Growth Motion
PLG, SLG, or Hybrid — ACV and product DNA determine what's viable.
ICP Definition
4-layer stack + 15-interview validation + 100-company threshold.
Market Sizing
Bottom-up TAM/SAM/SOM — plan to SOM, not TAM.
Pricing Architecture
10x value rule, ACV-CAC constraint, hybrid seat + usage model.
Channel Sequencing
Two channels max — one fast, one compounding. Score against ICP.
Measurement System
One metric per ARR stage. Weekly pipeline review. No vanity metrics.