Unclassified
Coda Sync Manifest — Pending Items (2026-07-21)
Status: PARTIALLY SYNCED — Coda MCP weekly limit (30 requests) reached on both connectors mid-sync.
Resolution options: (a) upgrade Coda MCP for unlimited access, (b) wait for weekly reset and tell Claude "finish the Coda sync," (c) paste the blocks below manually (~10 min).
✅ Already synced to Coda (verify visually)
IntegrateWise Commercial Bible — hub page renamed ("Commercial Bible — Hub", 📚 icon, sync-stamped subtitle) and populated with: canon callout · Canon at a Glance (canonical lines, three pillars, Four Enemies, never-say rules) · Positioning statement · Price book + deal math · Metrics north star + targets · GTM one-liner. Three stray pages deleted; doc is clean, single-hub.
⬜ Pending 1 — Commercial Bible hub: "The Map" section
Destination: Commercial Bible → Hub page → append at end.
# The Map — where everything lives
## In this workspace (operating docs — updated from the Commercial OS)
- **[Sales team hub](https://docs.superhuman.com/d/Sales-team-hub_dBb9Kxuu5Ck)** — the sales system: methodology (S0–S6 + MEDDICC), discovery guide, demo beats, objection canon, battle-card index, enablement tracks _(Commercial OS §§36–43, 09, 71)_
- **[Launch checklist](https://docs.superhuman.com/d/Launch-checklist_dLvrrpFHACF)** — the launch gate + run of show _(§51)_
- **[Decision log](https://docs.superhuman.com/d/Decision-log_d8AC7TD-TFV)** — canonical decisions and evolution ledger
- **[Content library](https://docs.superhuman.com/d/Content-library_dmIVRxc_RXs)** — the essay engine: five themes, six formats, weekly rhythm _(§§56–63)_
- **[Product roadmap](https://docs.superhuman.com/d/Product-roadmap_dlboYpDdtZu)** — the four-theme roadmap grammar: now/next/later _(§69)_
- **[Integratewise Company Wiki](https://docs.superhuman.com/d/Copy-of-Company-Wiki_dwtrtrfr9D8)** — vision, mission, quarterly OKRs _(§§02, 03, 76)_
- **[CRM](https://docs.superhuman.com/d/CRM_dq0C3EimSmW)** — pipeline operations (stages mirror the methodology; log ICP score, personas engaged, competitor + card used)
- **[Technical Architecture](https://docs.superhuman.com/d/Technical-Architecture_dPTrLuDA25W)** — platform truth for technical evaluations _(note: pre-July pages use prior-era "OS" framing — superseded by the category canon above)_
## In the repo (canonical — full depth, all 79 sections)
`docs/commercial/` — 01 Foundation · 02 Category & Market (incl. Battle Cards §09, SWOT §10) · 03 Positioning & Messaging (incl. Terminology §18 — wins every language conflict) · 04 Product Marketing (component stories §§21–27) · 05 Value & Pricing (ROI §29, Pricing §30 — wins every number conflict) · 06 Customers (ICP §33, Personas §34) · 07 Sales · 08 Customer Success (Onboarding §45, Renewal §47) · 09 GTM · 10 Website (production copy §53) · 11 Marketing · 12 Corporate (Investor §67, Press §65) · 13 Operations (Metrics §§72–75 — win every metric conflict · Annual Plan §77) · 14 Appendix (claims register §79)
## Precedence rules
Terminology Guide (§18) wins language · Pricing Strategy (§30) wins numbers · Revenue Metrics (§72) wins definitions · Market Analysis (§06) wins market figures · newest dated decision wins narrative — evolutions recorded in the Decision log, never silently rewritten.
⬜ Pending 2 — Decision log: 4 rows
Destination: Decision log → "Problems & decisions" table.
