skillpacks 0.1.0

package/packs/business-growth/claude/monetization/archive/v0.2/SKILL.md

@@ -0,0 +1,298 @@
+---
+name: monetization
+description: Research-driven monetization strategy — revenue models, pricing architecture, unit economics, and packaging grounded in ICP and competitive data
+type: research
+version: v0.2
+argument-hint: "[optional: focus area e.g. \"pricing tiers\", \"usage-based\", \"freemium\"]"
+---
+
+## Pack Availability Guard
+
+Before telling the user to run a skill from another project-local pack, check `.agents/project.json.enabled_packs`. If the target pack is not enabled, recommend `/pack install <pack>` instead of the target skill. Global skills are always valid. Skills from this same pack are valid because the current skill is already running from that pack.
+
+# Monetization — Revenue & Pricing Strategy
+
+## Report-First Approval Gate
+
+Default to report-only: present findings, evidence coverage, assumptions, recommended artifact path, and proposed file changes in a pre-approval alignment page plus a concise conversation summary for user approval before creating or updating canonical research, spec, or task files.
+
+Do not write or overwrite synthesized deliverables until the user explicitly approves, unless the user invoked an explicit write/update/fix mode or clearly asked to write files upfront. Raw evidence capture may be persisted before analysis when reproducibility requires it; report those raw paths separately and still gate synthesized research/report writes.
+
+When stopping for approval, build and attempt to open the alignment preview page first, then ask the user to review it and approve, question, or request adjustments. Do not include `Recommended next skill`, `Recommended next command`, or downstream routing language. The approval request itself is the next action. Only emit next-skill routing after the approved artifact has been written or updated.
+
+Deep-research skill that analyzes how to monetize the product. Combines web research on revenue models in the category with codebase analysis, ICP data, and competitive pricing to produce a monetization strategy validated through user interview checkpoints.
+
+## Prerequisites
+
+- **Hard**: `research/icp.md` (or `research/{app}/icp.md`) must exist. If not, tell the user to run `/icp` first and stop.
+- **Soft**: Read these if they exist — each adds specificity:
+  - `research/competitive-analysis.md` (or `research/{app}/competitive-analysis.md`) — competitor pricing, tiers, freemium models
+  - `research/journey-map.md` (or `research/{app}/journey-map.md`) — where value is delivered, conversion triggers
+  - `research/metrics.md` (or `research/{app}/metrics.md`) — activation, engagement, retention signals
+  - `research/gtm.md` (or `research/{app}/gtm.md`) — existing pricing strategy and channel economics
+  - `research/customer-feedback.md` (or `research/{app}/customer-feedback.md`) — willingness-to-pay signals, pricing complaints
+  - `specs/*.md` (or `specs/{app}/*.md`) — what's being built, feature scope
+
+## Process
+
+### 0. App Scope Resolution (Monorepo Support)
+
+Before checking prerequisites, determine the app scope:
+
+1. If `$ARGUMENTS` specifies an app name matching a subdirectory of `research/`, use it.
+2. If `research/` contains subdirectories (excluding files), list them and ask the user which app to target. If only one subdirectory exists, use it automatically.
+3. If no subdirectories exist, proceed with flat structure (single-product mode).
+
+When app scope `{app}` is active:
+- Read/write research from `research/{app}/` instead of `research/`
+- Read/write specs from `specs/{app}/` instead of `specs/`
+- Also read `research/icp.md` (cross-app overview) for broader context
+
+### 1. Load Context
+
+Read all prerequisite files. From each, extract monetization-relevant signals:
+
+- **ICP**: buyer budget, purchasing process, current spend on alternatives, company size segments, price sensitivity
+- **Competitive analysis**: competitor pricing models, tier structures, free vs paid boundaries, published pricing pages
+- **Journey map**: where the "aha moment" happens, what triggers conversion, what drives expansion
+- **Metrics**: activation rate, engagement depth, retention curves — these constrain what models are viable
+- **GTM**: if pricing strategy already exists in gtm.md, treat it as a starting point to deepen, not duplicate
+- **Customer feedback**: direct willingness-to-pay signals, complaints about competitor pricing, feature requests tied to upgrade triggers
+
+Read CLAUDE.md, README, and key source files for product context.
