Part V · Tasks 61–75 of 75
Compound Through Channels
Which channels can amplify the proven system without recreating dependence?
The transition
The fifth part adds distribution only after the product and recurring engine have evidence. It covers channel choice, partner economics, marketplaces, product-led and referral loops, advocacy, expansion, account management, attribution, ownership, forecasting, integrations, experiments, and pricing.
The central question
Which channels can amplify the proven system without recreating dependence?
What not to scale yet
Channels are operating systems, not trophies. The final maturity review asks what should scale next and what evidence supports that investment.
Proof required at the gate
The decision needs channel-level conversion and economics, explicit ownership, enablement and support capacity, dependable attribution, operating cadence, and evidence that the chosen channel compounds the core system.
Choose Scale Channels from Evidence
Tracker task: Choose scale channels based on evidence, not preference.
Prioritize direct, partner, marketplace, product-led, outbound, and content channels using observed economics and conversion.
Design Partner Economics That Can Work
Tracker task: Build partner program tiers and economics.
Define partner tiers, qualification, margin, referral fees, responsibilities, and commercial rules.
Make the Product Teachable to Partners
Tracker task: Create partner enablement assets.
Create the training, demonstrations, enablement, registration, and co-selling material required for consistent execution.
Enter Marketplaces with Operational Readiness
Tracker task: List on relevant marketplaces.
Treat a marketplace as an operating channel with listing requirements, ownership, support, attribution, and conversion goals.
Build Product-Led and Referral Loops
Tracker task: Build product-led growth and referral loops.
Use invitations, sharing, referrals, usage, and natural expansion paths to create product-driven growth.
Turn Customers into Proof and Advocacy
Tracker task: Create customer advocacy and reference program.
Build a disciplined system for references, reviews, stories, community participation, and customer evidence.
Build Expansion into the Customer Journey
Tracker task: Build expansion playbook.
Define signals and offers for upsell, cross-sell, renewal, and broader adoption.
Create an Account Management System
Tracker task: Create account management cadence.
Segment customers, define touch models, use health signals, and make renewal timing visible.
Make Attribution and Routing Dependable
Tracker task: Automate lead routing, attribution, and channel reporting.
Automate channel attribution, lead routing, service levels, and reporting without losing accountability.
Assign Ownership for Channels and Revenue Operations
Tracker task: Hire or assign channel and revenue operations ownership.
Create explicit responsibility for channel performance, revenue operations, and operating cadence.
Forecast the Whole Growth System
Tracker task: Formalize forecasting and executive GTM dashboard.
Bring pipeline, recurring revenue, churn, expansion, acquisition cost, payback, and channel mix into one view.
Build the Integration and API Ecosystem
Tracker task: Define integration/API ecosystem roadmap.
Prioritize integrations according to customer workflow, sales friction, product value, and partner leverage.
Run Channel Experiments with Decision Rules
Tracker task: Run quarterly channel experiments.
Treat every channel investment as a hypothesis with a budget, owner, metric, time window, and decision rule.
Improve Pricing with Conversion and Retention Data
Tracker task: Optimize pricing and packaging using conversion and retention data.
Use cohort behavior and observed economics to refine packaging, price, and expansion paths.
Final Gate: What Should Scale Next?
Tracker task: Run the final maturity review.
Review the complete system and decide where the next investment in product, channel, capacity, or operating structure belongs.