Layer 1
Internal Market Clarity
The Adopter–Value Prop–Adoption Cost triangle
Internal Go-to-Market
Internal Value Proposition
Adoption Cost
Value Type Alignment
▵ Triangle: adopter, value prop, and adoption cost resolve together · Value type alignment: does the articulated value match the adopter’s decision logic?
- Adopter specific enough to name person and team
- Value prop in one sentence the adopter would repeat
- Value type matches adopter’s decision logic (financial, operational, strategic, positional, or human)
- Adoption cost estimated honestly
- Adopter confirmed willingness to invest effort