SKU-to-Platform Capability Mapping¶
Created: 2026-04-08 Parent docs: QBO_PRODUCT_CATALOG.md | SKU_DELIVERABLES_MATRIX.md Purpose: Map every QBO SKU to the platform capabilities it exercises, the plan tier it aligns with, and the service-to-SaaS conversion pathway
Reading This Document¶
Each SKU maps to one or more of the following:
- Platform capabilities —
TeamMemberCapabilityenum values the partner uses during/after the engagement - Minimum plan tier — The SaaS tier the partner needs to execute on deliverable recommendations
- Nature — Pure SaaS, pure consulting, or hybrid (consulting + platform)
- Conversion pathway — How the service engagement bridges to SaaS revenue
Category A: SaaS Subscriptions — Direct Capability Access¶
These SKUs are the capability layer. Each tier unlocks a set of TeamMemberCapability values gated by PlanTier::level().
Tier → Capability Matrix¶
| Capability | Category | Starter (L1) | Accelerate (L2) | Command+ (L3) | Enterprise (L4) |
|---|---|---|---|---|---|
manage_content |
Marketing | Y | Y | Y | Y |
manage_listings |
Listings | Y | Y | Y | Y |
publish_listings |
Listings | Y | Y | Y | Y |
view_listings |
Listings | Y | Y | Y | Y |
manage_integrations |
Integrations | Y | Y | Y | Y |
view_integrations |
Integrations | Y | Y | Y | Y |
manage_billing |
Billing | Y | Y | Y | Y |
view_billing |
Billing | Y | Y | Y | Y |
approve_usage |
Billing | Y | Y | Y | Y |
view_partners |
Partners | Y | Y | Y | Y |
view_marketing_analytics |
Marketing | Y | Y | Y | Y |
manage_security_settings |
Security | Y | Y | Y | Y |
invite_members |
Team | Y | Y | Y | Y |
manage_members |
Team | Y | Y | Y | Y |
view_members |
Team | Y | Y | Y | Y |
manage_companies |
Companies | Y | Y | Y | Y |
view_companies |
Companies | Y | Y | Y | Y |
review_reports |
Pro Services | Y | Y | Y | Y |
view_reports |
Pro Services | Y | Y | Y | Y |
view_analytics |
Analytics | Y | Y | Y | Y |
manage_seo |
Marketing | — | Y | Y | Y |
invite_partners |
Partners | — | Y | Y | Y |
manage_partners |
Partners | — | Y | Y | Y |
manage_cosell_plans |
Partners | — | Y | Y | Y |
manage_campaigns |
Marketing | — | Y | Y | Y |
api_access |
API | — | Y | Y | Y |
manage_cloud_connections |
Integrations | — | — | Y | Y |
api_admin |
API | — | — | Y | Y |
manage_sso |
Security | — | — | Y | Y |
view_audit_log |
Security | — | — | Y | Y |
export_data |
Analytics | — | — | Y | Y |
mcp_access |
3PI Partner | — | — | Y | Y |
manage_partner_keys |
3PI Partner | — | — | Y | Y |
view_usage_metrics |
3PI Partner | — | — | Y | Y |
manage_webhooks |
3PI Partner | — | — | Y | Y |
sandbox_access |
3PI Partner | — | — | Y | Y |
SKU → Tier → Capability Count¶
| SKU | Tier | Level | Capabilities Unlocked | Seats | AI Credits |
|---|---|---|---|---|---|
| SAAS-001/002 | Starter | 1 | 22 | 1 | 100K |
| SAAS-003/004 | Accelerate | 2 | 28 | 5 | 500K |
| SAAS-005/006 | Command+ | 3 | 38 | 15 | 2M |
| SAAS-007/008 | Enterprise | 4 | 38 (all) | Unlimited | 10M+ |
Category B: Professional Services — SKU → Capability → Plan Mapping¶
Nature Classification¶
| SKU | Name | Nature | Consulting % | Platform % |
|---|---|---|---|---|
| SVC-001 | GTM Audit — Standard | Pure consulting | 100% | 0% |
| SVC-002 | GTM Audit — Comprehensive | Pure consulting | 100% | 0% |
| SVC-003 | Listing Optimization | Hybrid | 80% | 20% |
| SVC-004 | Content Strategy — 30 Day | Hybrid | 70% | 30% |
