Pragmatic Framework Installation
A 16-20 week installation that codifies the Pragmatic Institute Framework's 37 boxes (Market, Focus, Business, Planning, Programs, Enablement, Support) as a working operating system for product management and product marketing inside a $5-50M ARR B2B SaaS. Every box is scored on a 1-5 maturity rubric anchored to T2D3-defined evidence; every box has an explicit PM/PMM RACI; every customer-facing artefact uses Pain-Claim-Gain. The playbook ends with M8 - the T2D3 proprietary Operating Cadence layer - which converts project-mode activities into BAU rituals (PMM Weekly, Launch Council, Win/Loss Council, Roadmap Council) and applies the STOP framework (Standardize -> Templatize -> Optimize -> Productize) so each box graduates from project into BAU. Outcomes: a launched and adopted positioning document, a working Win/Loss programme covering >=30% of closed-lost deals, Tier-1/2/3 launch playbook in use, >=80% of roadmap items linked to documented market problems, and a maturity score >=3.5/5 average across all 37 boxes. Reference methodology: https://www.pragmaticinstitute.com/product/framework/. Total scope: 8 modules, 31 sections, 75 tasks, ~636 hours of canonical effort.
M1 - Market (Pragmatic boxes 1-5)
Lay the market-evidence foundation - customer problems, win/loss insight, distinctive competence, competitive landscape, asset inventory - that every downstream box depends on. Without M1, all downstream boxes are opinion. Weeks 1-4. Prereq for M2-M7. Success criteria: all 5 Market boxes at >=3/5 maturity. T2D3 stages advanced: PMF, T1. STOP step advanced: Standardize.
M1.S1 - Baseline assessment
Score current state of all 37 boxes via stakeholder interviews and artefact review; produce a baseline maturity heat-map and an evidence gap-list for the next 16 weeks. Deliverables: baseline maturity scorecard (37 x 1-5), executive read-out, evidence-gap log.
Run kickoff workshop and publish project charter
The kickoff is where the Pragmatic Framework installation stops being a vendor pitch and becomes a signed operating contract. Without a charter, discovery cadence is the first…
Score current-state maturity across all 37 boxes (1-5)
You cannot set realistic OKR targets or prove uplift later without an honest baseline. This task scores every one of the 37 Pragmatic boxes on an anchored 1-5 rubric, then…
Define PM/PMM RACI for every box and document role aliasing
Pragmatic ships the PM/PMM split at a high level — it tells you what the boxes are but not who owns each one inside your org. This task closes that gap with a 37x5 RACI: every box…
M1.S2 - Market problem discovery
Conduct 15 voice-of-customer interviews across customers, recent-evaluators-who-bought, and recent-evaluators-who-didn't. Synthesise into the top-10 prioritised market problems using Pervasiveness x Urgency x WTP scoring.
Build ICP-segmented interview list of 15 (5 customers, 5 evaluators-bought, 5 evaluators-didn't)
The interview list is the gateway artefact of the entire Market module — get it wrong and 30 hours of interviews surface no usable evidence. The 15-person structure is deliberate:…
Draft Pain-Claim-Gain interview guide
The Pain-Claim-Gain (PCG) guide is load-bearing T2D3 IP: the same three-question scaffolding you use to discover the market problem is the scaffolding that later feeds…
Schedule and run 15 customer / evaluator interviews
This is the single highest-leverage block of work in the Market module. Every downstream artefact — ranked market problems, segmentation, positioning, personas, use scenarios,…
Synthesise transcripts into ranked market-problem statements
Raw transcripts are not insight — synthesis is where 30 hours of interviews become the prioritised problem list that anchors every later module. This task implements Pragmatic Box…
M1.S3 - Win/Loss programme design
Stand up the Win/Loss programme - vendor-vs-build decision, interview cadence, deal-coverage targets, synthesis cadence, distribution into the 4 councils. Deliverables: W/L vendor decision, 12-month plan, first 5 interviews complete, W/L Council charter.
