Explore

Sales Wiki

A public-safe operating map for improving qualified revenue-generating conversations without exposing the governed private corpus.

Motion

Portable sales execution

Stages

Foundation, Top funnel, Mid funnel

Evidence status

governance-metadata

Publication status

publication-blocked

Related wikis

open-source-plg, product-led-sales, agentic-sales-ops

Evidence sources

• Redacted governed Sales Wiki OKF export receipt — OpenGTM controller; aggregate-metadata-only; updated 2026-07-13T00:30:19Z; retrieved 2026-07-13T00:40:00Z

1. Objective: Increase useful qualified sales conversations

   Build a portable sales operating rhythm that improves conversation quality and sales velocity without coupling the process to one model or vendor.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: sales-wiki:kr-1, sales-wiki:kr-2, sales-wiki:kr-3, sales-wiki:playbook

2. Key Result: Qualified conversations completed

   Measure qualified revenue-generating conversations completed as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   8 conversations per month (2026 H1 planning baseline)

   Current

   8 conversations per month as of 2026-07-13

   Target

   18 conversations per month; Recurring target of 18 eligible completed conversations in each calendar month of 2026 H2.

   Definition

   A completed human conversation with a qualified account that records a material commercial problem, decision, or proportionate next step.

   Cohort

   Human sales conversations completed in the reporting calendar month with an account that meets the reviewed public qualification rule.

   Denominator

   Not applicable to this monthly count; count every eligible completed conversation once.

   Exclusions

   Exclude duplicates, internal tests, no-shows, purely automated interactions, and conversations that fail the reviewed qualification rule.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: sales-wiki:objective, sales-wiki:workflow

3. Key Result: Conversation-to-next-step rate

   Measure qualified conversations ending in a mutually agreed next step as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   30 percent (2026 H1 planning baseline)

   Current

   30 percent as of 2026-07-13

   Target

   55 percent; Recurring target of at least 55 percent for every publishable monthly cohort in 2026 H2.

   Definition

   The percentage of eligible qualified conversations that end with both parties explicitly agreeing an owner and dated next action.

   Cohort

   Eligible qualified conversations completed in the reporting calendar month.

   Denominator

   All eligible qualified conversations in the monthly cohort; publish the percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, cancelled or no-show meetings, reopened records already counted in the cohort, and next steps inferred without mutual agreement.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: sales-wiki:objective, sales-wiki:workflow

4. Key Result: Median first-response time

   Measure median time from qualified signal to useful human response as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   48 hours (2026 H1 planning baseline)

   Current

   48 hours as of 2026-07-13

   Target

   12 hours; Recurring target of no more than 12 elapsed hours for every monthly cohort in 2026 H2.

   Definition

   Median elapsed hours from the recorded qualified-signal timestamp to the first relevant human response that addresses the signal.

   Cohort

   Eligible qualified signals first received in the reporting calendar month.

   Denominator

   All eligible signals with both required timestamps in the monthly cohort.

   Exclusions

   Exclude spam, duplicates, test signals, automated acknowledgements, records missing either timestamp, and customer-requested response delays.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: sales-wiki:objective, sales-wiki:workflow

5. Playbook: Qualified conversation design playbook

   A draft sequence for turning portable sales execution into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: sales-wiki:objective, sales-wiki:concept, sales-wiki:tool, sales-wiki:workflow

6. Concept: Revenue-generating conversation

   The central domain concept used to reason consistently about portable sales execution.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: sales-wiki:objective, sales-wiki:playbook

7. Tool: Portable sales workflow checklist

   A portable, vendor-neutral aid for running and reviewing the portable sales execution motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: sales-wiki:playbook, sales-wiki:workflow

8. Workflow: Governed Sales Wiki maintenance

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: sales-wiki:kr-1, sales-wiki:kr-2, sales-wiki:kr-3, sales-wiki:playbook, sales-wiki:tool

Open-Source PLG

A motion that turns successful repository use into measurable product learning and proportionate commercial invitations.

Motion

Open-source product-led growth

Stages

Discovery, Activation, Conversion

Evidence status

source-backed

Publication status

review-pending

Related wikis

sales-wiki, maintainer-led-growth, community-led-distribution, developer-relations, oss-to-enterprise-conversion, product-led-sales

Evidence sources

• PostHog open-source product README — PostHog; public-primary; updated 2026-05-21T16:17:09Z; retrieved 2026-07-13T00:40:00Z

  Rights evidence: established; MIT Expat for repository content outside ee/; handbook/docs licensed; code not-used; data/fixtures not-used; assets not-used; trademark not-used; attribution: PostHog, exact pinned source and MIT Expat terms URLs; retain the copyright and permission notice; adaptation indicated; no endorsement implied.; adaptation notice required: true; ShareAlike required: false; notice kind: posthog-repository-mit; NOTICE file: not-applicable; pinned terms.

  Effective notice: Copyright (c) 2020-2025 PostHog Inc. Content outside of the ee/ directory and third-party restrictions is available under the "MIT Expat" license. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. Source: https://github.com/PostHog/posthog/blob/60d10aafdf1bffab21a4cc06b80d7645f4f636b9/README.md. Terms: https://github.com/PostHog/posthog/blob/60d10aafdf1bffab21a4cc06b80d7645f4f636b9/LICENSE. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied.

• PostHog Product-led Sales handbook — PostHog; public-primary; updated 2025-11-17T20:57:45Z; retrieved 2026-07-13T00:40:00Z

  Rights evidence: established; MIT-style /contents/ grant; handbook/docs licensed; code not-used; data/fixtures not-used; assets not-used; trademark not-used; attribution: PostHog, exact pinned source and /contents/ terms URLs; retain the copyright and permission notice; adaptation indicated; no endorsement implied.; adaptation notice required: true; ShareAlike required: false; notice kind: posthog-contents-mit; NOTICE file: not-applicable; pinned terms.

  Effective notice: For content in the /contents/ folder: Copyright (c) 2020-2025 PostHog Inc. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied. Source: https://github.com/PostHog/posthog.com/blob/7c2a126c29ff3c486ca549ed4984e79499d5ccc6/contents/handbook/growth/sales/product-led-sales.md. Terms: https://github.com/PostHog/posthog.com/blob/7c2a126c29ff3c486ca549ed4984e79499d5ccc6/LICENSE.

• PostHog PLG lead qualification handbook — PostHog; public-primary; updated 2026-05-21T16:13:43Z; retrieved 2026-07-13T00:40:00Z

  Rights evidence: established; MIT-style /contents/ grant; handbook/docs licensed; code not-used; data/fixtures not-used; assets not-used; trademark not-used; attribution: PostHog, exact pinned source and /contents/ terms URLs; retain the copyright and permission notice; adaptation indicated; no endorsement implied.; adaptation notice required: true; ShareAlike required: false; notice kind: posthog-contents-mit; NOTICE file: not-applicable; pinned terms.

  Effective notice: For content in the /contents/ folder: Copyright (c) 2020-2025 PostHog Inc. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied. Source: https://github.com/PostHog/posthog.com/blob/33a422ef5297a1b67e4545d6224c5563354fceb0/contents/handbook/growth/sales/product-led-lead-qualification.md. Terms: https://github.com/PostHog/posthog.com/blob/33a422ef5297a1b67e4545d6224c5563354fceb0/LICENSE.

• Supabase open-source and self-hosting README — Supabase; public-primary; updated 2025-12-16T12:42:22Z; retrieved 2026-07-13T00:40:00Z

  Rights evidence: established; Apache-2.0 for repository documentation source; handbook/docs licensed; code not-used; data/fixtures not-used; assets not-used; trademark not-used; attribution: Supabase, exact pinned source and Apache-2.0 terms URLs; preserve required copyright, licence, and NOTICE obligations; adaptation indicated; no endorsement implied.; adaptation notice required: true; ShareAlike required: false; notice kind: supabase-apache-2.0; NOTICE file: absent-in-pinned-tree; pinned terms.

  Effective notice: Copyright 2024 Supabase. Licensed under the Apache License, Version 2.0 (the "License"); you may not use this material except in compliance with the License. You may obtain a copy of the License at http://www.apache.org/licenses/LICENSE-2.0. The complete pinned repository tree contains no NOTICE or NOTICE.txt file. Source: https://github.com/supabase/supabase/blob/cf17967a3a46c6efa2d8875bb1839333e417f31e/README.md. Terms: https://github.com/supabase/supabase/blob/cf17967a3a46c6efa2d8875bb1839333e417f31e/LICENSE. This OpenGTM adaptation paraphrases, narrows, and combines the cited README; no endorsement is implied.

1. Objective: Turn repository adoption into qualified product demand

   Let developers reach a useful open-source outcome through a free hosted or self-hosted path, then offer human help only when observed adoption and organisational need justify a commercial conversation.

   Origin: primary-source. Evidence IDs: posthog-open-source-product-readme-20260521, posthog-product-led-sales-20251117, posthog-plg-lead-qualification-20260521, supabase-open-source-readme-20251216. Source count: 4.