+
+### 2. Market Research — Revenue Models in Category
+
+Use WebSearch with **6–10 targeted queries**. Log every query and finding to the research log.
+
+Query strategies (adapt to domain):
+1. **Category pricing** — "[category] pricing models", "[category] SaaS pricing"
+2. **Competitor pricing pages** — "[competitor] pricing", "[competitor] plans" (use WebFetch on pricing pages for detail)
+3. **Revenue model analysis** — "[category] revenue model", "[category] business model"
+4. **Pricing benchmarks** — "[category] average deal size", "[category] ARPU", "[category] pricing benchmark"
+5. **Freemium analysis** — "[category] freemium conversion rate", "freemium vs free trial [category]"
+6. **Usage-based research** — "usage-based pricing [category]", "consumption pricing [category]"
+7. **Pricing psychology** — "[category] pricing page best practices", "SaaS pricing strategy [market segment]"
+8. **Unit economics** — "[category] CAC", "[category] LTV", "[category] payback period"
+9. **Expansion revenue** — "[category] expansion revenue", "[category] upsell triggers"
+10. **Pricing failures** — "[competitor] pricing backlash", "[category] pricing mistakes"
+
+### 3. Identify Revenue Model Options — Present & Validate
+
+From research evidence and product context, identify **2–4 viable revenue model options**. For each:
+
+- **Model type**: subscription (flat/tiered), usage-based, hybrid, marketplace, freemium, open-core, one-time, etc.
+- **Evidence**: which competitors or adjacent products use this model, and how it performs
+- **Fit with ICP**: does the buying process support this? (e.g., seat-based works poorly if the buyer doesn't know team size upfront)
+- **Fit with product**: does the value delivery pattern match? (e.g., usage-based works when value scales with consumption)
+- **Risks**: what could go wrong? (e.g., usage-based creates unpredictable costs that enterprise procurement hates)
+
+**Checkpoint 1 — Present models with a recommendation.** Use AskUserQuestion to show all options with evidence and fit analysis. State which model you recommend and why (grounded in ICP fit, product fit, and market evidence). Then ask:
+- "I recommend [model] based on [key evidence]. Does this feel right, or should we explore a different model?"
+- "Any hard constraints I should know? (e.g., must have a free tier, can't do per-seat)"
+
+Incorporate feedback before proceeding.
+
+### 4. Deep-Dive: Pricing Architecture
+
+For the selected model (or top 2 if the user is undecided), research and design:
+
+#### A. Value Metric
+- What unit does the customer pay for? (seats, usage, features, outcomes)
+- Does the value metric align with how the customer perceives value?
+- Does it grow naturally as the customer gets more value? (expansion-friendly)
+
+#### B. Tier Design
+- How many tiers? (typically 2–4 for B2B SaaS)
+- What's the free tier / trial structure? What's the upgrade trigger?
+- What features gate each tier? (map against journey stages — free tier should reach "aha moment")
+- What's the "good-better-best" progression?
+
+#### C. Price Points
+- Anchor against competitor pricing and ICP budget signals
+- Entry price: low enough to reduce friction, high enough to signal value
+- Price-to-value ratio vs. alternatives
+- Annual vs. monthly discount structure
+
+#### D. Packaging
+- What's bundled vs. add-on?
+- Are there usage limits, and where do they kick in?
+- Enterprise tier: what justifies the custom pricing? (SSO, SLA, dedicated support, compliance)
+
+**Checkpoint 2 — Present pricing architecture to the user.** Use AskUserQuestion to show tier design, price points, and packaging — cite competitor pricing benchmarks that anchor each price point, ICP willingness-to-pay signals that validate the range, and journey-stage alignment that justifies feature gates. Then ask:
+- "Does this pricing feel right for your market? Too high, too low?"
+- "Any features that absolutely must be free? Any that must be gated?"
+
+Incorporate feedback before proceeding.
+
+### 5. Unit Economics & Viability
+
+Estimate (with stated assumptions and confidence levels):
+
+- **CAC** — cost to acquire a customer, based on GTM channels
+- **LTV** — lifetime value, based on pricing × estimated retention
+- **LTV:CAC ratio** — is it viable? (target: 3:1+ for SaaS)
+- **Payback period** — months to recoup acquisition cost
+- **Expansion revenue potential** — how much can revenue grow per account over time?
