How do we scale?
The Replicate stage is about scaling through pricing and acquisition mechanics. Pricing without selling hours. Understanding that value-based pricing requires defensible value. Structuring CLINs and vehicles that make your product actually purchasable.
Stage Objectives
- Build defensible value-based pricing models for federal products
- Select the right acquisition vehicles (GSA MAS, OTA, GWACs)
- Design CLIN structures that make products purchasable
- Generate value justification for proposals and sales conversations
- Start vehicle applications before you need them (6-18 month lead time)
Key Activities
Federal Product Pricing
Build pricing models that capture value rather than hours. Federal-compatible models include per-user, per-unit, subscription, and outcome-based pricing.
Vehicle Strategy
Select the right acquisition vehicles. Products without vehicle coverage are like stores without locations. Start GSA MAS applications 12-18 months before you need them.
CLIN Structure Design
Structure CLINs from the buyer's perspective. Two patterns: SaaS Subscription (platform + support + ConMon) and Managed Service + Platform.
Value Justification
Generate defensible value justification: TCO comparison, FTE avoidance calculations, and risk reduction framing for proposals.