Decide W/L vendor (Klue, DoubleCheck, Aventi) vs in-house
This decision is the gate that determines whether Pragmatic Box 2 (Win/Loss) ever reaches the 30% closed-lost coverage benchmark. In-house programmes that try to scale interview…
Publish 12-month W/L coverage plan (>=30% of closed-lost)
A Win/Loss programme without a written operating contract slides below useful coverage the first time Sales hits a quota crunch — reps stop accepting "post-mortem" calls and the…
Run first 5 W/L interviews and publish first insights memo
The coverage plan is a promise; these five interviews are the proof the Win/Loss machine actually runs. Their job is to demonstrate the programme produces decision-grade signal…
M1.S4 - Competitive landscape & battlecards
Build the competitive landscape and ship FIA-structure battlecards for the top 5 competitors. 71% of teams using battlecards report win-rate lift (93% of those >20%). Deliverables: competitive landscape matrix; 5 battlecards in CMS; quick-dismiss cards.
Build competitive landscape matrix (top 5 competitors + 3 alternatives)
A competitive landscape matrix is the shared source of truth that every battlecard, demo talk-track, and objection handler is built from. Skip it and reps improvise inconsistent…
Build and ship FIA-structure battlecards for top 5 competitors
Battlecards are the highest-ROI piece of sales enablement in the entire installation: they are the first artefact a rep actually opens mid-deal when a competitor's name comes up.…
M1.S5 - Distinctive competence & assets
Articulate the company's distinctive competencies and inventory all assets (technical, skill, service, IP, partner) that the GTM motion can leverage. Deliverables: distinctive-competencies brief, asset inventory.
Articulate distinctive competencies (rare x valuable x inimitable x organised)
A distinctive competence (Pragmatic's term for a durable, hard-to-copy strength) is what positioning is ultimately built on — without it, the positioning canvas in M3 degrades…
Inventory technical / skill / service / IP / partner assets
An asset inventory is the unglamorous prerequisite for every build/buy/partner (BBP) decision in M2. Without a clear ledger of what the company already owns, the default answer to…
Leadership readout - Market category complete
The gate readout is the operating mechanism that formally closes M1 (Market) before M2 (Focus) opens. Without it, modules bleed into each other — discovery work gets reopened…
M2 - Focus (Pragmatic boxes 6-10)
Translate market evidence into segmentation, distribution, portfolio and roadmap focus. Decide what to do, what not to do, and what to build/buy/partner for. Weeks 4-6. Success criteria: market segmentation rubric in use; portfolio strategy doc reviewed by exec; published roadmap with market-problem traceability >=80%. T2D3 stages advanced: T1, T2. STOP step advanced: Standardize -> Templatize.
M2.S1 - Market definition & segmentation
Translate the top-10 market problems into segment definitions (TAM/SAM/SOM x ICP fit) so the company's GTM focus is anchored in segment economics, not founder intuition. Deliverables: segment map, ICP fit scorecard, segment economics summary.
Define 3-5 target market segments with TAM/SAM/SOM
Segmentation is Pragmatic Box 6 (Market Definition) in action — the operating mechanism that stops the company chasing every opportunity. Without explicit segments, downstream…
Pick distribution channels per segment (direct / partner / PLG / channel)
A channel decision is Pragmatic Box 7 (Distribution Strategy) — it follows segmentation and must be evidence-driven, not preference-driven. The failure mode this task prevents is…
M2.S2 - Product portfolio
Integrate products into a coherent portfolio so each product has a defined role (cash cow / growth bet / strategic placeholder) and the portfolio is managed at exec-level. Deliverables: portfolio strategy doc, portfolio review cadence.
Publish portfolio strategy doc (each product's role)
The portfolio strategy doc operationalizes Pragmatic Box 8 (Product Portfolio). Its job is to keep the portfolio from drifting into a "we have a feature for everyone" value…
M2.S3 - Roadmap with market-problem traceability
Refactor the roadmap so >=80% of items are linked to a documented market problem. The roadmap is a vision-and-phases document, not a delivery commitment. Deliverables: refactored roadmap, traceability log, feature-request triage process.
