gr-b2b-growth

Original：🇨🇳 Chinese

Translated

Full Lifecycle Growth for B2B SaaS. A complete path from PMF validation to $10M ARR. Covers PLG/SLG selection, customer interviews, affiliate marketing, channel partnerships, and Enterprise sales. Integrates case studies from HeyGen, Deel, Vercel, Supabase, and AWS. Extracted from gingiris-b2b-growth.

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Sourcegingiris-1031/gingiris-skills

Added on2026-08-30

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npx skill4agent add gingiris-1031/gingiris-skills gr-b2b-growth

SKILL.md Content (Chinese)

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gr-b2b-growth — B2B SaaS Growth

When to Use

"How do I get my B2B SaaS from 0 to PMF"
"PLG or SLG, which should I choose"
"How to do affiliate marketing"
"How to negotiate channel partnerships / integration partners"
"How to start Enterprise sales"
"How to collect payments for private deployment / how to get final payment"
"How to manage customer demand creep (SOW / change)"

Growth Flywheel (4 Quadrants)

        PLG（Product-Led Growth）
            ↑
            |
   Existing Traffic + Short Decision Cycle  ←→  Trust Required + Long Cycle
            |
            ↓
        SLG（Sales-Led Growth）

Selection Criteria:

ACV < $1k/year & decision cycle < 1 week → PLG (Vercel, Supabase model)
ACV > $10k/year & decision cycle > 1 month → SLG (Snowflake, Databricks model)
Middle range → PLG-to-SLG hybrid (HeyGen, Deel model)

5-Stage Path

Stage	ARR	Key Actions
Pre-PMF	$0-$100k	10-30 user interviews (link with `gr-user-interview` ) to confirm must-have features
Early PMF	$100k-$1M	Focus deeply on 1-2 channels (don't spread too thin)
Growth	$1M-$5M	Introduce affiliate + integration partners, add sales-assist to PLG
Scale	$5M-$10M	Build Enterprise team, obtain compliance certifications (SOC2), increase channel investment
Ecosystem	$10M+	Launch open platform, enable investor / agency distribution

B2B Deal Closing & Delivery (Private Deployment & Customization Practices)

Lessons learned from a Multi-Agent open-source commercialization project. Signing the contract is only half the battle; collecting full payment is the other half.

Payment and Final Payment Protection

Rule	Details
Phased Payment	For private deployment: 3:4:3 or 4:4:2 (first batch of features launched / fully deployed / final payment after 3–6 months of operation and maintenance)
Payment Upon Signing	Collect 30% on the day the contract is signed
Late Payment Penalty	Include in contract: 0.5% additional payment per day of delay
Leverage for Final Payment	Keep 1–2 features deployed on your own server; only migrate them after final payment is settled (clarify before signing and include in terms)
Who to Approach	Ask the highest-ranking contact for final payment; if pushed around, you can ask the CEO 1–2 times
Long-Term Direction	Increase advance payments and reduce final payments over time

Requirement Boundaries: SOR / SOW / CCB

Separate SOR (Customer Original Request) and SOW (Acceptance Criteria + Delivery Milestones + Change Terms), sign the contract and SOW together
Changes go through CCB: customer initiates in writing → both PMs evaluate cost/schedule → sign change confirmation
Keep records of everything; specify the "project acceptance contact person" in the contract
No matter how many verbal promises the customer makes, only paperwork is valid

Business Negotiation & Pricing

If the customer proposes 50 requirements and you can fulfill 40 → "Agree to 10 first, because we want to help you achieve 15", frame concessions as favors
Filter unwanted requirements by raising prices (quote more person-days), don't reject directly
Private deployment only has two real needs: data privacy + integration with internal permission systems; everything else should be purchased as SaaS
Sell License directly for SaaS customization; open APIs + standard manuals for integrations like SSO so customers can do it themselves

Revenue & Channel Accounting

$1M ARR breakdown: 9 $100k B2B customers or approximately 500 $200/year subscription users per $100k ($1M ≈ 5,000 users)
Agent tiering: 10–20% referral fee for resellers; 15% for silver tier (annual sales $100k), 20% for gold tier (annual sales $300k)
Three due diligence questions for agents: Which products have you represented? Where do your customers come from? Are you a Reseller or Service Partner?
B2B content formula: 80% talk about how you help customers succeed + 20% talk about customers; start the deck with pain points, then solutions

In-Depth References

```
references/deal-execution.md
```
— B2B Deal Closing & Delivery Framework (6-step process / SOW+CCB / payment structure & final payment protection / channel tiering / $1M ARR breakdown)
Complete practical details (contract clause quick reference card, 12-question pre-signing checklist, practical script library) can be found in the Gingiris paid playbook → https://gingiris.tools/playbook/2b-deals/

Cascading Recommendations

Need interviews in Pre-PMF stage →
```
gr-user-interview
```
Need content after PMF →
```
gr-blog-post
```
(includes B2B writing style: data > stories)
Localization needed for overseas expansion →
```
gr-aso
```
or
```
gr-blog-post
```
i18n
Looking for benchmark cases →
```
gr-competitor
```

Special Requirements for B2B Content

Must include case studies (ROI / time saved / labor saved)
Must include verifiable data ("our customer X saved Y hours/month")
Must have a CFO-friendly pricing page (ROI calculator, annual payment discount, compliance documents)
❌ Don't use ToC marketing jargon ("amazing", "magical")

Anti-Patterns

❌ Running ads before achieving PMF (burn rate is 10x faster than learning rate)
❌ Blindly switching from PLG to SLG after reaching $1M ARR (many fail here — Vercel is the counterexample, sticking to PLG until $100M)
❌ Only focusing on ARR and ignoring NRR (NRR < 100% = leaky bucket)
❌ Using only one contract template for Enterprise (need three versions: startup / mid-market / enterprise)