# First-customer acquisition for a two-person SaaS team. - working worksheet

Reviewed alongside the Eli guide: https://hireeli.io/resources/first-customers-two-person-saas-team

## Decision to make

Allocate scarce founder time across product, sales and compounding distribution

Owner: ____________________
Review date: ____________________
Canonical page or destination: ____________________

## Buyer questions

- [ ] First-customer acquisition for a two-person SaaS team?
- [ ] What should a B2B startup do first to allocate scarce founder time across product, sales and compounding distribution?
- [ ] Which evidence shows that allocate scarce founder time across product, sales and compounding distribution is working?
- [ ] What is the most common mistake when teams try to allocate scarce founder time across product, sales and compounding distribution?

## Evidence-led work plan

### 1. Why this decision appears: a two-person team cannot run every channel

A two-person team cannot run every channel, produce daily content and maintain a fast product loop at the same time.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 2. Give one founder primary ownership of customer conversations, keep one compounding content path and protect product delivery time

Give one founder primary ownership of customer conversations, keep one compounding content path and protect product delivery time.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 3. Choose one synchronous acquisition channel, then choose one compounding owned channel

Choose one synchronous acquisition channel.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 4. Measure track founder hours per qualified conversation

Track founder hours per qualified conversation, activation, revenue and reusable learning created.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 5. Do not cross this boundary: do not benchmark output volume against funded marketing teams with different resources and brand demand

Do not benchmark output volume against funded marketing teams with different resources and brand demand.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

## Source ledger

- [ ] HubSpot: ways to find and keep a first customer: https://blog.hubspot.com/sales/first-customer
- [ ] Google Search Central: people-first content guidance: https://developers.google.com/search/docs/fundamentals/creating-helpful-content
- [ ] Google Search Central: optimizing for generative AI features: https://developers.google.com/search/docs/fundamentals/ai-optimization-guide
- [ ] Eli AI Visibility Index methodology: https://hireeli.io/ai-visibility-index/methodology

## Measurement boundary

Baseline date and exact context: ____________________
7-day observation: ____________________
14-day observation: ____________________
30-day observation: ____________________
Known limitations: ____________________

Keep technical eligibility, citations, recommendations, visits, leads and revenue as separate evidence. This worksheet does not guarantee an external ranking or commercial result.