Solanasis Pricing Analysis — Clarifying Questions

Alex Hormozi-Style Pricing Audit

Answer each question below. Pick the letter that fits best, or add notes in the textarea.

Q1: What’s the largest org (by headcount) you’ve pitched or could realistically land in the next 6 months?

Why this matters: Your pricing caps at 500 users. If you’re going to encounter orgs with 500-2,000+ users, we need an enterprise tier NOW so you’re not scrambling to quote when a whale walks in. Hormozi says: “You don’t build the boat after the fish bites.”

A) 100–300 users (most realistic near-term, focus energy here)
- Recommended if you’re still building case studies and SOPs
B) 300–500 users (stretching but doable with partner credibility)
- Good if you have warm intros to mid-market orgs
C) 500–1,000 users (enterprise-adjacent, need a real enterprise package)
- Requires polished delivery team and SOW templates
D) 1,000+ users (true enterprise, needs dedicated pricing strategy)
- Probably not phase 1, but having a menu ready is smart

Notes:

[Your notes here]

Q2: Your hourly consulting is listed at $175-$ 200/hr, which breaks your $250/hr floor. What’s the play here?

Why this matters: Every time you quote $175/ h r, yo u^{'} re t r ainin g t h e ma r k e tt ha t yo u r t im e i s w or t h$ 175. Hormozi’s rule: “Price is a story you tell. Tell a cheap story, get cheap clients.” Even as a “get in the door” rate, it anchors you below where you want to be.

A) Kill the hourly rates entirely — only sell fixed-fee packages (recommended)
- Forces value-based pricing; clients buy outcomes not hours
- You can still track hours internally to validate your $250/hr+ effective rate
B) Raise hourly to $275-$ 300/hr with a 10-hour minimum
- Makes hourly expensive enough that packages look like a deal by comparison
- Hormozi calls this “anchoring against yourself”
C) Keep a lower “relationship rate” ($200/hr) but only for existing retainer clients
- Rewards loyalty without setting a public floor below $250
D) Keep as-is for now to land first clients, raise later
- Risky — it’s harder to raise prices with existing clients than to start high

Notes:

[Your notes here]

Q3: What’s the average number of hours your team actually spends delivering an ORB at each tier?

Why this matters: We need to validate that your ORB pricing actually hits $250/ h r + e ff ec t i v er a t e . I f yo u r S - t i er ($ 5k) takes 30 hours, that’s $167/hr — you’re underwater. Hormozi says: “Revenue is vanity, profit per hour is sanity.”

A) S-tier: ~12-15 hrs | M-tier: ~20-25 hrs | L-tier: ~35-40 hrs | XL-tier: ~50-60 hrs
- This would put you at $333/ h r (S) d o w n t o$ 325/hr (XL) — solid
B) S-tier: ~20-25 hrs | M-tier: ~30-35 hrs | L-tier: ~45-50 hrs | XL-tier: ~65-80 hrs
- This puts S-tier at $200-250/hr — borderline, needs adjustment
C) Haven’t delivered enough yet to know — these are estimates
- Totally fair for early stage. We should build in time tracking from day 1
D) Other (specify below)

Notes:

[Your notes here]

Q4: For the Fractional Resilience Partner retainer, how many hours/month does each tier typically require?

Why this matters: Same math. If your $2.5 k / m ore t ain ere a t s 15 h o u rs, yo u^{'} re a t$ 167/hr. We need retainers to be your MOST profitable line item since they’re recurring. Hormozi: “Recurring revenue is the game. But recurring losses dressed up as revenue will kill you.”

A) ~5-8 hrs/mo for small tier, ~10-15 hrs/mo for mid, ~15-25 hrs/mo for large
- Small tier: $312 - 500/ h r ✅∣ M i d :$ 333-900/hr ✅ | Large: $360-1,000/hr ✅
B) ~10-15 hrs/mo for small tier, ~20-30 hrs/mo for mid, ~30-40 hrs/mo for large
- Small tier: $167 - 250/ h r ⚠ \overset{◯}{R} ∣ M i d :$ 167-450/hr ⚠️ | Large: $225-500/hr — mixed bag
C) Haven’t delivered retainers yet — these are projections
- Need to scope retainer deliverables tightly so hours don’t creep
D) Other (specify below)

Notes:

[Your notes here]

Q5: What’s your appetite for a “Grand Slam” enterprise bundle? (Hormozi’s $100M Offers concept)

Why this matters: A Grand Slam Offer bundles everything so the perceived value massively outweighs the price. Think: ORB + Remediation + 12-month retainer + quarterly tabletops + AI readiness — all in one proposal for $100 k -$ 250k/year. The client sees $300 k + in v a l u e, p a ys$ 150k. It’s the “no-brainer” play for bigger fish.

