Features
This layer helps you keep the narrative clean: ask the right questions, involve the right people, and articulate value in business language.
Questions
- Which functions support the capabilities?
- What is required vs optional for phase 1?
- What must be proven in a POC?
- What adoption friction exists for users?
- What will success look like in week 2, 6, and 12?
Relations
- End users
- Champions
- Technical evaluators
- Enablement / training
- Procurement (later)
Value
- Usability
- Coverage
- Fit-for-purpose
- Fast onboarding
- Low change-management cost
Signals to look for
- Hiring surges (Eng/Platform/Data/Security)
- New executive hires or re-orgs
- Pricing changes / packaging shifts
- Major product launches
- High-profile outages or trust events
Metrics to watch
- Activation → Adoption → Expansion
- Retention / churn drivers
- Release frequency & lead time
- Incident rate & MTTR
- Unit economics: CAC, LTV, gross margin
Talk-track template
- Context: what changed in the business / market?
- Impact: what cost / risk / delay does it create?
- Decision: what must be true to win?
- Next step: define a proof + timeline.
Obsidian note structure
Create one note per layer and keep the same headings: Questions • Relations • Value. Your vault becomes a consistent thinking system.