Year Zero · Operating System

YEAR ZERO

365-Day Enterprise Territory Operating System — 5 phases, milestone-driven, executive-grade execution.

Overall Progress

0 / 72 tasks

Current Phase

Foundation

Days 1–30

Ramp Maturity

Foundation

Operating maturity tier

Milestones Remaining

Across 5 phases · 365 days

P1 · 0%

P2 · 0%

P3 · 0%

P4 · 0%

P5 · 0%

P1 · Phase 1 · Days 1–30

Foundation

Territory Intelligence & Competitive Mapping

Map the territory before you move on it. Know before you go.

0 / 16 tasks

Complete full product certification and core demo certification to professional standard.

Shadow 5+ enterprise discovery calls and executive presentations — capture methodology, objections, and competitive positioning.

Align with SE lead on technical overlay process, demo customization, and escalation paths.

Align with Sales Manager on territory strategy, named accounts, quota construct, and inspection cadence.

Sync with Marketing, CS, RevOps, and SDR/BDR on demand-gen, expansion, CRM standards, and coverage protocol.

Review competitive intelligence: battle cards, win/loss data, analyst positioning.

Pull, clean, and de-duplicate the named account universe from CRM.

Segment territory into Tier 1 (strategic), Tier 2 (qualified), Tier 3 (exploratory) with scoring matrix.

Flag dormant Tier 1 opportunities and 10 whitespace accounts with engagement hypotheses.

Define ICP criteria — firmographics, technographics, triggers, verticals, size bands.

Map buyer personas — Economic Buyer, Champion, Technical Buyer, Influencer — with pain hypotheses.

Research top 10 Tier 1 accounts: org structure, recent filings, tech stack, leadership changes.

Define personal pipeline entry criteria — ICP fit, pain, access to power, compelling event.

Enter all accounts, contacts, and notes into CRM at production quality.

Build personal activity dashboard tracking weekly leading indicators.

Establish weekly 1:1 cadence with Manager and bi-weekly cross-functional sync.

Let's connect.

john@johnkayl.com (512) 290-1669 linkedin.com/in/jkayl