Netier // Sales Enablement — Productization Roadmap

Current State Audit

What We Have Today

A solid internal framework exists but none of it is formatted for client conversations or sales team use.

Existing Assets

☑

Service Description Document COMPLETE

3-tier framework (Essential / Professional / Enterprise), COGS table, market positioning, qualification criteria, Partnership Acceleration program. 324 lines, fully structured.

☑

Pricing Calculator NEEDS POLISH

Interactive HTML engine with client branding, tier comparison, clawback calculator, localStorage history. Pending visual polish from Gemini review.

☑

Pricing Model Workbook COMPLETE

4-sheet Excel: Scenario Builder, COGS Reference, CPI Projection, Tier Comparison.

☑

SMTP Security Audit Kit SALES-READY

Leadership email, customer email templates (HTML + plaintext), executive briefing, meeting cheatsheet, sales brief (docx), remediation WBS with time estimates. The only genuinely sales-ready package we have.

☐

ISO Compliance Package INTERNAL ONLY

19 files, 21 frameworks, 93 Annex A controls with evidence. Audit-facing only — not formatted for sales conversations.

☐

Reporting Gap Analysis INTERNAL ONLY

Compares manual reporting (33% vuln coverage) vs automated platforms. Strategic document, not client-facing.

Sales Readiness

Service Framework100%

Pricing & COGS90%

Compliance Evidence85%

Internal Tooling (LVE, Toolchain)60%

Client-Facing Readiness

Proposal Templates0%

Discovery / Scoring Tools0%

Sales Playbook0%

Add-On Service Packaging0%

ROI / Business Case Tools0%

Implementation Timelines0%

Gap Analysis

What the Sales Team is Missing

Account managers currently have no structured tools for discovery, no professional proposals, and no way to sell individual services.

📋

No Client-Facing Proposals

The SDD explicitly states "this is not a client-facing proposal." There is nothing between an informal email and a 17-page internal markdown file.

🔎

No Discovery Scorecard

The Compliance Readiness Scorecard is described in the SDD (5 categories, 100-point scale) but was never built as a usable tool. Phase 1 Discovery has no structured assessment.

📦

No Add-On Service Menu

Everything is bundled into tiers. When a client asks "can I just get DMARC?" or "just vulnerability scanning?" there is no packaging, pricing, or sales material for individual services.

📖

No Sales Playbook

Gordon and Kevin know the positioning, but the broader team (Josh, Michael, Allan, Peter) have no structured talk tracks, objection handling, or competitive differentiation guide.

📅

No Implementation Timelines

"How long does this take?" is a deal-blocking question with no structured answer. No onboarding Gantt or per-tier deployment timeline exists.

📈

No ROI / Business Case Tool

Enterprise tier sales require board-level justification. There is no "cost of doing nothing" calculator, no in-house comparison model, and no business case template.

The Roadmap

9 Deliverables, 4 Sprints

Each deliverable is an interactive HTML tool or structured document matching our existing design system. Prioritised by sales impact per hour of effort.

Sprint 1 — Foundation

Discovery + Proposals

Week 1-2 · 16-22 hours

D1

Discovery Scorecard — Interactive HTML assessment tool. 5 categories, 25-30 questions, auto-scored 0-100, radar chart, branded PDF export.

10-14h

D2

Client Proposal Template — Interactive HTML with client branding. Canberra variant (Enterprise-first) + Brisbane variant (Professional-first).

6-8h

Sprint 2 — Revenue Expansion

Add-Ons + One-Pagers

Week 3 · 6-8 hours

D3

Add-On Services Menu — Pricing card (PDF) + integration into Pricing Calculator. 12 individually-priced services.

3-4h

D4

One-Page Tier Overviews — 3x single A4 PDFs. Leave-behind material for meetings and QBRs.

3-4h

Sprint 3 — Sales Enablement

Playbook + Timelines

Week 4 · 8-12 hours

D5

Sales Playbook — Talk tracks (5 scenarios), objection handling (6 objections), competitive positioning, qualification checklist.

4-6h

D6

Implementation Timelines — Per-tier deployment schedule. Essential (4wk), Professional (8wk), Enterprise (13wk).

4-6h

Sprint 4 — Business Case & Polish

ROI + E7 + Onboarding

Week 5-6 · 11-15 hours

D7

ROI / Business Case Template — "Cost of doing nothing" + "Cost of in-house" calculators for board-level justification.

6-8h

D8

E7 Frontier Suite Explainer — Single-page PDF for May 2026 E7 launch. Component breakdown + Netier value-add.

2-3h

D9

Internal Onboarding Checklist — ConnectWise-compatible step-by-step engineering checklist per tier.

3-4h

Proposed Add-On Services

A La Carte Security Menu

Individual services for clients not ready for a full tier upgrade. Strategically priced so that 3+ add-ons make the next tier a better deal.