| SVC-005 | Co-Sell Workshop | Pure consulting | 100% | 0% |
| SVC-006 | GTM Launch Package | Hybrid | 60% | 40% |
| SVC-007 | Managed GTM Retainer | Hybrid | 50% | 50% |
| SVC-008 | Marketplace Launch Program | Hybrid | 55% | 45% |
Detailed SKU → Capability Mapping¶
SVC-001 — GTM Audit Standard ($2,500)¶
Nature: Pure consulting — deliverable is a PDF report, no platform work
| Capability Exercised | How | During Engagement | Post-Engagement |
|---|---|---|---|
view_listings |
Audit evaluates partner's marketplace listing quality | — | Y (partner reviews via platform) |
view_marketing_analytics |
Audit references campaign/content performance data | — | Y (partner tracks improvements) |
manage_seo |
SEO scoring in audit; partner acts on recommendations | — | Y (Accelerate+) |
Minimum plan to execute recommendations: Accelerate (for SEO tools + campaign features) Bridge: 30-day Accelerate trial included in SOW
Conversion pathway:
SVC-001 ($2,500) → Audit reveals gaps → 30-day Accelerate trial →
Partner uses platform to execute recommendations →
Converts to SAAS-003/004 ($349/mo or $3,490/yr)
SVC-002 — GTM Audit Comprehensive ($5,000)¶
Nature: Pure consulting — report + competitive analysis + 90-day plan
| Capability Exercised | How | During Engagement | Post-Engagement |
|---|---|---|---|
view_listings |
Audit evaluates listing quality | — | Y |
view_marketing_analytics |
Audit references campaign effectiveness | — | Y |
manage_seo |
SEO/discoverability scoring and recommendations | — | Y (Accelerate+) |
manage_campaigns |
90-day plan recommends campaign execution | — | Y (Accelerate+) |
manage_content |
Recommendations include content creation strategy | — | Y |
Minimum plan to execute recommendations: Accelerate Bridge: 30-day Accelerate trial included in SOW
Conversion pathway:
SVC-002 ($5,000) → Comprehensive roadmap → 30-day Accelerate trial →
Partner executes 90-day plan on platform →
Converts to SAAS-003/004 or SAAS-005/006 (if plan requires co-sell features)
SVC-003 — Marketplace Listing Optimization ($2,500)¶
Nature: Hybrid — consulting output (DOCX copy) + platform SEO tools
| Capability Exercised | How | During Engagement | Post-Engagement |
|---|---|---|---|
manage_listings |
Optimized listing copy created for partner | Y (Vellocity creates) | Y (partner maintains) |
manage_seo |
SEO keyword map + optimization recommendations | Y (analysis) | Y (Accelerate+) |
publish_listings |
Partner publishes optimized copy to marketplace | — | Y |
view_listings |
Partner monitors listing performance post-optimization | — | Y |
Minimum plan to execute recommendations: Starter (basic listing), Accelerate (SEO monitoring) Bridge: 30-day Accelerate trial
Conversion pathway:
SVC-003 ($2,500) → Optimized listing + SEO map → Partner publishes →
Wants ongoing SEO monitoring + A/B testing → SAAS-003/004 (Accelerate)
SVC-004 — Content Strategy Package 30-Day ($4,000)¶
Nature: Hybrid — consulting output (calendar + samples) + platform content tools
| Capability Exercised | How | During Engagement | Post-Engagement |
|---|---|---|---|
manage_content |
5 sample pieces created; partner generates more on platform | Y (samples) | Y (ongoing generation) |
manage_campaigns |
Distribution plan → email sequences, campaign setup | — | Y (Accelerate+) |
manage_seo |
KPI framework includes SEO metrics | — | Y (Accelerate+) |
view_marketing_analytics |