Columns: Problem · Answer · Decision status · Confidence.
| Problem | Answer | Status | Confidence |
|---|---|---|---|
| What is our category? | Workspace for Human and AI Collaborative Work supersedes "Operational Continuity Infrastructure" (frozen 2026-07-12). Continuity survives as the moat narrative, not the category name. DECISION 23 (never "OS"/"platform") remains in force. Ref: repo §05, §18. | Decided | High |
| How do we price? | Per-seat, three tiers: Starter $19 · Growth $59 · Command $119 (annual; monthly +20%); Enterprise custom, 15-seat min. Supersedes the per-workspace ₹999–$1,500 grid. A seat = human + Twin, never separate line items. Regional lists preserved, activation-gated. Ref: repo §30. | Decided | High |
| Which GTM motion leads? | Enterprise CS wedge — B2B SaaS 50–1,000 emp, HubSpot first connector, founder-led + content-fed + POV-gated. India SMB and UAE FZE fully designed and deliberately parked behind three activation gates. Ref: repo §50, §78. | Decided | High |
| Where does commercial truth live? | Repo docs/commercial/ is canonical (git-versioned, consistency-checked); the Coda Commercial Bible is the readable mirror with sync stamps. Dual canonical sources are forbidden. Ref: repo §79 governance. | Decided | High |
⬜ Pending 3 — Launch checklist: gate rows
Destination: Launch checklist → "Launch checklist" table.
Columns: Done · Launch task · Owner · Due · Team · Notes. (Leave Done unchecked, Owner = you, Due = set when Q4 window firms.)
| Launch task | Team | Notes |
|---|---|---|
| GATE: 4+ paying customers, activation ≥70% | Sales | Launch gate 1 of 6 — no date-setting until all gates pass (repo §51 §1) |
| GATE: 2+ design partners with quotable numbered outcomes | Marketing | Attribute as "design partner" until named case studies exist |
| GATE: Self-serve Starter/Growth end-to-end flow solid | Product | Launch traffic must land on a working product |
| GATE: Demo environment + backup film current | Sales | Per demo-guide asset register (repo §39 §5) |
| GATE: Security packet public-ready | Product | Repo §42 rendered to /security page |
| GATE: Website live + HubSpot marketplace listing | Marketing | Repo §53 copy; §49 listing |
| D−7: Manifesto published (category essay, founder-bylined) | Marketing | Layer 1 — primes vocabulary so coverage uses our words |
| D-day: Launch post + Day film + Product Hunt + HN | Marketing | Founder answers every comment; 30-min triage cycles |
| D+7: First proof piece — case study + "8 design partners" learnings essay | Marketing | Layer 3 — honesty is the differentiation |
⬜ Pending 4 — Company Wiki: Mission page
Destination: Company Wiki → Home → Mission page (replace template placeholder).
# Mission
**Give every person a workspace where they and their Twin do the work together — with context that persists, actions that are governed, and truth their organization owns.**
Spoken form: "We're ending the era where people are the integration layer between their own tools — and giving AI a place to earn trust instead of demanding it."
## Vision (the destination)
A world where every person works inside one workspace, alongside a Twin they trust, over truth their organization owns.
## The Mission Test (every quarter answers three questions)
1. Did we reduce the minutes a user spends reconstructing context? (time-to-context)
2. Did we increase the consequential work users trust the Twin to prepare? (Approved Twin Actions/seat/week)
3. Did we strengthen the customer's ownership of their truth? (export, provider-swap, provenance coverage)
_Full versions: repo docs/commercial/01-foundation/02 + 03. Synced 2026-07-21._
Also: Goals → Quarterly Goals page gets the Q3-2026 OKRs (3 objectives: the lighter day · the commercial motion · the demand engine — full KRs in repo §76 §2).
⬜ Pending 5 — Sales team hub: Enablement content page
Destination: Sales team hub → "Enablement content" page → append.
# The IntegrateWise Sales System (from the Commercial OS)
**Method:** Continuity Selling — sell the way the product works: assemble truth → prepare with evidence → propose → the buyer approves. Five principles: sell the cycle not the software · quantify with their numbers immediately · prove on real work (POV) · govern the risk visibly · land the wedge, earn the org.
