Solanasis — ICP, GTM & Bridge Revenue Cheat Sheet
Version: 1.0 Date: 2026-04-13 Purpose: Single-page reference for all ICPs, go-to-market channels, bridge revenue strategies, and weekly time allocation. Open this before planning your week. North Star: Revenue in the door. Allocate time to the highest-ROI activities first.
Table of Contents
- Revenue Math (Quick Reminder)
- ICP Priority Matrix
- GTM Channels — Effort, ROI & Current Status
- Bridge Revenue Options
- Tool Stack — What to Invest In
- Weekly Time Budget — The Allocation Rubric
- Cyclical Timing Quick Reference
- Directus CRM Pipeline Reference
- Quick Links
1) Revenue Math (Quick Reminder)
Target: $25K MRR by Month 12
| Revenue Stream | Price Range | Clients Needed | Monthly Revenue |
|---|---|---|---|
| ORB engagements (one-time, amortized monthly) | 12.5K each | 2/month | ~25K project revenue |
| Remediation sprints | 35K each | 1 every other month | ~17.5K/mo amortized |
| Fractional retainers | 9K/mo | 3-5 active | 45K/mo |
| Blended target by month 12 | $25K MRR |
Pipeline Math
To sustain $25K MRR by month 12, you need a pipeline that produces:
Connections/outreach per month: 200-300
--> Conversations started: 40-60 (20% response rate)
--> Intro calls booked: 10-15 (25% of conversations)
--> Proposals sent: 5-8 (50% of calls)
--> ORBs closed: 2-4 (40-50% close rate)
--> Retainer conversions: 1-2 (50% of ORBs convert)
Key insight: You need 10+ intro calls/month by month 3. Achievable with LinkedIn outreach (primary), referrals (secondary), and marketplace gigs (bridge).
ORB Pricing Quick Reference
| Company Size | ORB Price | 50% Upfront |
|---|---|---|
| 1-10 users | $5,000 | $2,500 |
| 11-50 users | $7,500 | $3,750 |
| 51-150 users | $12,500 | $6,250 |
| 151-500 users | $19,500 | $9,750 |
Complexity add-ons: Hybrid/on-prem or multi-location: +15% | M&A/multi-tenant: +25% | Compliance-grade docs: +35%
Full pricing details: Call Pricing Cheat Sheet | ORB Pricing & Packaging
2) ICP Priority Matrix
Primary ICPs (from March 2026 ICP Research)
| Rank | ICP | Ease of Landing | Revenue Potential | Pain Severity | Key Deadline | Primary Offering | Deep-Dive Doc |
|---|---|---|---|---|---|---|---|
| 1 | Government Contractors (10-100 emp, CMMC-bound) | High | High | Very High | Nov 2026 CMMC Phase 2 | ORB + CMMC prep | ICP Research |
| 2 | Healthcare SMBs (20-200 emp, HIPAA-regulated) | High | High | Very High | Feb 2026 HIPAA rules (already effective) | ORB + HIPAA compliance | ICP Research |
| 3 | Financial Services (15-150 emp, FINRA-regulated) | Medium | Very High | High | 2026 FINRA oversight + SEC Reg S-P Jun 2026 | ORB + AI governance | RIA Deep Dive |
| 4 | Nonprofits (25-500 emp) | Medium | Medium | High | NSGP grant cycle (Sep-Nov) | ORB (mission-critical resilience) | ICP Research |
| 5 | Professional Services (15-100 emp, data-heavy) | Medium | High | Medium | Cyber insurance renewals (rolling) | ORB + insurance cost reduction | ICP Pain Briefs |
Key stats to remember:
- 99% of DIB organizations are NOT fully prepared for CMMC
- HIPAA violations can reach $1M+ in penalties
- Full-time CISO costs 278K/yr — fractional saves 30-70%
- 75% of SMB owners rank cyberattacks as their top operational threat
Bonus: High-Value Niches (from Vertical Deep Dive)
These niches score highest on the 6-factor scoring matrix (regulatory pressure, data sensitivity, lack of in-house IT, CO market size, ability to pay, multiplier nodes):
| Niche | Score | Why It Matters | Timing |
|---|---|---|---|
| Senior Living / Assisted Living | 8.9 | HIPAA 2026 updates, zero in-house IT, 200-350 CO targets | Year-round (state survey cycles) |
| Behavioral Health / SUD Treatment | 8.6 | Double regulation (HIPAA + 42 CFR Part 2), extreme data sensitivity | Year-round (2026 rule updates) |
| Home Health / Hospice | 8.6 | Remote workforce vulnerability, HIPAA mandates | Year-round |
| Wealth Management / RIAs | 8.4 | SEC Reg S-P deadline Jun 3, 2026 — 90-day window | NOW through June 2026 |
| Insurance Agencies | 8.2 | FTC Safeguards Rule, excellent multiplier nodes (9/10) | Year-round |
