🎯 Ideal Client & Referral Partner Profile · v1.2 · 🟢 Live
Who REMAP sells to, how a lead is qualified before a discovery call is booked, who refers well, and what a referral partner receives.
Used by Marketing, Business Development and the closers. Part of the REMAP Business Operating System. September 2026 · Reviewed at each quarterly.
📌 In one line: a service-based business of $2M–$40M with a reachable owner, who knows they need AI or automation, is unsure where to start, wants to be led, and can carry a monthly seat for six months or more.
| Dimension | Fit | Why |
|---|---|---|
| Company size | $2M–$40M annual revenue. Proxy: 10+ staff. | Below $2M rarely has the budget; above $40M brings procurement cycles and layers between us and the decision-maker. |
| Decision-maker | Owner, MD or CEO reachable directly and present on the call. | Non-negotiable. See disqualifiers. |
| Industries | Service businesses that trade time for money. Real estate agencies are the lead vertical. Professional services, construction and marketing-heavy businesses are strong. Enterprise excluded. | Service businesses already understand the maths of efficiency and automation. E-commerce has not converted to date: not excluded, not targeted. |
| Region | Asia Pacific first (Australia, Singapore); US and UK welcome. | Australian base and a regional team in similar time zones drive traction. No region excluded. |
| Budget | Standard seat $5,000 USD / month for a six-month term. Senior $6,500. Fractional from $2,800. | |
| Situation | Knows they need AI or automation, unsure where to start, wants to be led. Multiple potential projects, or willing for REMAP to find them. | This is where REMAP wins: assessment, roadmap, then a sequence of projects delivered by an embedded specialist. |
| Also acceptable | A defined project or one-off build where external quotes sit around $25,000–30,000. | A full-time specialist for 3 months (~$15,000) delivers it and opens the retainer conversation. Single narrow builds with no follow-on are weak. |
| Disqualifier | Why |
|---|---|
| No decision-maker on the call | Learned the hard way. Reschedule with the decision-maker or park. |
| Solo operator without ~$3,000 / month budget | A seat is a team member; a one-person business usually cannot carry it, however keen. |
| Single narrow scope with no follow-on | Once built, there is nothing left to create value in; the engagement ends at the project. |
| Shopping for the cheapest one-off build | Freelance marketplaces will always be cheaper for a bare build. REMAP sells guided implementation, not labour. |
| Enterprise procurement cycle | Decision cycles too slow; too many stakeholders between us and the owner. |
| Business in decline seeking AI to rescue revenue | REMAP delivers operational efficiency. A business needing top-line growth next quarter will treat the seat as a cost to cut, however happy they are with the specialist. Park with a re-entry path. |
| Declines the assessment and roadmap | A client who will not let REMAP set the roadmap has bought a project, not a seat. Without a sequence of projects there is nothing to protect when pressure arrives. |
Accepting a client outside this profile needs a written retention strategy. See Revenue charter.
Business Development confirms five checks in two exchanges maximum.
| # | Check | Question confirmed before booking |
|---|---|---|
| 1 | Decision-maker | Will the owner / MD / CEO be on the call? |
| 2 | Size band | Roughly how many staff, or what revenue band? (10+ staff or $2M+) |
| 3 | Situation | Do they know what they want built, or do they know they need AI and want help finding where? Either is fine; the second is ideal. |
| 4 | Budget | Aware that engagement is a monthly retainer from ~$2,800 USD, minimum 3 months? Not a negotiation, an acknowledgement. |
| 5 | Timing | Looking to start in the next 60 days? |
| Result | What happens |
|---|---|
| Passes all five | Booked, with a pre-call brief |
| Fails decision-maker | Rebooked or parked |
| Fails budget | Parked with a nurture sequence, not a discount |
REMAP sets the roadmap, or REMAP does not start.
A third-party audit is an input, re-baselined into a REMAP roadmap before month one, so the sequence of projects is ours to drive. Early-stage software builds carry an expectation-setting step on scope, cadence and communication before the Order Form is issued.
| Term | Standard |
|---|---|
| Engagement term | Six months standard. Three months at the short-term rate (standard + 15%). Month-to-month only as a step-down path for existing clients. |
| Specialist replacement | Ongoing guarantee: if the client is not satisfied at any point, the specialist is replaced at no cost. |
| Hosting | Applications built during the engagement are hosted on the REMAP platform at no charge while the seat runs. On exit the client takes over hosting at cost or migrates to their own platform; expected costs are set out at exit. |
| Roadmap review | Quarterly, with the first at month 2.5, so months four to six have a project sequence before month three ends. |
| Pressure on the client | Pause, or step down to fractional, rather than exit. Re-entry without re-selling. |
| Payment | Monthly in advance. No seat starts until funds are received. |
Pricing authority and discounts: Revenue & Partnerships charter.
Agencies and personal-brand operators, not solo agents without budget. Founder credibility in sales, acquisition and capital raising in the sector. Proven in Australia; US real estate agencies have the same problems at larger scale and are a candidate for a mirrored campaign once the ICP is confirmed by research.
| Partner type | Why they refer well | Fit |
|---|---|---|
| Personal-brand operators in real estate | Growing a public brand and a business; their audience is exactly REMAP's client; they want to be seen bringing capability to their network. | ⭐ Best performing to date |
| Trusted advisers who audit and roadmap but do not implement (AI auditors, efficiency consultants) | They diagnose and recommend; REMAP implements. Clean delineation, no competition for the client. | Strong |
| MSPs and MSP consultants | Trusted technical relationship with a client base; lack implementers at scale. | Strong |
| Fractional marketing or automation people embedded in businesses | Inside the business, see the opportunities, need a delivery partner. | Strong |
| Business coaches | Tell owners to adopt AI and automation, then need someone to hand them to. | Strong |
| Accountants | Trusted, but the referral conversation rarely arises naturally. | Lower priority |
| Firms that both advise and implement | Same model as REMAP at smaller scale; unclear who owns the client and the implementation. | ❌ Not a fit |
| Element | Detail |
|---|---|
| Referral fee | 13–15% of seat MRR, ongoing while the seat bills. Standard ceiling 15%. Commercial terms and signing sit with Revenue. |
| Co-branded landing page | REMAP-built page for the partner's audience with the partner's branding; leads tracked to the partner. |
| Workshop for their clients | A Practical AI session run for the partner's network. |
| Founder on their channels | Founder appears on the partner's podcast, content or events; joint content produced. |
| Partner kit | One-pagers, case material, intro scripts, the intelligence assessment link. |
| Exclusivity | None. Not offered in any niche. |
| Delineation | The partner advises or introduces; REMAP runs discovery, proposes, implements and holds the client relationship for delivery. |
Standard agreement terms, payment timing and approval above 13%: Revenue & Partnerships charter.
REMAP Business Operating System · Ideal Client & Referral Partner Profile · v1.2 · September 2026 · Internal · Reviewed at each quarterly