**Stages (CRM mirrors exactly):** S0 Identify (ICP ≥9) → S1 Discover (pain + H/C/N + why-now) → S2 Align (Day demo, multi-thread) → S3 Prove (30-day POV, 3 criteria, decision date) → S4 Commit (realized ROI, security cleared, paper) → S5 Land (CS handoff ≤5 days) → S6 Expand. Qualification: MEDDICC overlay; two red letters at S3 = no Commit.
**Discovery (30 min, 8 required outputs):** pain sentence verbatim · tool map · H/C/N · wound story · AI-demotion status · why-now signal · eval path · demo booked on-call.
**Demo (15 min, 6 fixed beats):** their morning named → workbench three-beats → evidence/provenance → Ask-Assign-APPROVE (the climax) → the refusal + audit trail → the POV ask. Always show the refusal — it's our most credible 10 seconds.
**Objection canon:** every objection maps to a root — will it work (amnesia/hallucination scars) · will they use it (babysitting scars) · is it safe (anarchy fear) · is it worth it (ROI) · is it real (startup risk). Canon answers: repo §41. Competitor cards ×8: repo §09.
**Kill lines:** "Dashboards show work. Workbenches do work." · "Copilots visit your apps. IntegrateWise is where work lives." · "ChatGPT remembers what it wants. IntegrateWise remembers what you approve." · "Truth you own. AI you rent. Approval in between." (once per conversation)
**ROI napkin:** H × 22 × C × A × N. Defaults H=3.0, C=$65, A=0.4 conservative. 20 Command seats: ~$34K/mo value vs $2.4K cost — 14x conservative.
_Full playbooks: repo docs/commercial/07-sales/ (§§36–43) + enablement tracks §71. Synced 2026-07-21._
⬜ Pending 6 — Content library: strategy header
Destination: Content library → main page → prepend.
# The Essay Engine (from Commercial OS §§56–63)
**One essay/week → five surfaces:** site (canonical) → newsletter "The Workbench" (Tue) → LinkedIn native (Mon long-post + 3 excerpts) → webinar/talk material → sales sequences. 4 founder-hours/week, everything else is recycling.
**Five themes:** T1 The Human API · T2 The Quiet Demotion · T3 The Category · T4 Build in the Open · T5 The Craft.
**Six formats:** Wound Story · Demotion Essay · Contrarian Take · Teardown · Build Log · Explainer.
**Bar:** every piece names a failure before a feature, carries ≥1 number/mechanism/evidence, zero hype-words. Honest numbers including unflattering ones — the credibility rule.
_Full strategy: repo docs/commercial/11-marketing/. Synced 2026-07-21._
⬜ Pending 7 — Product roadmap: grammar header
Destination: Product roadmap → main page → prepend.
# Roadmap Grammar (from Commercial OS §69)
Four standing themes, now/next/later — never dated feature lists publicly:
1. **Deeper benches** — CS workbench perfected (HubSpot now, Salesforce next)
2. **More benches** — Sales + RevOps now, Exec next, custom composition later
3. **Deeper trust** — TruthLayer/audit now, SSO/policy next, residency later
4. **Wider fabric** — 70+ connectors now, marketplaces + handoff adapters next, Bridge GA later (doctrine-gated)
Language tiers, used precisely: **shipped** (demo it) · **building** (design-partner hands) · **exploring** (no commitment). Dates only in contracts, only for items we control. No roadmap promises to close deals — offer design-partner influence instead.
_Full story: repo docs/commercial/12-corporate/69. Synced 2026-07-21._
Standing sync discipline (going forward)
- Repo is canonical; Coda mirrors carry a "Synced YYYY-MM-DD" stamp.
- When a repo canon doc changes (terminology, pricing, metrics, decisions), update: the Bible hub + the affected satellite + a Decision log row if a decision was superseded.
- This manifest pattern (PENDING-SYNC-date.md) is the queue when API access is limited.