hits zero.
15 months on the clock. Initial conditions are randomized.