The course catalog of Pipeline Architecture.

Seventeen courses across five levels, from Pipeline Science to a defended operating model thesis. Every course is research-grounded, every lab runs on your live pipeline through graph8, and every assessment feeds a published rubric.

01 / How a course works

Theory. Method. Lab. Assessment.

This is an institute, not a video library. Each course teaches the evidence, the framework built on it, and then runs the work through your org's own system. Your team has MCP access to graph8: the platform retrieves and executes, you direct and judge.

01Theory The research base, cited. Decision science, buyer behavior, learning science, human-AI teaming, and the Tenbound benchmark corpus.

02Method The Tenbound framework derived from that evidence. The six pillars, the maturity ladder, the delegation map.

03Lab Applied work executed in graph8 through your org's MCP access, on your real accounts and live data. The lab is the work, not a simulation.

04Assessment AI-coached checks plus rubric-scored evidence that feeds your certification portfolio.

02 / The catalog

Five levels. Seventeen courses.

100 level

Foundations

The science of pipeline and the craft that cannot be delegated.

PA 101 Pipeline Science: Funnel structure and conversion math, benchmark distributions, honest stage definitions. Your rates pulled from your live system, not a survey.

PA 102 Market and Signal Fundamentals: Why buyers move: the 95-5 rule, status quo bias, buying groups, jobs to be done. You own the ICP hypothesis; the platform retrieves the universe; you audit its tiers against won deals.

PA 110 Conversation Craft: The human layer: call openers, objection moments, qualification judgment, the editorial ear. Trained in live AI roleplay, proven on real calls.

PA 120 AI Orchestration I: The practicum. One full account-to-meeting motion through your org's graph8: direct the system, judge the output, own the conversation.

200 level

Signal and Market Science

Reading intent like an analyst, designing motions like an architect.

PA 201 Signal Interpretation and Intent Science: Intent infrastructure: keyword-resolved companies, page-visitor identity, commercial scoring, recency weighting. Output: a ranked weekly signal queue you can defend.

PA 210 Account-Based Motion Design: Multi-threading the buying group by design. Plays per tier and per signal, channel mix, sequence architecture as implementation intentions.

PA 220 AI Orchestration II: Shaping the platform: author org-level AI skills for research and drafting, test output quality systematically, personalize at scale without the fake-personal trap.

300 level

AI Sales Development

The professional track for human-AI teaming.

PA 301 Human-AI Teaming: The delegation map as a discipline. Frontier judgment drills: know which tasks to delegate, direct, or own, and spot the confidently wrong output.

PA 310 QA and Trust Systems: The review layer: sampling strategies, quality rubrics for AI output, human review standards that survive volume, brand-risk gates.

PA 320 Workflow Engineering: Workflows end to end: triggers, skills wired into sequences, voice AI where it belongs, exception routing to humans.

400 level

Management

Running the team and the system.

PA 401 Coaching Science: Deliberate practice applied to team development. Call review that changes behavior, scorecards, ramp built on mastery learning.

PA 410 Pipeline Inspection and Analytics: Reading unified telemetry honestly: stage math at team level, quality metrics, leading indicators, the weekly inspection.

PA 420 Running the AI-Era SDR Organization: Org design when execution is orchestrated: what humans own, capacity math with AI leverage, workflow governance, hiring for judgment.

500 level

Architecture and Economics

The operating model, defended.

PA 501 Pipeline Economics: Unit economics of pipeline sources, SDR economics with AI leverage, source mix as portfolio theory, build versus buy versus automate.

PA 510 GTM Operating Model Design: The full system as one architecture, with the maturity ladder as a sequenced roadmap.

PA 520 Autonomy Governance and the Capstone: What runs autonomous, what stays human, who decides. Ends in the operating model thesis, defended before two assessors.

03 / The lab is the work

Trained in the system you will run.

Training that ends at the slide deck does not transfer. Every Tenbound lab runs in graph8 on your live accounts: the lists are real, the signals are real, the campaigns send. You leave with working pipeline and a system you already operate.

Your job in three verbs

• Direct. Brief the system well: the ICP hypothesis, the hook, the sequence design.
• Judge. Audit retrieval, edit drafts, gate quality. The certified skill is knowing where AI is confidently wrong.
• Own. The live conversation, the qualification call, the final say. The human layer stays human.

Start here

Start with the science. Finish with a system.

Not sure where your team enters the catalog? A Pipeline Diagnostic places you on the maturity ladder and names the courses that move your numbers first.

Before you go

Take the reading list with you.

The Briefing is one research summary per issue: the finding, the evidence, and the practice change, with citations you can check. Written by the Institute, not by a marketing calendar.