The framework library

Two frameworks. Both have shipped inside real companies.

Frameworks are published here after they've moved a metric in a paying B2B SaaS company. Not before.

Framework · 01

KNOWN

A diagnostic for measuring category awareness inside your ICP — before you spend on demand.

  1. 01

    K

    Klarity

    Define the wedge. One sentence a stranger can repeat back.

  2. 02

    N

    Names

    Identify the accounts and titles the wedge is for. Not personas — names.

  3. 03

    O

    Observability

    Instrument the funnel so every stage returns a signal, not a story.

  4. 04

    W

    Weight

    Rank motions by throughput per operator, not by opinion.

  5. 05

    N

    Narrative

    Compress the wedge, names, and weight into the message you take to market.

Framework · 02

READY

The five-part readiness check every B2B SaaS company runs before a repeatable GTM motion.

  1. 01

    R

    Repeatability

    Prove the motion works twice in a row before you scale it.

  2. 02

    E

    Evidence

    Replace anecdotes with cohorts. If it isn't measured, it didn't happen.

  3. 03

    A

    Accountability

    One name per outcome. Ownership without a name is a wish.

  4. 04

    D

    Discipline

    The system runs weekly, in public, whether or not anyone feels like it.

  5. 05

    Y

    Yield

    Report the compounding outcome, not the input activity.