Chương 19: Business Model & Go-To-Market

"Minh: 'Sản phẩm hoàn thiện. Bây giờ câu hỏi thật sự: ai trả tiền, bao nhiêu, và làm sao họ tìm thấy mình?'"

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🎯 Mục tiêu

• Business Model Canvas
• Pricing strategy
• Go-to-market plan
• 🐛 Bug #14: Pricing calculation off-by-one

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Phần 1: BMC (25 phút)

antigravity "@cm-brainstorm-idea Tạo Business Model Canvas cho TeamFlow:
9 blocks chi tiết, focus: AI-native differentiation"

Pricing Tiers

Tier	Price	Limits	Target
Free	$0	3 projects, 2 members	Trial
Pro	$9/user/mo	Unlimited, analytics	Small teams
Team	$29/user/mo	+ API, integrations	Growing teams
Enterprise	Custom	SSO, audit, support	Corporations

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Phần 2: Revenue Projection (20 phút)

antigravity "Build 12-month revenue model:
- Month 1: 100 signups, 4% conversion, $12 ARPU
- Growth: 20% MoM
- Churn: 5%/month
Output: monthly table with MRR"

🐛 Bug #14: Pricing Calc

// src/services/pricing.ts
export function calculateMonthlyRevenue(users: number, plan: string): number {
  const prices = { free: 0, pro: 9, team: 29 }
  // 🐛 BUG: Off-by-one — counts from 0 instead of 1 for team seats
  const billableUsers = users - 1  // First user "free"? Wrong!
  return billableUsers * (prices[plan] || 0)
  // Team of 5 on Pro: charges for 4 instead of 5
}

Fix: const billableUsers = users — all users are billable.

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Phần 3: GTM Plan (25 phút)

Phase 1 (Pre-launch): Landing page, waitlist (200 signups)
Phase 2 (Launch): Product Hunt, HackerNews, dev communities
Phase 3 (Growth): SEO content, partnerships, referral program

antigravity "@cm-content-factory Tạo content calendar 4 tuần cho TeamFlow launch:
2 blog posts + 3 social posts + 1 email per week"

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Phần 4: KPI Dashboard (15 phút)

Metric	Target M1	Target M3	Target M6
Signups	500	2,000	8,000
Paid users	20	100	400
MRR	$200	$1,200	$4,800
Churn	5%	4%	3%

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Homework

• [ ] Complete BMC
• [ ] Revenue model spreadsheet
• [ ] GTM timeline
• [ ] Bug #14 fixed

Chương tiếp: Retrospective — Phoenix Hồi Sinh →