Ideation · Mission M-007 · Stage: Divergence (2 of 3)
How might we turn interest into qualified demand?
Constraint: no new paid budget until Q4
Constraint: sales capacity fixed
Success: +$420K qualified pipeline / qtr
14 contributors
Observations 3
Observation?
Traffic is up 22%; demo requests are flat.
Observation?
Prospects arrive educated — they've read three comparison sites before us.
Observation?
Churned customer called onboarding “a second procurement process”.
Questions 2
Question?
Which content appears in closed-won journeys?
Question?
Do enterprise buyers actually want hidden pricing, or do we assume it?
Opportunities 2
Opportunity?
Be the only vendor in the category a buyer can fully price without a call.
Opportunity?
Turn implementation proof into pre-sales confidence (live case-study library).
Ideas 4
Idea?
Publish full mid-market pricing with an interactive cost calculator.
Idea?
Proof-led landing pages: outcomes first, features second.
Idea?
Self-serve sandbox with sample data instead of gated demos.
Idea◈ AI expansion
Publish a “what it costs at your scale” worked example per segment.
Expanded from the calculator idea · requires contributor adoption
Risks 2
Risk?
Competitors could position against published prices.
Risk?
Legal exposure if published pricing conflicts with existing contracts.
Unknowns 2
Unknown?
Enterprise-segment reaction to transparent pricing.
Unknown?
Actual cost of building and maintaining a calculator.
Cards are movable; object types stay semantically distinct. Names hidden during anonymous ideation.