Refactor roadmap - >=80% items linked to market problems
This task installs market-problem traceability — the heart of the Pragmatic Framework's claim that roadmaps should be problem-driven, not feature-driven. The linkage rate is the…
Install feature-request triage process - reduce noise ratio 50%
Inbound feature requests are where roadmap focus quietly dies: without a gate, everyone's pet feature lands in "considering" and the market-problem traceability you built in M2.S3…
M2.S4 - Build/buy/partner
For top 3 capability gaps, run a structured build/buy/partner decision per Pragmatic Box 10. Deliverables: 3 BBP decision memos.
Run build/buy/partner on top 3 capability gaps
Build/buy/partner (BBP) is Pragmatic Box 10 — the operating mechanism that breaks the "build everything" default. That default is what kills Series B-D companies via R&D overhang:…
Leadership readout - Focus category complete
Module-end readouts are the durable cadence layer that keeps a Pragmatic Framework installation on its 16-20 week track. This 90-minute gate closes the Focus category (Boxes…
M3 - Business (Pragmatic boxes 11-15)
Establish positioning, buyer journey, pricing, and product-profitability discipline. Convert market focus into a coherent commercial thesis. Weeks 5-9. Success criteria: positioning doc published and quiz-validated by >=90% of customer-facing staff; buyer-journey map in CRM; pricing model documented; product-profitability dashboard live. T2D3 stages advanced: T1, T2. STOP step advanced: Templatize.
M3.S1 - Positioning
Build a Sales-readable positioning document using April Dunford's 5-component canvas (competitive alternatives, differentiated capabilities, differentiated value, best-fit customers, market category). Userlist achieved measurable sales-effectiveness lift after applying this method. Deliverables: positioning doc, sales pitch storyboard, positioning quiz.
Build Dunford 5-component positioning canvas
Positioning is Box 13 of the Pragmatic Framework and the single highest-leverage artefact in this module: every downstream marketing message (M5), sales pitch (M6), and demo flow…
Roll out positioning to all customer-facing roles + quiz validate >=90%
A positioning canvas only changes outcomes if it lives in the mouths of customer-facing staff, not in a shared drive. The most common failure mode after a great positioning…
M3.S2 - Buyer experience
Document the buyer journey for each priority segment - from trigger to purchase to onboarding - and instrument it in CRM so PMM can measure stage-level conversion. Deliverables: buyer-journey map, CRM stage instrumentation, journey KPIs.
Map buyer journey for top 3 segments
The buyer journey (Box 14) is the map that tells you where deals stall and which content is missing at each stage. Without it, marketing and sales invest in assets by gut feel and…
Instrument buyer-journey stages in CRM
A buyer-journey map is descriptive; CRM instrumentation makes it measurable. This task wires the journey stages into the opportunity object so PMM can compute stage-level…
M3.S3 - Pricing & profitability
Document the current pricing model and stand up a product-profitability dashboard. Out-of-scope: a full pricing redesign (covered by Playbook 3 - Monetizing Innovation). Deliverables: pricing one-pager, product-profitability dashboard schema. Pricing-redesign sub-track is feature-gated when customer.has_pricing_program == false && customer.activates_pricing_packaging == false.
Document current pricing model and gaps
Pricing is Box 15, and within this installation it is deliberately scoped as a documentation-and-diagnosis task, not a full redesign. The goal is to make the current model…
Stand up product-profitability dashboard (revenue x COGS x CAC by product)
Portfolio decisions (M2) stay opinion-based until profitability is visible per product. This dashboard (Box 11) ties revenue down through COGS, CAC, and contribution margin for…
M3.S4 - Innovation pipeline
Stand up the innovation pipeline so 3+ market problems have explicit 'in-discovery' experiments before being committed to roadmap. Deliverables: innovation pipeline tracker, 3 active experiments.