A) Yes, build a 12-month “Operational Resilience Partnership” bundle (recommended)
- Annual contract = predictable revenue, lower churn, higher LTV (Lifetime Value)
- Include: ORB + remediation sprint + 12-mo retainer + quarterly tabletops + annual re-assessment
- Price: $75 k -$ 250k/year depending on org size
B) Build it but as a 6-month package first
- Lower commitment = easier to sell in early days
- Can always extend to 12 months on renewal
C) Not ready yet — need to nail individual services first
- Valid, but have the package DESIGNED even if you don’t sell it yet
D) Already have something like this in mind (describe below)

Notes:

[Your notes here]

Q6: How are you thinking about the “get first clients” discount strategy?

Why this matters: Hormozi’s take: “Don’t discount your price. Increase your offer.” Instead of charging less, give MORE at the same price for your first 3-5 clients. This gets you case studies without training the market to expect low prices. The alternative is “founding client” pricing that’s explicitly temporary.

A) “Founding Client” pricing — 20-30% off, limited to first 5 clients, with a case study agreement (recommended)
- You get social proof, they get a deal, it’s time-boxed
- Put it in writing: “This rate is exclusive to our founding cohort”
B) Full price but add bonus deliverables (extra tabletop, policy pack, etc.)
- Protects your rate while still over-delivering
- Hormozi: “Stack the offer until they feel stupid saying no”
C) Pro-bono or deeply discounted for 1-2 nonprofit “lighthouse” clients
- Great for credibility in the nonprofit space specifically
- Must be strategic — pick orgs with visibility in your target market
D) No discounts — charge full price from day 1
- Bold. Respectable. But might slow down first-client acquisition

Notes:

[Your notes here]

Q7: Are any of your services being delivered by contractors, or is it all you right now?

Why this matters: Your margin on contractor-delivered work is different. If you’re paying a contractor $75 - 125/ h r an d bi ll in g$ 250+/hr, that’s a healthy spread. But if YOU’RE doing everything, your effective rate is your actual income. This changes how we price and how aggressively we can scale offers.

A) It’s all me right now — I’m delivering everything
- Pricing needs to reflect YOUR time as the bottleneck
- Cap on how many concurrent engagements you can run
B) I have 1-2 contractors who can handle some delivery
- Good — we can price for margin on their work
- Need to factor in their rates when setting service prices
C) I have a bench of contractors ready to deploy
- Best position — can take on enterprise work without capacity constraints
D) Mix — I do sales/strategy, contractors do technical execution
- Smart model. Price your strategic time higher than technical delivery

Notes:

[Your notes here]

Q8: What’s the biggest single deal you’d want to be ready to close if it walked in tomorrow?

Why this matters: This is the “dream scenario” question. We need a price sheet that doesn’t fall apart when opportunity knocks. Hormozi: “Most people lose their biggest deals because they weren’t ready for them.” If a 500-person nonprofit or a PE-backed SMB calls you, you need a polished enterprise proposal ready to go.

A) $50 k -$ 75k (annual engagement)
- Realistic for a 200-500 person org needing ORB + remediation + retainer
B) $100 k -$ 150k (annual engagement)
- Requires enterprise packaging and potentially multi-phase delivery
C) $200k+ (annual engagement)
- This is “fractional C-suite” territory — ongoing strategic partnership
D) Whatever the market will bear — just make sure I have the package built

Notes:

[Your notes here]

PART 2: TARGET MARKET & AFFORDABILITY — WEALTH/IMPACT ECOSYSTEM FOCUS

The Hormozi framing: “You can have the best offer in the world. If you’re selling it to people who can’t buy it, you starve.” But the INVERSE is also true: if you can position yourself inside an ecosystem where money flows freely, compliance is mandatory, and trust is everything — you don’t just get clients, you get a front-row seat to how wealth is created.

Your stated goal: Get close to impact assets and wealth creation. This changes everything about targeting. We’re not just picking verticals that can afford you — we’re designing a BRIDGE from where you are (operational resilience for SMBs) to where you want to be (trusted advisor inside the wealth/impact ecosystem).

