Document Purpose: Complete 12-month execution roadmap across all 3 pillars
Revenue Target: USD 120K (revised from USD 140K for conservative planning) - Pillar 1 (CSR): SGD 30K (25%) - Pillar 2 (Corporate): USD 40K (33%) - Pillar 3 (Academia): USD 50K (42%)
Time Allocation: 40 hours/week (2,080 hours annual)
Revenue Target: USD 50K Focus: Close BAC + First corporate deals + Build CSR pipeline
Expected outcomes: - Academia: USD 40-48K (BAC or 2-3 backup deals) - Corporate: USD 8-16K (1-2 cohorts delivered) - CSR: USD 0 (relationship building only)
Revenue Target: USD 30K (Cumulative: USD 80K) Focus: Deliver Q1 deals + More corporate + CSR formal proposals
Expected outcomes: - Academia: Deliver BAC pilot, use as proof for new deals - Corporate: 2-3 more cohorts (USD 16-24K) - CSR: Formal proposals submitted to 3-5 foundations
Revenue Target: USD 20K (Cumulative: USD 100K) Focus: Navigate CSR approval processes + Corporate maintenance
Expected outcomes: - Academia: 1-2 new deals based on BAC case study - Corporate: 1-2 cohorts (slower summer period) - CSR: 1 foundation moves to approval stage
Revenue Target: USD 20K (Cumulative: USD 120K) Focus: Close CSR pilot + Final corporate cohorts + Build Year 2 pipeline
Expected outcomes: - Academia: Renewals from Year 1 customers - Corporate: 1-2 final cohorts - CSR: Close 1 pilot at SGD 20-30K, deliver in Q1 2027
Week 1 (Feb 3-7): Delivery + Proof Creation
BAC Delivery (if closed in Jan): - Launch Week 1 of 12-week pilot - 60 students onboarding - Orientation: Natural Language ALM methodology - First apps: Simple prototypes
Corporate Training (if closed in Jan): - Deliver 2-day training for first corporate client - 10 participants - Day 1: Build 2 apps - Day 2: Business-specific app - Document everything (photos, testimonials, apps built)
Free Pilot Execution: - Run 2-day pilot at ITE/NYP - 20-30 students - 5-10 SMEs receiving apps - Capture video, photos, student testimonials, SME feedback
Time allocation: - 60% Delivery (BAC + Corporate + Pilot) - 40% Sales (new pipeline for Feb-Mar)
Week 2 (Feb 10-14): Proof Pack Creation
Morning (3 hours/day): - Edit pilot video (or hire editor - SGD 500) - Write case study (1-pager with metrics) - Compile 10+ student testimonials - Compile 5+ SME testimonials - Create slide deck with proof points
Afternoon (3 hours/day): - Corporate outreach for March cohorts - Academia outreach for Q2 deals - CSR follow-ups
Evening (2 hours/day): - BAC ongoing support (if in delivery) - Documentation and admin
Deliverable by Week 2: Complete proof pack ready for all pitches
Week 3-4 (Feb 17-28): Sales Push with Proof
Academia (16 hours/week): - Use proof pack in all pitches - Target: NYP, NTU, GMI, ElitC (if BAC closed, these are additional) - Goal: Close 1-2 more academia deals for Q2 delivery
Corporate (12 hours/week): - Use proof pack in all pitches - Target: Close 2 March corporate cohorts - Outreach volume: 50 new contacts
CSR (12 hours/week): - Share proof pack with all 14 stakeholders - Message: “Here’s the pilot we just ran. Interested in discussing partnership?” - Goal: Schedule 3-5 deep-dive calls for March
Month 2 Revenue Closed: - Academia: USD 10-20K (new deals with proof) - Corporate: USD 8K (March cohort deposit) - Total: USD 18-28K
Cumulative by End Feb: USD 50-76K (if Jan was strong)
Week 1-2 (Mar 3-14): Delivery
BAC: Weeks 5-6 of 12-week pilot - Mid-pilot check-in - Students should have 1-2 working apps each - SME feedback session - Adjust delivery based on feedback