+- **Gross margin** — revenue minus cost of delivery (infrastructure, support)
+
+If data is insufficient for estimates, state what data is needed and recommend how to gather it (e.g., "run a pricing survey", "track activation-to-conversion for 30 days").
+
+**Checkpoint 3 — Present unit economics to the user.** Use AskUserQuestion to show the estimates with assumptions, then ask:
+- "Do these assumptions feel reasonable? Any I should adjust?"
+- "What's your target margin or payback period?"
+
+### 6. Monetization Timing & Sequencing
+
+Based on product stage and ICP:
+
+- **When to introduce paid**: before launch (validate willingness-to-pay), at launch, or post-traction?
+- **What stays free permanently** vs. what's a trial/teaser
+- **Pricing evolution**: how should pricing change as the product matures? (e.g., start low and raise, start high and introduce a free tier)
+- **Revenue diversification**: are there secondary revenue streams? (marketplace, data, services, partnerships)
+
+### 7. Populate Next Steps
+
+Check which files exist to populate the `## Next Steps` section contextually. Include 3–5 applicable items with "Pick one:" framing:
+
+- IF no `research/gtm.md`: `/gtm` — Build go-to-market plan with pricing from this strategy
+- IF `research/gtm.md` exists but predates this analysis: `/gtm` — Update GTM with refined pricing strategy
+- IF no `research/metrics.md`: `/metrics` — Define metrics to track monetization health (conversion, expansion, churn)
+- IF no `research/journey-map.md`: check `.agents/project.json.enabled_packs` for `customer-lifecycle` — if `customer-lifecycle` is not enabled, recommend `/pack install customer-lifecycle` first; if `customer-lifecycle` is enabled, recommend `/journey-map` — Map the journey to validate where pricing gates belong
+- IF `specs/` exist and no `tasks/roadmap.md`: check `.agents/project.json.enabled_packs` for `agent-work-admin` — if `agent-work-admin` is not enabled, recommend `/pack install agent-work-admin` first; if `agent-work-admin` is enabled, recommend `/roadmap` — Plan the build with monetization milestones
+- IF codebase exists: check `.agents/project.json.enabled_packs` for `business-ops` — if `business-ops` is not enabled, recommend `/pack install business-ops` first; if `business-ops` is enabled, recommend `/mvp-gap` — Check if the product delivers enough value to charge
+- IF product is live and revenue exists: check `.agents/project.json.enabled_packs` for `business-ops` — if `business-ops` is not enabled, recommend `/pack install business-ops` first; if `business-ops` is enabled, recommend `/runway-model` — Track actual financial performance against these estimates
+
+### 8. Final Review & Write
+
+Present the **complete monetization strategy** to the user — revenue model, pricing architecture, unit economics, timing. Ask:
+- "Ready to write this to `research/monetization.md`? Anything to adjust first?"
+
+Only after the user confirms, write the output files.
+
+## Output
+
+### `research/monetization.md` (or `research/{app}/monetization.md`)
+
+```markdown
+# Monetization Strategy
+
+> Based on: research/icp.md (or research/{app}/icp.md)[, research/competitive-analysis.md, research/journey-map.md, research/metrics.md, research/gtm.md, research/customer-feedback.md]
+> Date: [current date]
+
+## Summary
+[2-3 sentences: the core monetization thesis — revenue model, target price range, and why this approach fits the ICP]
+
+## Revenue Model
+**Selected model**: [model type]
+**Rationale**: [why this model fits the ICP, product, and market]
+**Evidence**: [competitor precedent, market research]
+
+### Models Considered & Rejected
+| Model | Why Considered | Why Rejected |
+|-------|---------------|-------------|
+| ... | ... | ... |
+
+## Value Metric
+**Customers pay for**: [the unit — seats, usage, features, outcomes]
+**Why this metric**: [alignment with perceived value, expansion-friendliness]
+
+## Pricing Tiers
+
+| Tier | Price | Target Segment | Key Features | Upgrade Trigger |
+|------|-------|----------------|-------------|----------------|
+| Free / Trial | ... | ... | ... | ... |
+| Starter | ... | ... | ... | ... |
+| Pro | ... | ... | ... | ... |
+| Enterprise | Custom | ... | ... | ... |
+
+### Free Tier / Trial Design
