Methodology

The Full Plan

Work through the plan in order, or use it to locate the capability that needs attention now. Each task opens on its own page with the original task wording, a clear public title, its current status, and a concise summary.

Start with the introduction Read the methodology

The work, in order

The five sections contain 75 tasks. Each section ends with a decision about what must be true before the company depends on the next capability.

Before moving onThe choice is supported by real sales, delivery, and financial information rather than a theory.
  1. S1-01 See the Business as It Is Planned
  2. S1-02 Find the Segments That Produce Value Planned
  3. S1-03 Identify the Pain Customers Already Pay to Remove Planned
  4. S1-04 Map How Sales Actually Happens Planned
  5. S1-05 Make Revenue Attribution Visible Planned
  6. S1-06 Find the Buyer, the Trigger, and the Urgency Planned
  7. S1-07 Understand What Delivery Really Costs Planned
  8. S1-08 Choose the First Customer and Use Case Planned
  9. S1-09 Inventory the Assets You Already Built Planned
  10. S1-10 Turn Past Outcomes into Proof Planned
  11. S1-11 Decide Which Sales Channels to Test Planned
  12. S1-12 Decide What Progress Should Look Like Planned
  13. S1-13 Secure the Rights Needed to Productize Planned
  14. S1-14 Decide What to Stop, Continue, and Convert Planned
  15. S1-15 Decision One: What Is Worth Building Around? Planned
Before moving onThe customer, scope, price, sales conversation, onboarding, and delivery process are consistent enough to teach to someone else.
  1. S2-01 Name and Bound the Offer Planned
  2. S2-02 Define the Promise — and Who It Is Not For Planned
  3. S2-03 Price the Outcome, Not the Effort Planned
  4. S2-04 Build a Repeatable Sales Conversation Planned
  5. S2-05 Turn Delivery into a System Planned
  6. S2-06 Build Reusable Delivery Assets Planned
  7. S2-07 Remove Founder Dependence from Delivery Planned
  8. S2-08 Make the Offer Visible in the CRM Planned
  9. S2-09 Create Focused Demand for One Offer Planned
  10. S2-10 Give Referrers and Partners Something Teachable Planned
  11. S2-11 Sell the First Repeatable Cohort Planned
  12. S2-12 Design Onboarding Around First Value Planned
  13. S2-13 Measure Whether the Offer Is Working Planned
  14. S2-14 Let Objections Refine the Positioning Planned
  15. S2-15 Decision Two: Does the Offer Repeat? Planned
Before moving onCustomers use the product, receive value, pay for it, and get through onboarding and support without recreating a custom project.
  1. S3-01 Find the Work Software Should Take Over Planned
  2. S3-02 Build the Smallest Product Customers Can Use Planned
  3. S3-03 Give the Product Its Own Position Planned
  4. S3-04 Choose a Product Pricing Model Planned
  5. S3-05 Build the Core Value Path Planned
  6. S3-06 Recruit Design Partners from Earned Trust Planned
  7. S3-07 Put Pilot, Data, and Product Terms in Place Planned
  8. S3-08 Make the Product Demonstrable Planned
  9. S3-09 Design Product Onboarding Planned
  10. S3-10 Measure Whether Customers Are Getting Value Planned
  11. S3-11 Sell the Pilot and Learn from the Buyer Planned
  12. S3-12 Convert Learning into Paid Product Customers Planned
  13. S3-13 Build Support That Does Not Recreate Consulting Planned
  14. S3-14 Track Product and Service Money Separately Planned
  15. S3-15 Decision Three: Will Customers Pay for the Product? Planned
Before moving onCustomer acquisition and retention are becoming consistent, the product delivers value, and the subscription model works financially.
  1. S4-01 Turn Product Packaging into Subscription Plans Planned
  2. S4-02 Understand Who Makes the Buying Decision Planned
  3. S4-03 Make Billing and Recurring Revenue Operational Planned
  4. S4-04 Define Activation, Adoption, Retention, and Expansion Planned
  5. S4-05 Build a Website That Supports the Buying Motion Planned
  6. S4-06 Choose Self-Serve, Sales-Led, or Hybrid Deliberately Planned
  7. S4-07 Build the Trial or Demo Path to First Value Planned
  8. S4-08 Create a Repeatable Demand Engine Planned
  9. S4-09 Build Nurture and Pipeline Discipline Planned
  10. S4-10 Make Customer Success Own Retention and Renewal Planned
  11. S4-11 Remove Trust and Procurement Friction Planned
  12. S4-12 Know What It Costs to Win and Keep a Customer Planned
  13. S4-13 Launch with Proof, Not Noise Planned
  14. S4-14 Run the SaaS Revenue Operating Rhythm Planned
  15. S4-15 Decision Four: Can the Company Win and Keep Customers? Planned
Before moving onThe next investment is supported by actual conversion, customer value, cost, ownership, and operating capacity.
  1. S5-01 Choose Which Sales Channels to Scale Planned
  2. S5-02 Design Partner Economics That Can Work Planned
  3. S5-03 Make the Product Teachable to Partners Planned
  4. S5-04 Enter Marketplaces with Operational Readiness Planned
  5. S5-05 Make It Easier for Customers to Bring in More Customers Planned
  6. S5-06 Turn Customers into Proof and Advocacy Planned
  7. S5-07 Build Expansion into the Customer Journey Planned
  8. S5-08 Create an Account Management System Planned
  9. S5-09 Track Where Leads Come From and Send Them to the Right Place Planned
  10. S5-10 Assign Ownership for Channels and Revenue Operations Planned
  11. S5-11 Forecast the Whole Growth System Planned
  12. S5-12 Build the Integration and API Ecosystem Planned
  13. S5-13 Run Channel Experiments with Decision Rules Planned
  14. S5-14 Improve Pricing with Conversion and Retention Data Planned
  15. S5-15 Final Decision: What Should Scale Next? Planned