Appendix B, live

The Infiltration Canvas

One page per engagement. Fill it out before you take the meeting, not after you lose it. Eight panels, in order. Skip one and the fortress finds the gap you didn't. Everything saves to your browser; export a branded page when it's whole.

“Every character is a force vector. Know the direction before you draw the arrow.” — SPZ. The same is true of every deal.

0/44 fields

44 blanks — you're not ready to infiltrate; each blank is a mission task

1 — ENVIRONMENT(the physics)

0/5

What kind of gravity well am I entering?

Vendor Gravity F_g — replace or sidecar?◇ mission task

Entropy Tax E_tax — cost/day, curve bending?◇ mission task

Legacy Friction μ_leg + Debt Compound D_comp — building or drowning?◇ mission task

Theater Ratio R_t — do they ship, or announce?◇ mission task

One-line read — This account is a ____-gravity well; the right entry is ____.

run the math: F_g · E_tax · μ_leg · D_comp · R_t

2 — PEOPLE(the factions)

0/7

Who owns the pain, the budget, and the veto?

Technocrat (architecture) — name · fear · win with◇ mission task

Bureaucrat (process/security) — name · fear · win with◇ mission task

Shadow Warlord (budget, off-org-chart) — name · fear · win with◇ mission task

Champion / User Buyer (the bleeding neck) — name · what makes them want to quit◇ mission task

Shadow Sponsor (senior cover) — name, or: none yet◇ mission task

The Three Ghosts — which past vendor/migration/cloud trauma haunts this room?◇ mission task

One-line read — Enter through ____; pitch ____ for money, ____ for credibility, bribe ____ with compliance artifacts.

3 — QUALIFICATION(is it alive?)

0/6

Am I selling to a corpse?

Zombie Score = (Pain×5)+(Timeline×3)+(Budget×5) — total /65◇ mission task

Pain Owner — the named human who bleeds from this problem◇ mission task

Timeline — the real by-when with a real consequence◇ mission task

Budget Code — does my contact control or sit one desk from the money?◇ mission task

Vaporware check I_v — my adjectives ÷ my live-demo minutes◇ mission task

One-line read — 🟢/🟡/🔴 — if 🔴, send the Breakup Email and move my blood somewhere it circulates.

run the math: Score · I_v

4 — CAMOUFLAGE(architecture as disguise)

0/5

Does my radical thing look boring enough to survive the ARB?

Relabels — 'AI Inference Layer' → · 'Event Mesh' → · 'ML pipeline' →◇ mission task

Box count — ≤6 boxes, all names the ARB has approved before? Y/N◇ mission task

Strangler plan — intercept → observe → route → strangle. Current phase◇ mission task

Inception script — which Socratic questions lead them to draw MY diagram?◇ mission task

One-line read — The ARB will read this as a ____ and approve it without seeing the ____ inside.

5 — SHIELD(weaponized bureaucracy)

0/5

Can I make saying NO riskier than saying YES?

Audit Defense D_audit = certs × scope / auditor_fear◇ mission task

Certs in hand / inheritable from cloud (GovCloud → FedRAMP, etc.)◇ mission task

Synthetic data ready? (kills the privacy review) Y/N◇ mission task

Comparison matrix — control points where I beat the incumbent ___ / total ___◇ mission task

One-line read — Keeping the legacy vendor is the risky choice because ____.

run the math: D_audit

6 — MATH(the economics of safety)

0/5

What's the one number that ends the argument?

Legacy Liability L_legacy at r=0.17 → 3yr · 5yr · 10yr◇ mission task

Self-Funding S_fc = (human − AI) / pilot — need > 5◇ mission task

The One-Sheet — daily cost of inaction = $/day = $/yr◇ mission task

Budget pocket — CapEx or OpEx? which quarter? who signs under threshold?◇ mission task

One-line read — Doing nothing costs $____ a day. Here's the fire under your chair.

run the math: L_legacy · S_fc

7 — INVASION PLAN(shadow → system of record)

0/6

How do I go from experiment to oxygen?

Reversibility R_r = blast / rollback; kill switch reverts in ___ ms◇ mission task

Wedge Velocity V_w = pain × trust / friction — need > 10, adopt-friction = 1◇ mission task

Trust/Risk T_r target before going live (>10,000 primary; >100,000 SoR)◇ mission task

4 phases — Shadow (read-only) → Canary (1–5%) → Strangle → System of Record. Current:◇ mission task

Risk-inversion trigger — what crisis makes turning me OFF the dangerous move?◇ mission task

One-line read — I run silent until T_r is undeniable, then I push the alert.

run the math: R_r · V_w · T_r

8 — PRE-MORTEM(the Mirror Test, last)

0/5

Assume it's a year later and this failed — or worse, it succeeded and shouldn't have.

Soul Score S_soul — is what I'm smuggling medicine or poison? net◇ mission task

Empathy gap — whose fear did I fail to neutralize?◇ mission task

The Keisha risk — if this gets someone fired, is it me protecting them, or me?◇ mission task

Good Trouble GT = (impact × alignment) / (risk + friction) — need > 2◇ mission task

One-line read — If this works, the portrait heals by ____%. If it doesn't, the failure mode is ____.

run the math: S_soul · GT

Panel 8 is your self-authored Mirror Test — the same flip you practiced on fourteen other products, pointed at your own deal, before you run it.

Export the Canvas (print / PDF) →

Eight panels. One page. If you can't fill it, you're not ready to infiltrate. — SPZ