What I'd Want to Talk About Next
This document is a starting position, not a finished answer. Here's what I'd actually want to work through with you: the places I'd push back on my own plan, and the questions whose answers would change how I'd run month one.
Three places I'd push on my own plan
The trigger isn't always there
The 14-day motion in Chapter 03b works because a merger announcement gave us a real reason to call. For cold accounts without that kind of trigger, the open is weaker. I have a working theory: lead with a peer reference instead of a trigger, but I'd want to pressure-test it against what's actually converted for you so far.
The board memo only works if the ED trusts us by Day 11
We're asking a stranger to forward our words to her board after one demo. That's a lot of trust in 11 days. I think the demo carries it, but I'd want to talk through where that trust has broken down on past deals, because that's the part of the motion that's hardest to fix from a script.
The Ch 07 math assumes a steady ramp
The model assumes BDR productivity scales linearly with headcount. In practice, hires 2 and 3 underperform hire 1 for the first 60 days. I'd want to talk through whether the plan should account for that explicitly, or whether we hire ahead of need to absorb it.
Questions whose answers would change month one
- Rev-share posture. What's the partner's recurring share of the $7/family/month subscription, and is it a flat number or does it scale with adoption tier? The answer shapes which segment I'd hunt first and how aggressive I can be in the partnership pitch.
- Channel bet. Are state associations a single partnership that unlocks N member clubs, or N individual partnerships we work one at a time? If the former, the BDR pod looks completely different.
- Pilot economics. What's the cost to Orgo of a 60-day free pilot with a partner that never drives meaningful family adoption? That number sets how generously we can extend the pilot offer.
- The competitive frame. Do you want me leading with "we're different from TeamSnap" or with "we're the first real partnership model in this market"? I'd argue for the second, but it's a real call.
What I'd want from you to do this well
- 30 minutes with your two best customers to hear how they actually bought.
- 30 minutes with the last three closed-lost deals to hear what we missed.
- A look at the current pipeline so I can stress-test the Ch 07 math against your real funnel rather than my assumptions.
- One unfiltered conversation about what's not working today: the version you wouldn't put in a board deck.