Become the GTM/Revenue Engineer
your team runs on.

Built like a relay: every part’s output is the next part’s whole input, and the chain ends in your own workforce.

1. Part 01 · Teaching · AI ModelWork in the AI era.2 modules · 8 lessons

   No connector, no record. No schedule, no night shift. Your tools set every agent’s ceiling.

   Module 01

   How agents work inside your AI assistant

   1. 01The three hours AI gives backThe three hours AI can give back in a week, and where they die for SDRs, AEs, CSMs and leaders.
   2. 02How a model works, and where it failsIt predicts, it guesses without context, it forgets between chats, and it sounds sure when it is wrong. That is why every agent here reads your workspace and shows its source.
   3. 03What an agent runs on: the model and its toolsThe model (seven providers, with Claude as RIVET’s reference build) and the tools around it (connectors to your CRM, mail and calendar, web search, files, scheduled runs). Each tool unlocks work: no connector, no record; no web, no live signals; no schedule, no night shift.
   4. 04Your work on the five autonomy levelsFrom Manual, where you do the work, to Autonomous, where an agent runs it alone. Your provider and tools cap how high an agent can go.

   Two caps set every agent’s ceiling: your provider’s and your tools’. The lower one wins. No schedule, no night shift.

   Shown live: Revenue Brain running a real day, the end state. You install it in Module 12.

   Module 02

   The INFINITE Pipeline as data

   1. 05Eight rooms, eight gatesFrom first signal to expansion: Identify, Navigate, Fit, Invest, Nurture, Implement, Transform, Expand, and the gate that lets an account out of each.
   2. 06Every room in three numbersHow many enter, what share move on, and how long they wait. No rate on fewer than 10 records.
   3. 07Your business model firstRecurring, Consumption or Hybrid, and what it changes. Consumption has no renewal event.
   4. 08Your motion, and where the four tracks sitFind yours among the five: Self-Serve, Demand-Gen, Pipeline-Gen, Sales-Dev, Account-Dev. Then see where the four tracks sit on the loop.

   Q × CR is the next room’s Q: 420 × 30% = 126. Fewer than 10 records, no rate.

   Agents: none. This is the model every agent reads and writes.

   Before Part 2Bring 10 accounts from your own work, and raw material for grounding. The full list is under What you’ll need.

   You leave withyour week mapped, and the hours you’ll take back.

2. Part 02 · Workshop · Data ModelSet up and ground your workspace.1 module · 4 lessons

   Module 03

   1. 09Built live, on one real companyWe set up Claude as the workspace for one learner’s real company, then run the grounding intake start to finish and load their accounts into the Ledger.
   2. 10Set up the workspace in ClaudeA Project, its instructions, its knowledge files, and connectors to your CRM, mail and calendar. Then watch the same agent run with a connector and without one.
   3. 11Run the grounding intakeIt writes the files every agent reads: company, ICP, voice, boundaries, dictionary, proof, personas, the Play Library and the Revenue Ledger.
   4. 12Set the floors, pass the readiness checkWrite the ICP floor and the persona floor, then run the readiness check. Slop is an input problem.

   Every agent reads the workspace first, and shows its source. Slop is an input problem.

   Agents: Workspace Grounding, Persona Card Builder.

   Task 1 · due before Part 3Ground your own workspace until the readiness check passes, and load your 10 accounts into the Ledger. Use Claude, or your company’s AI with the library’s install steps.

   You leave witha workspace that knows your company.

3. Part 03 · Teaching · Communication ModelRead every account, build every agent.2 modules · 8 lessons

   Five elements, every fact tagged. The first gap decides the one next question.

   Module 04

   AI-SCORE™: read every account the same way

   1. 13Five elements, every fact taggedAI-SCORE™ is the Communication model. Read any account, before or after the sale, on five elements: Status, Complication, Outcome, Risk Event and Evaluation Criteria, with every fact tagged confirmed or inferred.
   2. 14The missing element, and the one questionFind the element that is missing and the one question that closes it. The agents turn the read into a qualification score, the AQS, and a deal must clear its bar before a proposal. You read the score; you never compute it.
   3. 15Anchor every account to an outcomeAnchor every account to a First Outcome and a Joint Outcome Plan.
   4. 16The Risk Event your model createsSpot the Risk Event your business model creates: a date for Recurring, usage decay for Consumption, both for Hybrid.

