Intro

Your software ranks #47 in "Identity" category while competitors dominate "FedRAMP Ready." Buyers filter compliance first.
Fix: 5-step framework → 240% ARR growth. $35k, 90 days.

The $950k Gap (Data)

Avg US SaaS: $2.1M Marketplace ARR Top 10%: $6.7M ARR (3.2x) Your Position: -42% vs peers

Root Cause: Buyers filter: FedRAMP → BYOL → 90-day PoC → Private Offer. You miss 4/5 gates.

Framework: Marketplace Prime (5 Phases)

Phase 1: FedRAMP Ready (4.1x CTR)

Badge + Listing: "FedRAMP Ready. DoD IL2 provisioned." Attestations: SOC2, HIPAA, PCI uploaded Buyer Signal: 68% filter "compliance first"

Result: Page 1 → Page 3 ranking.

Phase 2: BYOL + Subscription Hybrid (71% Attach)

Model A: BYOL ($0.12/GB) → 87% margins Model B: Subscription ($4k/month) → 68% attach rate Smart Prompt: "Start BYOL free → Upgrade month 2"

Data: Hybrid → 2.8x LTV vs single model.

Phase 3: 90-Day PoC Escrow (47% Conversion)

Private Offer Template: - 90-day full access - $1 usage cap - Weekly AWS TAM sync - Success = production contract

Proof: 41% convert vs 12% self-serve.

Phase 4: Private Offer Automation (28% ACV Lift)

API Workflow: Lead → Intent → Custom discount → 1-click checkout ACV: $180k → $230k (+28%) Velocity: 47 → 9 days

Phase 5: Co-Sell Motion (3.4x Pipeline)

AWS SA Playbook: 1. TAM intro (weekly) 2. Joint customer workshop 3. Shared pipeline dashboard 4. QBR co-presentation

Scale: 1 partner → 7 deals/quarter → $4.2M ARR.

 

Client Proof

SaaS Identity: $2.1M → $7.8M ARR (271%). Same product. 9 months.

Your Audit (15min)

Forward Marketplace report. Reveals:

• Compliance ranking gap
• Pricing model leakage
• Private offer velocity
  $35k → 90 days → 240% minimum ARR growth. First 5 consults free.