KPI framework references platform analytics | — | Y |
Minimum plan to execute recommendations: Accelerate (campaigns + SEO) Bridge: 30-day Accelerate trial
Conversion pathway:
SVC-004 ($4,000) → Content calendar + 5 samples → Partner uses platform to generate remaining content →
Needs campaign automation + analytics → SAAS-003/004 (Accelerate)
SVC-005 — Co-Sell Strategy Workshop ($2,000)¶
Nature: Pure consulting — workshop + playbook, no platform work during engagement
| Capability Exercised | How | During Engagement | Post-Engagement |
|---|---|---|---|
invite_partners |
Playbook teaches partner identification; platform enables invitations | — | Y (Accelerate+) |
manage_partners |
Partner scorecard template; platform manages relationships | — | Y (Accelerate+) |
manage_cosell_plans |
Co-sell playbook → operationalized as co-sell plans on platform | — | Y (Accelerate+) |
view_partners |
Partner profiles referenced in playbook | — | Y |
Minimum plan to execute recommendations: Accelerate (partner management + co-sell plans) Bridge: 30-day Accelerate trial
Conversion pathway:
SVC-005 ($2,000) → Co-sell playbook + partner profiles → Partner wants to operationalize →
Needs partner management + co-sell plan features → SAAS-003/004 (Accelerate)
SVC-006 — GTM Launch Package ($8,500)¶
Nature: Hybrid — combines audit + strategy + platform setup + training
| Capability Exercised | How | During Engagement | Post-Engagement |
|---|---|---|---|
manage_listings |
Platform setup includes listing configuration | Y | Y |
manage_content |
Strategy includes content samples; platform configured for generation | Y | Y |
manage_campaigns |
90-day roadmap includes campaign setup | Y (configured) | Y (Accelerate+) |
manage_seo |
Audit includes SEO scoring; platform configured for monitoring | Y | Y (Accelerate+) |
view_marketing_analytics |
Training covers analytics dashboards | Y (training) | Y |
manage_integrations |
Platform setup includes CRM integration | Y | Y |
Minimum plan to execute 90-day roadmap: Accelerate Bridge: 60-day Accelerate trial (extended, not standard 30-day)
Conversion pathway:
SVC-006 ($8,500) → Full setup + training → Partner uses configured platform for 60 days →
Already embedded in workflows → Converts to SAAS-003/004 or SAAS-005/006
(highest conversion rate of any service — platform is already configured)
SVC-007 — Managed GTM Operations Retainer ($4,000/mo)¶
Nature: Hybrid — ongoing consulting with active platform usage
| Capability Exercised | How | During Engagement | Post-Engagement |
|---|---|---|---|
manage_content |
Monthly deliverables often include content creation | Y | Y |
manage_campaigns |
Campaign management is a common monthly scope item | Y | Y (Accelerate+) |
manage_seo |
SEO monitoring and optimization is recurring scope | Y | Y (Accelerate+) |
manage_listings |
Listing maintenance and optimization | Y | Y |
view_marketing_analytics |
Monthly reporting references platform analytics | Y | Y |
invite_partners |
Partner outreach may be in monthly scope | Y | Y (Accelerate+) |
manage_cosell_plans |
Co-sell plan execution may be in monthly scope | Y | Y (Accelerate+) |
export_data |
Monthly reports may export platform data | Y | Y (Command+) |
Minimum plan for partner: Accelerate (partner should be on paid plan during retainer) Note: Retainer client should already be a paying SaaS customer. If not, the SOW should include platform subscription.