Full niche analysis (22 niches scored): Vertical Niche Deep Dive
3) GTM Channels — Effort, ROI & Current Status
| Channel | Weekly Hours | ROI Rating | Current Status | Next Action | Playbook Link |
|---|---|---|---|---|---|
| LinkedIn outreach (daily cadence) | 3-5 hrs/wk | High | Active — daily connection requests + follow-ups | 10 requests + 10 follow-ups + 5 comments/day | Master GTM |
| Cold email (solanasishq.com) | 2-3 hrs/wk | High | Domain warming, DMARC missing | Fix DMARC, continue warmup, ramp to 20-30/day | Cold Email Master |
| Cold calling | 1-2 hrs/wk | Medium | Not started | Start after email is live (Touch 3 in sequence) | Cold Call Desk Card |
| Network activation | 2-3 hrs/wk | Very High | Ongoing | Send 10 personal messages/week, 50 contacts in weeks 3-4 | Outreach Options |
| Consulting marketplaces | 1-2 hrs/wk | Medium (bridge) | Applications planned | Apply to Catalant, BTG, Upwork | Marketplaces Playbook |
| MSP partnerships | 1-2 hrs/wk | High (multiplier) | Not started | Build target list, start email outreach | MSP Outreach Playbook |
| PE firm outreach | 1-2 hrs/wk | Very High (LTV) | Not started (Month 3+) | Research 20 CO PE firms | PE Outreach Playbook |
| Compliance platform partnerships | 0.5-1 hr/wk | High | Applications planned | Apply Vanta + Drata (free partner programs) | Compliance Partnerships |
| Content / LinkedIn posting | 2-3 hrs/wk | Medium (long-term) | Minimal | Batch-create 4 posts/week | Master GTM |
| Referral program | 0.5-1 hr/wk | High | Program designed | Send to first 20 contacts | Referral Playbook |
Total weekly hours (all channels): ~16-24 hrs/wk — this leaves room for delivery, admin, and learning.
4) Bridge Revenue Options
Months 1-3 will be lean. Plan for bridge revenue to sustain operations while building the pipeline.
| Channel | Expected Revenue | Time to First $ | Effort | Status | Playbook |
|---|---|---|---|---|---|
| Consulting marketplaces (Catalant, BTG, MBO) | 8K/mo | 2-4 weeks | Medium | Not started | Marketplaces Playbook |
| Upwork / Contra (quick wins) | 5K/mo | 1-2 weeks | Low | Not started | Marketplaces Playbook |
| Network ad-hoc consulting | 250/hr | Immediate | Low | Available now | Outreach Options |
| Discounted first ORB (case study) | 5K one-time | 2-4 weeks | High value | Available now | ORB Offer One-Pager |
Bridge revenue rule: Use hourly/marketplace work as a bridge, not a business model. Always try to convert hourly asks into project scope. Hourly work does not scale and does not build case studies.
Hourly rates (bridge only):
- General consulting / advisory: $175/hr
- Technical hands-on work: $200/hr
- Minimum engagement: 4 hours (800)
- Day rate (8 hrs): 1,600
5) Tool Stack — What to Invest In
| Tool | Monthly Cost | Purpose | Priority | Status |
|---|---|---|---|---|
| LinkedIn Sales Navigator Essential | ~$100/mo | Lead search, list building, warm signals | P1 — start immediately | TBD |
| Apollo.io (or similar) | ~$49-99/mo | Email sequences, prospect data, enrichment | P1 — start with cold email | TBD |
| Truly Inbox (or Warmup Inbox) | ~$15-30/mo | Domain warmup for solanasishq.com | P1 — already running | Active |
| solanasishq.com Google Workspace | ~$6/mo | Cold email sending domain | P1 — already running | Active (DMARC pending) |
| Calendly / Cal.com | Free-$12/mo | Booking page for intro calls | P1 | TBD |
| Claude Max Plan | ~$200/mo | AI content generation, delivery acceleration | P1 — active | Active |
| Canva | Free or $13/mo | Marketing graphics, carousels, one-pagers | P1 | Active |
| Cynomi (vCISO platform) | TBD (demo) | Delivery efficiency for compliance clients | P2 — after first ORB | Demo requested |
| Vanta Service Provider (free) | Free | Partner leads from compliance platform | P2 | Application planned |
| Directus CRM | Self-hosted (free) | Pipeline tracking, prospect dashboards | Active | db.solanasis.com |
Total monthly tool cost (P1 items): ~460/mo
Important: Directus (db.solanasis.com) is the CRM source of truth for all prospect pipelines. All outreach, contacts, and deal stages should be tracked there.