   • posthog-open-source-product-readme-20260521: Copyright (c) 2020-2025 PostHog Inc. Content outside of the ee/ directory and third-party restrictions is available under the "MIT Expat" license. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. Source: https://github.com/PostHog/posthog/blob/60d10aafdf1bffab21a4cc06b80d7645f4f636b9/README.md. Terms: https://github.com/PostHog/posthog/blob/60d10aafdf1bffab21a4cc06b80d7645f4f636b9/LICENSE. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied.
   • posthog-product-led-sales-20251117: For content in the /contents/ folder: Copyright (c) 2020-2025 PostHog Inc. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied. Source: https://github.com/PostHog/posthog.com/blob/7c2a126c29ff3c486ca549ed4984e79499d5ccc6/contents/handbook/growth/sales/product-led-sales.md. Terms: https://github.com/PostHog/posthog.com/blob/7c2a126c29ff3c486ca549ed4984e79499d5ccc6/LICENSE.
   • posthog-plg-lead-qualification-20260521: For content in the /contents/ folder: Copyright (c) 2020-2025 PostHog Inc. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied. Source: https://github.com/PostHog/posthog.com/blob/33a422ef5297a1b67e4545d6224c5563354fceb0/contents/handbook/growth/sales/product-led-lead-qualification.md. Terms: https://github.com/PostHog/posthog.com/blob/33a422ef5297a1b67e4545d6224c5563354fceb0/LICENSE.
   • supabase-open-source-readme-20251216: Copyright 2024 Supabase. Licensed under the Apache License, Version 2.0 (the "License"); you may not use this material except in compliance with the License. You may obtain a copy of the License at http://www.apache.org/licenses/LICENSE-2.0. The complete pinned repository tree contains no NOTICE or NOTICE.txt file. Source: https://github.com/supabase/supabase/blob/cf17967a3a46c6efa2d8875bb1839333e417f31e/README.md. Terms: https://github.com/supabase/supabase/blob/cf17967a3a46c6efa2d8875bb1839333e417f31e/LICENSE. This OpenGTM adaptation paraphrases, narrows, and combines the cited README; no endorsement is implied.

   Connected to: open-source-plg:kr-1, open-source-plg:kr-2, open-source-plg:kr-3, open-source-plg:playbook

2. Key Result: Successful first outcomes

   Measure the share of new adopters who complete the explicitly documented first useful outcome; repository activity alone is not activation.

   Origin: primary-source. Evidence IDs: posthog-open-source-product-readme-20260521, supabase-open-source-readme-20251216. Source count: 2.

   • posthog-open-source-product-readme-20260521: Copyright (c) 2020-2025 PostHog Inc. Content outside of the ee/ directory and third-party restrictions is available under the "MIT Expat" license. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. Source: https://github.com/PostHog/posthog/blob/60d10aafdf1bffab21a4cc06b80d7645f4f636b9/README.md. Terms: https://github.com/PostHog/posthog/blob/60d10aafdf1bffab21a4cc06b80d7645f4f636b9/LICENSE. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied.
   • supabase-open-source-readme-20251216: Copyright 2024 Supabase. Licensed under the Apache License, Version 2.0 (the "License"); you may not use this material except in compliance with the License. You may obtain a copy of the License at http://www.apache.org/licenses/LICENSE-2.0. The complete pinned repository tree contains no NOTICE or NOTICE.txt file. Source: https://github.com/supabase/supabase/blob/cf17967a3a46c6efa2d8875bb1839333e417f31e/README.md. Terms: https://github.com/supabase/supabase/blob/cf17967a3a46c6efa2d8875bb1839333e417f31e/LICENSE. This OpenGTM adaptation paraphrases, narrows, and combines the cited README; no endorsement is implied.

   Baseline

   32 percent (2026 H1 planning baseline)

   Current

   32 percent as of 2026-07-13

   Target

   60 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   New adopters reaching the documented first useful outcome, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “New adopters reaching the documented first useful outcome” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   posthog-open-source-product-readme-20260521, supabase-open-source-readme-20251216

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: open-source-plg:objective, open-source-plg:workflow

3. Key Result: Time to first outcome

   Measure elapsed time from the first supported installation or hosted signup event to the same first-outcome event, keeping hosted and self-hosted cohorts separable.

   Origin: primary-source. Evidence IDs: posthog-open-source-product-readme-20260521, supabase-open-source-readme-20251216. Source count: 2.

   • posthog-open-source-product-readme-20260521: Copyright (c) 2020-2025 PostHog Inc. Content outside of the ee/ directory and third-party restrictions is available under the "MIT Expat" license. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. Source: https://github.com/PostHog/posthog/blob/60d10aafdf1bffab21a4cc06b80d7645f4f636b9/README.md. Terms: https://github.com/PostHog/posthog/blob/60d10aafdf1bffab21a4cc06b80d7645f4f636b9/LICENSE. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied.
   • supabase-open-source-readme-20251216: Copyright 2024 Supabase. Licensed under the Apache License, Version 2.0 (the "License"); you may not use this material except in compliance with the License. You may obtain a copy of the License at http://www.apache.org/licenses/LICENSE-2.0. The complete pinned repository tree contains no NOTICE or NOTICE.txt file. Source: https://github.com/supabase/supabase/blob/cf17967a3a46c6efa2d8875bb1839333e417f31e/README.md. Terms: https://github.com/supabase/supabase/blob/cf17967a3a46c6efa2d8875bb1839333e417f31e/LICENSE. This OpenGTM adaptation paraphrases, narrows, and combines the cited README; no endorsement is implied.

   Baseline

   75 minutes (2026 H1 planning baseline)

   Current

   75 minutes as of 2026-07-13

   Target

   25 minutes; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Median time from install to first useful outcome, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Median time from install to first useful outcome” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   posthog-open-source-product-readme-20260521, supabase-open-source-readme-20251216

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: open-source-plg:objective, open-source-plg:workflow

4. Key Result: Qualified expansion signals

   Measure activated organisations that also show a reviewed expansion need such as sustained usage, multi-product intent, operational limits, or an explicit request for help.

   Origin: primary-source. Evidence IDs: posthog-product-led-sales-20251117, posthog-plg-lead-qualification-20260521. Source count: 2.

   • posthog-product-led-sales-20251117: For content in the /contents/ folder: Copyright (c) 2020-2025 PostHog Inc. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied. Source: https://github.com/PostHog/posthog.com/blob/7c2a126c29ff3c486ca549ed4984e79499d5ccc6/contents/handbook/growth/sales/product-led-sales.md. Terms: https://github.com/PostHog/posthog.com/blob/7c2a126c29ff3c486ca549ed4984e79499d5ccc6/LICENSE.
   • posthog-plg-lead-qualification-20260521: For content in the /contents/ folder: Copyright (c) 2020-2025 PostHog Inc. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied. Source: https://github.com/PostHog/posthog.com/blob/33a422ef5297a1b67e4545d6224c5563354fceb0/contents/handbook/growth/sales/product-led-lead-qualification.md. Terms: https://github.com/PostHog/posthog.com/blob/33a422ef5297a1b67e4545d6224c5563354fceb0/LICENSE.

   Baseline

   6 percent (2026 H1 planning baseline)

   Current

   6 percent as of 2026-07-13

   Target

   15 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Activated organisations expressing a qualified expansion need, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Activated organisations expressing a qualified expansion need” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   posthog-product-led-sales-20251117, posthog-plg-lead-qualification-20260521

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: open-source-plg:objective, open-source-plg:workflow

5. Playbook: Repository activation playbook

   Document one fast hosted route and one credible self-hosted route, instrument a shared first-outcome event, review adoption signals, and invite human help only when the signal and account context support it.

   Origin: primary-source. Evidence IDs: posthog-open-source-product-readme-20260521, posthog-product-led-sales-20251117, posthog-plg-lead-qualification-20260521, supabase-open-source-readme-20251216. Source count: 4.

   • posthog-open-source-product-readme-20260521: Copyright (c) 2020-2025 PostHog Inc. Content outside of the ee/ directory and third-party restrictions is available under the "MIT Expat" license. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. Source: https://github.com/PostHog/posthog/blob/60d10aafdf1bffab21a4cc06b80d7645f4f636b9/README.md. Terms: https://github.com/PostHog/posthog/blob/60d10aafdf1bffab21a4cc06b80d7645f4f636b9/LICENSE. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied.
   • posthog-product-led-sales-20251117: For content in the /contents/ folder: Copyright (c) 2020-2025 PostHog Inc. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied. Source: https://github.com/PostHog/posthog.com/blob/7c2a126c29ff3c486ca549ed4984e79499d5ccc6/contents/handbook/growth/sales/product-led-sales.md. Terms: https://github.com/PostHog/posthog.com/blob/7c2a126c29ff3c486ca549ed4984e79499d5ccc6/LICENSE.
   • posthog-plg-lead-qualification-20260521: For content in the /contents/ folder: Copyright (c) 2020-2025 PostHog Inc. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied. Source: https://github.com/PostHog/posthog.com/blob/33a422ef5297a1b67e4545d6224c5563354fceb0/contents/handbook/growth/sales/product-led-lead-qualification.md. Terms: https://github.com/PostHog/posthog.com/blob/33a422ef5297a1b67e4545d6224c5563354fceb0/LICENSE.
   • supabase-open-source-readme-20251216: Copyright 2024 Supabase. Licensed under the Apache License, Version 2.0 (the "License"); you may not use this material except in compliance with the License. You may obtain a copy of the License at http://www.apache.org/licenses/LICENSE-2.0. The complete pinned repository tree contains no NOTICE or NOTICE.txt file. Source: https://github.com/supabase/supabase/blob/cf17967a3a46c6efa2d8875bb1839333e417f31e/README.md. Terms: https://github.com/supabase/supabase/blob/cf17967a3a46c6efa2d8875bb1839333e417f31e/LICENSE. This OpenGTM adaptation paraphrases, narrows, and combines the cited README; no endorsement is implied.

