Контекст
- Бутиковое консалтинговое агентство
- Услуга: Fractional Delivery Executive для B2B SaaS Series A–C
- Рынок: EU + US
- Нужен research для построения позиционирования, контента и ценообразования
Part 1: Competitor Analysis (компаний из ниши)
Кого искать:
- Solo fractional executives (CTO/COO/CPO/VP) 20-25
- Boutique consulting agencies 10–20
- Larger practices (reference) ~5
Критерии включения:
- Target: B2B SaaS / tech startups
- Market: EU или US
- Есть website или clear LI professional presence
НЕ включать: McKinsey-tier, dev agencies, generic coaches, general business consultants.
Что собрать по каждому:
- Name, type (Solo/Boutique/Agency), website, LinkedIn URL, founder LI
- Location, target market (EU/US/Global)
- Positioning headline (точная формулировка с сайта)
- Tagline, services list, service structure (tiers)
- Pricing (если публично) + pricing model + engagement length
- Lead magnets, entry offer
- Published cases, named clients
- Industry focus, functional focus
- Content strategy (что постят, частота)
- LI followers founder, blog presence, newsletter
- Strongest asset, weakness/gap
- Year founded, notes
Пару примеров:
https://www.launchingcode.com/
https://uxcontinuum.com/
https://sergiopereira.io/
https://modall.ca/
Part 2: ICP Research + Pain Points
Задача: собрать прямые цитат реальных founders/CTOs/VPs B2B SaaS Series A–C, описывающих их боли своими словами.
Personas:
- Founder/CEO B2B SaaS
- CTO / VP Engineering
- COO / Head of Operations
Источники (обязательно комбинировать):
- Reddit: r/SaaS, r/startups, r/CTO, r/ExperiencedDevs — posts с 50+ upvotes
- Hacker News: hn.algolia.com — "fractional", "scaling team", "first CTO", "SOC 2"
- Twitter/X: search "as a founder" + "struggling with"
- Podcast transcripts (или ссылки, можем сами трнскрипт сделать): SaaStr, Lenny's Podcast, Founders Journey
- LinkedIn: посты founders 1k–50k followers + комментарии
- First Round Review / SaaStr articles
- Indie Hackers
НЕ использовать: Quora, AI-generated контент, marketing материалы.
Pain Categories (используй ТОЛЬКО эти 10):
- Team scaling
- Technical debt & architecture
- Enterprise readiness (SOC 2, compliance)
- Delivery & velocity
- Leadership gaps
- Strategic alignment
- Tool & process debt
- People & culture
- Financial (burn/runway)
- Customer issues
Что собрать по каждой цитате (таблица):
- Quote — прямая (не пересказ), дословно
- Author (username/name), role, company stage
- Source platform + URL + date
- Pain category + sub-category
- Emotional intensity (Low/Medium/High)
- Engagement metrics (upvotes, likes)
- Fits our expertise? (Y/N/Maybe)
- Notes
Part 3: Pricing Intelligence
Что искать:
A. Fractional Executive Retainers: CTO, COO, CPO, VP Engineering, VP Product, Delivery Executive
B. Project-based: Tech audit, architecture review, GTM strategy, delivery transformation, team restructure
C. Entry-level: Assessment/audit ($1–5k), strategy session, diagnostic call
D. Hourly rates (reference only)
Источники:
- Job postings: LinkedIn Jobs, AngelList/Wellfound, Bolster job board, We Work Remotely — только с LISTED compensation
- Platforms: Bolster profiles, Go Fractional, Catalant, A.Team, Malt, Fiverr Pro, Clarity.fm
- Publications: Fractionus blog, Chief Outsiders, TechCXO, Consulting Success
- Individual websites: из Part 1 competitor analysis — все с публичными ценами
- Reddit / HN: r/consulting, r/CTO, Ask HN threads
НЕ использовать: articles без source, данные старше 18 месяцев, offshore rate данные.
Что собрать по каждой точке:
- Role type + specific title
- Rate + currency + unit (/hour, /day, /month, /project)
- Engagement model, length, commitment (hours/week)
- Source type + URL + date
- Location/region
- Client size/stage, industry vertical
- Experience level required
- Normalized monthly rate (USD) — обязательная колонка для сравнения
- Notes
