Rep certification is the test event. Onboarding is the ramp that produces a rep who can pass it. Most dental AI sales orgs skip the ramp design — they hand the new AE a battlecard library, schedule shadowing for thirty days, and assume the rest will sort itself out. It does not. The reps who clear cert under that model can quote slot-tag vocabulary but cannot make a slot decision under pressure; the reps who fail are the ones who memorized artifacts without learning when to pull which one. The 30-60-90 day ramp plan for the Voicify "Competitor A or Competitor B" dental AI battlecard system fixes this by sequencing the artifacts in the order the brain actually needs them, attaching manager checkpoints at each milestone, and gating certification on real execution rather than memorized vocabulary.
TL;DR
Three milestones. Three manager checkpoints. One cert exam gated on a closed-won handoff. The 30-60-90 day ramp for new AEs on the Voicify A-or-B dental AI battlecard sequences artifact consumption in the order the slot decision actually requires: battlecard and slot decision tree on day 1, discovery brief and stakeholder map and demo script by day 30, pilot scorecard and IT and pricing artifacts by day 60, migration and clinical-evaluation battlecards plus a real handoff by day 90. Manager checkpoints at each milestone catch the three predictable failure modes — slot-tag fluency without slot-decision discipline, artifact memorization without retrieval, certification without execution — before they become closed-lost deals. Laterally-hired AEs compress the timeline but do not skip checkpoints, because no other vendor in the category has built the A-or-B framing this explicitly.
Why the Ramp Has to Be Its Own Document
The rep certification card defines the test the AE sits at the end of ramp. It does not define the path to the test. Treating the cert as the ramp is the most common onboarding mistake in this category — the cert was designed to grade a competent rep, not to teach one, and an AE who has been preparing only for the cert exam arrives on day 90 able to recite slot-tag definitions but unable to run a discovery call against a live A-slot displacement opportunity.
The ramp document exists for a different job. It sequences the artifacts in the order a brain new to the system can absorb them, attaches checkpoints that catch ramp drift before it compounds, and forces real execution at the day-90 line so cert is taken by reps who have actually done the work the cert grades. The ramp is not a curriculum — it is a delivery schedule for the curriculum that already exists across the twenty-plus artifacts in the A-or-B battlecard library.
Day 1 to Day 30: The Slot Decision Comes Before the Demo
Day one starts with two artifacts and only two: the primary battlecard and the slot decision tree. The AE reads both before any product training, because the slot framing precedes the demo. A new AE who learns the product first and the slot framing second always defaults to product talk in early calls and re-learns the slot discipline the hard way over the next quarter.
By the end of day 30 the AE has consumed five additional artifacts in this order: the discovery brief, the stakeholder map, the demo script, the objection handling card, and the comparison matrix. The AE has co-run two discovery calls — listening, not leading — with the manager debrief tied to slot-decision discipline.
The day-30 manager checkpoint is one drill. The AE is given three anonymized live deals from the team's CRM and asked to score each against the slot decision tree and justify the result. The pass bar is two of three correct with reasoning that names the tree's specific branches, not generic A-or-B language. Failure at day 30 is the cheapest possible failure to catch — it pushes the AE back into the slot decision tree for another two weeks before day 31 progresses.
Day 31 to Day 60: Artifacts Become Tools, Not Reading
The middle thirty days move the AE from artifact consumption to artifact retrieval. The artifacts added in this window are the pilot scorecard, the IT integration due-diligence battlecard, the pricing-procurement battlecard, and the AE pre-call prep card. The AE independently runs four discovery calls with manager observation and produces an AE pre-call prep for each. The battlecard QA checklist is read but not yet practiced.
The day-60 manager checkpoint is a tabletop drill. The manager presents three deal scenarios, each with a stakeholder mix and a slot decision pre-set, and the AE has ninety seconds per scenario to name the leading artifact, the secondary artifact, and the persona-level framing pull from the stakeholder map. The pass bar is two of three with leading artifact named correctly. This drill catches the second failure mode — artifact memorization without retrieval — that surfaces at exactly this point in the ramp.