   Connected to: open-source-plg:objective, open-source-plg:concept, open-source-plg:tool, open-source-plg:workflow

6. Concept: Product-qualified repository adoption

   A product-qualified repository adoption is verified product use plus an organisational expansion signal; stars, clones, and downloads are discovery signals rather than sufficient qualification.

   Origin: primary-source. Evidence IDs: posthog-product-led-sales-20251117, posthog-plg-lead-qualification-20260521. Source count: 2.

   • posthog-product-led-sales-20251117: For content in the /contents/ folder: Copyright (c) 2020-2025 PostHog Inc. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied. Source: https://github.com/PostHog/posthog.com/blob/7c2a126c29ff3c486ca549ed4984e79499d5ccc6/contents/handbook/growth/sales/product-led-sales.md. Terms: https://github.com/PostHog/posthog.com/blob/7c2a126c29ff3c486ca549ed4984e79499d5ccc6/LICENSE.
   • posthog-plg-lead-qualification-20260521: For content in the /contents/ folder: Copyright (c) 2020-2025 PostHog Inc. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied. Source: https://github.com/PostHog/posthog.com/blob/33a422ef5297a1b67e4545d6224c5563354fceb0/contents/handbook/growth/sales/product-led-lead-qualification.md. Terms: https://github.com/PostHog/posthog.com/blob/33a422ef5297a1b67e4545d6224c5563354fceb0/LICENSE.

   Connected to: open-source-plg:objective, open-source-plg:playbook

7. Tool: First-outcome instrumentation map

   A vendor-neutral map connecting install or signup, first outcome, repeat usage, operational constraint, expansion signal, and the human review that decides whether outreach is proportionate.

   Origin: primary-source. Evidence IDs: posthog-plg-lead-qualification-20260521, posthog-open-source-product-readme-20260521. Source count: 2.

   • posthog-open-source-product-readme-20260521: Copyright (c) 2020-2025 PostHog Inc. Content outside of the ee/ directory and third-party restrictions is available under the "MIT Expat" license. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. Source: https://github.com/PostHog/posthog/blob/60d10aafdf1bffab21a4cc06b80d7645f4f636b9/README.md. Terms: https://github.com/PostHog/posthog/blob/60d10aafdf1bffab21a4cc06b80d7645f4f636b9/LICENSE. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied.
   • posthog-plg-lead-qualification-20260521: For content in the /contents/ folder: Copyright (c) 2020-2025 PostHog Inc. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied. Source: https://github.com/PostHog/posthog.com/blob/33a422ef5297a1b67e4545d6224c5563354fceb0/contents/handbook/growth/sales/product-led-lead-qualification.md. Terms: https://github.com/PostHog/posthog.com/blob/33a422ef5297a1b67e4545d6224c5563354fceb0/LICENSE.

   Connected to: open-source-plg:playbook, open-source-plg:workflow

8. Workflow: Adoption-signal review loop

   A monthly research-to-publication loop that refreshes primary sources, checks measurement definitions, validates public projections, applies privacy gates, and records adversarial review before publication.

   Origin: primary-source. Evidence IDs: posthog-open-source-product-readme-20260521, posthog-product-led-sales-20251117, posthog-plg-lead-qualification-20260521, supabase-open-source-readme-20251216. Source count: 4.

   • posthog-open-source-product-readme-20260521: Copyright (c) 2020-2025 PostHog Inc. Content outside of the ee/ directory and third-party restrictions is available under the "MIT Expat" license. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. Source: https://github.com/PostHog/posthog/blob/60d10aafdf1bffab21a4cc06b80d7645f4f636b9/README.md. Terms: https://github.com/PostHog/posthog/blob/60d10aafdf1bffab21a4cc06b80d7645f4f636b9/LICENSE. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied.
   • posthog-product-led-sales-20251117: For content in the /contents/ folder: Copyright (c) 2020-2025 PostHog Inc. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied. Source: https://github.com/PostHog/posthog.com/blob/7c2a126c29ff3c486ca549ed4984e79499d5ccc6/contents/handbook/growth/sales/product-led-sales.md. Terms: https://github.com/PostHog/posthog.com/blob/7c2a126c29ff3c486ca549ed4984e79499d5ccc6/LICENSE.
   • posthog-plg-lead-qualification-20260521: For content in the /contents/ folder: Copyright (c) 2020-2025 PostHog Inc. Permission is hereby granted, free of charge, to any person obtaining a copy of this software and associated documentation files (the "Software"), to deal in the Software without restriction, including without limitation the rights to use, copy, modify, merge, publish, distribute, sublicense, and/or sell copies of the Software, and to permit persons to whom the Software is furnished to do so, subject to the following conditions: The above copyright notice and this permission notice shall be included in all copies or substantial portions of the Software. This OpenGTM adaptation paraphrases, narrows, and combines the cited source; no endorsement is implied. Source: https://github.com/PostHog/posthog.com/blob/33a422ef5297a1b67e4545d6224c5563354fceb0/contents/handbook/growth/sales/product-led-lead-qualification.md. Terms: https://github.com/PostHog/posthog.com/blob/33a422ef5297a1b67e4545d6224c5563354fceb0/LICENSE.
   • supabase-open-source-readme-20251216: Copyright 2024 Supabase. Licensed under the Apache License, Version 2.0 (the "License"); you may not use this material except in compliance with the License. You may obtain a copy of the License at http://www.apache.org/licenses/LICENSE-2.0. The complete pinned repository tree contains no NOTICE or NOTICE.txt file. Source: https://github.com/supabase/supabase/blob/cf17967a3a46c6efa2d8875bb1839333e417f31e/README.md. Terms: https://github.com/supabase/supabase/blob/cf17967a3a46c6efa2d8875bb1839333e417f31e/LICENSE. This OpenGTM adaptation paraphrases, narrows, and combines the cited README; no endorsement is implied.

   Connected to: open-source-plg:kr-1, open-source-plg:kr-2, open-source-plg:kr-3, open-source-plg:playbook, open-source-plg:tool

Maintainer-Led Growth

A sustainable way for maintainers to turn technical credibility into commercial learning without exhausting community trust.

Motion

Maintainer-led growth

Stages

Trust, Discovery, Qualification

Evidence status

draft-pattern

Publication status

draft

Related wikis

open-source-plg, community-led-distribution, developer-relations

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Convert maintainer expertise into sustainable demand

   Create a bounded commercial learning loop that protects maintainer attention while making expert help discoverable.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: maintainer-led-growth:kr-1, maintainer-led-growth:kr-2, maintainer-led-growth:kr-3, maintainer-led-growth:playbook

2. Key Result: Maintainer-sourced discoveries

   Measure qualified discovery conversations originating from maintainer channels as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   3 conversations per month (2026 H1 planning baseline)

   Current

   3 conversations per month as of 2026-07-13

   Target

   10 conversations per month; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Qualified discovery conversations originating from maintainer channels, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Qualified discovery conversations originating from maintainer channels” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: maintainer-led-growth:objective, maintainer-led-growth:workflow

3. Key Result: Community response coverage

   Measure high-signal community questions receiving a useful response within the service window as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   45 percent (2026 H1 planning baseline)

   Current

   45 percent as of 2026-07-13

   Target

   80 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   High-signal community questions receiving a useful response within the service window, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “High-signal community questions receiving a useful response within the service window” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: maintainer-led-growth:objective, maintainer-led-growth:workflow

4. Key Result: Protected maintainer time

   Measure maintainer time spent on repeatable commercial support as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   16 hours per month (2026 H1 planning baseline)

   Current

   16 hours per month as of 2026-07-13

   Target

   8 hours per month; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Maintainer time spent on repeatable commercial support, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Maintainer time spent on repeatable commercial support” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: maintainer-led-growth:objective, maintainer-led-growth:workflow

5. Playbook: Maintainer attention budget playbook

   A draft sequence for turning maintainer-led growth into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: maintainer-led-growth:objective, maintainer-led-growth:concept, maintainer-led-growth:tool, maintainer-led-growth:workflow

6. Concept: Credibility-to-demand loop

   The central domain concept used to reason consistently about maintainer-led growth.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: maintainer-led-growth:objective, maintainer-led-growth:playbook

7. Tool: Maintainer signal triage board

   A portable, vendor-neutral aid for running and reviewing the maintainer-led growth motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: maintainer-led-growth:playbook, maintainer-led-growth:workflow

8. Workflow: Maintainer insight handoff

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: maintainer-led-growth:kr-1, maintainer-led-growth:kr-2, maintainer-led-growth:kr-3, maintainer-led-growth:playbook, maintainer-led-growth:tool

Community-Led Distribution

A consent-aware distribution system that helps useful community knowledge travel without turning participation into a funnel.

