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Playbook · AE play

The MAP that buyer + seller co-author

Most MAPs are seller-written documents the buyer ignores. The exact 4-week ritual to get the buyer to co-author the MAP — every meeting agenda, the moments to introduce the MAP concept, and the 3 phrases that make buyers reach for the doc themselves.

01The play

Summary
Most MAPs are seller-written documents the buyer ignores. The exact 4-week ritual to get the buyer to co-author the MAP — every meeting agenda, the moments to introduce the MAP concept, and the 3 phrases that make buyers reach for the doc themselves.
Timing window
From stage 2 through close
Target persona
AEs running deals above $25K ACVSales managers reviewing late-stage execution
Success metric
Buyer adds at least 2 line items to the MAP independently.

02Expected outcome

Outcome: Co-authored MAPs close 30-40% faster than seller-only MAPs because buyer commitment is real.

Success metric: Buyer adds at least 2 line items to the MAP independently.

03Anti-patterns · do not run this when

  • Do not send the MAP as 'here's the plan' — invite co-authorship
  • Do not skip the timeline — vague MAPs slip
  • Do not make the MAP about your process — make it about their decision
Playbook entry · ships as-of {date('M Y')}. Operator-written, no theory inflation. If you've run this play and the numbers don't match yours — or the rhythm needs a tweak — write to [email protected] and we'll revise.
Signal-anchored outbound, no theater

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