Conversion pathway:
SVC-007 ($4,000/mo) → Ongoing engagement → Partner depends on platform for deliverables →
Already a subscriber → Upsell to Command+ if needs exceed Accelerate capabilities
OR → Retainer ends → Partner continues platform self-serve (retention mechanism)
SVC-008 — Marketplace Launch Program ($20,000)¶
Nature: Hybrid — full launch preparation with extensive platform setup
| Capability Exercised | How | During Engagement | Post-Engagement |
|---|---|---|---|
manage_listings |
Listing creation/optimization (M1) | Y | Y |
manage_content |
Campaign content creation (M2) | Y | Y |
manage_campaigns |
Launch campaign strategy + setup (M2) | Y | Y (Accelerate+) |
manage_seo |
Listing SEO optimization (M1) | Y | Y (Accelerate+) |
invite_partners |
Partner outreach plan (M2) | Y | Y (Accelerate+) |
manage_partners |
Partner relationship setup (M2) | Y | Y (Accelerate+) |
view_marketing_analytics |
90-day roadmap references analytics KPIs (M3) | Y | Y |
manage_integrations |
Platform setup includes CRM + tool integrations (M3) | Y | Y |
Minimum plan for post-launch: Accelerate (partner needs campaigns + partners + SEO) Bridge: Platform trial included in M3
Conversion pathway:
SVC-008 ($20,000) → Full launch prep across 3 milestones →
Platform fully configured → Partner trained → 90-day roadmap in hand →
Converts to SAAS-003/004 (Accelerate) or SAAS-005/006 (Command+)
(second-highest conversion rate — deep platform integration during engagement)
Category C: AWS-Aligned Programs — SKU → Capability → AWS Program Mapping¶
Nature Classification¶
| SKU | Name | Nature | Consulting % | Platform % | AWS Program |
|---|---|---|---|---|---|
| AWS-001 | PRIME Readiness | Pure consulting | 100% | 0% | Seller Prime |
| AWS-002 | ISV Accelerate Readiness | Hybrid | 70% | 30% | ISV Accelerate |
| AWS-003 | MDF Application | Pure consulting | 95% | 5% | Market Dev Funds |
| AWS-004 | PoC Funding Application | Pure consulting | 100% | 0% | PoC Funding |
| AWS-005 | PLG Motion Setup | Hybrid | 60% | 40% | SaaS Free Trial |
| AWS-006 | Co-Sell Opportunity Coaching | Hybrid | 80% | 20% | ACE Pipeline |
| AWS-007 | Competency Application | Pure consulting | 95% | 5% | AWS Competency |
Detailed SKU → Capability Mapping¶
AWS-001 — PRIME Readiness Assessment ($2,500)¶
| Capability Exercised | How | During | Post |
|---|---|---|---|
view_listings |
Compliance audit reviews current listing state | Y | Y |
manage_listings |
Remediation checklist may include listing changes | — | Y |
Minimum plan: Starter (basic listing access) Conversion: PRIME readiness → partner needs listing optimization → SVC-003 or SAAS-003/004
AWS-002 — ISV Accelerate Readiness ($5,000)¶
| Capability Exercised | How | During | Post |
|---|---|---|---|
manage_cosell_plans |
ACE pipeline tracking setup | Y | Y (Accelerate+) |
invite_partners |
Co-sell learning module guidance | — | Y (Accelerate+) |
manage_partners |
Customer reference strategy involves partner management | — | Y (Accelerate+) |
manage_integrations |
ACE integration assessment may trigger CRM setup | — | Y |
view_listings |
Requirements audit reviews listing state | Y | Y |
Minimum plan: Accelerate (co-sell plans + partner management for ACE pipeline) Conversion: ISV Accelerate readiness → partner needs ACE pipeline tracking → SAAS-003/004
AWS-003 — MDF Application Assistance ($1,500 + 10%)¶
| Capability Exercised | How | During | Post |
|---|---|---|---|
manage_campaigns |
Campaign plan aligned to MDF requirements | — | Y (Accelerate+; MDF can fund the subscription) |
view_marketing_analytics |
ROI framework references campaign analytics | — | Y |
Minimum plan: Accelerate (to execute MDF-funded campaigns on platform) Conversion: MDF approved → partner uses MDF to fund Vellocity subscription (the flywheel)
AWS-003 ($1,500) → MDF approved ($10K-$50K) →
Partner uses MDF to fund GTM campaigns →
Campaigns run through Vellocity platform (SAAS-003/004) →
MDF pays for the subscription → Vellocity gets paid twice
AWS-004 — PoC Funding Application ($1,000 + 10%)¶
| Capability Exercised | How | During | Post |
|---|---|---|---|
| (none directly) | Pure application drafting — no platform features used | — | — |