Motion

Community-led distribution

Stages

Awareness, Participation, Advocacy

Evidence status

draft-pattern

Publication status

draft

Related wikis

open-source-plg, maintainer-led-growth, developer-relations, community-signal-intelligence, customer-expansion-advocacy

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Increase useful community-led discovery

   Make practitioner knowledge easier to find and reuse while preserving community norms and contributor agency.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: community-led-distribution:kr-1, community-led-distribution:kr-2, community-led-distribution:kr-3, community-led-distribution:playbook

2. Key Result: Community-attributed discoveries

   Measure new qualified visitors attributed to consented community sharing as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   120 visitors per month (2026 H1 planning baseline)

   Current

   120 visitors per month as of 2026-07-13

   Target

   300 visitors per month; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   New qualified visitors attributed to consented community sharing, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “New qualified visitors attributed to consented community sharing” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: community-led-distribution:objective, community-led-distribution:workflow

3. Key Result: Useful contribution rate

   Measure active community participants making a reusable contribution as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   8 percent (2026 H1 planning baseline)

   Current

   8 percent as of 2026-07-13

   Target

   18 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Active community participants making a reusable contribution, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Active community participants making a reusable contribution” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: community-led-distribution:objective, community-led-distribution:workflow

4. Key Result: Consent coverage

   Measure reused community artifacts with recorded contributor permission as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   70 percent (2026 H1 planning baseline)

   Current

   70 percent as of 2026-07-13

   Target

   100 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Reused community artifacts with recorded contributor permission, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Reused community artifacts with recorded contributor permission” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: community-led-distribution:objective, community-led-distribution:workflow

5. Playbook: Consent-aware community distribution playbook

   A draft sequence for turning community-led distribution into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: community-led-distribution:objective, community-led-distribution:concept, community-led-distribution:tool, community-led-distribution:workflow

6. Concept: Community knowledge portability

   The central domain concept used to reason consistently about community-led distribution.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: community-led-distribution:objective, community-led-distribution:playbook

7. Tool: Contribution permission register

   A portable, vendor-neutral aid for running and reviewing the community-led distribution motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: community-led-distribution:playbook, community-led-distribution:workflow

8. Workflow: Community artifact curation

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: community-led-distribution:kr-1, community-led-distribution:kr-2, community-led-distribution:kr-3, community-led-distribution:playbook, community-led-distribution:tool

Developer Relations

A developer education and feedback motion measured by successful technical outcomes rather than activity volume.

Motion

Developer relations

Stages

Education, Activation, Feedback

Evidence status

draft-pattern

Publication status

draft

Related wikis

open-source-plg, maintainer-led-growth, community-led-distribution, open-data-benchmarking, api-developer-experience

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Increase developer success and product learning

   Help developers complete meaningful tasks and route their evidence into product and GTM decisions.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: developer-relations:kr-1, developer-relations:kr-2, developer-relations:kr-3, developer-relations:playbook

2. Key Result: Documentation task success

   Measure developers completing a priority documentation task without support as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   52 percent (2026 H1 planning baseline)

   Current

   52 percent as of 2026-07-13

   Target

   78 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Developers completing a priority documentation task without support, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Developers completing a priority documentation task without support” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: developer-relations:objective, developer-relations:workflow

3. Key Result: Technical feedback closed

   Measure validated developer feedback items closed with a documented decision as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   6 items per quarter (2026 H1 planning baseline)

   Current

   6 items per quarter as of 2026-07-13

   Target

   18 items per quarter; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Validated developer feedback items closed with a documented decision, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Validated developer feedback items closed with a documented decision” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: developer-relations:objective, developer-relations:workflow

4. Key Result: Example reuse

   Measure priority code examples used in successful implementation sessions as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   90 sessions per month (2026 H1 planning baseline)

   Current

   90 sessions per month as of 2026-07-13

   Target

   220 sessions per month; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Priority code examples used in successful implementation sessions, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Priority code examples used in successful implementation sessions” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: developer-relations:objective, developer-relations:workflow

5. Playbook: Developer outcome education playbook

   A draft sequence for turning developer relations into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: developer-relations:objective, developer-relations:concept, developer-relations:tool, developer-relations:workflow

6. Concept: Developer task success

   The central domain concept used to reason consistently about developer relations.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: developer-relations:objective, developer-relations:playbook

7. Tool: Documentation friction register

   A portable, vendor-neutral aid for running and reviewing the developer relations motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: developer-relations:playbook, developer-relations:workflow

8. Workflow: Developer feedback-to-decision loop

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: developer-relations:kr-1, developer-relations:kr-2, developer-relations:kr-3, developer-relations:playbook, developer-relations:tool

Open-Core Packaging

A packaging map that keeps the open product useful while making enterprise value and trade-offs legible.

Motion

Open-core packaging

Stages

Value, Evaluation, Conversion

Evidence status

draft-pattern

Publication status

draft

Related wikis

self-hosted-enterprise, oss-to-enterprise-conversion, pricing-monetization

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Make open and commercial value boundaries legible

   Create packaging that protects a complete open-source use case and earns commercial adoption through additional organisational value.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: open-core-packaging:kr-1, open-core-packaging:kr-2, open-core-packaging:kr-3, open-core-packaging:playbook

2. Key Result: Packaging comprehension

   Measure evaluators correctly identifying open and commercial capability boundaries as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   48 percent (2026 H1 planning baseline)

   Current

   48 percent as of 2026-07-13

   Target

   85 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Evaluators correctly identifying open and commercial capability boundaries, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Evaluators correctly identifying open and commercial capability boundaries” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: open-core-packaging:objective, open-core-packaging:workflow

3. Key Result: Qualified edition evaluations

   Measure organisations beginning a qualified commercial edition evaluation as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   5 evaluations per month (2026 H1 planning baseline)

   Current

   5 evaluations per month as of 2026-07-13

   Target

   14 evaluations per month; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Organisations beginning a qualified commercial edition evaluation, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Organisations beginning a qualified commercial edition evaluation” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: open-core-packaging:objective, open-core-packaging:workflow

4. Key Result: Boundary-related objections

   Measure qualified evaluations blocked by unclear packaging boundaries as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   12 percent (2026 H1 planning baseline)

   Current

   12 percent as of 2026-07-13

   Target

   3 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Qualified evaluations blocked by unclear packaging boundaries, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Qualified evaluations blocked by unclear packaging boundaries” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: open-core-packaging:objective, open-core-packaging:workflow

5. Playbook: Open-core boundary design playbook

   A draft sequence for turning open-core packaging into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: open-core-packaging:objective, open-core-packaging:concept, open-core-packaging:tool, open-core-packaging:workflow

6. Concept: Complete open use case

   The central domain concept used to reason consistently about open-core packaging.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: open-core-packaging:objective, open-core-packaging:playbook

7. Tool: Capability boundary matrix

   A portable, vendor-neutral aid for running and reviewing the open-core packaging motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: open-core-packaging:playbook, open-core-packaging:workflow

8. Workflow: Packaging evidence review

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: open-core-packaging:kr-1, open-core-packaging:kr-2, open-core-packaging:kr-3, open-core-packaging:playbook, open-core-packaging:tool

Self-Hosted Enterprise

A qualification and proof motion for organisations that need operational control, deployment choice, and credible ownership boundaries.

Motion

Self-hosted enterprise

Stages

Qualification, Validation, Procurement

Evidence status

draft-pattern

Publication status

draft

Related wikis

open-core-packaging, trust-security-compliance, oss-to-enterprise-conversion

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Reduce friction in qualified self-hosted evaluations

   Give enterprise practitioners enough operational evidence to evaluate self-hosting without hiding cost, responsibility, or support trade-offs.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: self-hosted-enterprise:kr-1, self-hosted-enterprise:kr-2, self-hosted-enterprise:kr-3, self-hosted-enterprise:playbook

2. Key Result: Environment validation time

   Measure median time to validate a supported self-hosted environment as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   15 business days (2026 H1 planning baseline)

   Current

   15 business days as of 2026-07-13

   Target

   5 business days; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Median time to validate a supported self-hosted environment, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Median time to validate a supported self-hosted environment” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: self-hosted-enterprise:objective, self-hosted-enterprise:workflow

3. Key Result: Operational evidence coverage

   Measure qualified evaluations with complete deployment and ownership evidence as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   40 percent (2026 H1 planning baseline)

   Current

   40 percent as of 2026-07-13

   Target

   90 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Qualified evaluations with complete deployment and ownership evidence, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Qualified evaluations with complete deployment and ownership evidence” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: self-hosted-enterprise:objective, self-hosted-enterprise:workflow

4. Key Result: Technical evaluation completion

   Measure qualified self-hosted evaluations reaching an explicit technical decision as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   35 percent (2026 H1 planning baseline)

   Current

   35 percent as of 2026-07-13

   Target

   65 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Qualified self-hosted evaluations reaching an explicit technical decision, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Qualified self-hosted evaluations reaching an explicit technical decision” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: self-hosted-enterprise:objective, self-hosted-enterprise:workflow

5. Playbook: Self-hosted evaluation playbook

   A draft sequence for turning self-hosted enterprise into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: self-hosted-enterprise:objective, self-hosted-enterprise:concept, self-hosted-enterprise:tool, self-hosted-enterprise:workflow

6. Concept: Operational control boundary

   The central domain concept used to reason consistently about self-hosted enterprise.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: self-hosted-enterprise:objective, self-hosted-enterprise:playbook

7. Tool: Deployment evidence checklist

   A portable, vendor-neutral aid for running and reviewing the self-hosted enterprise motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: self-hosted-enterprise:playbook, self-hosted-enterprise:workflow

8. Workflow: Self-hosted readiness review

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: self-hosted-enterprise:kr-1, self-hosted-enterprise:kr-2, self-hosted-enterprise:kr-3, self-hosted-enterprise:playbook, self-hosted-enterprise:tool

Open-Model Positioning

A positioning system that relates open-weight model choices to observable GTM capability, constraints, and portability.