Add-On Service	Target Tier	Proposed Price	COGS	Margin	Notes
M365 Backup (Veeam)	Essential	$5-8/user/mo	$5	0-38%	Included in Professional + Enterprise
DMARC / Email Hardening	Essential	$3-5/user/mo	$2	33-60%	Proofpoint; or sell as one-time project via SMTP kit
Vulnerability Scanning	Essential	$4-6/user/mo	$4	0-33%	Tenable / ConnectSecure; included in Pro+
Application Control (ThreatLocker)	Essential	$5-8/user/mo	$4	20-50%	Ringfencing + elevation; included in Pro+
Dark Web Monitoring	All Tiers	$2-4/user/mo	TBD	TBD	uBreach Pro or BreachSense — vendor decision needed
Security Awareness Training	All Tiers	$2-3/user/mo	~$1-2	33-50%	KnowBe4 or usecure — vendor decision needed
Pen Test Coordination	Ess / Pro	$2,500-5,000/ea	Pass-thru	Markup	Third-party engagement; included annually in Enterprise
Incident Response Retainer	Ess / Pro	$500-1,500/mo	Labour	Variable	Enterprise has 24/7 emergency response included
After-Hours Support	Essential	$250/inc or $500/mo	Labour	Variable	Enterprise has 24/7 included
vCIO Advisory (Ad Hoc)	Essential	$250-350/hr	Labour	Variable	Monthly in Professional, fortnightly in Enterprise
SIEM / Log Management	All Tiers	$5-10/user/mo	TBD	TBD	Future — Q3/Q4 2026. Wazuh pilot in progress.
Compliance Reporting Package	Ess / Pro	$500-1,000/mo	Platform	High	Future — automated when Security Data Platform deploys

Pricing Strategy: Add-ons for Essential tier are deliberately priced so that a client needing 3+ add-ons approaches the Professional tier price point. Example: Essential ($200) + Backup ($5) + DMARC ($3) + Vuln Scan ($4) + ThreatLocker ($5) = $217/user — at which point Professional ($320) with E3 licensing, vCIO, E8 reporting, and unlimited on-site becomes the obvious upgrade. The add-on menu is as much a qualification tool as it is a revenue line.

The Ask

5 Decisions Needed

These decisions unblock specific deliverables. Everything else can be built from existing data without further input.

DECISION 1

Discovery Scorecard Assessment Criteria

Owners: Tom Cumming + Liam Hodges · Blocks: D1

The Compliance Readiness Scorecard needs 25-30 specific yes/no/partial questions across 5 categories (Identity 25pts, Endpoint 20pts, Data 20pts, Network 15pts, Governance 20pts). These must match what engineering actually assesses during Phase 1 Discovery — not aspirational criteria.

DECISION 2

Dark Web Monitoring Vendor

Owner: Tom Cumming · Blocks: D3

Three options evaluated: uBreach Pro (MSP-focused, per-user pricing), BreachSense (API-first, flexible), or Defer (add later when demand materialises). Recommendation: uBreach Pro for MSP integration and simplicity.

DECISION 3

Competitive Positioning Inputs

Owners: Kevin Doyle + Josh Larter · Blocks: D5

The Sales Playbook needs real competitive context: Who do we lose deals to and why? What do competitors lead with? We will NOT name competitors or quote their prices in any material — but we need to know the landscape to build effective differentiation talking points.

DECISION 4

Security Awareness Training Vendor

Owner: Tom Cumming · Blocks: D3

Two options: KnowBe4 (market leader, higher per-user cost ~$2-3) or usecure (MSP-oriented, lower cost ~$1-2, includes dark web monitoring in some plans). Decision affects COGS and potential bundle pricing with dark web monitoring.

DECISION 5

ROI Figures Publication

Owner: Gordon Hayes · Blocks: D7

The ROI template can include specific dollar figures (average AU breach cost $4.26M, BEC losses, compliance fines) or keep them as verbal talking points only. Go/no-go decision on publishing specific financial risk numbers in client-facing materials.

✅

Everything Else Is Ready

All other deliverables can be generated directly from the existing SDD, COGS model, and compliance package without additional leadership input.

Execution Timeline

4-6 Weeks to Full Sales Enablement

All 9 deliverables built in the same design system as the Pricing Calculator. Interactive HTML tools with client branding, print-to-PDF, and Workshop Mode.

#	Deliverable	Format	Effort	Sprint	Status
D1	Discovery Scorecard	Interactive HTML	10-14h	Sprint 1	Needs D1 decision
D2	Client Proposal Template	Interactive HTML	6-8h	Sprint 1	Ready to build
D3	Add-On Services Menu	PDF + Calculator	3-4h	Sprint 2	Needs D2, D4
D4	One-Page Tier Overviews	3x PDF	3-4h	Sprint 2	Ready to build
D5	Sales Playbook	HTML / Confluence	4-6h	Sprint 3	Needs D3
D6	Implementation Timelines	HTML / Table	4-6h	Sprint 3	Ready to build
D7	ROI / Business Case	Interactive HTML	6-8h	Sprint 4	Needs D5
D8	E7 Frontier Explainer	PDF	2-3h	Sprint 4	Ready (build late Apr)
D9	Onboarding Checklist	CW Template	3-4h	Sprint 4	Ready to build
	Total		~50-65h	4-6 weeks

Design Principles — All Deliverables

🎨

Consistent Theme

Same dark glassmorphism design as the Pricing Calculator. Inter + JetBrains Mono, blue accent, card-based layout.

🎯

Client Branding

Domain input auto-pulls client logo and brand colours. Every tool feels personalised from the first interaction.

🔒

Workshop Mode

All internal data (COGS, margins, walk-away criteria) hidden in client-facing mode. No risk of leaking confidential pricing.

🖨

Print to PDF

Every HTML tool exports cleanly to PDF. Interactive where possible, printable when needed.

The security stack is built. Let's package it to sell.

Approve the roadmap. Provide the 5 decisions. We'll have the full kit in 6 weeks.

Netier Sales Enablement