+[What's included, what's limited, what triggers the upgrade — must reach "aha moment"]
+
+### Feature Gating
+[Which features are in which tier, and why — grounded in journey stages]
+
+### Enterprise Justification
+[What justifies custom pricing — SSO, SLA, compliance, dedicated support, volume]
+
+## Price Points
+
+### Anchoring & Rationale
+[How prices were set — competitor anchoring, ICP budget signals, value-based reasoning]
+
+### Annual vs. Monthly
+[Discount structure, rationale]
+
+### Packaging & Add-ons
+[What's bundled, what's separate, usage limits and overages]
+
+## Unit Economics (Estimated)
+
+| Metric | Estimate | Assumption | Confidence |
+|--------|----------|------------|------------|
+| CAC | ... | ... | Low/Medium/High |
+| LTV | ... | ... | ... |
+| LTV:CAC | ... | ... | ... |
+| Payback Period | ... | ... | ... |
+| Gross Margin | ... | ... | ... |
+| Expansion Revenue | ... | ... | ... |
+
+### Data Gaps
+[What data is needed to improve these estimates — and how to gather it]
+
+## Monetization Timing
+
+### When to Charge
+[Before launch / at launch / post-traction — with rationale]
+
+### What Stays Free
+[Features or usage levels that remain free permanently, and why]
+
+### Pricing Evolution
+[How pricing should change as product matures — roadmap of pricing milestones]
+
+### Revenue Diversification
+[Secondary revenue streams if applicable — marketplace, services, data, partnerships]
+
+## Open Questions
+[Pricing experiments to run, decisions that need real-world data, A/B tests to consider]
+
+## Next Steps
+
+Pick one:
+- [conditional items from step 7 — only include items whose conditions are met]
+```
+
+### `research/monetization-interview.md` (or `research/{app}/monetization-interview.md`)
+Raw interview log — questions, options presented, user responses, checkpoint validations, and a closing summary of key decisions and deviations.
+
+Create the `research/` (or `research/{app}/`) directory if it doesn't exist.
+
+## Task Classification
+
+When this skill produces follow-up work, file it by execution semantics:
+
+- Immediately actionable implementation or documentation work goes in `tasks/todo.md`.
+- Human-only external actions tied to automated steps go in `tasks/manual-todo.md` with `_(blocks: Step N.X)_` or `_(after: Step N.X)_`; repo edits, SDK wiring, generated assets, local commands, tests, audits, and authenticated CLI/API work stay in `tasks/todo.md`.
+- One-time condition-gated records, baselines, or future measurements go in `tasks/record-todo.md` with source, condition, non-blocking reason, evidence, and promotion rule.
+- Cadence-based reviews, playtests, adoption checks, investor updates, retros, or docs-health checks go in `tasks/recurring-todo.md` with cadence, owner/agent, next due, evidence path, and escalation conditions.
+- Do not put non-blocking records or recurring obligations in `tasks/todo.md` unless they have been explicitly promoted into current execution work.
+
+## Constraints
+
+- **Requires ICP.** Cannot build a monetization strategy without knowing who pays and why.
+- **Evidence-based.** Every pricing decision must trace back to research evidence (competitor data, market benchmarks, ICP signals). Do not invent price points from intuition.
+- **Present before writing.** Never write output files until findings have been presented and validated through all three checkpoints.
+- **Don't duplicate GTM.** If `research/gtm.md` already has a pricing section, deepen it rather than contradict it. Note any conflicts and ask the user to resolve.
+- **Don't prescribe product changes.** If the product doesn't deliver enough value to support the pricing, note it as a gap — that's `/mvp-gap`'s job.
+- **Do not overwrite existing `research/monetization.md`** (or `research/{app}/monetization.md`) without asking the user first.
+- **Minimum research depth**: at least 6 WebSearch queries before presenting revenue model options, then targeted queries per model option.
+- **State assumptions.** Every unit economics estimate must include the assumption behind it and a confidence level. Never present estimates as facts.
+
+## Alignment Page
+
+Follow the shared Alignment Page convention in CLAUDE.md. Output: `alignment/monetization-{topic}.html`.
+
+## Default Shipping Contract
+
+Follow the shared shipping contract convention in CLAUDE.md.

