How Cursor and Liatrio go to market together, from the first client conversation through to a signed Statement of Work. One operating model for a single united front, with no channel conflict and measurable ROI.
A single, industry-agnostic operating model, designed to be reused across every account, sector, and engagement in the Cursor × Liatrio partnership.
The two companies are complementary, not overlapping. Cursor brings the product, the model economics, the platform relationship, and growing account access. Liatrio brings the delivery capacity and deep account penetration that turn adoption into outcomes. Together they cover the full path from product to deployed value.
This operating model is intentionally industry-agnostic. It is designed to be reused across all industries and accounts and to define how Cursor and Liatrio work together as a partnership at large, from the first proof point through every engagement that follows.
Present a united front to clients, pull each other up rather than compete, and prove partnership ROI by October 1, 2026. The bottleneck today is not content. It is the process for turning interest into a routed, compensated, jointly delivered opportunity.
Partnership ROI is the combination of Cursor adoption growth in joint accounts and Liatrio delivery revenue, measured against the effort both sides invest. Leading indicators:
Joint opportunities created and registered, by source.
Conversion rate and average time from first conversation to signed SOW.
Seats deployed and expanded across joint accounts.
Live engagements and client-validated ROI.
A concise set of shared commitments that every seller and engineer on both sides can rely on. These guardrails keep the partnership collaborative and prevent channel friction.
Opportunities are shared, not contested. When either party sources an opportunity, the other is brought in, and neither team's sellers are disadvantaged for doing so.
Each party is fairly compensated for the value it contributes, with clearly defined sourcing and delivery credit. A defined commercial model is the foundation of a durable partnership.
Where both parties are active in an account, the default is to collaborate. They operate independently only when that is demonstrably better for the client.
Pipeline and account activity are shared through a defined channel, so both parties can see what is moving and who owns the next step.
Both parties move quickly, but never at the expense of a client's time or experience. Work pauses the moment effort would be duplicated.
Each team is equipped to recognize when to position the other. Knowing when to bring in the partner is a core expectation of every seller.
When the two go to market together, Liatrio leads with Cursor as the recommended platform, and joint solutions are designed around Cursor by default.
Joint engagements are designed to grow and sustain Cursor adoption, not just deliver a one-time project. Delivery success and seat expansion go together.
A clear split of accountability across the lifecycle. Account-level rosters are filled in per opportunity; the responsibilities below hold in every engagement.
| Function | Lead | Responsibility |
|---|---|---|
| Partnership leadership | Joint | Designated partnership leads from Cursor and Liatrio own the operating model, cadence, and escalation. |
| Opportunity sourcing | Either party | Any seller who surfaces interest registers it and routes it to the counterpart. |
| Account & sales | CursorLiatrio | Cursor's account executive and Liatrio's account lead co-own the client relationship; deal registration assigns the sourcing credit. |
| Tool & use-case fit | Cursor | Cursor's solution experts and AI deployment team map platform capabilities to the client's specific workflow problems. |
| Solution & delivery | Liatrio | Liatrio's engineering team scopes, shapes, and delivers the engagement, and authors the SOW. |
| Platform & commercial ownership | Cursor | Cursor owns the platform license relationship, renewals, and seat expansion. Joint delivery is designed to grow and retain Cursor adoption. |
| Executive sponsorship | Joint | For client C-suite engagement, Cursor and Liatrio executives go in together. In Cursor-sourced accounts Cursor co-leads the executive relationship. This is also the path for escalating conflicts. |
Eight stages, grouped into four phases. Each stage is tagged by who leads it, so the handoffs between Cursor and Liatrio are explicit. This is the journey of a rep walking into a net-new client, with the call to action at every step.
The reusable assets that make the model run. Some exist today (Liatrio's use-case content and SOW instruments); others are net-new and need an owner.
One unified narrative: who Cursor and Liatrio are, what we do, and why we are stronger together. Used at stages 1 and 3.
Liatrio's content laying out workflow problems (planning, development, handoff) and where Cursor helps. Strong material to put to work early.
Cursor's experts map platform features to the validated client use cases. Output of the technical deep-dive.
A repeatable client workshop format and enablement-session plan for combined sessions with a client's teams.
A shared record of sourced opportunities, credit, and routing status. The backbone of channel-conflict prevention.
Liatrio's standard scoping and pricing instruments, extended to reflect the joint commercial model.
The dynamic line of communication between partnership leads on both sides. The first concrete step out of the framework discussion.
The living source of truth for the partnership. Co-edited; defines the sections, owners, and rules.
When both companies are already active in the same account, coordination prevents duplicated effort and channel conflict. This playbook applies to any shared account in any industry: map each side's footprint, decide where to combine, and clear compliance gates early.
Convene a working session with both account teams (Cursor's account executive and deployment lead, and Liatrio's account lead). Map each side's relationships and planned work, then decide combine vs operate independently per workstream, guided by what best serves the client. Establish the norms that prevent channel conflict.
Before scoping any workstream that touches sensitive or regulated data, confirm the client's data-residency, security, and contractual requirements (for example, any industry-specific compliance regime or data-handling agreement). Sequence sensitive workstreams behind that confirmation; lower-risk enablement can proceed in parallel. Align on the compliance posture early so it never surfaces as a late-stage blocker.
Partnership leads from both sides. Dynamic day-to-day coordination. Stand up immediately.
This document, co-edited. Defines sections, owners, and rules of engagement.
Mirror Liatrio's internal business-development call. Each side shares what it intends to pursue; deconflict and decide combine vs independent.
An account-level working session whenever both sides are active in the same account. A repeatable template.
A unified front to both sales teams once the model is drafted. Who we are, what we do, and when to bring in the partner.
Cursor and Liatrio executive sponsors, for conflicts and client C-suite moments.