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.
Run Replicate as an engagement
The framework is published in full, so you can run Replicate yourself. If you would rather have it done with you, the Operate + Replicate is the engagement that covers it. An operating playbook with scope-creep controls, standardized delivery, and a replication model for taking the offering into additional markets. Where the Build Pilot is a 90-day engagement that ends at its day-90 checkpoint, this is a recurring phase: the work is measured in milestones, and it continues for as long as the offering keeps running and keeps expanding.
The longer treatment is Selling software to the federal government.