Stand up innovation pipeline tracker (Discovery -> Validate -> Build)
The innovation pipeline (Box 12) enforces the rule that protects the whole framework: evidence before commit. Most feature debt is created when a problem hypothesis jumps straight…
Leadership readout - Business category complete
This is the third gate readout, and it does something specific: it locks the commercial thesis before M4 personas land. Positioning, buyer journey, pricing, profitability, and the…
M4 - Planning (Pragmatic boxes 16-21)
Define personas, requirements, scenarios, and the business case that anchor the next 12 months of investment. Weeks 7-11. Success criteria: 3-5 buyer personas + 2-3 user personas published; requirements >=80% linked to market problems; 12-month business case board-approved. T2D3 stages advanced: T1, T2. STOP step advanced: Templatize.
M4.S1 - Buyer & user personas
Build 3-5 buyer personas (champion / economic buyer / technical validator) and 2-3 user personas anchored in interview evidence and W/L data. Deliverables: 3-5 buyer personas, 2-3 user personas, persona-asset matrix.
Build 3-5 buyer personas with interview evidence
Personas are the planning module's foundational artefact (Pragmatic Box 16): they translate the raw transcripts from M1 and the W/L signal into reusable, named decision-makers…
Build 2-3 user personas (distinct from buyer)
Pragmatic Box 17 insists on a deliberate split between the buyer (who authorises spend) and the user (who lives in the product daily) because they are frequently different humans…
Map persona x asset matrix (which content for whom, when)
A persona library and a buyer-journey map are inert until you connect them: the persona x asset matrix is the operating mechanism that says which content asset serves which…
M4.S2 - Requirements & use scenarios
Convert prioritised market problems into requirements with use-scenario stories. Every committed requirement traces to a market problem. Deliverables: prioritised requirements, top-10 use scenarios.
Prioritise requirements via RICE + market-problem traceability
Pragmatic Box 18 is where the playbook's evidence discipline meets the roadmap: requirements get prioritised, but RICE alone is gameable — anyone can inflate Reach or Confidence…
Write top-10 use scenarios as stories
Pragmatic Box 19 turns prioritised problems into use-scenario stories — narrative artefacts that show a real user hitting a real problem, the painful workaround they use today,…
M4.S3 - Stakeholder communication
Stand up the stakeholder communication plan - who hears what, when, in what format. Eliminates the most common Pragmatic-installation failure: leadership feels uninformed. Deliverables: stakeholder comms plan, monthly newsletter v1.
Build stakeholder communication plan (audience x cadence x format)
Cross-functional alignment failure is one of the top reasons product launches fail (HBR's launch research is blunt about this), and the antidote is unglamorous: a stakeholder…
M4.S4 - Business case
Build the 12-month business case for the product organisation - investment, expected outcomes, risk register - to anchor next year's planning. Deliverables: business case (3-statement + sensitivity), risk register.
Build 12-month product business case (3-statement + sensitivity)
Pragmatic Box 21 is the planning module's capstone: a 12-month product business case that integrates everything M2-M4 produced — portfolio strategy, pricing, profitability, the…
Leadership readout - Planning category complete
The Planning gate readout is the operating mechanism that locks M4 scope before M5 Programs investment begins. Without a formal close, Programs work creeps backward into persona…
M5 - Programs (Pragmatic boxes 22-29)
Operationalise marketing - plan, growth, retention, launch, awareness, nurturing, advocacy, measurement. The 'engine room' of customer acquisition and expansion. Weeks 10-15. Success criteria: marketing plan published; Tier-1/2/3 launch playbook live and used on next launch; awareness/nurturing/advocacy programmes have named owners and KPIs. T2D3 stages advanced: T2, D1. STOP step advanced: Optimize.
M5.S1 - Marketing plan & demand programs
Translate strategy into a 12-month marketing plan with awareness, nurturing, advocacy programmes, and measurement. Deliverables: 12-month marketing plan, awareness/nurturing/advocacy programme briefs.