package/packs/business-growth/claude/monetization/archive/v0.3/SKILL.md

@@ -0,0 +1,302 @@
+---
+name: monetization
+description: Research-driven monetization strategy — revenue models, pricing architecture, unit economics, and packaging grounded in ICP and competitive data
+type: research
+version: v0.3
+argument-hint: "[optional: focus area e.g. \"pricing tiers\", \"usage-based\", \"freemium\"]"
+---
+
+## Pack Availability Guard
+
+Before telling the user to run a skill from another project-local pack, check `.agents/project.json.enabled_packs`. If the target pack is not enabled, recommend `/pack install <pack>` instead of the target skill. Global skills are always valid. Skills from this same pack are valid because the current skill is already running from that pack.
+
+# Monetization — Revenue & Pricing Strategy
+
+## Report-First Approval Gate
+
+Default to report-only: present findings, evidence coverage, assumptions, recommended artifact path, and proposed file changes in a pre-approval alignment page plus a concise conversation summary for user approval before creating or updating canonical research, spec, or task files.
+
+Do not write or overwrite synthesized deliverables until the user explicitly approves, unless the user invoked an explicit write/update/fix mode or clearly asked to write files upfront. Raw evidence capture may be persisted before analysis when reproducibility requires it; report those raw paths separately and still gate synthesized research/report writes.
+
+When stopping for approval, build and attempt to open the alignment preview page first, then ask the user to review it and approve, question, or request adjustments. Do not include `Recommended next skill`, `Recommended next command`, or downstream routing language. The approval request itself is the next action. Only emit next-skill routing after the approved artifact has been written or updated.
+
+Deep-research skill that analyzes how to monetize the product. Combines web research on revenue models in the category with codebase analysis, ICP data, and competitive pricing to produce a monetization strategy validated through user interview checkpoints.
+
+## Prerequisites
+
+- **Hard**: `research/icp.md` (or `research/{app}/icp.md`) must exist. If not, tell the user to run `/icp` first and stop.
+- **Soft**: Read these if they exist — each adds specificity:
+  - `research/competitive-analysis.md` (or `research/{app}/competitive-analysis.md`) — competitor pricing, tiers, freemium models
+  - `research/journey-map.md` (or `research/{app}/journey-map.md`) — where value is delivered, conversion triggers
+  - `research/metrics.md` (or `research/{app}/metrics.md`) — activation, engagement, retention signals
+  - `research/gtm.md` (or `research/{app}/gtm.md`) — existing pricing strategy and channel economics
+  - `research/customer-feedback.md` (or `research/{app}/customer-feedback.md`) — willingness-to-pay signals, pricing complaints
+  - `specs/*.md` (or `specs/{app}/*.md`) — what's being built, feature scope
+
+## Process
+
+### 0. App Scope Resolution (Monorepo Support)
+
+Before checking prerequisites, determine the app scope:
+
+1. If `$ARGUMENTS` specifies an app name matching a subdirectory of `research/`, use it.
+2. If `research/` contains subdirectories (excluding files), list them and ask the user which app to target. If only one subdirectory exists, use it automatically.
+3. If no subdirectories exist, proceed with flat structure (single-product mode).
+
+When app scope `{app}` is active:
+- Read/write research from `research/{app}/` instead of `research/`
+- Read/write specs from `specs/{app}/` instead of `specs/`
+- Also read `research/icp.md` (cross-app overview) for broader context
+
+### 1. Product Path Manifest
+
+Read `research/.progress.yaml` when present. Normalize `active_path` (singular legacy) to `active_paths` (plural list) when reading. Scope monetization strategy to the active product path by default. When pricing or packaging analysis reveals a fundamentally different revenue model for a deferred product path, add a `## Product Path Implications` section.
+
+### 2. Load Context
+
+Read all prerequisite files. From each, extract monetization-relevant signals:
+
+- **ICP**: buyer budget, purchasing process, current spend on alternatives, company size segments, price sensitivity
+- **Competitive analysis**: competitor pricing models, tier structures, free vs paid boundaries, published pricing pages
+- **Journey map**: where the "aha moment" happens, what triggers conversion, what drives expansion
+- **Metrics**: activation rate, engagement depth, retention curves — these constrain what models are viable
+- **GTM**: if pricing strategy already exists in gtm.md, treat it as a starting point to deepen, not duplicate
+- **Customer feedback**: direct willingness-to-pay signals, complaints about competitor pricing, feature requests tied to upgrade triggers
+
+Read CLAUDE.md, README, and key source files for product context.