   AI-SCORE™ runs inside the agent: every fact tagged, the gap found, the score computed. The question reaches the buyer only through you.

   Agents: none. This is the instrument every agent scores with.

   Module 05

   Inside an agent

   1. 17The six points of every agentTake an agent apart into its six points (trigger, inputs, grounding, steps, output, guardrails) and know how to instruct each.
   2. 18The Trust Contract and the hard floorsApply the Trust Contract’s eight rules and the hard floors that never unlock: money, credentials, external approvals and any commitment. Agents draft; you send.
   3. 19Drafts that sound like youMake every draft sound like you: Your Voice Profile, with the RIVET Voice Lint underneath it.
   4. 20The handoff, without repeatsHand an account from one agent to the next without anyone repeating themselves: the handoff packet and the next best action.

   Agents draft, you review, you send. The hard floors never move.

   Agents: Agent Operating Protocol, Your Voice Profile.

   You leave withone way to read accounts, and one way to build agents.

4. Part 04 · Workshop · Motion ModelOne call, one honest record.1 module · 4 lessons

   Module 06

   1. 21Built live, on one real callOne learner’s real call goes in, and a scored account comes out in the Ledger, handed to the next agent.
   2. 22Evidence in the buyer’s own wordsTurn any meeting into AI-SCORE™ evidence in the buyer’s own words, including what was left unsaid.
   3. 23One honest recordWrite one honest record: each element complete, partial or missing from evidence only, the stage moved only when its gate is met, and every move date-stamped.
   4. 24One account storyKeep one account story from first signal to expansion, and answer “catch me up” in one paragraph.

   One call becomes one honest record. The stage moves only when its gate is met.

   Agents: Meeting Scribe, CRM Scribe, GTM Intelligence Agent.

   Task 2 · due before Part 5Build Your Voice Profile, AI-SCORE™ one account fully from a real call, read the other nine with their gaps named, and choose your track.

   You leave withdrafts that sound like you, and a record built on evidence.

5. Part 05 · Teaching · Growth ModelProspecting and Selling.2 modules · 8 lessons

   Module 07

   Prospecting: know who to chase, never walk in cold

   Finding the right accounts

   1. 25Size the market, build the listSize the market, then build and score a target list through conversation.
   2. 26Draft each account, mark what is confirmedStatus and Complication drafted per account, with hypothesis marked apart from confirmed.
   3. 27Prep on the night shiftPut prep on the night shift: signals, the account map and a one-page brief, ready by morning.
   4. 28The first touch, in your voiceWrite the first touch in your own voice with Relevance, Reward and Looking for, MENA-aware, with one claim at most and only from proof.

   Every account drafted, every guess marked: hypothesis stays apart from confirmed.

   Built live: Target List Builder, Signal Watch, First-Touch Writer.

   Walked through: TAM Agent, ICP Scout, Account Mapper, Prospect Prep.

   Installed by motion: Outbound Sequence Writer and Cadence & Reply Handler for Pipeline-Gen and Sales-Dev; Inbound Qualifier for Self-Serve and Demand-Gen.

   Module 08

   Selling: discovery that qualifies, close on evidence

   Winning the deal

   1. 29Discovery around the gapsPlan the call around the missing elements, score a real transcript, and find the one question that closes each gap.
   2. 30Close on evidenceThe next step and the decision case, drafted from cited evidence only.
   3. 31Every concession, a tradeEvery concession turned into a trade.
   4. 32Hand off the win, nothing lostHand off the win with nothing lost: an ASSIST handoff, with the First Outcome defined before the deal closes.

   Discovery closes the gaps, every concession becomes a trade, and the win hands off with its First Outcome.

   Built live: Call Scribe, Discovery Planner & Scorer, Follow-Through.

   Walked through: Business-Case Builder, Trade Planner, Clean Handoff.

   Installed when needed: Demo Prep and Technical Fit, Deal Navigator, Deal Risk & Pipeline Hygiene.

