菜单
Selects GTM acquisition channels, estimates per-channel CAC, designs channel mix with investment allocation, and sequences channels by phase. Constrained by ACV-channel viability from pricing and growth architecture from solutions. Produces channel strategy for unit economics hypothesis.
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基于 SOC 职业分类
Computes desired-current state deltas, quantifies component scores, and produces a ranked gap ledger. Use when evaluating hypothesis register state to determine where the largest gaps exist between desired and current conditions.
Applies the 10 decision rules, reclassifies confidence and support states, sets readiness gates, and generates execution queue entries and governor escalations. Use when gap computation and destruction are complete and decisions must be enforced.
Adversarially attacks the current register state through pre-mortem, red-team response, constraint inversion, evidence concentration analysis, and kill signal audit. Use when a gap pass requires adversarial validation of hypotheses and proposals.
Designs the complete GTM plan for the hypothesis register. Sequences channels by phase with gate criteria, builds messaging framework from value proposition, sets target KPIs per phase, derives operational constraints from all hypotheses, and defines success/kill criteria. Use when constructing register section 7 (GTM Plan) during BUILD.
Maps competitive landscape, identifies positioning gaps, and assesses competitor response capability for red-team input. Use when researching competition during BUILD phase 1 or feeding destruction phase.
Calculates unit economics (LTV, CAC, payback, margins) with range-based estimates, cost structure, and scenario analysis. Use when constructing unit economics hypothesis during BUILD phase 2.
| name | stg-designing-channels |
| description | Selects GTM acquisition channels, estimates per-channel CAC, designs channel mix with investment allocation, and sequences channels by phase. Constrained by ACV-channel viability from pricing and growth architecture from solutions. Produces channel strategy for unit economics hypothesis. |
| serves | strategist |
| domain | channel-strategy |
| affects | unit-economics-hypothesis |
| depends-on | ["stg-segmenting-customers (segment characteristics, where they gather)","stg-designing-pricing (ACV-channel constraints)","stg-designing-solutions (growth architecture)","stg-analyzing-competition (competitor acquisition channels)"] |
| produces | Channel Strategy section for unit economics hypothesis |
Select GTM acquisition channels, estimate per-channel CAC, design channel mix with investment allocation, and sequence channels by phase. Constrained by ACV-channel viability from pricing and growth architecture from solutions.
Read upstream outputs:
Assemble constraint summary with sources.
Gate: constraints_loaded: bool -- ACV-channel constraint, growth architecture, and segment characteristics all available.
Grounded in: segment characteristics, growth architecture, competitor channels.
Enumerate 5-8 candidate channels. For each, state the specific mechanism by which it reaches the segment.
Channel taxonomy:
| Category | Channels | Typical ACV Fit |
|---|---|---|
| Zero-touch | SEO/content, product-led viral, community/open-source, marketplace listings | < $5K |
| Light-touch | Paid search (SEM), paid social, webinars, developer communities, email outreach, partnerships/integrations | $1K-$25K |
| Sales-assisted | Outbound sales (SDR/AE), events/conferences, channel partners, analyst relations | > $10K |
For each candidate:
WebSearch for: "[segment] acquisition channels", "[industry] marketing benchmarks", "[competitor] marketing strategy".
Gate: candidates_enumerated: bool -- at least 5 candidates, each with specific mechanism and segment fit rationale.
Apply ACV-channel constraint as hard filter:
| ACV Range | Eliminate | Keep |
|---|---|---|
| < $1K | Sales-assisted channels | Zero-touch, low-cost light-touch |
| $1K-$10K | High-touch sales (enterprise AE, multi-month cycles) | Zero-touch, light-touch, inside sales |
| > $10K | None eliminated by ACV alone | All viable |
Record eliminated channels with rationale. Check surviving channels against growth architecture alignment.
Gate: channels_filtered: bool -- elimination log with ACV rationale, surviving channels align with growth architecture.
For each surviving channel, estimate CAC as a range.
Method:
For each channel produce:
Gate: cac_estimated: bool -- every channel has CAC range, tier, source, ramp time.
Grounded in: filtered channels, per-channel CAC, growth architecture, mode.
Two phases:
Phase 1 -- Bootstrap/Early (months 0-12 or until PMF):
Phase 2 -- Scale (post PMF):
Investment table per phase (must sum to 100% per phase).
Calculate blended CAC per phase: sum(channel_CAC_midpoint x channel_investment_%).
Gate: mix_designed: bool -- splits sum to 100% per phase, blended CAC calculated, rationale documented.
Check blended CAC against LTV:CAC requirement.
| Check | Pass Condition |
|---|---|
| LTV:CAC | LTV_low / blended_CAC_high > 3:1 (VENTURE) or > 5:1 (BOOTSTRAP) |
| Payback | blended_CAC / (monthly ARPU x gross margin) < 18 months (VENTURE) or < 6 months (BOOTSTRAP) |
If fails: identify which channels drag CAC above threshold. State specific numbers and options: (a) shift mix, (b) increase ARPU, (c) reduce churn, (d) accept risk. Do NOT silently adjust to make numbers work.
If passes: state margin of safety with specific numbers.
Gate: coherence_validated: bool -- LTV:CAC and payback checked with specific numbers.
Write matching the register template format exactly:
**Channel Strategy:**
| Channel | Segment Reach | CAC Estimate (range) | Investment Split | Tier | Source |
|---------|--------------|---------------------|-----------------|------|--------|
| {channel} | {specific mechanism} | {low -- high} | {Phase 1% / Phase 2%} | {T1/T2/T3} | {source} |
- Channel-economics coherence: {pass/fail with specific LTV:CAC ratio and blended CAC}
- ACV-channel constraint: {channel types viable at this ACV, channels eliminated}
- Sequencing rationale: {Phase 1 channels and why first; Phase 2 additions and trigger}
Also produce structured outputs for stg-calculating-economics:
Gate: section_written: bool -- all template fields populated, coherence result with numbers, sequencing documented.
| Mode | Signal | Recovery |
|---|---|---|
| Channel list is generic | "content marketing", "social media" without mechanism | Every channel must state HOW it reaches THIS segment specifically |
| CAC benchmarks fabricated | Round numbers without sources ($50, $100) | WebSearch for benchmarks. If none, first-principles with T3 label |
| Even investment split | 20/20/20/20/20 | No strategic priority. Concentrate 50%+ on foundation channels |
| Economics mismatch ignored | Blended CAC exceeds threshold but says "viable" | Report specific numbers. Do not adjust silently |
| Scope creep into Revenue OS | Content calendars, outreach templates, campaign designs | This skill selects channels and estimates costs. Execution is Revenue OS |
| Missing phase sequencing | All channels simultaneous | Content/SEO has 6-12 month ramp. Paid is immediate. Sequence accordingly |
In scope: Channel enumeration, ACV-channel filtering, per-channel CAC estimation, channel mix with investment allocation, phase sequencing, channel-economics coherence, structured output for economics consumption.
Out of scope: Pricing design/tier architecture (stg-designing-pricing), LTV/CAC/payback calculation/cost structure/scenario analysis (stg-calculating-economics), growth architecture/growth loops (stg-designing-solutions), competitive landscape mapping (stg-analyzing-competition -- though competitor channel data consumed), GTM execution: content calendars, outreach cadences, campaign design, nurture flows, launch sequencing (Revenue OS).