{
  "_gtmos": 1,
  "exportedAt": "2026-07-21T00:00:00.000Z",
  "note": "Mid-market ($10–250M) client GTM template.",
  "data": {
    "firm": {
      "firmName": "[Mid-Market Client]",
      "tagline": "A $10–250M B2B firm building a repeatable revenue engine",
      "senderName": "[Revenue Leader]",
      "senderTitle": "CRO / Founder",
      "city": "—",
      "capabilities": [
        "[Core product/service #1]",
        "[Core product/service #2]",
        "[Differentiating capability]"
      ],
      "keyMessages": [
        "Best for [specific ICP] with [specific problem] — priced to the outcome"
      ],
      "products": [
        {
          "name": "[Land offer]",
          "capability": "[core]",
          "benefit": "[proves value fast on the ICP's trigger]"
        }
      ],
      "proofPoints": [
        "[Marquee logo / result]",
        "[Retention / expansion proof]"
      ],
      "approach": "Founder-led (builder voice)"
    },
    "launch.products": [
      {
        "id": "zc_1",
        "name": "[Mid-Market Client — GTM]",
        "oneLiner": "The one sharp outcome we deliver for [specific ICP], priced to value.",
        "stage": "Building",
        "createdAt": "2026-07-05",
        "positioning": {
          "alternatives": "[incumbent] / DIY / do nothing",
          "attributes": "focus & fit for [ICP]",
          "value": "[the business outcome]",
          "segment": "[sharpened ICP]",
          "category": "[category-of-one]",
          "trends": "[market tailwind]",
          "stIcp": "[the segment you win, keep & expand]",
          "stStruggle": "[their acute pain]",
          "stValue": "[10× better on the one job]",
          "stAlt": "[the alternative they use]",
          "stDiff": "[why you, specifically]"
        },
        "icp": {
          "firmo": "[revenue/size/geo of the ICP]",
          "role": "[economic buyer + champion]",
          "trigger": "[the buy-now event]",
          "holes": "[what they lack today]",
          "wtp": "[willingness to pay]"
        },
        "jtbd": [
          {
            "id": "zc_j1",
            "situation": "[the trigger moment]",
            "motivation": "[the outcome they need]",
            "outcome": "[the result that wins]",
            "imp": 9,
            "sat": 3
          }
        ],
        "pillars": [
          {
            "pillar": "Focus",
            "features": "built for [ICP]",
            "benefit": "fit incumbents can't match",
            "proof": "[win-rate in ICP]"
          },
          {
            "pillar": "Outcome",
            "features": "priced to value",
            "benefit": "funds a business result",
            "proof": ""
          },
          {
            "pillar": "Expansion",
            "features": "a ladder, not a one-off",
            "benefit": "NRR > 100%",
            "proof": ""
          }
        ],
        "objections": [
          {
            "id": "zc_o1",
            "objection": "You're smaller than the incumbent",
            "response": "We're built for your exact problem, we ship fast, and we're priced to the outcome — focus beats breadth for [ICP]."
          }
        ],
        "landing": {
          "heroPick": "0",
          "customHeadline": "",
          "subhead": "",
          "socialProof": "[marquee logos]",
          "how1": "[land offer]",
          "how2": "[core value]",
          "how3": "[expansion]",
          "plan1": "Land",
          "plan2": "Core",
          "plan3": "Expansion",
          "ctaLabel": "Start with the land offer",
          "ctaSub": ""
        },
        "checklist": {
          "pre1": true,
          "pre2": true,
          "pre3": false,
          "pre4": false,
          "pre5": false,
          "pre6": false,
          "pre7": false
        }
      }
    ],
    "launch.activeId": "zc_1",
    "service.firm": "[Mid-Market Client] — productizing its highest-repeat services into a clear land → core → expansion ladder.",
    "db.service.services": [
      {
        "id": "zc_s1",
        "name": "[Land offer]",
        "description": "Fast, low-risk entry proving value on the ICP's trigger",
        "delivery": "sprint",
        "typicalPrice": "fixed",
        "effortDays": 15,
        "repeatability": 5,
        "standardization": 5,
        "demand": 5,
        "outcomes": "proof + a foot in the door",
        "toolsIP": "playbook"
      },
      {
        "id": "zc_s2",
        "name": "[Core platform / retainer]",
        "description": "The main value tier, priced to the outcome",
        "delivery": "retainer",
        "typicalPrice": "annual",
        "effortDays": 30,
        "repeatability": 4,
        "standardization": 4,
        "demand": 4,
        "outcomes": "the business result",
        "toolsIP": "core IP"
      },
      {
        "id": "zc_s3",
        "name": "[Expansion module]",
        "description": "Add-on that grows the account without a new sale",
        "delivery": "add-on",
        "typicalPrice": "usage",
        "effortDays": 10,
        "repeatability": 4,
        "standardization": 4,
        "demand": 3,
        "outcomes": "more value, more revenue",
        "toolsIP": ""
      }
    ],
    "service.ladder": [
      {
        "name": "[Land offer]",
        "promise": "Prove value fast on the ICP's trigger",
        "price": "fixed"
      },
      {
        "name": "[Core platform / retainer]",
        "promise": "The outcome, priced to value",
        "price": "annual"
      },
      {
        "name": "[Expansion module]",
        "promise": "Grow the account without a new sale",
        "price": "usage"
      },
      {
        "name": "[Strategic / enterprise]",
        "promise": "Bespoke for the largest accounts",
        "price": "custom"
      },
      null
    ],
    "db.content.campaigns": [
      {
        "id": "zc_cmp1",
        "name": "ICP outbound — win the economic buyer",
        "goal": "gcc",
        "accountId": "",
        "accountName": "[Sharpened ICP prospects]",
        "contactId": "",
        "contactName": "",
        "startDate": "2026-08-04",
        "createdAt": "2026-07-16",
        "steps": [
          {
            "templateId": "gcc-linkedin-connect",
            "dayOffset": 0,
            "done": false
          },
          {
            "templateId": "gcc-peer-operator-open",
            "dayOffset": 3,
            "done": false
          },
          {
            "templateId": "gcc-roundtable-invite",
            "dayOffset": 10,
            "done": false
          },
          {
            "templateId": "graceful-breakup-last-touch",
            "dayOffset": 20,
            "done": false
          }
        ]
      }
    ]
  }
}