Corporate: Deliver March cohorts (if 2 closed in Feb) - Cohort 1: Week 1 - Cohort 2: Week 2 - 20 total participants - Revenue collected: USD 16K
Time allocation: - 50% Delivery - 30% Q2 sales - 20% CSR proposal drafting
Week 3-4 (Mar 17-31): CSR Proposal Push
CSR Formal Proposals (20 hours/week): - Draft 3 full proposals for serious stakeholders - Format: 10-15 pages each - Sections: 1. The Problem (Youth + SME digital divide) 2. The Methodology (Natural Language ALM) 3. The Pilot Design (# students, # SMEs, timeline) 4. Impact Metrics (how success will be measured) 5. Investment Required (SGD 20-30K) 6. Partnership Structure (co-branding, reporting)
Target foundations for proposals: - OCBC Bank CSR - UOB CSR - Maybank Foundation - Google.org - AWS Citizenship
Goal: Submit 3 formal proposals by March 31
Academia/Corporate (20 hours/week): - Close 1-2 more deals for April-May delivery - Build Q2 pipeline (5-8 prospects in conversation)
Month 3 Revenue Closed: - Corporate: USD 16K (March delivery collected) - Academia: USD 0-10K (if new deals close) - Total: USD 16-26K
Cumulative by End Mar: USD 66-102K
Q1 CHECKPOINT: - Target was USD 50K - Likely outcome: USD 66-102K - Status: ON TRACK or AHEAD ✅
Week 1-2 (Apr 1-14): CSR Proposal Follow-Ups
CSR (16 hours/week): - 3 proposals submitted in March, now follow up - Schedule calls with decision makers - Answer questions, provide additional info - Navigate approval processes - Realistic timeline: Approvals take 2-3 months (expect decisions in Jun-Aug)
BAC (12 hours/week): - Weeks 9-10 of 12-week pilot - Students finishing apps - SME deployment phase - Begin drafting impact report
Corporate (12 hours/week): - Close 1-2 April cohorts - Deliver mid-month - Revenue: USD 8-16K
Week 3-4 (Apr 15-30): Academia Expansion
Academia (20 hours/week): - Use BAC pilot as case study (even though not finished) - Target: Close 2-3 deals for May-Jun delivery - Focus: Singapore (NYP, NTU, ITE) for easier logistics
Corporate (12 hours/week): - Deliver April cohorts - Build May pipeline
CSR (8 hours/week): - Maintain communication with foundations - Patience: Approval processes take time
Month 4 Revenue Closed: - Corporate: USD 8-16K - Academia: USD 0 (closes for May delivery) - Total: USD 8-16K
Cumulative by End Apr: USD 74-118K
Week 1-2 (May 1-14): BAC Pilot Completion
BAC Final Weeks (20 hours/week): - Week 11-12 of pilot - Final app deployments - Student showcase event (invite potential sponsors) - SME feedback collection - Create comprehensive impact report
Impact Report Contents: - 60 students trained → X apps built → Y SMEs benefited - Student testimonials (10+) - SME testimonials (10+) - Economic impact calculation (hours saved, revenue enabled) - Photos/videos from pilot - Recommendations for scale
Deliverable: Use this impact report in ALL future CSR/Academia pitches
Week 3-4 (May 15-31): Academia Q2 Delivery
Academia (20 hours/week): - Deliver 1-2 deals closed in April - Revenue collected: USD 20-30K
Corporate (12 hours/week): - Close + deliver 1 May cohort - Revenue: USD 8K
CSR (8 hours/week): - Check status of March proposals - Likely status: Still in approval (be patient)
Month 5 Revenue Closed: - Academia: USD 20-30K - Corporate: USD 8K - Total: USD 28-38K
Cumulative by End May: USD 102-156K
Q2 CHECKPOINT (Apr-Jun projected): - Target was USD 30K for Q2 - Likely Q2 outcome: USD 36-54K - Status: AHEAD OF PLAN ✅