Publish 12-month marketing plan (Box 22)
This is Pragmatic Box 22 — the master operating contract that turns everything upstream (segments from M2, personas from M4, the buyer-journey from M3) into a funded, 12-month…
Brief awareness programme (Box 26)
Pragmatic Box 26 is the awareness layer — PR, thought leadership, events, and paid brand. It matters because awareness is the hardest motion to measure and therefore the first to…
Brief nurturing programme (Box 27)
Pragmatic Box 27 defines the lifecycle nurture programme: sequences targeted by persona x journey stage, owned by Demand Gen. It matters because nurture is the highest-ROI…
Brief advocacy programme (Box 28)
Pragmatic Box 28 stands up the customer advocacy programme: a curated reference base of willing customers mapped to use-cases for content. It matters because advocacy is the…
Stand up measurement scorecard (Box 29)
Pragmatic Box 29 ties every programme to outputs, KPIs, and ultimately corporate ARR. It matters because measurement is the budget-justification engine — PMA's State of Product…
M5.S2 - Revenue growth & retention
Define plans and budgets for new-customer revenue (Box 23) and retention/expansion (Box 24). Deliverables: revenue growth plan, retention plan.
Build revenue growth plan (Box 23) - new customer pipeline + budget
Pragmatic Box 23 is the new-customer revenue engine: pipeline generation targets per quarter, channel mix, budget, and role allocation. It matters because this is the artefact CFO…
Build retention plan (Box 24) - NRR + expansion + churn
Pragmatic Box 24 owns the retention and expansion motion: an NRR target, an expansion-revenue plan, churn-prevention motions, and a customer-lifecycle cadence. It matters because…
M5.S3 - Launch tier playbook
Install the Tier-1/2/3 launch playbook so launch investment matches market impact, not internal effort. Pragmatic's official guidance plus T2D3 launch-readiness scoring. Deliverables: Launch tier decision tree, Tier-1/2/3 runbooks, readiness scorecard, Launch Council charter.
Build Launch Tier decision tree (Tier 1 / 2 / 3) - Box 25
Pragmatic Box 25 installs launch-tier discipline, and Pragmatic is explicit that the drivers are market and business impact — not development effort. It matters because the single…
Build Tier 1, 2, 3 launch runbooks
Once the tier decision tree (Box 25) classifies a launch, each tier needs its own runbook — a pre-built timeline, deliverables checklist, channel mix, comms plan, and success…
Build launch readiness R/A/G scorecard
The readiness scorecard is the go/no-go gate that prevents under-prepared launches from shipping and backfiring with sales and CS frustration. It matters because a…
Pilot Tier 1 launch using new playbook
A documented launch system is theoretical until it survives a real launch end-to-end. This task runs the next genuine Tier 1 launch fully through the new machinery — decision…
M5.S4 - Programs leadership readout
Wrap-up section. Pure gate readout deck before Programs gate. Single-task section - exempt from 8-task floor per Decision 2 (sign-off kind). Deliverables: M5 gate readout.
Leadership readout - Programs category complete
M5 is the heaviest module in the playbook — it spans Pragmatic boxes 22-29 plus the full launch-tier system. This readout is the gate that locks the entire marketing operating…
M6 - Enablement (Pragmatic boxes 30-33)
Equip sales (direct and channel) with messaging, content, tools, and training so the customer-facing motion executes consistently. Weeks 12-17. Success criteria: battlecards on top 5 competitors live; sales tool kit (demo, ROI calculator, one-pagers) shipped; sales certified on positioning quiz >=90%; channel curriculum if applicable. T2D3 stages advanced: T2, D1. STOP step advanced: Optimize -> Productize.
M6.S1 - Sales alignment
Stand up the Sales-PMM alignment SLA so Sales operates with current battlecards, demos, ROI calculators, and certified messaging. Deliverables: Sales-PMM SLA, sales-content portal.
Document Sales-PMM SLA (Box 30)
Pragmatic Box 30 opens the Enablement category because every artefact downstream (battlecards, demos, objection handlers) decays unless someone is contractually on the hook to…
M6.S2 - Content & sales tools
Build the content library and sales-tool kit (battlecards covered in M1; here we add demo flows, ROI calculator, one-pagers, FAQ, objection handlers). Deliverables: content library taxonomy, demo flow, ROI calculator, persona one-pagers.