The coaching scorecard begins grading the AE at day 60. The scorecard's four dimensions are slot-tag hygiene, activation cue compliance, override discipline, and signal-to-outcome correlation. One red is allowed in the day-60 grade window. Two reds force the day-60 milestone to extend by one week before progression to the day-61 phase.
Day 61 to Day 90: Execution and Certification Gate
The final thirty days are execution-heavy. The artifacts added are the migration battlecard and the clinical-evaluation battlecard. The AE runs a full multi-stakeholder meeting with manager observation and produces a sales-to-CSM handoff document on a real closed-won deal — not a tabletop one. The handoff field-seven discipline (rep-side promises beyond standard scope) is the line item that decides ramp pass-fail at this milestone; an AE who leaves field seven blank for a deal that had real promises has not internalized the system.
The day-90 manager checkpoint is the certification readiness review. The AE has zero reds in the coaching scorecard's four dimensions, has produced a closed-won handoff that passes manager review, and has demonstrated artifact retrieval under tabletop conditions. The cert exam itself is then administered — and it is gated on the closed-won handoff, not the other way around. An AE who has not produced a closed-won handoff cannot sit for certification regardless of how well the AE scored on prior checkpoints.
The Three Failure Modes the Plan Is Designed to Prevent
| Failure mode | How it manifests | Checkpoint that catches it |
|---|---|---|
| Slot-tag fluency without slot-decision discipline | AE names A-slot and B-slot fluently but cannot decide which slot a live deal lives in | Day 30 — three-deal slot decision drill, two of three required |
| Artifact memorization without retrieval | AE has read all twenty-plus artifacts but cannot pull the right one in a live meeting | Day 60 — three-scenario tabletop with ninety seconds per scenario, leading artifact named correctly |
| Certification without execution | AE passes the cert exam but has never produced a real handoff or run a real multi-stakeholder meeting | Day 90 — closed-won handoff required, cert eligibility gated on it |
Each failure mode is cheaper to catch at its scheduled checkpoint than to discover at day 91. The day-30 checkpoint costs two weeks; the day-60 checkpoint costs one week; the day-90 checkpoint costs whatever it takes to produce a closed-won handoff, which may be three weeks or three months. Ramps that skip the day-30 and day-60 checkpoints discover the failure at day 90 and pay the full delta.
Compressed Timeline for Laterally-Hired AEs
An AE hired from another dental AI vendor — or from a vendor in an adjacent category like dental practice management software — typically clears day 1 to day 30 in two weeks rather than four. Product literacy, dental buyer literacy, and demo cadence already exist. What does not compress is the slot decision tree internalization and the artifact retrieval drill. These are house-specific. No other vendor in the dental AI receptionist category has built the A-or-B framing this explicitly, so the lateral AE arrives with strong instincts about dental AI buyers and zero instincts about slot decisions.
The compressed plan still requires all three checkpoints. The day-30 slot decision drill, the day-60 retrieval drill, and the day-90 closed-won handoff are non-negotiable regardless of prior experience. The most common ramp failure for laterally-hired AEs is the manager assuming the prior employer's battlecard discipline transfers and waiving the day-30 checkpoint — it does not transfer, and the AE who skips that checkpoint underperforms peers who took the full thirty days on the slot decision tree.
How the Ramp Connects to the Rest of the System
Four connections close the loop. First, the manager coaching cadence runs at the same rhythm for new AEs as for tenured reps; the AE's checkpoint signals feed the cadence directly so no ramp-only meetings are required. Second, the coaching scorecard grades the AE starting at day 60 with progressively tighter tolerance through day 90. Third, the quarterly refresh reviews ramp-stage failure patterns across new hires; if multiple AEs fail at the same checkpoint, the ramp document is amended, not the AEs. Fourth, the field intel capture includes a new-hire stream where AEs surface artifacts that were under-prepared in the ramp; this stream is the system's feedback mechanism for ramp document quality.