How to Use the Methodology
Start with the company as it is
Do not start with the stage the company wants to claim. Start with how it currently sells, delivers, earns revenue, supports customers, and makes decisions.
Do not skip ahead because the next stage sounds more exciting
A partner program will not fix an offer that changes for every customer. Self-serve onboarding will not fix a product that cannot teach the customer how to get value. More sales will not fix delivery that depends on the founder.
Use actual results
Look at customer behaviour, sales conversion, delivery time, margins, product use, retention, support effort, and who still has to step in when something goes wrong.
Keep the numbers separate
Custom services, product sales, and subscription revenue behave differently. Measure them separately before deciding which part of the business is working.
Treat every new sales channel as a test
A channel is not proven because it produced activity. It is proven when it brings the right customers, converts, has workable costs, has clear ownership, and can be run consistently.
Decide before moving on
At the end of each section, decide whether to:
- move forward;
- keep working at the current stage;
- narrow the customer or offer;
- stop the idea and choose a better one.
The purpose is not to complete a checklist. The purpose is to make the next investment based on what the company has actually proven.