Analysis
Expansion hypothesis
Value pocket | Evidence | Buyer | Trigger | Capability | Timing | Confidence
Expansion Artifact Pack
Expansion Hypothesis Pack
Value pockets, feature fit, readiness scoring, and talk tracks before pipeline creation.
CSM Intermediate
Filled fictional example
Cascade Energy has reporting value proof in one region but not enough field-team adoption for a sales-led ask; the next step is validating the buyer, business trigger, and product-fit risk.
Copy-ready templates
Use the artifact shape.
Checklist
Readiness scorecard
Proof, adoption, buyer, timing, risk, product fit, recommended next step.
Meeting
Executive talk track
Observed outcome, next business goal, capability fit, proof to review, next decision.
Review checklist
- Mark each claim as fact, assumption, or verify-before-send.
- Confirm source evidence before using customer-facing language.
- Name the human owner for the next action.
Team meeting agenda
- Workflow trigger and why it matters this week.
- Inputs allowed and evidence still missing.
- Artifact review using fact, assumption, verify labels.
- Decision: send, revise, route, or stop.
Success metrics
- Time from signal to reviewed artifact.
- Percent of artifacts with named evidence.
- Manager quality score for actionability.
- Follow-through rate on owner actions.