THE WEALTH/IMPACT ECOSYSTEM MAP

Before the questions, here’s how the ecosystem connects. Understanding these relationships is critical because one relationship in the right place cascades into 10+ clients:

                    ┌─────────────────────┐
                    │   FAMILY OFFICES     │  ← Ultimate destination
                    │  (UHNW Wealth Mgmt)  │     $10M-$500M+ AUM
                    └────────┬────────────┘
                             │ use/hire
              ┌──────────────┼──────────────┐
              │              │              │
    ┌─────────▼──────┐ ┌────▼─────┐ ┌──────▼────────┐
    │     RIAs /     │ │  PE /    │ │  IMPACT       │
    │  Wealth Mgmt   │ │  VC      │ │  INVESTMENT   │
    │  Firms         │ │  Firms   │ │  FUNDS        │
    │ $1M-$15M rev   │ │          │ │               │
    └───────┬────────┘ └────┬─────┘ └──────┬────────┘
            │               │              │
            │ rely on       │ portfolio    │ deploy through
            │               │ companies   │
    ┌───────▼────────┐ ┌────▼─────────┐ ┌─▼──────────────┐
    │  CPAs/Tax      │ │  SMBs in     │ │  CDFIs /       │
    │  Advisors      │ │  PE portf.   │ │  Impact-focused│
    │  (HNW focus)   │ │  (your ICP!) │ │  Nonprofits    │
    └───────┬────────┘ └──────────────┘ └────────────────┘
            │ refer to
    ┌───────▼────────┐
    │  Estate/Trust  │
    │  Attorneys     │
    └────────────────┘

    ★ SOLANASIS ENTRY POINT: RIAs (SEC deadline = forcing function)
    ★ BRIDGE: RIAs → Family Offices → PE → Impact Funds

Q9: RIAs are your golden wedge into the wealth ecosystem. How aggressively do you want to pursue them?

Why this matters — THIS IS HUGE: The SEC just dropped a regulatory bomb on RIAs. Smaller RIAs (under $1.5B AUM — which is most of them) must comply with new Regulation S-P cybersecurity requirements by June 3, 2026. That’s less than 3 months away. The 2026 SEC Exam Priorities explicitly call out cybersecurity, operational resiliency, and AI oversight.

The numbers are staggering:

93% of investment management firms experienced at least one cyber incident in the past year

Only 24% of advisory firms use dedicated cybersecurity solutions

88% acknowledge a successful cyberattack would trigger client asset withdrawals

Your ORB is EXACTLY what these firms need to comply. And here’s the kicker: RIAs are the gateway to the entire wealth ecosystem. They manage money for HNW (High Net Worth) families, family offices, and PE-backed individuals. Once you’re trusted inside this world, doors open to everything you care about — impact investing, wealth creation, all of it.

RIA Affordability Reality Check:

RIA Size (AUM)	Typical Revenue	Employees	ORB Fit	Retainer Fit	Notes
$50 M -$ 200M AUM	$500 K -$ 2M	3–15	S/M tier ( $5 K -$ 7.5K) ✅	$2.5 K -$ 5K/mo ✅	Sweet spot for wedge
$200 M -$ 500M AUM	$2 M -$ 5M	10–30	M/L tier ( $7.5 K -$ 12.5K) ✅	$5 K -$ 9K/mo ✅	Can afford full suite
$500 M -$ 1.5B AUM	$5 M -$ 15M	20–75	L/XL tier ( $12.5 K -$ 19.5K) ✅	$9 K -$ 15K/mo ✅	Enterprise package viable
$1.5B+ AUM	$15M+	50–200+	Enterprise tier needed	$15 K -$ 25K+/mo	Need new pricing tier

A) RIAs become the #1 vertical — lead with SEC compliance urgency and the June 2026 deadline (recommended)
- Build a specific “RIA Compliance & Resilience Package” that maps directly to Reg S-P requirements
- The SEC deadline creates urgency you don’t have to manufacture — it’s REAL
- Position as: “We help RIAs meet SEC cybersecurity requirements in 10 business days”
- This is the ultimate Hormozi play: regulatory urgency + clear deadline + they can afford it
B) RIAs are a top-3 vertical but not the only focus
- Spread effort across RIAs + 2-3 other wealth-adjacent verticals
- Lower risk of vertical concentration, but less depth in any one niche
C) I want to target RIAs but I need to learn more about the SEC requirements first
- Totally valid — we can build a learning sprint into the GTM plan
- Good news: the ORB already covers 80%+ of what RIAs need for Reg S-P compliance
D) RIAs are too niche — I’d rather stay broad across professional services
- You lose the regulatory urgency forcing function
- Harder to differentiate from generic cybersecurity consultants

Notes:

[Your notes here]

Q10: The Bridge Strategy — How do you want to climb from RIAs to family offices and PE?

Why this matters: You said you want to understand “the world of deep wealth and impact investing.” You don’t get there by cold-calling family offices. You get there by becoming indispensable to the professionals who SERVE family offices — and then getting introduced. This is Hormozi’s “Dream 100” concept applied to ecosystem climbing.

How the bridge works:

Start: Deliver ORBs to 5-10 RIAs → become known as “the cybersecurity guy for wealth management”

Expand: RIA principals introduce you to their HNW clients’ family offices who need the same thing

Ascend: Family offices introduce you to their PE/VC connections who need portfolio-level resilience

Arrive: You’re now inside the impact investing ecosystem, doing operational due diligence on impact funds

Timeline estimate: 6-18 months from first RIA client to first family office introduction. Faster if you’re intentional about it.

