📦 Install

clawhub install b2b-marketing-playbook

What you get after installing:

B2B Marketing Playbook — LinkedIn + Cold Email + Webinar Pipeline

🌍 Language / 语言: [中文](#中文版) | [English](references/en/README.md) | [日本語](references/ja/README.md) | [한국어](references/ko/README.md)

Three proven channels woven into one repeatable pipeline for B2B SaaS.

Marketing gets the meeting; these rules get the money. Distilled from a multi-agent OSS commercialization retrospective:

Cash structure

Stage private-deployment payments 3:4:3 (or 4:4:2): tranche one when the first features go live, two at full deployment, the final slice after 3–6 months of operations.
30% due the day the contract is signed — no exceptions. Write a 0.5%-per-day late penalty into the contract text itself.
Retain leverage: keep 1–2 features running on infrastructure you control until the final invoice clears. Disclose this before signature and codify it in the terms.
Chase overdue balances at the top of the customer's org chart, not with your day-to-day contact; if your champion stalls, one or two escalations to the CEO are fair game.

Scope defense

Split the customer's raw wishlist (SOR) from the signed commitment (SOW carrying acceptance criteria, delivery milestones, and change clauses). The SOW is signed alongside the contract, same day.
Every modification flows through a change-control step: written request → both project managers price the impact on cost and schedule → signed amendment. Verbal enthusiasm on calls binds nobody — paper or it didn't happen.
Name the acceptance sign-off person in the contract; keep records of every meeting and decision.

Negotiation posture

They ask for 50 features and you could build 40: commit to 10, then "stretch" to 15 as a favor. Generosity you planned is leverage; generosity they extracted is lost margin.
Price unwanted work high instead of declining it — the quote does the refusing.
Only two requests genuinely justify on-prem: data privacy and internal permission-system integration; everything else belongs on SaaS. SaaS customization → sell a license. SSO-style integrations → open your API plus standard docs and let the customer build.

Revenue arithmetic

$1M ARR = nine ~$100K enterprise accounts (typical split: $30–50K standard service + $30K implementation + $20K training) or five hundred $200/yr subscriptions. Run each leg as its own closed loop.
Partner economics: referral resellers earn 10–20%; silver tier (>$100K/yr sold) 15%; gold (>$300K) 20%. Vet any partner with three questions — what they carried before, where their customers come from, reseller vs service partner.
Content ratio that closes: 80% "how we made customers successful," 20% about yourself. Decks open with the buyer's pain, then the fix.