Sales playbook / Build roadmap

Build Roadmap What to Do Next

Phased approach — systems first, then scale. Each phase builds on the previous. Designed so that the team of three can execute without hiring, and so that every process becomes replicable for future hires.

1
Foundation — Weeks 1–3
Standardize the decision tree, deal stages, and contract output
Phase 1 Details
  • Codify the decision tree in BD-Hub. Every new lead auto-classified IC/SC/SDP/PFC based on intake data.
  • Define deal stages in Notion CRM (Qualified → Engagement → Proposal → Feasibility/LOI → Scope → Contract → Onboarding).
  • Polish contract output: exec summary, Manrope font, DC logo, plain-language cover sheet, TOC.
  • Run 414 Albemarle Road test: feasibility study for ~$5K. Validate pricing. Document learnings.
  • Prune pipeline: McGowan + Alex classify every existing lead through decision tree. Archive PFCs. Activate ICs and SCs.
2
Playbooks & Channel Architecture — Weeks 3–6
Document how each channel operates, who owns what, and what success looks like
Phase 2 Details
  • Write Channel 1 playbook (ICP): Target profile, outreach cadence, meeting prep, proposal workflow, objection handling, stage gates.
  • Write Channel 2 playbook (Pipeline Conversion): Re-engagement sequence, qualification checklist, feasibility offer, McGowan workflow integration.
  • Write Channel 3 playbook (Self-Service/Channel): Partner qualification, self-service form spec, automated proposal trigger, one-call-max protocol.
  • Alex delivers channel mix proposal: % allocation across channels, calendarized deal cycles, Q2 pipeline targets.
  • Define KPIs per channel: leads, conversion rate, deal velocity, revenue per unit, CAC.
3
Automation & Assets — Weeks 6–10
Build the digital lead workflow, self-service intake, and sales asset library
Phase 3 Details
  • Build digital lead workflow in BD-Hub: Lead intake → auto-classification → channel routing → proposal trigger → stage tracking → stale deal alerts.
  • Build self-service intake form: Web form that captures all data needed for automated proposal. SC customers fill this out; output feeds Proposal Engine.
  • Build AI-powered FAQ/support: Common questions (J51, LL97, submetering basics) answered automatically. Low-touch hand-holding.
  • Create sales asset library: IC one-pager, SC one-pager, ROI calculator, case study template, FAQ doc, partner pitch deck.
  • Formalize partner onboarding: Qualification criteria, co-branded materials, referral tracking, fee structure.
4
Distribution & Visibility — Weeks 10–16
Outbound engine, event strategy, narrative ownership, and performance tracking
Phase 4 Details
  • Build ICP target list: Institutional MF owners ≥1K units in NY/CT/NJ. Enrichment. Sequenced outreach via BD-Hub.
  • Event strategy: Select 3–5 events (NYC coop associations, NYSERDA, MF housing conferences). Budget, materials, follow-up workflow.
  • Narrative strategy: Define DaisyChain's category ("Electrification OS for buildings"). Messaging pillars. Content calendar. Authority-building plan (LinkedIn, trade press, speaking).
  • KPI dashboard: Unified view in BD-Hub. Leads by source, conversion by channel, deal velocity, pipeline value, ARR trajectory.
  • Performance review: Validate channel mix assumptions against actual data. Adjust resource allocation. Build the business case for next hire.