Close, deliver, expand

Close is parallel, not sequential

Marketplace procurement and the implementation SOW are separate commercial streams that close at the same time, not a discovery-scoping-commercials-close-implement sequence run one step at a time. Funding, when needed, resolves to a decision — approved, resized, customer-funded, or deferred — before the production decision, not after.

Go-live is not complete until environment and transaction identifiers are captured and reconciled against usage and partner role. A deployment with unreconciled identifiers is exactly the kind of gap that turns into a disputed attribution claim later.

Expansion is a new pursuit, not a footnote

Verified usage and partner role unlock managed operations and an expansion check on the adjacent workload. An approved expansion becomes a new, linked pursuit that re-enters qualification rather than skipping the gate because the account is already active — and a packaged seller-proof point feeds the next field referral, closing the loop back to origin.