Motion

Open-model positioning

Stages

Positioning, Evaluation, Decision

Evidence status

draft-pattern

Publication status

draft

Related wikis

model-evaluation-gtm, open-data-benchmarking, pricing-monetization

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Make open-model trade-offs commercially useful

   Help practitioners choose model architectures using workload evidence instead of abstract openness claims.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: open-model-positioning:kr-1, open-model-positioning:kr-2, open-model-positioning:kr-3, open-model-positioning:playbook

2. Key Result: Positioning comprehension

   Measure evaluators accurately explaining the model choice and its trade-offs as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   38 percent (2026 H1 planning baseline)

   Current

   38 percent as of 2026-07-13

   Target

   80 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Evaluators accurately explaining the model choice and its trade-offs, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Evaluators accurately explaining the model choice and its trade-offs” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: open-model-positioning:objective, open-model-positioning:workflow

3. Key Result: Workload-backed evaluations

   Measure model evaluations using a representative gtm workload as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   25 percent (2026 H1 planning baseline)

   Current

   25 percent as of 2026-07-13

   Target

   75 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Model evaluations using a representative GTM workload, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Model evaluations using a representative GTM workload” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: open-model-positioning:objective, open-model-positioning:workflow

4. Key Result: Portability plans recorded

   Measure qualified evaluations documenting an alternative model route as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   15 percent (2026 H1 planning baseline)

   Current

   15 percent as of 2026-07-13

   Target

   70 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Qualified evaluations documenting an alternative model route, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Qualified evaluations documenting an alternative model route” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: open-model-positioning:objective, open-model-positioning:workflow

5. Playbook: Open-model positioning playbook

   A draft sequence for turning open-model positioning into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: open-model-positioning:objective, open-model-positioning:concept, open-model-positioning:tool, open-model-positioning:workflow

6. Concept: Workload-level model fit

   The central domain concept used to reason consistently about open-model positioning.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: open-model-positioning:objective, open-model-positioning:playbook

7. Tool: Model trade-off canvas

   A portable, vendor-neutral aid for running and reviewing the open-model positioning motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: open-model-positioning:playbook, open-model-positioning:workflow

8. Workflow: Positioning evidence synthesis

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: open-model-positioning:kr-1, open-model-positioning:kr-2, open-model-positioning:kr-3, open-model-positioning:playbook, open-model-positioning:tool

Model Evaluation GTM

A repeatable evaluation motion connecting model quality, operating constraints, and customer-facing commercial outcomes.

Motion

Model evaluation

Stages

Benchmark, Pilot, Decision

Evidence status

draft-pattern

Publication status

draft

Related wikis

open-model-positioning, trust-security-compliance, open-data-benchmarking

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Make model selection evidence-based and portable

   Evaluate models against representative revenue workflows, explicit guardrails, and a reversible implementation boundary.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: model-evaluation-gtm:kr-1, model-evaluation-gtm:kr-2, model-evaluation-gtm:kr-3, model-evaluation-gtm:playbook

2. Key Result: Representative evaluation coverage

   Measure priority gtm workflow cases represented in the evaluation set as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   35 percent (2026 H1 planning baseline)

   Current

   35 percent as of 2026-07-13

   Target

   90 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Priority GTM workflow cases represented in the evaluation set, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Priority GTM workflow cases represented in the evaluation set” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: model-evaluation-gtm:objective, model-evaluation-gtm:workflow

3. Key Result: Guardrail pass rate

   Measure evaluation cases meeting defined quality and safety thresholds as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   62 percent (2026 H1 planning baseline)

   Current

   62 percent as of 2026-07-13

   Target

   88 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Evaluation cases meeting defined quality and safety thresholds, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Evaluation cases meeting defined quality and safety thresholds” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: model-evaluation-gtm:objective, model-evaluation-gtm:workflow

4. Key Result: Evaluation cycle time

   Measure median time from candidate selection to documented model decision as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   20 days (2026 H1 planning baseline)

   Current

   20 days as of 2026-07-13

   Target

   7 days; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Median time from candidate selection to documented model decision, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Median time from candidate selection to documented model decision” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: model-evaluation-gtm:objective, model-evaluation-gtm:workflow

5. Playbook: Representative model evaluation playbook

   A draft sequence for turning model evaluation into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: model-evaluation-gtm:objective, model-evaluation-gtm:concept, model-evaluation-gtm:tool, model-evaluation-gtm:workflow

6. Concept: GTM workload evaluation set

   The central domain concept used to reason consistently about model evaluation.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: model-evaluation-gtm:objective, model-evaluation-gtm:playbook

7. Tool: Model decision scorecard

   A portable, vendor-neutral aid for running and reviewing the model evaluation motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: model-evaluation-gtm:playbook, model-evaluation-gtm:workflow

8. Workflow: Model evaluation and review

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: model-evaluation-gtm:kr-1, model-evaluation-gtm:kr-2, model-evaluation-gtm:kr-3, model-evaluation-gtm:playbook, model-evaluation-gtm:tool

Trust, Security & Compliance

A proof system that turns security and governance evidence into proportionate, reviewable enterprise decisions.

Motion

Trust-led enterprise qualification

Stages

Trust, Validation, Procurement

Evidence status

draft-pattern

Publication status

draft

Related wikis

self-hosted-enterprise, model-evaluation-gtm, open-data-benchmarking

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Accelerate trustworthy enterprise decisions

   Provide current, scoped security and compliance evidence while preserving human approval for consequential claims.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: trust-security-compliance:kr-1, trust-security-compliance:kr-2, trust-security-compliance:kr-3, trust-security-compliance:playbook

2. Key Result: Evidence request coverage

   Measure priority trust questions answered by an approved current artifact as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   55 percent (2026 H1 planning baseline)

   Current

   55 percent as of 2026-07-13

   Target

   95 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Priority trust questions answered by an approved current artifact, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Priority trust questions answered by an approved current artifact” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: trust-security-compliance:objective, trust-security-compliance:workflow

3. Key Result: Security response time

   Measure median time to answer an in-scope customer security question as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   6 business days (2026 H1 planning baseline)

   Current

   6 business days as of 2026-07-13

   Target

   2 business days; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Median time to answer an in-scope customer security question, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Median time to answer an in-scope customer security question” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: trust-security-compliance:objective, trust-security-compliance:workflow

4. Key Result: Expired artifacts

   Measure customer-facing trust artifacts beyond their review date as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   9 artifacts (2026 H1 planning baseline)

   Current

   9 artifacts as of 2026-07-13

   Target

   0 artifacts; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Customer-facing trust artifacts beyond their review date, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Customer-facing trust artifacts beyond their review date” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: trust-security-compliance:objective, trust-security-compliance:workflow

5. Playbook: Trust evidence response playbook

   A draft sequence for turning trust-led enterprise qualification into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: trust-security-compliance:objective, trust-security-compliance:concept, trust-security-compliance:tool, trust-security-compliance:workflow

6. Concept: Proportionate assurance

   The central domain concept used to reason consistently about trust-led enterprise qualification.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: trust-security-compliance:objective, trust-security-compliance:playbook

7. Tool: Trust evidence register

   A portable, vendor-neutral aid for running and reviewing the trust-led enterprise qualification motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: trust-security-compliance:playbook, trust-security-compliance:workflow

8. Workflow: Security evidence approval

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: trust-security-compliance:kr-1, trust-security-compliance:kr-2, trust-security-compliance:kr-3, trust-security-compliance:playbook, trust-security-compliance:tool

Marketplace & Ecosystem

An ecosystem motion that improves discovery and implementation through useful integrations rather than directory presence alone.