A) Deliberate bridge strategy — target RIAs first, then use introductions to climb (recommended)
- Phase 1 (Months 1-6): Land 3-5 RIA clients, build case studies, learn the regulatory landscape
- Phase 2 (Months 6-12): Ask for introductions to family offices, build a “Family Office Resilience” package
- Phase 3 (Months 12-18): PE portfolio deals, impact fund operational due diligence
- This is the “Smartcuts” approach — lateral ladder: use one niche to leapfrog into a higher-value one
B) Target multiple wealth-adjacent verticals simultaneously (RIAs + CPAs + estate attorneys)
- Casts a wider net in the wealth ecosystem
- Each vertical has different sales cycles and buying patterns
- More complex to manage messaging, but more touchpoints into wealth
C) Go directly to family offices — skip the bridge
- Bold but hard. Family offices are notoriously private and referral-only
- Without existing wealth management credentials, you’ll struggle to get meetings
- Could work if you have personal connections in the UHNW space
D) Focus on PE portfolio companies directly through operating partners
- Skips the RIA step but still gets you into wealth creation
- PE operating partners are accessible through LinkedIn and industry events
- Each PE firm = 5-20 portfolio companies needing assessments

Notes:

[Your notes here]

Q11: What does “impact investing” mean to YOU, and what’s the end game?

Why this matters: “Impact investing” is a broad term. It could mean anything from a $50 MC D F I (C o mm u ni t yDe v e l o p m e n tF inan c ia l I n s t i t u t i o n) d o in g a ff or d ab l e h o u s in g l o an s t o a$ 500M impact fund investing in climate tech. Your end game shapes how we price and position. Hormozi would ask: “What does the dream look like in 3 years? Work backwards from there.”

The impact investing landscape in brief:

Impact funds: Invest for financial return + measurable social/environmental impact ($1.2T+ global market)

Family offices with impact mandates: ~40% of family offices now allocate to impact investing

CDFIs: Community lenders focused on underserved communities (regulated, need cybersecurity)

ESG-focused RIAs: Growing segment managing sustainable/responsible investments

Foundations with Program-Related Investments (PRIs): Foundations deploying capital for impact beyond grantmaking

A) I want to be the operational resilience partner for impact investment firms and funds (the premium play)
- These firms manage $100 M -$ 1B+ in assets, handle sensitive investor/beneficiary data
- They need cybersecurity, disaster recovery, and systems integration (your exact suite)
- Pricing: $75 K -$ 250K/year annual partnerships
- You learn the impact investing world from the inside while getting paid for it
B) I want to serve the professional services firms that support impact investors (CPAs, attorneys, advisors)
- Adjacent but lower risk — these firms are easier to reach
- You learn by proximity rather than direct involvement
- Pricing: standard SMB pricing ( $5 K -$ 15K/mo retainers)
C) I want to eventually BUILD or invest in impact ventures myself — Solanasis is the vehicle to learn the landscape
- This is the real “wealth creation” play — use Solanasis to learn, then deploy
- Solanasis becomes your MBA in impact investing, paid for by clients
- Changes how you network: attend impact investing conferences as a vendor first, investor later
D) I want to serve all of the above — impact funds, their service providers, and the nonprofits they fund
- Broadest scope, but each sub-segment needs different positioning
- Could build a “Resilience for Impact” brand that spans the ecosystem

Notes:

[Your notes here]

Q12: Revenue floor reality check — does the $500K minimum still make sense for your new direction?

Why this matters: If you’re pivoting toward wealth-adjacent professional services, the revenue floor changes dramatically. Most RIAs with $100 M + A U M a re d o in g$ 1M+ in revenue minimum. Most PE portfolio companies are $5 M + . F ami l yo ff i ces a ree ff ec t i v e l y u n l imi t e d . T h e$ 500K floor was designed for general SMBs/nonprofits — your new vertical focus might naturally raise this.

