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The 80-Account Motion — Enterprise Marketing for WPH
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Welcome
Your progress
Level 0 — Orientation
0.1 · Where WPH actually is
0.2 · The motion at a glance
0.3 · Install the operating system
Level 1 — Understand the Game
1.1 · How enterprise buyers buy
1.2 · Power: expert vs vendor
1.3 · Positioning mechanics
1.4 · Beachhead & the three rings
1.5 · The proof stack
1.6 · The account system
1.7 · The coverage scoreboard
Level 2 — Run the Motion
2.1 · Founder visibility, named audience
2.2 · Original research: the benchmark
2.3 · The interview series
2.4 · The room: events & partnership
2.5 · Referrals & champion tracking
2.6 · Warm signal-based touches
2.7 · Discovery: diagnose first
2.8 · The paid diagnostic
Level 3 — Price, Close, Compound
3.1 · The value conversation
3.2 · Three-option proposals
3.3 · Procurement & the paper process
3.4 · Negotiation & close
3.5 · Land, expand & the council
3.6 · Pipeline math & forecasting
3.7 · The playbook & the first hire
Reference
Glossary
Practice & capstones
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Procurement, MSA/SOW & the paper process