Motion

Marketplace and ecosystem growth

Stages

Discovery, Activation, Expansion

Evidence status

draft-pattern

Publication status

draft

Related wikis

partner-co-sell, api-developer-experience, customer-expansion-advocacy

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Generate qualified demand through useful ecosystem routes

   Prioritise marketplace and integration work that shortens a real practitioner workflow and creates attributable commercial learning.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: marketplace-ecosystem:kr-1, marketplace-ecosystem:kr-2, marketplace-ecosystem:kr-3, marketplace-ecosystem:playbook

2. Key Result: Ecosystem-sourced activations

   Measure new organisations reaching activation through an ecosystem route as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   14 organisations per month (2026 H1 planning baseline)

   Current

   14 organisations per month as of 2026-07-13

   Target

   45 organisations per month; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   New organisations reaching activation through an ecosystem route, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “New organisations reaching activation through an ecosystem route” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: marketplace-ecosystem:objective, marketplace-ecosystem:workflow

3. Key Result: Integration task success

   Measure practitioners completing the priority integration task as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   50 percent (2026 H1 planning baseline)

   Current

   50 percent as of 2026-07-13

   Target

   82 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Practitioners completing the priority integration task, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Practitioners completing the priority integration task” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: marketplace-ecosystem:objective, marketplace-ecosystem:workflow

4. Key Result: Qualified ecosystem pipeline

   Measure qualified commercial opportunities attributed to marketplace or integration use as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   2 opportunities per quarter (2026 H1 planning baseline)

   Current

   2 opportunities per quarter as of 2026-07-13

   Target

   8 opportunities per quarter; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Qualified commercial opportunities attributed to marketplace or integration use, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Qualified commercial opportunities attributed to marketplace or integration use” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: marketplace-ecosystem:objective, marketplace-ecosystem:workflow

5. Playbook: Ecosystem route prioritisation playbook

   A draft sequence for turning marketplace and ecosystem growth into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: marketplace-ecosystem:objective, marketplace-ecosystem:concept, marketplace-ecosystem:tool, marketplace-ecosystem:workflow

6. Concept: Workflow-completing integration

   The central domain concept used to reason consistently about marketplace and ecosystem growth.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: marketplace-ecosystem:objective, marketplace-ecosystem:playbook

7. Tool: Ecosystem route scorecard

   A portable, vendor-neutral aid for running and reviewing the marketplace and ecosystem growth motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: marketplace-ecosystem:playbook, marketplace-ecosystem:workflow

8. Workflow: Marketplace signal attribution

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: marketplace-ecosystem:kr-1, marketplace-ecosystem:kr-2, marketplace-ecosystem:kr-3, marketplace-ecosystem:playbook, marketplace-ecosystem:tool

Partner Co-Sell

A partner motion built around explicit customer value, ownership, evidence, and shared next steps.

Motion

Partner co-sell

Stages

Alignment, Qualification, Execution

Evidence status

draft-pattern

Publication status

draft

Related wikis

marketplace-ecosystem, product-led-sales, customer-expansion-advocacy

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Increase productive partner-led opportunities

   Create a repeatable co-sell rhythm where partner fit, customer benefit, and handoff ownership are explicit.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: partner-co-sell:kr-1, partner-co-sell:kr-2, partner-co-sell:kr-3, partner-co-sell:playbook

2. Key Result: Partner-qualified opportunities

   Measure partner-sourced opportunities meeting the shared qualification standard as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   4 opportunities per quarter (2026 H1 planning baseline)

   Current

   4 opportunities per quarter as of 2026-07-13

   Target

   12 opportunities per quarter; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Partner-sourced opportunities meeting the shared qualification standard, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Partner-sourced opportunities meeting the shared qualification standard” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: partner-co-sell:objective, partner-co-sell:workflow

3. Key Result: Accepted joint plans

   Measure qualified co-sell opportunities with an owner-approved joint action plan as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   35 percent (2026 H1 planning baseline)

   Current

   35 percent as of 2026-07-13

   Target

   85 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Qualified co-sell opportunities with an owner-approved joint action plan, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Qualified co-sell opportunities with an owner-approved joint action plan” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: partner-co-sell:objective, partner-co-sell:workflow

4. Key Result: Partner handoff time

   Measure median time from partner signal to owned customer next step as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   9 business days (2026 H1 planning baseline)

   Current

   9 business days as of 2026-07-13

   Target

   3 business days; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Median time from partner signal to owned customer next step, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Median time from partner signal to owned customer next step” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: partner-co-sell:objective, partner-co-sell:workflow

5. Playbook: Partner opportunity alignment playbook

   A draft sequence for turning partner co-sell into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: partner-co-sell:objective, partner-co-sell:concept, partner-co-sell:tool, partner-co-sell:workflow

6. Concept: Mutual customer value

   The central domain concept used to reason consistently about partner co-sell.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: partner-co-sell:objective, partner-co-sell:playbook

7. Tool: Joint opportunity canvas

   A portable, vendor-neutral aid for running and reviewing the partner co-sell motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: partner-co-sell:playbook, partner-co-sell:workflow

8. Workflow: Partner handoff and review

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: partner-co-sell:kr-1, partner-co-sell:kr-2, partner-co-sell:kr-3, partner-co-sell:playbook, partner-co-sell:tool

Agentic Sales Ops

A human-accountable operating model for agents that assist repeatable sales work while preserving review and recovery boundaries.

Motion

Agent-assisted sales operations

Stages

Design, Execution, Governance

Evidence status

draft-pattern

Publication status

draft

Related wikis

sales-wiki, community-signal-intelligence, api-developer-experience

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Increase sales velocity with accountable agent workflows

   Automate bounded sales operations steps while keeping consequential judgement, messaging, and approvals human-owned.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: agentic-sales-ops:kr-1, agentic-sales-ops:kr-2, agentic-sales-ops:kr-3, agentic-sales-ops:playbook

2. Key Result: Bounded workflow adoption

   Measure priority sales workflows running through an approved agent boundary as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   2 workflows (2026 H1 planning baseline)

   Current

   2 workflows as of 2026-07-13

   Target

   8 workflows; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Priority sales workflows running through an approved agent boundary, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Priority sales workflows running through an approved agent boundary” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: agentic-sales-ops:objective, agentic-sales-ops:workflow

3. Key Result: Human review compliance

   Measure consequential agent outputs receiving required human approval as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   72 percent (2026 H1 planning baseline)

   Current

   72 percent as of 2026-07-13

   Target

   100 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Consequential agent outputs receiving required human approval, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Consequential agent outputs receiving required human approval” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: agentic-sales-ops:objective, agentic-sales-ops:workflow

4. Key Result: Recoverable execution rate

   Measure agent workflow failures recoverable without data loss or duplicate external action as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   65 percent (2026 H1 planning baseline)

   Current

   65 percent as of 2026-07-13

   Target

   95 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Agent workflow failures recoverable without data loss or duplicate external action, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Agent workflow failures recoverable without data loss or duplicate external action” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: agentic-sales-ops:objective, agentic-sales-ops:workflow

5. Playbook: Bounded sales-agent design playbook

   A draft sequence for turning agent-assisted sales operations into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: agentic-sales-ops:objective, agentic-sales-ops:concept, agentic-sales-ops:tool, agentic-sales-ops:workflow

6. Concept: Human-owned commercial judgement

   The central domain concept used to reason consistently about agent-assisted sales operations.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: agentic-sales-ops:objective, agentic-sales-ops:playbook

7. Tool: Agent workflow risk register

   A portable, vendor-neutral aid for running and reviewing the agent-assisted sales operations motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: agentic-sales-ops:playbook, agentic-sales-ops:workflow

8. Workflow: Agent execution approval loop

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: agentic-sales-ops:kr-1, agentic-sales-ops:kr-2, agentic-sales-ops:kr-3, agentic-sales-ops:playbook, agentic-sales-ops:tool

Community Signal Intelligence

A privacy-aware practice for turning aggregate public community patterns into product and GTM learning.

