Part V
Scale Sales Without Breaking the Business
Which sales channels bring the right customers at a cost and effort the company can support?
Once the product and subscription model are working, the company can add more ways for customers to find and buy it.
These may include self-serve signup, content, referrals, partners, marketplaces, integrations, outbound sales, and enterprise sales.
Main question
Which sales channels bring the right customers at a cost and effort the company can support?
Final decision
Decide where the company should invest next based on actual conversion, customer value, cost, ownership, and operating capacity.
Tasks in this section
Open a task to see its original wording, current status, summary, and place in the complete sequence.
Choose Which Sales Channels to Scale
Compare direct sales, partners, marketplaces, self-serve growth, outbound sales, and content using actual cost and conversion results.
Open taskDesign Partner Economics That Can Work
Define partner tiers, qualification, margin, referral fees, responsibilities, and commercial rules.
Open taskMake the Product Teachable to Partners
Create the training, demonstrations, enablement, registration, and co-selling material required for consistent execution.
Open taskEnter Marketplaces with Operational Readiness
Treat a marketplace as an operating channel with listing requirements, ownership, support, attribution, and conversion goals.
Open taskMake It Easier for Customers to Bring in More Customers
Use invitations, sharing, referrals, product use, and natural expansion to help good customers create more demand.
Open taskTurn Customers into Proof and Advocacy
Build a disciplined system for references, reviews, stories, community participation, and customer evidence.
Open taskBuild Expansion into the Customer Journey
Define signals and offers for upsell, cross-sell, renewal, and broader adoption.
Open taskCreate an Account Management System
Segment customers, define touch models, use health signals, and make renewal timing visible.
Open taskTrack Where Leads Come From and Send Them to the Right Place
Automate source tracking, lead routing, response expectations, and reporting without losing accountability.
Open taskAssign Ownership for Channels and Revenue Operations
Create explicit responsibility for channel performance, revenue operations, and operating cadence.
Open taskForecast the Whole Growth System
Bring pipeline, recurring revenue, churn, expansion, acquisition cost, payback, and channel mix into one view.
Open taskBuild the Integration and API Ecosystem
Prioritize integrations according to customer workflow, sales friction, product value, and partner leverage.
Open taskRun Channel Experiments with Decision Rules
Treat every channel investment as a hypothesis with a budget, owner, metric, time window, and decision rule.
Open taskImprove Pricing with Conversion and Retention Data
Use cohort behavior and observed economics to refine packaging, price, and expansion paths.
Open taskFinal Decision: What Should Scale Next?
Review the whole business and decide where the next investment in product, sales channels, capacity, or operating structure belongs.
Open task