What NOT to buy yet: Full CRM (HubSpot, etc.) — Directus is enough. Marketing automation — not enough leads yet. SEO tools — LinkedIn first, SEO is a month 4+ play.
6) Weekly Time Budget — The Allocation Rubric
Assuming ~30 productive hours/week available for business development (rest goes to delivery, admin, learning).
Phase A: Pre-Revenue (Months 1-3) — 25-30 hrs/wk on biz dev
| Activity | Hours/Week | % of BD Time | Notes |
|---|---|---|---|
| LinkedIn outreach (connections, follow-ups, engagement) | 5 | 17% | Non-negotiable daily habit. 10 requests + 10 follow-ups + 5 comments/day |
| Cold email (compose, personalize, send, track) | 3 | 10% | Ramp from 5/day to 20-30/day as domain warms |
| Network activation (personal outreach, referral asks) | 4 | 13% | Highest ROI in early months. 50 contacts in weeks 3-4 |
| Consulting marketplace management | 2 | 7% | Proposals, profile optimization, responding |
| Content creation (LinkedIn posts, blog) | 3 | 10% | Batch: 2-3 posts/week minimum |
| Sales calls & follow-ups | 3 | 10% | Target 5-8 calls/month by month 2 |
| MSP partnership outreach | 2 | 7% | Build list, cold email, attend networking |
| Compliance platform partnerships | 1 | 3% | Applications, onboarding, training |
| PE research & outreach | 1 | 3% | Begin research month 2, outreach month 3 |
| CRM management (Directus) | 1 | 3% | Log contacts, update stages, review pipeline |
| Tool setup & optimization | 2 | 7% | Apollo, Sales Nav, email infrastructure |
| Strategy review | 1 | 3% | Weekly pipeline review + adjust |
| Total | 28 | ~93% | Buffer 2 hrs for reactive tasks |
Phase B: Post-First-Client (Months 4-6) — shift toward delivery
| Activity | Hours/Week | Notes |
|---|---|---|
| Client delivery (ORB, sprints) | 15-20 | Primary focus shifts to delivery |
| LinkedIn + cold email outreach | 5 | Reduce but never stop |
| Sales calls & follow-ups | 3 | Pipeline must keep flowing |
| Content creation | 2 | Now includes real case studies |
| Partnership maintenance | 2 | MSP, compliance platforms |
| CRM + strategy review | 1 | |
| Total | 28-33 |
Phase C: Scaling (Months 7-12) — contractor-supported
| Activity | Hours/Week | Notes |
|---|---|---|
| Client delivery (with contractors) | 10-15 | Delegate more to 1099s |
| High-value sales (PE, retainers) | 5 | Focus on biggest opportunities |
| Outreach (reduced, optimized) | 3 | Focus on highest-converting channels |
| Partnerships & referrals | 2 | Multiplier nodes paying off |
| Content + thought leadership | 3 | Speaking, publishing, positioning |
| Strategy, team management | 3 | |
| Total | 26-31 |
7) Cyclical Timing Quick Reference
Best/Worst Months by ICP
| ICP | Best Outreach Months | Worst Months | Why |
|---|---|---|---|
| Gov Contractors | Year-round (CMMC urgent) | Dec (holidays) | Nov 2026 hard deadline creates urgency all year |
| Healthcare SMBs | Mar-Jun | Nov-Feb (open enrollment fallout) | HIPAA changes already effective, regulatory mandate |
| Financial / RIAs | Jan-Mar, Oct-Nov; NOW for SEC Reg S-P | Apr (tax), Dec | Audit season, year-end planning; Jun 2026 S-P deadline |
| Nonprofits | Feb-Apr (new fiscal year), Aug-Sep (pre-budget) | Jul-Aug, Dec (year-end giving) | Grant cycle and fiscal year planning |
| Professional Services — CPAs | May-Jun (post-tax), Jul-Sep | Jan-Apr 15 (tax season dead zone) | “What broke during tax season?” |
| Professional Services — Law Firms | Mar-May, Sep-Oct | No hard peak | Summer associates start in Jun — security for onboarding |
| Professional Services — Marketing/Creative | Jan-Mar, May-Jun | Oct-Dec (holiday campaigns) | New year, new clients, new data liability |
| Senior Living | Year-round | None | State survey cycles vary; target anxious pre-survey facilities |
| RIAs (SEC Reg S-P) | NOW through Jun 2026 | After Jun 3 deadline passes | 90-day window closing |
Waves to Ride Right Now
| Wave | What Is Happening | Pitch Angle |
|---|---|---|
| Cyber insurance sticker shock | Carriers demanding proof of controls, 30-50% premium increases | ”Your cyber insurance renewal just got harder. Carriers now want proof your backups actually restore.” |
| Colorado Privacy Act enforcement | 60-day cure period removed Jan 2025; AG can enforce immediately | ”Colorado’s privacy law lost its safety net. No more grace period.” |
| AI anxiety | Staff using ChatGPT with company data; boards asking questions | ”Before you adopt AI, answer this: is your data backed up? Is it recoverable?” |
| Q1 budget window closing | Discretionary budget gets committed by Q2 | ”The Checkup is a fixed-fee engagement that’s easy to approve before Q2 eats your budget.” |
Full cyclical analysis: Cyclical GTM Strategy
8) Directus CRM Pipeline Reference
All prospect data lives in Directus at db.solanasis.com. This is the single source of truth for all pipelines.