   You leave withthe front half of the pipeline, run by agents.

6. Part 06 · Workshop · Operation ModelThe relay: target to discovery.1 module · 4 lessons

   Module 09

   1. 33TAM Agent sizes the marketOne account runs the whole front half in front of the room, starting with the size of its market.
   2. 34The night shift preps the accountThe prep runs overnight, so the account is ready by morning.
   3. 35First-Touch Writer drafts the openerThe opener is drafted in your voice. Agents draft; you send.
   4. 36A real call, scored and moved by its gateA real discovery call is scored, and the stage moves only when its gate is met.

   Each agent’s output is the next agent’s whole input. Where the work meets the buyer, the ceiling drops and you review.

   Task 3 · due before Part 7Run the relay on 3 of your accounts.

   • Prospecting and Selling: from target to a scored discovery.
   • Customer Success and Account Management: on 3 customers, to open a new buying unit with a re-sell or a cross-sell.
   • Leaders: on 3 of your team’s accounts, reviewing every draft before it goes.

   You leave withthree of your accounts moved forward.

7. Part 07 · Teaching · Moat ModelCustomers, and leading the workforce.2 modules · 8 lessons

   Module 10

   Customer Success and Account Management: land it, prove it, renew it, grow it

   Keeping and growing the customer

   1. 37Start the account rightA kickoff read-back so the customer never repeats themselves, the Joint Outcome Plan with owners on both sides, and a First Outcome that passes three conditions. Sign-ins and finished integrations do not count.
   2. 38Catch a slipping account earlyFour health pillars with one metric each, every alert a hypothesis with its test, run on the night shift.
   3. 39Renew on evidenceA value review that asks “if you had to renew today, would you”, and renewal opened at the midpoint and pinned to the buyer’s budget month (never for Consumption).
   4. 40Grow on evidenceThe expansion case by type: renewal, re-sell, upsell, cross-sell.

   Renewal opens at the midpoint, pinned to the buyer’s budget month.

   Built live: Kickoff and JOP Builder, First Outcome Tracker, Health Radar.

   Walked through: Value Review Builder, Renewal and Save Play, Expansion Case.

   Module 11

   Run the workforce: the leader’s view

   All eight rooms

   1. 41Read your system by roomConversion, time in room and stage-at-loss, cohort first, and the deal confidence score (DCS) that sends a weak deal to manager review.
   2. 42Govern the workforceEvery agent’s level, owner and reviewer; its room, quality and trust numbers; and the provider and tools that cap every agent’s level.
   3. 43The Buyer-Facing UnlockHow an agent earns the right to send on its own.
   4. 44Coach and plan from the LedgerOne-to-ones built before you walk in, a coaching calendar from the team’s weakest AI-SCORE™ element, and the forecast set against the capacity plan.

   No agent sends on its own until it earns the Buyer-Facing Unlock.

   Built live: Manager Coach, Forecast and Capacity Planner.

   Walked through: Revenue Brain’s weekly review, Deal Risk & Pipeline Hygiene, the Rooms and Agents tabs of the Ledger.

   You leave withthe back half, plus how to lead it.

8. Part 08 · Workshop · Revenue ModelFull workforce run and Board Review.1 module · 4 lessons

   Module 12

   1. 45Built live, on one learner’s dayRevenue Brain runs one learner’s day across their track, with the next best action per account and drafts waiting in the Review Queue. Then that learner’s workforce goes in front of the RIVET Board Review. This closes the loop Module 1 opened.
   2. 46Install Revenue Brain, run your own dayInstall Revenue Brain over your workspace and run your own day on your own book.
   3. 47The RIVET Board ReviewPut your workforce through the RIVET Board Review: eight lenses, each ending in pass, fix or bet.
   4. 48A 60 to 90 day sprintTurn one metric and one skill into a 60 to 90 day sprint with Personal AI Coach.

   Shown in Module 1, installed in Module 12: the course ends where it began.

   Agents: Revenue Brain, Personal AI Coach.

   Task 4Your workforce map: every agent you run, its level, its owner and who reviews it. The exam opens.

   You leave withyour own day run by your workforce.