Unit of Value: A Framework for Scaling

From the 80/20 rule you know a few customers will drive your sales. Your goal is to find that handful of customers and scale them up. The goal is to create non-linear value for them.

Build out your offerings so the more your customers consume, the more value they get. Sell additional products at scale, like management, monitoring, or security.

One way to increase value is through network effects: more users = more value. Examples: collaboration tools (GitHub) and communication platforms (Slack).

1. Define your unit of value: What is the smallest unit of your product that delivers value to your customers?
2. Create a roadmap to increase that value as you scale. Identify ways to increase value as you and your customers grow. Figure out how to combine your services to create non-linear value over time.