Target Segment	Typical Revenue	Your Service Fit	Recommended Revenue Floor
RIAs ( $50 M -$ 200M AUM)	$500 K -$ 2M	ORB + remediation	$500K (works)
RIAs ( $200 M -$ 1.5B AUM)	$2 M -$ 15M	Full suite + retainer	$2M (retainer-viable)
CPAs/Tax serving HNW	$1 M -$ 10M	ORB + retainer	$1M
Estate/Trust attorneys	$1 M -$ 10M	ORB + retainer	$1M
Family offices	$5 M -$ 50M+ (operating budget)	Enterprise package	$5M
PE portfolio companies	$5 M -$ 100M+	Grand Slam package	$5M
Impact funds	$2 M -$ 20M (mgmt fees)	Full suite + retainer	$2M
Nonprofits (impact-focused)	$500 K -$ 10M	ORB + maybe retainer	$1M for retainer

A) Two-track qualification: $500 K f or ORB - o n l y,$ 2M+ for retainer-eligible (recommended)
- Lets you still do assessments for smaller RIAs while focusing retainer energy on bigger fish
- The ORB at a small RIA is still a great door-opener to their larger network
B) Raise the floor to $1M across the board
- Simpler qualification, but you lose some early-stage RIA wedge opportunities
C) Drop the revenue floor entirely — qualify by AUM for RIAs and budget for everyone else
- AUM is a better proxy for ability to pay than revenue for financial services
- $100 M A U M minim u m f or R I A s,$ 5M revenue minimum for everyone else
D) Keep $500K but add a “strategic fit” qualifier (proximity to wealth ecosystem)
- A $600K nonprofit doing affordable housing is strategically valuable even if retainer is tight
- Because they connect you to CDFIs, impact funds, and family offices with impact mandates

Notes:

[Your notes here]

Q13: MSPs, CPAs, and estate attorneys — which referral channel matters most for the wealth ecosystem?

Why this matters: In the wealth world, trust travels through specific channels. HNW individuals and family offices don’t Google “cybersecurity consultant.” They ask their CPA, their estate attorney, or their RIA. Building referral relationships with these professionals is the highest-leverage GTM play for your new direction.

A) CPAs/tax advisors serving HNW clients — they’re the primary trusted advisor (recommended for wealth access)
- CPAs see everything — they know which clients have security gaps
- They’re already referring clients to financial advisors, attorneys, and insurance agents
- A CPA who trusts you will introduce you to their entire HNW client base
- Structure: deliver ORBs to the CPA firm itself, then get referrals to their HNW clients
B) Estate/trust attorneys — they handle the most sensitive wealth transfer data
- Estate attorneys deal with wills, trusts, wealth transfer — highly sensitive data
- They need cybersecurity themselves AND their clients do too
- Smaller referral volume but extremely high-value clients
C) MSPs — they have the existing IT relationships
- MSPs serving financial services firms could refer assessment work to you
- But MSPs are further from the wealth/impact ecosystem than CPAs or attorneys
D) RIA custodians and compliance consultants — they’re the gatekeepers
- Firms like Schwab, Fidelity, and Pershing provide custody for RIAs
- RIA compliance consultants are hired to prepare for SEC exams
- If you become a recommended cybersecurity vendor for a compliance consultant, instant pipeline
- Niche but extremely high-leverage if you crack it

Notes:

[Your notes here]

Q14: Geographic strategy — Colorado’s wealth management scene vs. going national?

Why this matters: Colorado (especially Denver/Boulder) has a meaningful wealth management presence, but it’s not NYC, SF, or Miami. However, for your FIRST clients, local relationships and in-person readouts are incredibly valuable for building trust. The question is whether to go deep locally first or cast the net wider.

Colorado Wealth Ecosystem Quick Facts:

Denver/Boulder has a growing RIA community (300+ SEC-registered RIAs in Colorado)
Several PE firms and family offices based in the Front Range corridor
Impact investing community in Boulder is disproportionately strong for its size (conscious capitalism vibe)
Colorado is home to multiple impact-focused foundations and CDFIs
A) Colorado first, specifically targeting Boulder/Denver RIAs and the impact investing community (recommended)
- Boulder’s values-aligned business community is a natural fit for “impact + resilience”
- In-person ORB readouts build trust faster in the wealth world
- You can attend local RIA, CPA, and impact investing events to build relationships
- Then expand to higher-cost markets (SF, Austin, NYC) remotely once you have case studies
B) Go national from day 1 — RIAs are everywhere and the SEC deadline is universal
- The regulatory urgency is the same in every state
- Remote delivery works for assessments
- But harder to build trust without in-person touchpoints in the wealth world
C) Target the top wealth management hubs: NYC, SF, Miami, Chicago + Colorado
- These cities have the highest concentration of RIAs, family offices, and PE
- Higher price tolerance ($250/hr+ is standard in these markets)
- But you’re competing against established firms in those cities
D) Focus on “second-tier” wealth cities where there’s less competition: Denver, Austin, Nashville, Charlotte
- Growing wealth management presence, less saturated with cybersecurity consultants
- Price expectations are reasonable but not bottom-tier
- Could become the known provider in multiple mid-market cities

Notes:

[Your notes here]

PART 3: PRICING × TARGETING SYNTHESIS — THE WEALTH ECOSYSTEM PRICING LADDER

The Hormozi synthesis: We’ve looked at your pricing (Part 1) and your targeting (Part 2) separately. Now we need to make sure they FIT together. The wealth/impact ecosystem has very specific expectations around how services are priced and delivered. Financial services firms don’t buy “$175/hr consulting.” They buy “SEC compliance programs” and “operational resilience partnerships.” The framing matters as much as the number.