+
+### 3. Market Research — Revenue Models in Category
+
+Use WebSearch with **6–10 targeted queries**. Log every query and finding to the research log.
+
+Query strategies (adapt to domain):
+1. **Category pricing** — "[category] pricing models", "[category] SaaS pricing"
+2. **Competitor pricing pages** — "[competitor] pricing", "[competitor] plans" (use WebFetch on pricing pages for detail)
+3. **Revenue model analysis** — "[category] revenue model", "[category] business model"
+4. **Pricing benchmarks** — "[category] average deal size", "[category] ARPU", "[category] pricing benchmark"
+5. **Freemium analysis** — "[category] freemium conversion rate", "freemium vs free trial [category]"
+6. **Usage-based research** — "usage-based pricing [category]", "consumption pricing [category]"
+7. **Pricing psychology** — "[category] pricing page best practices", "SaaS pricing strategy [market segment]"
+8. **Unit economics** — "[category] CAC", "[category] LTV", "[category] payback period"
+9. **Expansion revenue** — "[category] expansion revenue", "[category] upsell triggers"
+10. **Pricing failures** — "[competitor] pricing backlash", "[category] pricing mistakes"
+
+### 4. Identify Revenue Model Options — Present & Validate
+
+From research evidence and product context, identify **2–4 viable revenue model options**. For each:
+
+- **Model type**: subscription (flat/tiered), usage-based, hybrid, marketplace, freemium, open-core, one-time, etc.
+- **Evidence**: which competitors or adjacent products use this model, and how it performs
+- **Fit with ICP**: does the buying process support this? (e.g., seat-based works poorly if the buyer doesn't know team size upfront)
+- **Fit with product**: does the value delivery pattern match? (e.g., usage-based works when value scales with consumption)
+- **Risks**: what could go wrong? (e.g., usage-based creates unpredictable costs that enterprise procurement hates)
+
+**Checkpoint 1 — Present models with a recommendation.** Use AskUserQuestion to show all options with evidence and fit analysis. State which model you recommend and why (grounded in ICP fit, product fit, and market evidence). Then ask:
+- "I recommend [model] based on [key evidence]. Does this feel right, or should we explore a different model?"
+- "Any hard constraints I should know? (e.g., must have a free tier, can't do per-seat)"
+
+Incorporate feedback before proceeding.
+
+### 5. Deep-Dive: Pricing Architecture
+
+For the selected model (or top 2 if the user is undecided), research and design:
+
+#### A. Value Metric
+- What unit does the customer pay for? (seats, usage, features, outcomes)
+- Does the value metric align with how the customer perceives value?
+- Does it grow naturally as the customer gets more value? (expansion-friendly)
+
+#### B. Tier Design
+- How many tiers? (typically 2–4 for B2B SaaS)
+- What's the free tier / trial structure? What's the upgrade trigger?
+- What features gate each tier? (map against journey stages — free tier should reach "aha moment")
+- What's the "good-better-best" progression?
+
+#### C. Price Points
+- Anchor against competitor pricing and ICP budget signals
+- Entry price: low enough to reduce friction, high enough to signal value
+- Price-to-value ratio vs. alternatives
+- Annual vs. monthly discount structure
+
+#### D. Packaging
+- What's bundled vs. add-on?
+- Are there usage limits, and where do they kick in?
+- Enterprise tier: what justifies the custom pricing? (SSO, SLA, dedicated support, compliance)
+
+**Checkpoint 2 — Present pricing architecture to the user.** Use AskUserQuestion to show tier design, price points, and packaging — cite competitor pricing benchmarks that anchor each price point, ICP willingness-to-pay signals that validate the range, and journey-stage alignment that justifies feature gates. Then ask:
+- "Does this pricing feel right for your market? Too high, too low?"
+- "Any features that absolutely must be free? Any that must be gated?"
+
+Incorporate feedback before proceeding.
+
+### 6. Unit Economics & Viability
+
+Estimate (with stated assumptions and confidence levels):
+
+- **CAC** — cost to acquire a customer, based on GTM channels
+- **LTV** — lifetime value, based on pricing × estimated retention
+- **LTV:CAC ratio** — is it viable? (target: 3:1+ for SaaS)
+- **Payback period** — months to recoup acquisition cost
+- **Expansion revenue potential** — how much can revenue grow per account over time?