Motion

Community signal intelligence

Stages

Listening, Synthesis, Decision

Evidence status

draft-pattern

Publication status

draft

Related wikis

community-led-distribution, agentic-sales-ops, open-data-benchmarking

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Turn community patterns into responsible GTM decisions

   Identify useful aggregate signals without profiling individuals or treating every community interaction as buying intent.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: community-signal-intelligence:kr-1, community-signal-intelligence:kr-2, community-signal-intelligence:kr-3, community-signal-intelligence:playbook

2. Key Result: Decision-ready signal briefs

   Measure community signal briefs accepted into a product or gtm decision as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   2 briefs per quarter (2026 H1 planning baseline)

   Current

   2 briefs per quarter as of 2026-07-13

   Target

   8 briefs per quarter; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Community signal briefs accepted into a product or GTM decision, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Community signal briefs accepted into a product or GTM decision” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: community-signal-intelligence:objective, community-signal-intelligence:workflow

3. Key Result: Evidence traceability

   Measure signal briefs with reproducible aggregate evidence and caveats as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   45 percent (2026 H1 planning baseline)

   Current

   45 percent as of 2026-07-13

   Target

   100 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Signal briefs with reproducible aggregate evidence and caveats, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Signal briefs with reproducible aggregate evidence and caveats” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: community-signal-intelligence:objective, community-signal-intelligence:workflow

4. Key Result: Personal-data incidents

   Measure published signal artifacts exposing unnecessary personal data as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   1 incidents (2026 H1 planning baseline)

   Current

   1 incidents as of 2026-07-13

   Target

   0 incidents; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Published signal artifacts exposing unnecessary personal data, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Published signal artifacts exposing unnecessary personal data” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: community-signal-intelligence:objective, community-signal-intelligence:workflow

5. Playbook: Community signal synthesis playbook

   A draft sequence for turning community signal intelligence into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: community-signal-intelligence:objective, community-signal-intelligence:concept, community-signal-intelligence:tool, community-signal-intelligence:workflow

6. Concept: Aggregate intent signal

   The central domain concept used to reason consistently about community signal intelligence.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: community-signal-intelligence:objective, community-signal-intelligence:playbook

7. Tool: Signal confidence ledger

   A portable, vendor-neutral aid for running and reviewing the community signal intelligence motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: community-signal-intelligence:playbook, community-signal-intelligence:workflow

8. Workflow: Privacy-aware signal review

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: community-signal-intelligence:kr-1, community-signal-intelligence:kr-2, community-signal-intelligence:kr-3, community-signal-intelligence:playbook, community-signal-intelligence:tool

OSS-to-Enterprise Conversion

A conversion motion that recognises organisational needs emerging from successful open-source use without manufacturing urgency.

Motion

Open-source to enterprise conversion

Stages

Adoption, Qualification, Conversion

Evidence status

draft-pattern

Publication status

draft

Related wikis

open-source-plg, open-core-packaging, self-hosted-enterprise, product-led-sales

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Convert qualified organisational needs into enterprise value

   Detect legitimate operational needs in successful open-source adoption and offer a proportionate enterprise path.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: oss-to-enterprise-conversion:kr-1, oss-to-enterprise-conversion:kr-2, oss-to-enterprise-conversion:kr-3, oss-to-enterprise-conversion:playbook

2. Key Result: Qualified organisational needs

   Measure adopting organisations with a verified enterprise-scale requirement as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   9 organisations per quarter (2026 H1 planning baseline)

   Current

   9 organisations per quarter as of 2026-07-13

   Target

   24 organisations per quarter; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Adopting organisations with a verified enterprise-scale requirement, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Adopting organisations with a verified enterprise-scale requirement” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: oss-to-enterprise-conversion:objective, oss-to-enterprise-conversion:workflow

3. Key Result: Need-to-conversation rate

   Measure qualified organisational needs progressing to a useful commercial conversation as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   28 percent (2026 H1 planning baseline)

   Current

   28 percent as of 2026-07-13

   Target

   60 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Qualified organisational needs progressing to a useful commercial conversation, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Qualified organisational needs progressing to a useful commercial conversation” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: oss-to-enterprise-conversion:objective, oss-to-enterprise-conversion:workflow

4. Key Result: Conversion decision time

   Measure median time from qualified enterprise need to explicit decision as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   70 days (2026 H1 planning baseline)

   Current

   70 days as of 2026-07-13

   Target

   35 days; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Median time from qualified enterprise need to explicit decision, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Median time from qualified enterprise need to explicit decision” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: oss-to-enterprise-conversion:objective, oss-to-enterprise-conversion:workflow

5. Playbook: OSS organisational need qualification playbook

   A draft sequence for turning open-source to enterprise conversion into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: oss-to-enterprise-conversion:objective, oss-to-enterprise-conversion:concept, oss-to-enterprise-conversion:tool, oss-to-enterprise-conversion:workflow

6. Concept: Enterprise-scale requirement

   The central domain concept used to reason consistently about open-source to enterprise conversion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: oss-to-enterprise-conversion:objective, oss-to-enterprise-conversion:playbook

7. Tool: Adoption-to-need diagnostic

   A portable, vendor-neutral aid for running and reviewing the open-source to enterprise conversion motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: oss-to-enterprise-conversion:playbook, oss-to-enterprise-conversion:workflow

8. Workflow: Enterprise conversion handoff

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: oss-to-enterprise-conversion:kr-1, oss-to-enterprise-conversion:kr-2, oss-to-enterprise-conversion:kr-3, oss-to-enterprise-conversion:playbook, oss-to-enterprise-conversion:tool

Product-Led Sales

A sales motion that uses observable product success to time useful human help and prioritise qualified expansion needs.

Motion

Product-led sales

Stages

Activation, Qualification, Expansion

Evidence status

draft-pattern

Publication status

review-pending

Related wikis

sales-wiki, open-source-plg, partner-co-sell, oss-to-enterprise-conversion, pricing-monetization, customer-expansion-advocacy

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Use product evidence to improve sales timing

   Offer human help when product evidence indicates a material organisational need, not simply because activity occurred.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: product-led-sales:kr-1, product-led-sales:kr-2, product-led-sales:kr-3, product-led-sales:playbook

2. Key Result: Signal precision

   Measure product-qualified signals confirmed as a material organisational need as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   22 percent (2026 H1 planning baseline)

   Current

   22 percent as of 2026-07-13

   Target

   55 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Product-qualified signals confirmed as a material organisational need, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Product-qualified signals confirmed as a material organisational need” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: product-led-sales:objective, product-led-sales:workflow

3. Key Result: Useful assist rate

   Measure accepted sales assists producing a documented next step as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   34 percent (2026 H1 planning baseline)

   Current

   34 percent as of 2026-07-13

   Target

   65 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Accepted sales assists producing a documented next step, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Accepted sales assists producing a documented next step” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: product-led-sales:objective, product-led-sales:workflow

4. Key Result: Time to useful assist

   Measure median time from qualified product signal to relevant human assistance as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   36 hours (2026 H1 planning baseline)

   Current

   36 hours as of 2026-07-13

   Target

   8 hours; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Median time from qualified product signal to relevant human assistance, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Median time from qualified product signal to relevant human assistance” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: product-led-sales:objective, product-led-sales:workflow

5. Playbook: Product-qualified assistance playbook

   A draft sequence for turning product-led sales into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: product-led-sales:objective, product-led-sales:concept, product-led-sales:tool, product-led-sales:workflow

6. Concept: Material organisational need

   The central domain concept used to reason consistently about product-led sales.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: product-led-sales:objective, product-led-sales:playbook

7. Tool: Product signal qualification model

   A portable, vendor-neutral aid for running and reviewing the product-led sales motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: product-led-sales:playbook, product-led-sales:workflow

8. Workflow: Signal-to-assist routing

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: product-led-sales:kr-1, product-led-sales:kr-2, product-led-sales:kr-3, product-led-sales:playbook, product-led-sales:tool

Open Data & Benchmarking

A transparent benchmarking motion that makes definitions, uncertainty, provenance, and reproducibility part of the product.

Motion

Open data and benchmarking

Stages

Definition, Analysis, Distribution

Evidence status

draft-pattern

Publication status

draft

Related wikis

developer-relations, open-model-positioning, model-evaluation-gtm, trust-security-compliance, community-signal-intelligence

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Earn trust through reproducible GTM benchmarks

   Publish decision-useful benchmarks with stable definitions, source boundaries, and uncertainty that practitioners can inspect.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: open-data-benchmarking:kr-1, open-data-benchmarking:kr-2, open-data-benchmarking:kr-3, open-data-benchmarking:playbook

2. Key Result: Reproducible benchmark coverage

   Measure published benchmark metrics reproducible from the declared public inputs as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   40 percent (2026 H1 planning baseline)

   Current

   40 percent as of 2026-07-13

   Target

   100 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Published benchmark metrics reproducible from the declared public inputs, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Published benchmark metrics reproducible from the declared public inputs” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: open-data-benchmarking:objective, open-data-benchmarking:workflow

3. Key Result: Definition completeness

   Measure benchmark metrics with population, period, calculation, and caveat definitions as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   55 percent (2026 H1 planning baseline)

   Current

   55 percent as of 2026-07-13

   Target

   100 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Benchmark metrics with population, period, calculation, and caveat definitions, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Benchmark metrics with population, period, calculation, and caveat definitions” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: open-data-benchmarking:objective, open-data-benchmarking:workflow

4. Key Result: Decision-useful reuse

   Measure documented practitioner decisions citing a published benchmark as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   3 decisions per quarter (2026 H1 planning baseline)

   Current

   3 decisions per quarter as of 2026-07-13

   Target

   15 decisions per quarter; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Documented practitioner decisions citing a published benchmark, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Documented practitioner decisions citing a published benchmark” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: open-data-benchmarking:objective, open-data-benchmarking:workflow

5. Playbook: Transparent benchmark publication playbook

   A draft sequence for turning open data and benchmarking into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: open-data-benchmarking:objective, open-data-benchmarking:concept, open-data-benchmarking:tool, open-data-benchmarking:workflow

6. Concept: Reproducible commercial benchmark

   The central domain concept used to reason consistently about open data and benchmarking.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: open-data-benchmarking:objective, open-data-benchmarking:playbook

7. Tool: Benchmark definition sheet

   A portable, vendor-neutral aid for running and reviewing the open data and benchmarking motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: open-data-benchmarking:playbook, open-data-benchmarking:workflow

8. Workflow: Benchmark validation and release

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: open-data-benchmarking:kr-1, open-data-benchmarking:kr-2, open-data-benchmarking:kr-3, open-data-benchmarking:playbook, open-data-benchmarking:tool

API & Developer Experience

A developer journey that makes the first useful API outcome fast, observable, recoverable, and easy to extend.