Why this matters: Financial services firms (RIAs, family offices, PE) expect industry-specific language and compliance-mapped deliverables. A generic “ORB assessment” doesn’t resonate the same way as an “SEC Cybersecurity Compliance Assessment with Reg S-P Gap Analysis.” Same work, different packaging, 30-50% higher price tolerance. Hormozi: “The offer is more important than the product.”

Repackaging example:

Current Packaging Financial Services Packaging Price Impact
ORB Standard Assessment SEC Cybersecurity Compliance Assessment +25-40%
Risk Register SEC Exam Readiness Risk Register Same price, higher perceived value
Fractional Resilience Partner Fractional CISO for RIAs +30-50% (vCISO pricing = $200 -$ 300/hr)
Remediation Sprint Reg S-P Compliance Remediation +20-30%
Responsible AI Implementation AI Governance for SEC-Registered Firms +40-60% (AI is a hot-button SEC topic)

Current Packaging	Financial Services Packaging	Price Impact
ORB Standard Assessment	SEC Cybersecurity Compliance Assessment	+25-40%
Risk Register	SEC Exam Readiness Risk Register	Same price, higher perceived value
Fractional Resilience Partner	Fractional CISO for RIAs	+30-50% (vCISO pricing = $200 -$ 300/hr)
Remediation Sprint	Reg S-P Compliance Remediation	+20-30%
Responsible AI Implementation	AI Governance for SEC-Registered Firms	+40-60% (AI is a hot-button SEC topic)

A) Yes — build a parallel “Financial Services” pricing menu with compliance-mapped deliverables (recommended)
- Same underlying work, different language and deliverables mapping
- Financial services pricing can be 30-50% higher because the compliance stakes are real
- You’re not price gouging — you’re adding compliance mapping, SEC-specific risk frameworks, and audit-ready documentation
- This also justifies the $250/ h r + f l oor na t u r a ll y (v C I SO ma r k e t r a t e i s$ 200-$300/hr)
B) One menu, but add financial services “add-ons” (compliance mapping, SEC risk framework, etc.)
- Simpler to manage, but you lose the premium positioning of a dedicated vertical package
- Add-ons feel like upsells rather than integrated solutions
C) Just relabel the existing packages with financial services language
- Lowest effort but also lowest impact
- Sophisticated buyers will see through rebranding without substance
D) Wait until I have 2-3 financial services clients to understand what they actually need
- Practical, but you’ll leave money on the table on those first few deals
- Better to have the premium menu ready and adjust than to start low and try to raise

Notes:

[Your notes here]

Q16: The “Founding Client” strategy for the wealth vertical — how do you want to break in?

Why this matters: Getting your first 3-5 RIA clients is the entire game. Everything else follows. But RIAs are relationship-driven and risk-averse (they manage people’s life savings). You need a strategy that balances urgency (SEC deadline) with trust-building (you’re new in their world). Hormozi’s approach: lead with an irresistible offer that makes the risk of NOT engaging higher than the risk of working with a newer firm.

The SEC deadline is your biggest weapon: Every RIA in America with less than $1.5B AUM needs to comply by June 3, 2026. Most are NOT ready. You’re not selling — you’re warning them.

A) “SEC Compliance Sprint” — a productized 10-day assessment specifically for RIAs at founding-client pricing (recommended)
- Price: $3, 500 -$ 5,000 for the first 5 RIA clients (normally $5, 000 -$ 7,500)
- Include: Reg S-P gap analysis + incident response program template + vendor oversight checklist
- Require: case study rights + 2 referrals to other RIAs
- The discount is small enough to protect your rate, big enough to create urgency
- Position as: “We’re building the definitive SEC cybersecurity program for RIAs. We want 5 founding partners to shape it with us.”
B) Free SEC Compliance Audit (1-2 hours) as a lead magnet, then sell the full ORB
- Lower barrier to entry — no financial commitment to start the conversation
- Risk: “free” can attract tire-kickers and devalue your expertise
- Hormozi’s take: “Free is the most expensive thing you can offer — it costs you positioning”
C) Partner with an RIA compliance consultant who already has a client base
- They bring the clients, you bring the cybersecurity expertise
- Revenue split: 70/30 or 80/20 in your favor
- Fastest path to credibility if you find the right partner
D) Speak at RIA industry events and conferences about the SEC deadline
- Builds authority and generates inbound leads
- Slower but creates positioning as the expert, not just a vendor
- Boulder/Denver has RIA meetups and financial planning associations

Notes:

[Your notes here]

Q17: Long-term pricing ceiling — what should Solanasis look like in 3 years in this ecosystem?

