Which proposal gets the team?
Two roadmap bets, one team
The situation
Kelvin is a 14-person B2B analytics company. One engineering team is free next quarter and two proposals are competing for it, each written by its sponsor. A cohort retention chart is attached because you asked for it.
Diego · Sales: “Halverson renews in March. I need to tell them something this week.”
Both proposals are competent and honest. You have twenty minutes before you meet Diego and Leilani. Choose one thing to read closely, then commit.
What you can see
E01 · Proposal A: Salesforce integration (Diego)
Three accounts have asked in the last six weeks: Halverson Group (renewal March, $84k ARR), Northline (in procurement, $60k proposed) and Bexley Analytics (expansion conversation, currently $31k). Shipping it protects $84k, improves the odds on $60k and opens expansion at Bexley. Sales has passed on four RFPs this year that required it. Diego calls it the lowest-risk revenue work available.
E02 · Proposal B: rebuild activation (Leilani)
New workspaces must connect a data source, define a metric and invite a teammate before the product does anything useful; session data shows a large share never complete all three, with no figure given. The rebuild pre-loads sample data, generates one starter metric and moves the invite out of the critical path. Leilani argues activation compounds across every future cohort and every acquisition dollar. She cannot promise a number.
E03 · Scope
Proposal A: one team, most of a quarter, plus a two-week tail for the OAuth review. Proposal B: one team, roughly a quarter. One team is free.
Step 1 of 2
What do you read closely in the twenty minutes?
Your first choice is kept. Changing your mind later counts as a retry.