docs(commercial): address the partner, not the sales team - #191
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Several passages in the commercial section were written to an internal sales reader and published unchanged. "Do not mix these in one pitch", "this is the motion you can sell now", "Charge 2 and 3", "Halt UX is the commercial product ... that is renewal", "IDN RFPs are not the growth engine", and "Do not publish a public healthcare procedure npm" all tell an OpenAdapt seller what to do. The reader of these pages is a partner evaluating the product. Keep every fact the partner needs and drop the instruction wrapped around it. Attended and unattended become operation modes with a scope statement instead of sales motions. The tier rule states which oracle mints a Seal instead of what to charge for. The go-to-market positioning is cut. Also expand two abbreviations that were never introduced: SoR in the receipt-field tables becomes "system of record", and PAM becomes "privileged access management". Co-Authored-By: Claude Opus 5 <noreply@anthropic.com>
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The rest of the commercial section carried the same fault as #191 in a milder form: pages that speak about the reader in the third person, or that instruct an OpenAdapt seller inside a document the customer reads. - index.md: the resource table told a seller when to send each document ("Introducing the entry offer to a buyer", "Showing a buyer what they will receive"). The column now describes what each document covers. - scope-checklist.md: "Sending this list with the proposal avoids ..." addressed the seller. The page now addresses the customer, and keeps the fact about access that arrives three weeks after signature. - qualification-sprint.md: the page opens with "You bring one named workflow" and then switched to "the customer" for three sections. - execute-api.md: "Mint a production Seal only at tier 2 or 3" instructs a reader who does not mint Seals, and "Do not type a physician password" instructs one who does not type it. Both are now statements about what OpenAdapt does. Dropped "founder-gated", an internal role, from the lane-status sentence. Co-authored-by: Claude Opus 5 <noreply@anthropic.com>
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The "Two sales motions" block on the Execute private-pilot guide is written to an OpenAdapt seller: "Do not mix these in one pitch", "This is the motion you can sell now", "Halt UX is the commercial product". The reader of that page is a partner deciding whether to embed Execute. The same block is published a second time on The Seal, and shorter versions of it sit on the Qualification Sprint and Procurement FAQ pages.
Every fact in those passages is worth publishing. The instruction wrapped around each fact is not.
What changed
Two sales motionsbecomesAttended and unattended operationon both pages. Same facts: attended is what the private pilot runs today, a consequential write pauses atdecision_required, the runner rechecks live identity before it continues, the person stays the legal actor, a Seal is not a physician signature, and unattended is qualified separately behind a dedicated agent identity, privileged access management, and session recording. Added the one guarantee that was implied but never stated plainly: OpenAdapt does not type a person's password, reuse a person's login, or share a service account, in either mode.Cut from oem-brief.md:
Cut from seal.md:
How it shipsparagraphs about IDN RFPs, hospital procurement cycles, winning the chat box, and incumbent distribution. The Execute/MCP embedding path and the Copilot answer stay.Procurement FAQ: "Are we buying a hospital RFP engagement?" was answered with sales strategy. It now answers the question. The attended/unattended answer keeps its content and loses "the motion you can sell".
Abbreviations
SoRappeared in the receipt-field table on both pages and was never introduced. It now reads "system of record".PAMis spelled out as "privileged access management" at each use.Checks
mkdocs build --strictis clean andpytest testsis 298 passed.