Why this matters: Hormozi’s “work backwards” principle. If we know where you want to be in 3 years, we can price and position for that future state TODAY. Under-pricing now creates expectations that are hard to reset later.

Three possible 3-year visions:

Vision	Year 1 Revenue	Year 3 Revenue	Avg Client Value	# of Clients	Key Metric
A: Boutique RIA Specialist	$150 K -$ 300K	$750 K -$ 1.2M	$75 K -$ 150K/yr	8-15	Depth per client
B: Wealth Ecosystem Platform	$200 K -$ 400K	$1.5 M -$ 3M	$50 K -$ 100K/yr	20-40	Breadth across ecosystem
C: Impact Resilience Fund	$100 K -$ 250K	$500 K -$ 1M + investment returns	Mixed	Mixed	Learning + investing

A) Boutique specialist: The go-to fractional CISO for RIAs and wealth management firms in the Mountain West (recommended for focus)
- Deep expertise = premium pricing ( $15 K -$ 25K/mo retainers)
- 8-15 high-value clients, not 50 small ones
- Known name in the RIA compliance world
- Naturally leads to family office and PE introductions
B) Wealth ecosystem platform: Operational resilience for the entire wealth creation value chain
- Serve RIAs + CPAs + attorneys + PE + family offices + impact funds
- Broader revenue base, more complex delivery
- Need a team of 3-5 contractors to handle volume
- $1.5 M -$ 3M revenue by year 3 with 20-40 clients
C) Impact resilience fund: Use Solanasis as the vehicle to learn, then transition toward investing
- Lower revenue ambition for Solanasis, higher learning ambition for you personally
- Solanasis funds your education in impact investing while building relationships
- Eventually: launch an impact fund or join one as an operating partner
D) Hybrid — start as A, evolve to B, with C as the personal north star
- Most realistic for an ambitious, learning-oriented founder
- Phase 1: Boutique specialist (build reputation) → Phase 2: Expand across ecosystem → Phase 3: Leverage relationships for impact investing

Notes:

[Your notes here]

QUICK REFERENCE: COMPLETE GAPS + OPPORTUNITIES

Current Pricing Gaps

Issue	Current State	Target State
Hourly floor	$175-$ 200/hr	$250/hr minimum (kill hourly; sell packages)
Enterprise tier	Caps at 500 users/$19.5k	Need 500-2,000+ user tier ( $25 K -$ 50K)
Max retainer	$15k/mo	Need $25 k -$ 50k/mo enterprise tier
Annual bundle	Doesn’t exist	$75 k -$ 250k/yr “Grand Slam” package
Founding client strategy	Not formalized	SEC Compliance Sprint for founding RIA cohort
Financial services pricing	Doesn’t exist	Dedicated menu with compliance-mapped deliverables
vCISO positioning	Not offered explicitly	Fractional CISO for RIAs ( $200 -$ 300/hr market rate)

Targeting Gaps → Wealth/Impact Alignment

Issue	Current State	Target State
Vertical focus	22 verticals (too broad)	RIAs as #1, with CPAs + estate attorneys as referral channels
Revenue floor	$500K (too low for retainers)	$500 K f or ORB,$ 2M+ for retainer, $5M+ for enterprise
Wealth ecosystem access	Not developed	Bridge strategy: RIA → Family Office → PE → Impact Funds
SEC compliance positioning	Not leveraged	Lead with June 2026 Reg S-P deadline as forcing function
PE channel	Listed but undeveloped	Portfolio Resilience Package ( $75 K -$ 150K/yr per company)
Impact investing positioning	Aspirational	18-month bridge from RIA clients to impact fund relationships
Referral network	General (MSPs, partners)	Wealth-specific (CPAs serving HNW, estate attorneys, RIA compliance consultants)
Geographic strategy	Colorado → national	Colorado wealth community first → premium cities with RIA concentration

Regulatory Tailwinds (Your Secret Weapons)

Regulation	Deadline	Impact	Your Offer
SEC Reg S-P (cybersecurity)	June 3, 2026 (smaller RIAs)	MANDATORY cybersecurity policies + incident response	ORB repackaged as “SEC Compliance Assessment”
SEC 2026 Exam Priorities	Ongoing 2026	Cybersecurity + AI oversight + operational resiliency	Full suite: ORB + AI Governance + Resilience retainer
SEC Cybersecurity Risk Mgmt	Active	Incident reporting within 48 hours	Incident response program setup + tabletop exercises
State privacy laws (CO Privacy Act)	Active	Additional compliance layer for CO-based firms	Privacy compliance add-on

Fill in your answers and notes above, then share back so I can build the complete revised pricing architecture + wealth ecosystem GTM strategy.