+- **Gross margin** — revenue minus cost of delivery (infrastructure, support)
+
+If data is insufficient for estimates, state what data is needed and recommend how to gather it (e.g., "run a pricing survey", "track activation-to-conversion for 30 days").
+
+**Checkpoint 3 — Present unit economics to the user.** Use AskUserQuestion to show the estimates with assumptions, then ask:
+- "Do these assumptions feel reasonable? Any I should adjust?"
+- "What's your target margin or payback period?"
+
+### 7. Monetization Timing & Sequencing
+
+Based on product stage and ICP:
+
+- **When to introduce paid**: before launch (validate willingness-to-pay), at launch, or post-traction?
+- **What stays free permanently** vs. what's a trial/teaser
+- **Pricing evolution**: how should pricing change as the product matures? (e.g., start low and raise, start high and introduce a free tier)
+- **Revenue diversification**: are there secondary revenue streams? (marketplace, data, services, partnerships)
+
+### 8. Populate Next Steps
+
+Check which files exist to populate the `## Next Steps` section contextually. Include 3–5 applicable items with "Pick one:" framing:
+
+- IF no `research/gtm.md`: `/gtm` — Build go-to-market plan with pricing from this strategy
+- IF `research/gtm.md` exists but predates this analysis: `/gtm` — Update GTM with refined pricing strategy
+- IF no `research/metrics.md`: `/metrics` — Define metrics to track monetization health (conversion, expansion, churn)
+- IF no `research/journey-map.md`: check `.agents/project.json.enabled_packs` for `customer-lifecycle` — if `customer-lifecycle` is not enabled, recommend `/pack install customer-lifecycle` first; if `customer-lifecycle` is enabled, recommend `/journey-map` — Map the journey to validate where pricing gates belong
+- IF `specs/` exist and no `tasks/roadmap.md`: check `.agents/project.json.enabled_packs` for `agent-work-admin` — if `agent-work-admin` is not enabled, recommend `/pack install agent-work-admin` first; if `agent-work-admin` is enabled, recommend `/roadmap` — Plan the build with monetization milestones
+- IF codebase exists: check `.agents/project.json.enabled_packs` for `business-ops` — if `business-ops` is not enabled, recommend `/pack install business-ops` first; if `business-ops` is enabled, recommend `/mvp-gap` — Check if the product delivers enough value to charge
+- IF product is live and revenue exists: check `.agents/project.json.enabled_packs` for `business-ops` — if `business-ops` is not enabled, recommend `/pack install business-ops` first; if `business-ops` is enabled, recommend `/runway-model` — Track actual financial performance against these estimates
+
+### 9. Final Review & Write
+
+Present the **complete monetization strategy** to the user — revenue model, pricing architecture, unit economics, timing. Ask:
+- "Ready to write this to `research/monetization.md`? Anything to adjust first?"
+
+Only after the user confirms, write the output files.
+
+## Output
+
+### `research/monetization.md` (or `research/{app}/monetization.md`)
+
+```markdown
+# Monetization Strategy
+
+> Based on: research/icp.md (or research/{app}/icp.md)[, research/competitive-analysis.md, research/journey-map.md, research/metrics.md, research/gtm.md, research/customer-feedback.md]
+> Date: [current date]
+
+## Summary
+[2-3 sentences: the core monetization thesis — revenue model, target price range, and why this approach fits the ICP]
+
+## Revenue Model
+**Selected model**: [model type]
+**Rationale**: [why this model fits the ICP, product, and market]
+**Evidence**: [competitor precedent, market research]
+
+### Models Considered & Rejected
+| Model | Why Considered | Why Rejected |
+|-------|---------------|-------------|
+| ... | ... | ... |
+
+## Value Metric
+**Customers pay for**: [the unit — seats, usage, features, outcomes]
+**Why this metric**: [alignment with perceived value, expansion-friendliness]
+
+## Pricing Tiers
+
+| Tier | Price | Target Segment | Key Features | Upgrade Trigger |
+|------|-------|----------------|-------------|----------------|
+| Free / Trial | ... | ... | ... | ... |
+| Starter | ... | ... | ... | ... |
+| Pro | ... | ... | ... | ... |
+| Enterprise | Custom | ... | ... | ... |
+
+### Free Tier / Trial Design
