AE to CRO: The Career Architecture
A senior AE weighs the three visible paths to the CRO seat — AE Manager, RevOps detour, Partnerships — plus the option to stay IC.
About this simulation
The head of digital transformation of a fictional Colombian municipality (about 172,000 inhabitants) carries a new mayor's promise of "no queues in 12 months" through a four-year term on a real budget: 214 registered procedures, about 410,000 counter transactions a year and COP 9,000 million for 2028 to 2031.
Decision 1 (February 2028): the portfolio (all 214 procedures in a year, the 12 procedures with the most volume and complaints end to end, or a smart-city control centre); whether processes are simplified before they are digitised, digitised as they are, or wait for an integrated system; and how progress is measured.
Decision 2 (July 2028): the vendor model (a closed all-in-one platform, a custom build with contractors, or components on the State digital services and open standards); whether people keep bringing certificates the State already holds or the town hall queries them through the interoperability platform; and the terms on citizens data, including a discount offered in exchange for commercial use of that data.
Decision 3 (April 2029): how citizens are brought to the digital channel (a campaign, an assisted channel, or fewer counters); what happens with the staff; and whether what is online is improved from usage data. Decision 4 (March 2030): the licence renewal and the total cost of operation, who runs the platform, and what the mayor reports at the public accountability hearing.
The model is deterministic and quarter by quarter: coverage, depth and adoption set the procedures completed online and the hours citizens save; the vendor model, the data terms and the team set cost, lock-in and autonomy; spending beyond the digital budget line leaves part of the service without support.
The score combines the quality of each decision with hours saved, citizen satisfaction, technological autonomy and cost per procedure completed online, and is capped when a decision breaks the law (commercial use of citizens personal data, a renewal split to avoid a selection process). Spanish (primary, Colombia) and English.
Who it is for
An intermediate simulation for participants who already know the core concepts of the subject, designed for master's and MBA programmes.
How a session runs
- The instructor creates a session from the Eureka dashboard and invites the participants.
- Participants play 4 rounds. In each one they submit their decisions and the simulation calculates the results.
- The simulation can be run in English, Español.
- The instructor follows each participant's progress and results from the dashboard, and uses the class results for the debrief.