Week 1-2 (Jun 1-14): CSR Status Check
CSR (16 hours/week): - Chase up on March proposals (now 3 months in approval) - Expected outcomes: - 1-2 foundations → Yes (approval for Q3-Q4 pilot) - 1-2 foundations → Maybe (need more info) - 1-2 foundations → No (budget allocated elsewhere)
If 1 foundation says YES: - Negotiate final terms - Target: SGD 20-30K for Q3-Q4 pilot - Expect contract signature in Jul-Aug - Delivery in Sep-Dec
If all foundations say NOT YET: - Don’t panic - this is normal - Reframe as “2027 planning cycle” - Maintain relationships, revisit in Q4
Week 3-4 (Jun 15-30): Mid-Year Review
Strategic Review (12 hours): - Revenue YTD: USD 102-156K (85-130% of target already!) - What’s working: Academia + Corporate - What’s not: CSR (slow but expected)
Decision point: - If ahead of target (USD 120K+): Coast to finish line, focus on Year 2 - If behind target (USD 80-100K): Double down on Corporate for Q3-Q4
Summer Slowdown Preparation: - Jul-Aug typically slower (universities on break, corporates on vacation) - Plan: Lighter activity, focus on delivery + Year 2 planning
Corporate (12 hours/week): - Close 1 June cohort - Revenue: USD 8K
Month 6 Revenue: - Corporate: USD 8K - Total: USD 8K
Cumulative by End Jun: USD 110-164K
Summer Reality: - Universities closed (no new academia deals) - Corporate slower (vacation season) - CSR processes continue (bureaucracies don’t take summer off)
July-August Activities:
CSR (40% time): - If foundation approved: Execute contract - Begin planning Q4 pilot delivery - Design: # students, # SMEs, geography, timeline
Corporate (30% time): - Maintain 1 cohort per month (lower volume) - Jul cohort: USD 8K - Aug cohort: USD 8K - Total: USD 16K (but spread over 2 months)
Year 2 Planning (20% time): - MY expansion: Identify partners - VN/TH research: Who to approach - Pricing review: Adjust based on Year 1 learnings
Delivery/Admin (10% time): - Follow up on Year 1 customers - Collect outstanding payments - Maintain relationships
Month 7-8 Revenue: - Corporate: USD 16K - Total: USD 16K
Cumulative by End Aug: USD 126-180K
Week 1-2 (Sep 1-14): CSR Pilot Launch (if approved)
If CSR foundation approved in Q2: - Launch pilot in September - Format: Similar to BAC model - # students: 50-100 - Timeline: Sep-Nov (8-12 weeks) - Your role: Coordinate (not deliver entirely)
Corporate (12 hours/week): - 1 September cohort - Revenue: USD 8K
Academia (12 hours/week): - Universities reopening - Outreach for Q4 deals (Oct-Dec delivery)
Week 3-4 (Sep 15-30): Q4 Planning
Q4 Strategy: - Target: USD 20K to close out year - Mix: Corporate + Academia + CSR pilot delivery
Pipeline building: - Corporate: 3-4 prospects for Oct-Dec - Academia: 2-3 prospects for Q4
Month 9 Revenue: - Corporate: USD 8K - Total: USD 8K
Cumulative by End Sep: USD 134-188K
Q3 CHECKPOINT (Jul-Sep): - Target was USD 20K - Actual: USD 24K - Status: SLIGHTLY AHEAD ✅
Week 1-2 (Oct 1-14): Delivery
CSR Pilot (if running): - Mid-pilot (Weeks 5-6) - Student progress check - SME engagement - Ongoing coordination
Corporate: - 1 October cohort - Revenue: USD 8K
Academia: - Close 1 Q4 deal - Delivery in Nov
Week 3-4 (Oct 15-31): Year 2 Planning
Malaysia Expansion: - Identify 3-5 universities in MY - Identify 2-3 corporate training partners in MY - Outreach begins in Q4 for Q1 2027 launches
Vietnam/Thailand Research: - Landscape: Who are players? - CSR: Which foundations operate there? - Universities: Who should we approach?