+[What's included, what's limited, what triggers the upgrade — must reach "aha moment"]
+
+### Feature Gating
+[Which features are in which tier, and why — grounded in journey stages]
+
+### Enterprise Justification
+[What justifies custom pricing — SSO, SLA, compliance, dedicated support, volume]
+
+## Price Points
+
+### Anchoring & Rationale
+[How prices were set — competitor anchoring, ICP budget signals, value-based reasoning]
+
+### Annual vs. Monthly
+[Discount structure, rationale]
+
+### Packaging & Add-ons
+[What's bundled, what's separate, usage limits and overages]
+
+## Unit Economics (Estimated)
+
+| Metric | Estimate | Assumption | Confidence |
+|--------|----------|------------|------------|
+| CAC | ... | ... | Low/Medium/High |
+| LTV | ... | ... | ... |
+| LTV:CAC | ... | ... | ... |
+| Payback Period | ... | ... | ... |
+| Gross Margin | ... | ... | ... |
+| Expansion Revenue | ... | ... | ... |
+
+### Data Gaps
+[What data is needed to improve these estimates — and how to gather it]
+
+## Monetization Timing
+
+### When to Charge
+[Before launch / at launch / post-traction — with rationale]
+
+### What Stays Free
+[Features or usage levels that remain free permanently, and why]
+
+### Pricing Evolution
+[How pricing should change as product matures — roadmap of pricing milestones]
+
+### Revenue Diversification
+[Secondary revenue streams if applicable — marketplace, services, data, partnerships]
+
+## Open Questions
+[Pricing experiments to run, decisions that need real-world data, A/B tests to consider]
+
+## Next Steps
+
+Pick one:
+- [conditional items from step 7 — only include items whose conditions are met]
+```
+
+### `research/monetization-interview.md` (or `research/{app}/monetization-interview.md`)
+Raw interview log — questions, options presented, user responses, checkpoint validations, and a closing summary of key decisions and deviations.
+
+Create the `research/` (or `research/{app}/`) directory if it doesn't exist.
+
+## Task Classification
+
+When this skill produces follow-up work, file it by execution semantics:
+
+- Immediately actionable implementation or documentation work goes in `tasks/todo.md`.
+- Human-only external actions tied to automated steps go in `tasks/manual-todo.md` with `_(blocks: Step N.X)_` or `_(after: Step N.X)_`; repo edits, SDK wiring, generated assets, local commands, tests, audits, and authenticated CLI/API work stay in `tasks/todo.md`.
+- One-time condition-gated records, baselines, or future measurements go in `tasks/record-todo.md` with source, condition, non-blocking reason, evidence, and promotion rule.
+- Cadence-based reviews, playtests, adoption checks, investor updates, retros, or docs-health checks go in `tasks/recurring-todo.md` with cadence, owner/agent, next due, evidence path, and escalation conditions.
+- Do not put non-blocking records or recurring obligations in `tasks/todo.md` unless they have been explicitly promoted into current execution work.
+
+## Constraints
+
+- **Requires ICP.** Cannot build a monetization strategy without knowing who pays and why.
+- **Evidence-based.** Every pricing decision must trace back to research evidence (competitor data, market benchmarks, ICP signals). Do not invent price points from intuition.
+- **Present before writing.** Never write output files until findings have been presented and validated through all three checkpoints.
+- **Don't duplicate GTM.** If `research/gtm.md` already has a pricing section, deepen it rather than contradict it. Note any conflicts and ask the user to resolve.
+- **Don't prescribe product changes.** If the product doesn't deliver enough value to support the pricing, note it as a gap — that's `/mvp-gap`'s job.
+- **Do not overwrite existing `research/monetization.md`** (or `research/{app}/monetization.md`) without asking the user first.
+- **Minimum research depth**: at least 6 WebSearch queries before presenting revenue model options, then targeted queries per model option.
+- **State assumptions.** Every unit economics estimate must include the assumption behind it and a confidence level. Never present estimates as facts.
+
+## Alignment Page
+
+Follow the shared Alignment Page convention in CLAUDE.md. Output: `alignment/monetization-{topic}.html`.
+
+## Default Shipping Contract
+
+Follow the shared shipping contract convention in CLAUDE.md.