Build content library taxonomy + brief template (Box 31)
Pragmatic Box 31 exists because a sales content library without a taxonomy degenerates into a shared-drive dumping ground that reps stop opening. The modern standard has moved…
Build demo flow + ROI calculator (Box 32)
Pragmatic Box 32 ships the two load-bearing sales artefacts reps reuse in every deal. A weak demo is the #1 reason discovery calls fail to progress — when reps improvise, they…
Build top-15 objection handlers
Objection handlers are the highest-velocity sales artefact in the kit: reps hit roughly one objection per call and need a ready talk-track rather than improvisation. Sourced…
Ship persona one-pagers (champion / EB / validator)
The persona one-pager is the leave-behind that converts a 30-minute sales call into a 24-hour internal advocacy moment. After a great call, the Champion still has to sell your…
M6.S3 - Channel training
Design and deliver the curriculum that certifies sales (and channel partners if applicable) on positioning, objection handling, and use-scenarios. Deliverables: training curriculum, certification quiz, channel-partner pack (if applicable). Channel-partner pack is feature-gated when customer.has_channel_motion == true.
Build sales certification curriculum
Pragmatic Box 33 converts the M3-M6 artefacts from a one-time training event into recurring competence. Without certification, positioning and battlecard knowledge decays the…
Build channel-partner enablement pack (if applicable)
This is a conditional task — skip it entirely if the company has no channel motion (mark N/A and move on). Where channel partners exist, they only speak the customer's language…
Leadership readout - Enablement category complete
The Enablement gate readout is the operating mechanism that formally closes M6 before opening M7 Support investment. Gate readouts protect the 16-20 week cadence: without a clean…
M7 - Support (Pragmatic boxes 34-37)
Provide market and solution information for events, operations, channels, and internal programmes so PMM serves as the connective tissue across the company. Weeks 14-18. Success criteria: event kits ready for next 2 quarters; ops/CS readiness documented; channel partner pack live; programme collateral system in use. T2D3 stages advanced: T2, D1. STOP step advanced: Productize.
M7.S1 - Programs & ops support
Provide market and solution information to internal programmes and operations functions (CS, Support, IT, Finance) so they speak the same product language. Deliverables: programmes-collateral pack, ops-readiness pack.
Build programmes-collateral pack (Box 34)
Pragmatic Box 34 (Programs) is the support function that arms marketing programmes — paid, social, partner co-marketing, sponsorships — with a single, approved set of brand…
Build ops-readiness pack for CS / Support / IT (Box 35)
Pragmatic Box 35 closes the loop between the front of the funnel and the back: it gives CS, Support, and IT the same messaging, positioning, and FAQ that Sales uses. When the…
M7.S2 - Events
Equip the events function with consistent narrative, talk tracks, and follow-up content for the next 2 quarters of conferences, webinars, and CABs. Deliverables: events kit, 2-quarter event calendar.
Build events kit (Box 36)
Pragmatic Box 36 exists because events are time-boxed and unforgiving: a booth opens at 9am whether or not the talk track is ready. Without a reusable kit, every conference…
Stand up Customer Advisory Board (CAB) charter
A Customer Advisory Board is the highest-leverage feedback loop in B2B SaaS: 8–12 strategic customers who shape the roadmap, pressure-test positioning, and double as a standing…
M7.S3 - Channels
Equip the channel function (Box 37) with the same kit so partners speak the company's language. Mark N/A if no channel motion. Channels info pack is feature-gated when customer.has_channel_motion == true. Deliverables: channels enablement kit (or marked N/A).
Provide channel info pack (Box 37)
Pragmatic Box 37 is the channel-facing twin of Box 35: it hands partners the same market and solution information — positioning, battlecards, personas, demo — that direct sales…
Leadership readout - Support category complete
The M7 gate readout closes the GTM-execution layer of the Pragmatic Framework — boxes 34–37 — and confirms PMM is ready to act as the connective tissue across the company before…
M8 - Operating Cadence (T2D3 proprietary)
Convert project-mode rigour into BAU. Install the four councils (PMM Weekly, Launch Council, Win/Loss Council, Roadmap Council) with charters, agendas, KPIs, and the 37-box maturity scorecard. Apply STOP-promotion checklist so every box graduates from project to BAU. Apply the Syntropy capacity model to map Scribes/Sculptors/Engineers/Navigators to box ownership at $5M / $20M / $50M ARR. Weeks 16-20 (parallel-finishing during M5-M7). Success criteria: 4 councils operating with attendance >=80%; maturity scorecard average >=3.5/5; Syntropy capacity model adopted by HR/Finance for next hiring plan. T2D3 stages advanced: D1. STOP step advanced: Productize (full graduation to BAU).