Nature: Pure consulting — application draft + technical scope + budget Minimum plan: None (standalone consulting) Conversion: PoC success → partner needs GTM to market the validated solution → SVC-006 or SAAS-003/004
AWS-005 — PLG Motion Setup ($3,500)¶
| Capability Exercised | How | During | Post |
|---|---|---|---|
manage_listings |
Trial flow design includes listing optimization for free trial CTA | Y | Y |
manage_content |
Onboarding sequence + in-app messaging copy | Y | Y |
manage_campaigns |
Trial-to-paid conversion strategy → email sequences | — | Y (Accelerate+) |
view_marketing_analytics |
Usage trigger mapping → conversion analytics | — | Y |
Minimum plan: Accelerate (campaign automation for conversion sequences) Conversion: PLG motion designed → partner needs platform to execute onboarding + campaigns → SAAS-003/004
AWS-006 — Co-Sell Opportunity Coaching ($2,000/opp)¶
| Capability Exercised | How | During | Post |
|---|---|---|---|
manage_cosell_plans |
Opportunity positioning + ACE submission prep | Y | Y (Accelerate+) |
manage_partners |
Partner brief template for co-sell relationships | Y | Y (Accelerate+) |
view_partners |
Opportunity review references partner data | Y | Y |
Minimum plan: Accelerate (co-sell plan management) Conversion: Successful co-sell → partner wants pipeline visibility → SAAS-003/004 or SAAS-005/006
AWS-007 — Competency Application Support ($7,500)¶
| Capability Exercised | How | During | Post |
|---|---|---|---|
view_listings |
Competency requirements may reference listing state | Y | Y |
manage_content |
Documentation preparation uses content tools | Y | Y |
export_data |
Evidence compilation may require data exports | — | Y (Command+) |
Nature: Primarily consulting (95%) — heavy documentation work Minimum plan: Starter (basic access); Command+ if ongoing compliance monitoring needed Conversion: Competency awarded → partner needs to maintain compliance → SAAS-005/006 (Command+ for audit logs + exports)
Category D: Add-Ons — Direct Capability Amplifiers¶
| SKU | Name | Capability Amplified | Nature |
|---|---|---|---|
| ADD-001 | AI Credit Top-Up 100K | manage_content — extends AI generation capacity |
Pure platform |
| ADD-002 | AI Credit Top-Up 500K | manage_content — extends AI generation capacity |
Pure platform |
| ADD-003 | SEO Analysis Pack | manage_seo — adds SEO analysis credits |
Pure platform |
These don't unlock new capabilities — they extend the capacity of existing ones.
Conversion Funnel Summary¶
Services → SaaS Conversion Paths¶
┌─────────────────────────────────────────────┐
│ PURE CONSULTING (no platform) │
│ SVC-001, SVC-002, SVC-005 │
│ AWS-001, AWS-004, AWS-007 │
│ │
│ Bridge: 30-day Accelerate trial in SOW │
│ Target: SAAS-003/004 (Accelerate) │
└────────────────────┬────────────────────────┘
│
┌────────────────────▼────────────────────────┐
│ HYBRID (consulting + platform) │
│ SVC-003, SVC-004, SVC-006, SVC-008 │
│ AWS-002, AWS-003, AWS-005, AWS-006 │
│ │
│ Bridge: Platform configured during engage. │
│ Target: SAAS-003/004 or SAAS-005/006 │
└────────────────────┬────────────────────────┘
│
┌────────────────────▼────────────────────────┐
│ ONGOING HYBRID (retainer) │
│ SVC-007 │
│ │
│ Bridge: Partner already a subscriber │
│ Target: Retain SAAS-003+ or upsell │
└─────────────────────────────────────────────┘
Expected Conversion Rates (Hypothesis — Track Actuals)¶
| Service Tier | Expected SaaS Conversion | Why |
|---|---|---|
| Pure consulting (SVC-001/002/005) | 20–30% | Report-only; partner must self-motivate to act |
| Hybrid — light (SVC-003/004) | 35–45% | Platform used during engagement; partner sees value |
| Hybrid — deep (SVC-006/008) | 50–65% | Platform fully configured; partner trained; high switching cost |
| Retainer (SVC-007) | 80%+ | Already a subscriber; retainer reinforces platform dependency |
| AWS programs | 25–40% | Depends on AWS program success; MDF flywheel can push higher |
Config Reference¶
Codebase locations:
- Plan tiers: app/Enums/Plan/PlanTier.php
- Capabilities: app/Enums/Team/TeamMemberCapability.php
- Capability → plan gating: TeamMemberCapability::minimumPlan()
- QBO SKU mapping: app/Extensions/QuickBooks/config/quickbooks.php
- Credit tiers: database/migrations/2026_01_18_100001_update_pricing_plans_current_capabilities.php
- SKU import CSV: docs/operations/qbo-products-import.csv