Resources & Whitepapers

Explore in-depth whitepapers and case examples, from ESO Method. Practical frameworks you can apply  in enterprise sales.

Type: Book Preview

Title: Enterprise Sales Orchestration — Chapter 1

Description: Enterprise Sales Orchestration — Chapter 1

Get a free preview of the book that launched the ESO Method. Chapter 1 introduces the core principles of Enterprise Sales Orchestration and shows why traditional approaches fail in complex enterprise deals.

Book cover titled 'ESO Enterprise Sales Orchestration' by Marco Diaz. The cover features a hand holding a pointer aimed at a network of interconnected blue nodes, against a dark blue background.

Type: Whitepaper

Title: The Hidden Anatomy of Enterprise Buying

Description: Enterprise buying isn’t linear — it’s layered.

This whitepaper reveals the hidden structures, informal networks, and decision rituals that shape enterprise deals. Learn how to anticipate silent blockers, align with real influence networks, and apply ESO tools like the Power Map Canvas and Decision Ritual Calendar™ to move deals forward.

Cover page of a whitepaper titled 'The Hidden Anatomy of Enterprise Buying,' with an ES O logo and subtitle, by Marco Diaz, 2025.

Type: Case Example

Title: Acturus Account Plan (Sample)

Description: Enterprise deals don’t unfold in theory — they unfold in accounts.

This sample account plan shows how ESO frameworks are applied in practice to decode influence, align stakeholders, and orchestrate consensus. Arcturus serves as a practical example of how methodology turns into strategy, tools, and sequencing inside a real enterprise opportunity.

Cover page of Arcturus Capital Holders account plan document with city skyline background, featuring a prominent skyscraper, and logos for ESO and Cloud CyberSec Technologies.

Type: Field Manual

Title: PIBAT Field Manual

Description: A clear, plain-language guide to qualifying and moving B2B deals forward with evidence, not guesswork.

It introduces a five-part method—Problem, Impact, Budgetability (how it can be funded), Approval Architecture (who decides and in what order), and Trigger & Timing (what makes it urgent)—with examples, checklists, and simple steps you can add to your CRM and weekly reviews.

Cover page of PIBAT™ Field Manual for Qualification and Deal Orchestration System, featuring a digital funnel graphic and the ESO Enterprise Sales Orchestration logo.

Type: Toolkit

Title: PIBAT Toolkit

Description: A practical Excel workbook that turns the PIBAT method into daily tools.

It includes ready-made sheets for scoring opportunities, mapping decision makers, tracking budget paths, logging urgency triggers, and creating simple one-page deal summaries, so teams can apply the framework without needing to design templates from scratch.

A digital infographic showing a process flow with five columns labeled P-Problem, I-Impact, B-Budgetability, Approval Architecture, and T-Trigger & Timing. Each column contains checkboxes and scores, with a central graphic of a brain with arrows indicating improvement within 14 days. The infographic also includes a chart at the bottom with checked boxes for Mutual Action Plan, Decision less than 0.3, and Definition of Done.