Month 10 Revenue: - Corporate: USD 8K - Total: USD 8K
Cumulative by End Oct: USD 142-196K
Week 1-2 (Nov 1-14): CSR Pilot Completion (if running)
CSR Pilot Wrap-Up: - Week 11-12 (final weeks) - Student showcase - SME feedback - Impact report creation - Collect final payment (if 50/50 payment terms)
Revenue from CSR: - If SGD 30K pilot: Collect final SGD 15K in Nov - This was already counted as “closed” earlier, just collecting final payment
Week 3-4 (Nov 15-30): Year-End Push
Corporate: - Close 2 cohorts for Nov/Dec delivery - Revenue: USD 16K
Academia: - Deliver Q4 deal (closed in Oct) - Revenue: USD 10-20K
Month 11 Revenue: - Corporate: USD 8K (Nov cohort) - Academia: USD 10-20K - Total: USD 18-28K
Cumulative by End Nov: USD 160-224K
Week 1-2 (Dec 1-14): Final Deliveries
Corporate: - Deliver December cohort (if closed in Nov) - Revenue: USD 8K
Collections: - Chase any outstanding payments from Year 1 - Target: Collect everything owed before year-end
Week 3-4 (Dec 15-31): Year-End Review + Year 2 Launch
Year 1 Final Review: - Total revenue: USD 120-230K (depending on execution) - Deals closed: 15-25 - Proof points: BAC impact report, CSR pilot report, 10+ case studies
Year 2 Preparation: - MY expansion ready to launch Jan 2027 - VN/TH outreach begins Jan 2027 - Corporate scaling plan ready - Academia renewal strategy
Month 12 Revenue: - Corporate: USD 8K - Collections: USD 0-10K - Total: USD 8-18K
FINAL YEAR 1 REVENUE: USD 120-242K
Target was USD 120K → LIKELY OUTCOME: USD 130-180K ✅
Event: Launch Webinar - “Natural Language ALM: The Future of Non-Coder Development” - Target: All 3 pillars - Format: 1-hour webinar - Content: Demo of methodology, case studies (once available), Q&A - Goal: Generate 20-30 leads
Event: Corporate Executive Roundtable - “Empowering Business Teams to Build Without IT” - Target: Corporate L&D/HR leaders - Format: Closed-door discussion (15-20 attendees) - Content: Panel discussion, live demo, networking - Goal: Close 2-3 corporate deals
Event: Academia Open House - “Entrepreneurship Through AI-Assisted Development” - Target: University deans, entrepreneurship centers - Format: Campus visit + demo - Content: Show BAC pilot progress (even if ongoing) - Goal: Close 2-3 academia deals for Q2
Event: CSR Impact Showcase - “Youth + SMEs: Dual Impact Through Technology” - Target: 14 CSR stakeholders - Format: Virtual presentation - Content: BAC pilot results, impact metrics, scale proposal - Goal: Move 2-3 proposals toward approval
Event: Student Showcase - BAC Pilot Graduation - Target: Potential sponsors, media, other universities - Format: In-person event at BAC - Content: Students present apps, SMEs share impact, awards ceremony - Goal: PR, proof points, future pipeline
Event: Mid-Year Impact Report Release - Target: All stakeholders - Format: Digital report + webinar - Content: Year 1 results, case studies, Year 2 plans - Goal: Maintain engagement through summer
Event: Summer Webinar Series (3-4 webinars) - Target: Maintain visibility during slow season - Format: Weekly 30-min webinars - Topics: - Week 1: “Real Apps Built by Non-Coders: Case Studies” - Week 2: “ROI of AI-Assisted Development” - Week 3: “Natural Language ALM: Technical Deep-Dive” - Week 4: “Building Apps for SMEs: Student Perspectives”
Event: ASEAN AI-Agency Roadshow (Virtual) - Target: MY/VN/TH stakeholders for Year 2 - Format: Regional virtual tour - Content: Singapore results, expansion plans, partnership opportunities - Goal: Seed Year 2 pipeline
Event: Corporate Training Open House - Target: New corporate prospects for Q4 - Format: Free 3-hour workshop - Content: Mini version of 2-day training - Goal: Close 2-3 deals for Nov-Dec
Event: CSR Pilot Graduation (if applicable) - Target: Other foundations, media - Format: In-person ceremony - Content: Student/SME presentations, impact reveal - Goal: Proof for Year 2 CSR expansion
Event: Year-End Stakeholder Summit - Target: All Year 1 customers + prospects - Format: Half-day conference - Content: Year 1 review, Year 2 preview, networking - Goal: Renewals + Year 2 pipeline
1. PROSPECT - Definition: Identified target, no contact yet - Action: Research, prepare outreach - Timeline: 0 weeks
2. CONTACTED - Definition: Initial email/message sent - Action: Follow-up sequence - Timeline: Week 1
3. QUALIFIED - Definition: Responded positively, has need + budget + timeline - Action: Schedule discovery call - Timeline: Week 2-3
4. DISCOVERY - Definition: Had discovery call, solution fit confirmed - Action: Send proposal - Timeline: Week 3-4
5. PROPOSAL SENT - Definition: Formal proposal delivered - Action: Follow-up, negotiate - Timeline: Week 4-6
6. NEGOTIATION - Definition: Active discussion on terms/pricing - Action: Address concerns, move to close - Timeline: Week 6-8
7. CLOSED-WON - Definition: Contract signed, deposit received - Action: Delivery planning - Timeline: Week 8+
8. CLOSED-LOST - Definition: Declined or went silent - Action: Document why, follow up in 6 months - Timeline: Variable
SUPER HOT (Q1 Close Expected) - Criteria: - Had discovery call - Proposal sent OR negotiating terms - Budget confirmed - Decision maker identified - Timeline: Close in next 4 weeks
HOT (Q2 Close Expected) - Criteria: - Qualified lead - Need confirmed - Budget likely (not confirmed) - Timeline: Close in next 8-12 weeks
WARM (Q3-Q4 Close Expected) - Criteria: - Initial interest - Need possible - Budget unclear - Timeline: Close in 3-6 months
KIV (Backburner for 3-6+ Months) - Criteria: - Not ready (timing, budget, or priority) - Asked to follow up later - Lost to competitor (might come back)
To hit USD 120K annual target, you need:
Quarterly: - 40 new prospects contacted - 20 qualified conversations - 10 discovery calls - 5 proposals sent - 2-3 deals closed
Monthly: - 13 new prospects contacted - 7 qualified conversations - 3 discovery calls - 2 proposals sent - 1 deal closed (average)
Weekly: - 3 new prospects contacted - 2 qualified conversations - 1 discovery call (every other week) - 1 proposal sent (every other week)
If these numbers drop for 2 consecutive weeks, increase outreach volume.
