Case study
Lumera Cyber
Problem
Lumera had hired 14 AEs in 12 months and ramped time to first-deal-closed had drifted to 7.4 months. Half the new hires were still under 50% quota at month nine. The CEO was personally coaching call recordings every Saturday morning.
The board flagged ramp time as the single highest leverage variable in the FY26 plan.
Engagement
Threshold designed and delivered a 4-week onboarding curriculum, a weekly call review cadence run by managers (not Threshold), and a quarterly skill audit dashboard. Hiroshi led the engagement from Berlin.
Lumera's 14 AEs ran through the new onboarding starting Q1 2025. The third cohort of 6 AEs finished onboarding in October 2025 with measurable pacing improvements.
Outcome
- Ramp time to first-deal-closed reduced from 7.4 months to 3.8 months across cohorts 2 and 3.
- Cohort 2's quota attainment at month 9: 78% (vs cohort 1's 49%).
- CEO no longer reviews recordings personally — managers run the call review cadence, with quarterly audit by Hiroshi.
“We hired six new AEs in October and they were running discovery calls that mattered by mid-November. That has never been true here before.”