Solanasis Docs

Explorer

pricing-analysis-clarifying-questions

Solanasis Pricing Analysis — Clarifying Questions

Alex Hormozi-Style Pricing Audit

Q1: What’s the largest org (by headcount) you’ve pitched or could realistically land in the next 6 months?

Q2: Your hourly consulting is listed at $175-$ 200/hr, which breaks your $250/hr floor. What’s the play here?

Q3: What’s the average number of hours your team actually spends delivering an ORB at each tier?

Q4: For the Fractional Resilience Partner retainer, how many hours/month does each tier typically require?

Q5: What’s your appetite for a “Grand Slam” enterprise bundle? (Hormozi’s $100M Offers concept)

Q6: How are you thinking about the “get first clients” discount strategy?

Q7: Are any of your services being delivered by contractors, or is it all you right now?

Q8: What’s the biggest single deal you’d want to be ready to close if it walked in tomorrow?

PART 2: TARGET MARKET & AFFORDABILITY — WEALTH/IMPACT ECOSYSTEM FOCUS

THE WEALTH/IMPACT ECOSYSTEM MAP

Q9: RIAs are your golden wedge into the wealth ecosystem. How aggressively do you want to pursue them?

Q10: The Bridge Strategy — How do you want to climb from RIAs to family offices and PE?

Q11: What does “impact investing” mean to YOU, and what’s the end game?

Q12: Revenue floor reality check — does the $500K minimum still make sense for your new direction?

Q13: MSPs, CPAs, and estate attorneys — which referral channel matters most for the wealth ecosystem?

Q14: Geographic strategy — Colorado’s wealth management scene vs. going national?

PART 3: PRICING × TARGETING SYNTHESIS — THE WEALTH ECOSYSTEM PRICING LADDER

Q15: Should you build a dedicated “Financial Services” pricing menu separate from your general SMB menu?

Q16: The “Founding Client” strategy for the wealth vertical — how do you want to break in?

Q17: Long-term pricing ceiling — what should Solanasis look like in 3 years in this ecosystem?

QUICK REFERENCE: COMPLETE GAPS + OPPORTUNITIES

Current Pricing Gaps

Targeting Gaps → Wealth/Impact Alignment

Regulatory Tailwinds (Your Secret Weapons)

Graph View

Table of Contents

Solanasis Docs

Explorer

pricing-analysis-clarifying-questions

Solanasis Pricing Analysis — Clarifying Questions

Alex Hormozi-Style Pricing Audit

Q1: What’s the largest org (by headcount) you’ve pitched or could realistically land in the next 6 months?

Q2: Your hourly consulting is listed at 175–200/hr, which breaks your $250/hr floor. What’s the play here?

Q3: What’s the average number of hours your team actually spends delivering an ORB at each tier?

Q4: For the Fractional Resilience Partner retainer, how many hours/month does each tier typically require?

Q5: What’s your appetite for a “Grand Slam” enterprise bundle? (Hormozi’s $100M Offers concept)

Q6: How are you thinking about the “get first clients” discount strategy?

Q7: Are any of your services being delivered by contractors, or is it all you right now?

Q8: What’s the biggest single deal you’d want to be ready to close if it walked in tomorrow?

PART 2: TARGET MARKET & AFFORDABILITY — WEALTH/IMPACT ECOSYSTEM FOCUS

THE WEALTH/IMPACT ECOSYSTEM MAP

Q9: RIAs are your golden wedge into the wealth ecosystem. How aggressively do you want to pursue them?

Q10: The Bridge Strategy — How do you want to climb from RIAs to family offices and PE?

Q11: What does “impact investing” mean to YOU, and what’s the end game?

Q12: Revenue floor reality check — does the $500K minimum still make sense for your new direction?

Q13: MSPs, CPAs, and estate attorneys — which referral channel matters most for the wealth ecosystem?

Q14: Geographic strategy — Colorado’s wealth management scene vs. going national?

PART 3: PRICING × TARGETING SYNTHESIS — THE WEALTH ECOSYSTEM PRICING LADDER

Q15: Should you build a dedicated “Financial Services” pricing menu separate from your general SMB menu?

Q16: The “Founding Client” strategy for the wealth vertical — how do you want to break in?

Q17: Long-term pricing ceiling — what should Solanasis look like in 3 years in this ecosystem?

QUICK REFERENCE: COMPLETE GAPS + OPPORTUNITIES

Current Pricing Gaps

Targeting Gaps → Wealth/Impact Alignment

Regulatory Tailwinds (Your Secret Weapons)

Graph View

Table of Contents

Q2: Your hourly consulting is listed at $175-$ 200/hr, which breaks your $250/hr floor. What’s the play here?