M8.S1 - The four councils
Stand up the four councils - PMM Weekly, Launch, Win/Loss, Roadmap - with charters, agendas, KPIs, and decision-rights maps. The councils are the BAU rituals that keep the 37 boxes alive after the consultant leaves. Each task IS a recurring rhythm (operating cadence), not a one-off workstream - exempt from 8-task floor per Decision 2 (cadence kind). Deliverables: 4 council charters, 4 agenda templates, attendance log.
Stand up PMM Weekly stand-up
The PMM Weekly is the heartbeat of the operating cadence — the recurring 30-minute rhythm that keeps positioning, launches, and win/loss on the company's agenda after the 16-week…
Stand up Launch Council
The Launch Council is the durable cadence layer that keeps tier discipline alive after the M5 pilot. The default failure mode it prevents is tier creep — within two quarters of…
Stand up Win/Loss Council
The Win/Loss Council is the cadence that turns raw W/L interviews into decisions the company acts on. The M1.S3 programme generates the evidence; the Council is where that…
Stand up Roadmap Council
The Roadmap Council is the operating mechanism that keeps the M2.S3 traceability KPI (>=80% of roadmap items linked to a market problem) from decaying once the installation ends.…
M8.S2 - Maturity scorecard & STOP promotion
Re-score all 37 boxes; apply the STOP-promotion checklist per box; publish a maturity-uplift report. Deliverables: end-of-installation scorecard, STOP-promotion log, uplift report.
Re-score 37 boxes; target average >=3.5/5
Re-scoring closes the loop opened at M1.S1. The baseline established where each of the 37 Pragmatic boxes sat on the anchored 1–5 maturity rubric; this task repeats that exact…
Apply STOP-promotion checklist per box (Standardize -> Templatize -> Optimize -> Productize)
STOP-promotion is the T2D3 IP gap fill that converts the Pragmatic installation from a 16-week project into an ongoing maturity-uplift programme. A maturity score (M8.S2) tells…
M8.S3 - Syntropy capacity model
Apply the Syntropy job-family taxonomy (Scribes, Sculptors, Engineers, Navigators) to every Pragmatic box and produce a capacity-planning model at $5M / $20M / $50M ARR. Deliverables: Syntropy box-ownership map, capacity model, hiring plan recommendation.
Map Syntropy job-family to box ownership (37 x 4 matrix)
The Syntropy job-family map is the T2D3 IP that extends past where Pragmatic stops. Pragmatic ships a PM/PMM split; T2D3 ships a four-family taxonomy — Scribe, Sculptor, Engineer,…
Build Syntropy capacity model at $5M / $20M / $50M ARR
The capacity model is the artefact that anchors next year's hiring plan to the box-ownership map rather than to gut feel. It answers a concrete question at three ARR milestones —…
M8.S4 - Final readout & graduation
Final readout - graduation from project to BAU. Confirm councils are running, scorecard average >=3.5, KRs hit. Hand-off to ongoing PMM org. Final exec/board readout, retrospective, and graduation memo - closes the playbook. Three tasks - exempt from 8-task floor per Decision 2 (sign-off kind). Deliverables: final readout deck, graduation memo, retrospective.
Final readout to executive team and board
The final readout is the artefact that locks board and executive endorsement of everything the installation produced. It is the difference between a playbook that survives the…
Run installation retrospective; document lessons + 6-month plan
The installation retrospective converts a 16-week effort into the first cycle of an ongoing programme. Its job is to capture what worked, what didn't, and what's next — then…
Project graduation - hand-off to BAU
Graduation is the formal hand-off that moves the framework from project-mode to business-as-usual. It is a small artefact with outsized durability impact: without an explicit…