Poyar Growth Unhinged

---
name: poyar-growth-unhinged
description: "Build evidence-based B2B software growth and monetization playbooks using Kyle Poyar's public approach. Use to diagnose growth bottlenecks, connect PLG with sales, redesign pricing and packaging, or plan account expansion."
---

# Growth Unhinged GTM and Monetization Playbooks

Based on Kyle Poyar's public method. Not affiliated with or endorsed by Kyle Poyar.

## When to use

Use this skill when a B2B software team needs a decision about growth, pricing, packaging, product-led sales, or expansion. Produce a practical decision memo that connects customer value, account progression, payment, and business economics. Begin with the customer journey rather than choosing a sales tactic or pricing model in advance. Product can drive acquisition, conversion, and expansion. [S1]

This package synthesizes public writing and interviews, including practitioner cases published by Poyar. He did not publish this exact combined framework. Only public previews of subscription articles informed the method. Historical company examples illustrate mechanisms, not current benchmarks. Distinguish direct advice, interviewee practices, and this package's operational suggestions using [references/method.md](references/method.md) and [references/sources.md](references/sources.md).

For a narrow request, complete the relevant analysis and mark other memo fields as outside scope. Do not expand a pricing-page review into an unsolicited company-wide redesign. When evidence is thin, deliver a provisional diagnosis and the next learning action. Recommend live experiments or changes within the user's scope; the skill itself does not authorize publishing prices or contacting customers.

## Procedure

1. **Frame the decision and evidence.** Read the evidence boundaries in [references/method.md](references/method.md#evidence-and-attribution). Capture the product, target customer, existing motion, requested decision, constraints, and available data. Separate observed facts, customer statements, calculated results, and assumptions. Start the decision memo in [templates/output-template.md](templates/output-template.md).

2. **Locate the limiting journey stage.** Follow [references/method.md](references/method.md#1-diagnose-the-customer-journey). Map discover, start, activate, convert, and scale with cohort denominators and time windows. Identify where customers fail to realize or extend value. Choose one primary bottleneck and explain competing explanations rather than treating every low conversion rate as a sales problem. [S1]

3. **Select accounts worth winning.** Use [references/method.md](references/method.md#2-focus-on-best-fit-accounts) to compare segments on product fit, win probability, deal size, sales cycle, retention, and expansion. Connect contacts, usage, buying progress, and revenue at account level. Measure progression among best-fit accounts; lead counts and attribution credit are insufficient evidence of effectiveness. [S6]

4. **Define the adoption bridge.** Apply [references/method.md](references/method.md#3-move-from-individual-value-to-team-value). State the meaningful activation behavior and how an individual becomes a team champion. Check whether collaboration, invitations, or billing gates block wider adoption. Treat Figma's first-week collaboration example as a case, not a universal threshold. [S2] [S5]

5. **Choose the chargeable metric.** Use [references/method.md](references/method.md#4-select-the-pricing-unit). Compare plausible units against customer value, easy entry, expansion, predictability, and measurement feasibility. Calculate illustrative new, expanding, and mature customer bills. Keep seats when they fit; do not select consumption merely because usage pricing is fashionable. [S7] [S8]

6. **Design packages and graduation triggers.** Follow [references/method.md](references/method.md#5-build-packages-with-jobs). Start with good, better, best unless context supports another structure. Give each package a customer, buying reason, and expansion trigger. Test candidate add-ons against separate demand, buyer, timing, alternatives, and delivery cost. [S3]

7. **Place sales where it helps.** Apply [references/method.md](references/method.md#6-make-sales-incremental-and-reach-the-buyer). Specify the account signal, customer problem, assistance, champion, economic buyer, and intended incremental result. Preserve useful self-service. Plan a comparison that distinguishes sales contribution from purchases that would happen anyway. [S4] [S5]

8. **Resolve purchasing and billing friction.** Use [references/method.md](references/method.md#7-balance-flexibility-and-predictability). Explain the landing offer and pricing page in customer language. For consumption models, state allowances, commitments, overages, underuse, seasonality, and spend controls. Match predictability to customer needs without forcing an oversized initial purchase. [S7] [S8] [S9]

9. **Build a bounded learning plan.** Follow [references/method.md](references/method.md#8-research-and-pilot-before-rollout). Begin with independent win-loss evidence, then choose package research, usability testing, or a limited pricing pilot. Record owner, cohort, duration, comparison, success criteria, stop criteria, and bias. Proposed thresholds are local decisions, not expert benchmarks. [S7] [S8]

10. **Check economics and incentives.** Apply [references/method.md](references/method.md#9-evaluate-economics-and-incentives). Link usage forecasts, retention, recognized revenue, acquisition costs, and service costs. Distinguish cash collection from economic payback. Check whether seller incentives reward customer success or simply discounted commitments. [S9]

11. **Review and deliver the decision.** Complete [checklists/review-checklist.md](checklists/review-checklist.md), using [examples/worked-examples.md](examples/worked-examples.md) to calibrate specificity. Revise failed checks, label unresolved evidence, and deliver the memo with the recommended next action. Revisit pricing as the product and customers evolve; one successful pilot does not establish a permanent optimum. [S8]

## Files in this skill

- [SKILL.md](SKILL.md): Entry point, use cases, evidence boundaries, and the agent's main loop.
- [references/method.md](references/method.md): Detailed principles, decision rules, warnings, and edge cases.
- [references/sources.md](references/sources.md): Nine fetched public sources and their contributions.
- [examples/worked-examples.md](examples/worked-examples.md): Two invented before-and-after decision memos with rule notes.
- [templates/output-template.md](templates/output-template.md): Fill-in decision memo with field-by-field guidance.
- [checklists/review-checklist.md](checklists/review-checklist.md): Pass/fail review criteria and common failure repairs.