Key collections:
| Collection | Purpose |
|---|---|
prospects | Main prospect table (organizations) |
prospects_special_assets | Special asset organizations |
crm_deals | Deal pipeline with stages |
crm_interactions | Activity log (calls, emails, meetings) |
crm_contacts | Contact details (people at organizations) |
See the Directus dashboards for pipeline views and reporting. Before outreach to any ICP, check the pipeline status for existing prospects in that vertical.
9) Quick Links
ICP Research & Pain Briefs
- GTM ICP Research Report (March 2026) — All 5 ICPs with full analysis
- ICP Pain-Point Briefs — Cold email messaging per ICP
- Vertical Niche Deep Dive (22 niches) — Scoring matrix, Tier 1/2/3 niches
- Colorado RIA Compliance Deep Dive — SEC Reg S-P entry playbook
Outreach & Sales
- Master GTM Playbook — 90-day execution plan, daily cadence, revenue model
- Cold Email Master Playbook — Email infrastructure, sequences, templates
- Cold Email Problem-First Templates — ICP-specific email templates
- LinkedIn Outreach Sequences — LinkedIn connection + follow-up sequences
- Cold Call Desk Card — Scripts and objection handling for calls
- Outreach Options Overview — Network activation strategy
Pricing & Delivery
- Call Pricing Cheat Sheet — Full pricing menu with market context and objection handling
- ORB Offer One-Pager (Client) — Send to prospects
- ORB Internal Delivery Playbook — 10-day delivery process
- ORB Pricing & Packaging (Internal) — Tier details
- Remediation & Retainer Options — Post-ORB upsells
- Market Pricing Research — 100+ competitive data sources
Partnerships & Channels
- MSP Cold Email Outreach Playbook — Multiplier node strategy
- PE Outreach Playbook — Private equity firm targeting
- Compliance Platform Partnerships — Vanta, Drata, Cynomi partner programs
- Consulting Marketplaces Playbook — Catalant, BTG, Upwork strategy
- Referral Program Playbook — 10%/15% tiers, founding partner boost
- Cyber Insurance Broker Outreach Kit — Broker referral channel
Strategy & Timing
- Cyclical GTM Strategy & Smartcuts — Buying windows, multiplier nodes, wave analysis
- Adjacent Markets & Wedge Strategy — Survival revenue options
- Breach Intelligence Prospecting — Using breach data for targeted outreach
Tools & Setup
- Apollo.io Setup & ICP Search Configs — Search filters per ICP
- Apollo & Sales Nav Filter Quick Reference — Filter cheat sheets
- Cold Email Setup Guide (solanasishq) — Domain, DNS, warmup
- Competitor List — 22 named competitors with positioning notes
Referral Rates Quick Reference
| Tier | Commission | Cap | Conversion Bonus |
|---|---|---|---|
| Network referral (casual) | 10% of first paid project | $1,500/client | +$500 if retainer signed within 60 days |
| Standard partner (MSPs, CPAs, attorneys) | 10% of first paid project | $2,500/client | +$500 if retainer signed within 60 days |
| Founding partner (first 10 professional partners) | 15% on first closed referral, then 10% | $2,500/client | +$500 if retainer signed within 60 days |
This cheat sheet consolidates strategies from 18+ source documents across ICP research, GTM playbooks, pricing guides, partnership deep dives, and vertical niche analyses. For deep dives on any topic, follow the playbook links above. Update this doc quarterly or when strategies change significantly.
Last updated: 2026-04-13