Appendix: Stage Gates

From Expert Work to Scalable SaaSEdition 1

Five evidence decisions

  1. Repeatable problem: Is there enough evidence to select one productization wedge?
  2. Productized outcome: Does the offer close and deliver without continual custom reconstruction?
  3. Product wedge: Will customers pay for the product itself?
  4. Subscription engine: Is recurring acquisition and retention repeatable?
  5. Channel compounding: Which scale investments are supported by conversion, economics, ownership, and evidence?

A gate is a decision point, not a universal benchmark. The result may be to proceed, repeat, narrow, or stop.