Success = 1 pilot closed by Q4 (SGD 20-30K)
Leading indicators: - Month 1-2: 14 stakeholders contacted - Month 3: 3-5 formal proposals submitted - Month 4-6: 2-3 active negotiations - Month 7-9: 1 contract signed - Month 10-12: Pilot delivered, payment collected
Conversion funnel: - 14 contacted → 8 conversations → 5 proposals → 2 negotiations → 1 close - Conversion rate: 7% (this is normal for CSR grants)
Success = 5 cohorts closed (USD 40K)
Leading indicators: - Monthly: 50 prospects contacted - Monthly: 10 qualified responses - Monthly: 5 discovery calls - Monthly: 2 proposals sent - Monthly: 1 deal closed (every other month on average)
Conversion funnel: - 50 contacted → 10 responses → 5 calls → 2 proposals → 1 close - Conversion rate: 2% (this is normal for cold outreach)
Success = 3-4 deals closed (USD 40-50K)
Leading indicators: - Q1: 10 universities contacted - Q1: 5 conversations - Q1: 3 discovery calls - Q1: 2 proposals - Q1: 1 close (BAC)
Conversion funnel: - 10 contacted → 5 conversations → 3 calls → 2 proposals → 1 close - Conversion rate: 10% (higher because of existing relationships)
Mitigation: Have 3 backup deals ready (NYP, ITE, GMI) at Tier 2 pricing
Mitigation: Expand to SME associations, offer Q-end discounts, increase outreach volume
Mitigation: Reduce CSR dependency to 25% of revenue, overdeliver on Corporate/Academia
Mitigation: Front-load sales in Q1-Q2, use summer for delivery + Year 2 planning
Mitigation: Create “early adopter discounts” (10-15% off), offer payment plans
By December 2026, you should have:
Proof Points: - ✅ BAC impact report (60 students, 40+ apps, measurable SME impact) - ✅ CSR pilot report (if completed) - ✅ 10+ corporate training case studies - ✅ 5+ university partnerships
Pipeline: - ✅ 3-5 MY universities ready for Year 2 - ✅ 10+ MY corporate prospects - ✅ 2-3 VN/TH CSR foundations in conversation - ✅ Year 1 customer renewals pipeline
Systems: - ✅ Proven delivery model - ✅ Contract trainers trained - ✅ Marketing materials refined - ✅ Pricing validated
Team: - ✅ Business case for 1 BDM hire (based on Year 1 bottlenecks) - ✅ Job description ready - ✅ Commission structure designed
This positions you for USD 300-400K+ Year 2
Monthly Review Questions: - [ ] Did I hit revenue target this month? - [ ] Is pipeline healthy for next 2 months? - [ ] Are activity metrics on track? - [ ] Any red flags to address? - [ ] What adjustments needed?
Quarterly Strategic Questions: - [ ] Are we on track for annual target? - [ ] Which pillar is overperforming? (Double down) - [ ] Which pillar is underperforming? (Fix or reduce focus) - [ ] Do we need to adjust pricing/positioning? - [ ] Are we building Year 2 foundation?
Year-End Assessment: - [ ] Did we hit USD 120K target? - [ ] Do we have proof points for scale? - [ ] Is Year 2 pipeline strong? - [ ] What worked? What didn’t? - [ ] Should we hire for Year 2?
END OF YEAR 1 GTM PLAYBOOK
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