# Map of Content — Acquisition.com $100M Scaling Roadmap, Stage 3

This vault distills the Stage 3 module of Acquisition.com's $100M Scaling Roadmap PDF. Start with the [[_AGENT_PRIMER]] for a comprehensive overview; use this map to navigate to specific notes.

## 🎯 Read First

- [[_AGENT_PRIMER]] — The single most valuable artifact. 2,000+ word distilled expert priming.

## 📐 Core Stage Model (Concepts)

The roadmap's central model: three stages, three founder identities.

- [[concept-stage-2-advertise]] — Stage 2: Advertise (The Doer, headcount = 1)
- [[concept-stage-3-stabilize]] — **Stage 3: Stabilize (The Trainer, 1–4 employees)** ← focal stage
- [[concept-stage-4-prioritize]] — Stage 4: Prioritize (The Manager, 5–9 employees)

## 💡 Supporting Concepts

- [[concept-unscalable-value]] — Unscalable Value Delivery (the 2 AM ice cream principle)
- [[concept-rule-of-100]] — The Rule of 100 (100 minutes of marketing daily)

## 🔁 Contrarian Insights (filed under concepts)

- [[contrarian-unscalable-value]] — Do things that don't scale (early stage)
- [[contrarian-saying-no-to-money]] — Reject paying customers to grow

## 📊 Claims

- [[claim-stage-3-demographics]] — 24% of businesses reach Stage 3 (~7M companies)
- [[claim-stage-4-survival]] — ~3M businesses reach Stage 4
- [[claim-paying-customer-expectations]] — Paying customers expect more than free users

## 🧰 Frameworks

- [[framework-stage-3-graduation]] — Stage 3 Graduation Checklist (4 steps)
- [[framework-stage-4-graduation]] — Stage 4 Graduation Checklist (4 steps)

## 🏢 Entities

- [[entity-acquisition-com]] — Acquisition.com (author/voice)
- [[entity-quickbooks]] — QuickBooks (accounting software)
- [[entity-google-suite]] — Google Workspace (starter tooling)

## 💬 Quotes

- [[quote-unscalable-way]] — "Fix things in an unscalable way" (2 AM ice cream)
- [[quote-stage-4-focus]] — "The key to Stage 4 is learning to say 'no'"

## ✅ Action Items

- [[action-fix-biggest-problem]] — Fix the #1 customer complaint first
- [[action-formalize-payroll]] — Set up proper payroll + accounting
- [[action-niche-down]] — Niche down your customer avatar
- [[action-tool-audit]] — Audit and consolidate software tools

## 📚 Prerequisites (Assumed Prior Knowledge)

Framework names referenced but **not defined** in this PDF. Treat as gaps to fill from other Acquisition.com materials.

- [[prereq-closer-method]] — The CLOSER Method (sales script)
- [[prereq-angry-boat-method]] — The Angry Boat Method (customer de-escalation)
- [[prereq-epiphany-script]] — The Epiphany Script (testimonial extraction)

## ❓ Open Questions

- [[question-aca-framework]] — What is the ACA framework?

---

## Folder Structure

```
00-index/
  moc.md           ← you are here
  glossary.md
concepts/          ← 7 notes (5 concepts + 2 contrarian insights)
claims/            ← 3 notes
frameworks/        ← 2 notes
entities/          ← 3 notes
quotes/            ← 2 notes
action-items/      ← 4 notes
prerequisites/     ← 3 notes
open-questions/    ← 1 note
_AGENT_PRIMER.md   ← read first
```

## Reading Paths

### Path A: "I'm a Founder Diagnosing My Stage"
1. [[_AGENT_PRIMER]] → stage table
2. Find your stage: [[concept-stage-2-advertise]] / [[concept-stage-3-stabilize]] / [[concept-stage-4-prioritize]]
3. Read the matching graduation checklist: [[framework-stage-3-graduation]] or [[framework-stage-4-graduation]]
4. Execute the action items.

### Path B: "I Want To Understand The Philosophy"
1. [[concept-unscalable-value]] → [[quote-unscalable-way]] → [[contrarian-unscalable-value]]
2. [[contrarian-saying-no-to-money]] → [[quote-stage-4-focus]]
3. [[_AGENT_PRIMER]] for synthesis.

### Path C: "I Want The Tactical Checklist"
1. [[framework-stage-3-graduation]]
2. [[action-fix-biggest-problem]] → [[action-formalize-payroll]] → [[action-tool-audit]]
3. Once stable, [[framework-stage-4-graduation]] → [[action-niche-down]].

### Path D: "I'm Researching Acquisition.com Frameworks"
1. [[entity-acquisition-com]] → list of referenced proprietary frameworks
2. [[prereq-closer-method]], [[prereq-angry-boat-method]], [[prereq-epiphany-script]], [[question-aca-framework]]
3. Note that **none of these four are defined in this PDF** — resolution requires other Acquisition.com materials.