Go-to-Market (12–18 months)

Ideal Customer Profile (ICP)

• Regulated SMEs (health, finance, gov suppliers), MSPs with PKI needs, critical SaaS.
• Pain: quantum-safe roadmap, hybrid X.509 rollout, managed rotation.

Value Proposition

• PQC-first hybrid X.509 (ML-KEM/Kyber + Dilithium) with pragmatic tooling (issuance, verify, rotation).
• Operational hardening (13+2), reproducible evidence bundles, compliance-friendly docs.

Packaging & Pricing (open-core)

• Community (FOSS) SDK/CLI + docs.
• Pro (subscription): managed CA add-ons, ACME/CT/CR tooling, audit/export, email support.
• Enterprise: SLOs, on-prem support, training, integration sprints.

Channels

• Direct (site/contact), integration partners (MSPs), community & standards (ACME/CT/PQC WGs).

Milestones

• M1 Launch TRL-7 site & binder (month 1)
• M2 Pilot A/B → 2 public case notes (month 3–4)
• M3 Pro offering + pricing page (month 5)
• M4 5 design-partner logos / 2 paid pilots (month 6–9)
• M5 Enterprise playbook v1 (month 12)

Risks & Mitigation

• Interop gaps → hybrid fallback & documented matrix
• Adoption friction → templates, ACME helpers, partner playbooks
• Resourcing → lean scope + staged features