A compact playbook of motions and artifacts that convert technical credibility into business outcomes.

Core motions

  • Discovery → value mapping → success criteria → lightweight PoV plan.
  • Hands-on demo/POC: data onboarding, Delta reliability, MLflow, governance.
  • Objection handling: performance, cost, migration, security/governance.

Workshop kit (reuse)

  • Reference architectures (ingest, Lakehouse, MLOps, RAG) and checklists.
  • Demo datasets and notebooks; pre-wired CI/CD and QA gates.
  • Post‑POC artifacts: runbooks, sizing, adoption roadmap, risk register.

Example PoV success criteria

  • Time‑to‑first Delta ingestion and DQ %.
  • MLflow registered model with promotion gates.
  • RAG: Recall@k and latency thresholds; data governance and PII controls.

SE hygiene

  • Record assumptions, map stakeholders, and publish decisions.
  • Measure outcomes; close gaps with targeted enablement.