Motion

API-led developer growth

Stages

Discovery, Integration, Expansion

Evidence status

draft-pattern

Publication status

draft

Related wikis

developer-relations, marketplace-ecosystem, agentic-sales-ops

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Reduce friction from API discovery to production value

   Help developers reach and repeat a production-relevant outcome with clear contracts, examples, and failure recovery.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: api-developer-experience:kr-1, api-developer-experience:kr-2, api-developer-experience:kr-3, api-developer-experience:playbook

2. Key Result: First API outcome time

   Measure median time from credential creation to first successful useful api response as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   42 minutes (2026 H1 planning baseline)

   Current

   42 minutes as of 2026-07-13

   Target

   12 minutes; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Median time from credential creation to first successful useful API response, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Median time from credential creation to first successful useful API response” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: api-developer-experience:objective, api-developer-experience:workflow

3. Key Result: Integration completion

   Measure new developer organisations completing the priority integration journey as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   38 percent (2026 H1 planning baseline)

   Current

   38 percent as of 2026-07-13

   Target

   72 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   New developer organisations completing the priority integration journey, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “New developer organisations completing the priority integration journey” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: api-developer-experience:objective, api-developer-experience:workflow

4. Key Result: Recoverable error coverage

   Measure top api failure modes with documented diagnosis and recovery as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   50 percent (2026 H1 planning baseline)

   Current

   50 percent as of 2026-07-13

   Target

   95 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Top API failure modes with documented diagnosis and recovery, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Top API failure modes with documented diagnosis and recovery” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: api-developer-experience:objective, api-developer-experience:workflow

5. Playbook: API first-outcome playbook

   A draft sequence for turning api-led developer growth into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: api-developer-experience:objective, api-developer-experience:concept, api-developer-experience:tool, api-developer-experience:workflow

6. Concept: Production-relevant developer outcome

   The central domain concept used to reason consistently about api-led developer growth.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: api-developer-experience:objective, api-developer-experience:playbook

7. Tool: Developer journey friction map

   A portable, vendor-neutral aid for running and reviewing the api-led developer growth motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: api-developer-experience:playbook, api-developer-experience:workflow

8. Workflow: API feedback and repair loop

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: api-developer-experience:kr-1, api-developer-experience:kr-2, api-developer-experience:kr-3, api-developer-experience:playbook, api-developer-experience:tool

Pricing & Monetization

A pricing system that connects value, usage, cost, and portability without concealing commercial trade-offs.

Motion

Pricing and monetization

Stages

Research, Packaging, Decision

Evidence status

draft-pattern

Publication status

draft

Related wikis

open-core-packaging, open-model-positioning, product-led-sales

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Improve pricing clarity and value alignment

   Make price mechanics predictable for practitioners and economically sustainable for the product as usage changes.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: pricing-monetization:kr-1, pricing-monetization:kr-2, pricing-monetization:kr-3, pricing-monetization:playbook

2. Key Result: Pricing comprehension

   Measure qualified evaluators correctly estimating price for a representative workload as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   42 percent (2026 H1 planning baseline)

   Current

   42 percent as of 2026-07-13

   Target

   85 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Qualified evaluators correctly estimating price for a representative workload, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Qualified evaluators correctly estimating price for a representative workload” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: pricing-monetization:objective, pricing-monetization:workflow

3. Key Result: Value-aligned plan fit

   Measure new customers selecting a plan aligned with their stated value driver as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   58 percent (2026 H1 planning baseline)

   Current

   58 percent as of 2026-07-13

   Target

   80 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   New customers selecting a plan aligned with their stated value driver, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “New customers selecting a plan aligned with their stated value driver” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: pricing-monetization:objective, pricing-monetization:workflow

4. Key Result: Pricing-blocked evaluations

   Measure qualified evaluations stalled by avoidable pricing ambiguity as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   18 percent (2026 H1 planning baseline)

   Current

   18 percent as of 2026-07-13

   Target

   5 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Qualified evaluations stalled by avoidable pricing ambiguity, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Qualified evaluations stalled by avoidable pricing ambiguity” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: pricing-monetization:objective, pricing-monetization:workflow

5. Playbook: Value-and-cost pricing playbook

   A draft sequence for turning pricing and monetization into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: pricing-monetization:objective, pricing-monetization:concept, pricing-monetization:tool, pricing-monetization:workflow

6. Concept: Portable value metric

   The central domain concept used to reason consistently about pricing and monetization.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: pricing-monetization:objective, pricing-monetization:playbook

7. Tool: Representative workload price calculator

   A portable, vendor-neutral aid for running and reviewing the pricing and monetization motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: pricing-monetization:playbook, pricing-monetization:workflow

8. Workflow: Pricing evidence review

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: pricing-monetization:kr-1, pricing-monetization:kr-2, pricing-monetization:kr-3, pricing-monetization:playbook, pricing-monetization:tool

Customer Expansion & Advocacy

An evidence-led expansion motion that earns advocacy through realised outcomes and explicit customer consent.

Motion

Customer expansion and advocacy

Stages

Outcome, Expansion, Advocacy

Evidence status

draft-pattern

Publication status

draft

Related wikis

community-led-distribution, marketplace-ecosystem, partner-co-sell, product-led-sales

Evidence sources

No public evidence sources yet; this record remains an original planning pattern.

1. Objective: Grow customer value and earned advocacy

   Help customers realise a documented outcome, identify the next useful capability, and choose whether to share their experience.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: customer-expansion-advocacy:kr-1, customer-expansion-advocacy:kr-2, customer-expansion-advocacy:kr-3, customer-expansion-advocacy:playbook

2. Key Result: Verified outcome coverage

   Measure active customer accounts with a jointly verified realised outcome as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   30 percent (2026 H1 planning baseline)

   Current

   30 percent as of 2026-07-13

   Target

   75 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Active customer accounts with a jointly verified realised outcome, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Active customer accounts with a jointly verified realised outcome” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: customer-expansion-advocacy:objective, customer-expansion-advocacy:workflow

3. Key Result: Outcome-led expansions

   Measure account expansions tied to a documented additional customer outcome as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   45 percent (2026 H1 planning baseline)

   Current

   45 percent as of 2026-07-13

   Target

   80 percent; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Account expansions tied to a documented additional customer outcome, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Account expansions tied to a documented additional customer outcome” in the reporting calendar month.

   Denominator

   All eligible records in the monthly cohort; publish a percentage only when the denominator is at least 10.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: customer-expansion-advocacy:objective, customer-expansion-advocacy:workflow

4. Key Result: Consented advocacy artifacts

   Measure reusable customer advocacy artifacts with explicit current approval as an explicit planning target; this public seed does not claim the target has been achieved.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Baseline

   4 artifacts per quarter (2026 H1 planning baseline)

   Current

   4 artifacts per quarter as of 2026-07-13

   Target

   12 artifacts per quarter; Exit-period target for the final monthly review in the 2026 H2 planning horizon; earlier monthly values show progress, not target attainment.

   Definition

   Reusable customer advocacy artifacts with explicit current approval, measured using the wiki's reviewed public qualification and evidence rules.

   Cohort

   All eligible reviewed records for “Reusable customer advocacy artifacts with explicit current approval” in the reporting calendar month.

   Denominator

   Not applicable to this count or duration; include every eligible record in the monthly cohort once.

   Exclusions

   Exclude duplicates, internal tests, spam, records missing required evidence, and operator-approved out-of-scope cases.

   Metric evidence

   none

   Numeric value provenance

   planning-assumption; low confidence; evidence none

   Connected to: customer-expansion-advocacy:objective, customer-expansion-advocacy:workflow

5. Playbook: Outcome-led expansion playbook

   A draft sequence for turning customer expansion and advocacy into repeatable, human-accountable work.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: customer-expansion-advocacy:objective, customer-expansion-advocacy:concept, customer-expansion-advocacy:tool, customer-expansion-advocacy:workflow

6. Concept: Earned customer advocacy

   The central domain concept used to reason consistently about customer expansion and advocacy.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: customer-expansion-advocacy:objective, customer-expansion-advocacy:playbook

7. Tool: Customer outcome register

   A portable, vendor-neutral aid for running and reviewing the customer expansion and advocacy motion.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: customer-expansion-advocacy:playbook, customer-expansion-advocacy:workflow

8. Workflow: Outcome verification and consent

   The repeatable research, approval, execution, and review loop that maintains this public seed wiki.

   Origin: original-seed. Evidence IDs: none. Source count: 0.

   Connected to: customer-expansion-advocacy:kr-1, customer-expansion-advocacy:kr-2, customer-expansion-advocacy:kr-3, customer-expansion-advocacy:playbook, customer-expansion-advocacy:tool