Boko — Roles & Workflow Boko — who does what, and in what order Solid box = human seat. Dashed box = agent. Two hires: a Salesperson and an Ads & Account Manager. Maria — Founder & Commercial Pricing exceptions · non-standard scope · agency partners · referrals Tier A relationships · weekly sales review · monthly management review MEASURED ON: MRR MONTH OVER MONTH 1 · ACQUIRE & CLOSE Salesperson PART TIME · HIRING NOW CHANNEL 1 — AIRTASKER & BARK Sells everything Boko does. Airtasker 7am + 3pm daily. Bark daily. Bids, submits and closes at list price. CHANNEL 2 — COLD OUTREACH Sells the $900 Audit, runs the session, sends roadmap + Sprint quote in 48h. Tier set by workflow count. CHANNEL 3 — MOCKUP + DEMO 8–10 store mockups a day. Demos and closes the $99 app. Asks for App Store review at day 30. ESCALATES: DISCOUNTS · CUSTOM SCOPE Prospector Store audit → the one specific observation → mockup brief → first-touch draft. Bark and Airtasker scanning and pitch drafts. BUILD BEFORE THE SALESPERSON STARTS 2 · DELIVER Brian — Design & Build Mockup template and volume output Landing pages, creative, app front end Client brand work Owns the delivery calendar ON-TIME DELIVERY · REWORK RATE Ronak — Systems Builds the Sprint workflows Apps, integrations, Klaviyo, n8n App support and uptime Documentation as work is done BUILD THROUGHPUT · APP UPTIME CONSTRAINT: ONE DEVELOPER. Every Sprint sold runs through Ronak. Second dev on contract at $25K MRR. Studio + Build Support Mockups at volume, image prep, first-draft layouts, ticket triage, documentation written as builds ship. 3 · RETAIN & GROW Ads & Account Manager HIRE AT $15K MRR ADS PERFORMANCE Meta and Google account management Testing, optimisation, budget pacing Weekly and monthly reporting CLIENT RHYTHM Tier A: Monday note, monthly session Tier B: snapshot + one recommendation Scope confirmed in writing each month RETENTION & EXPANSION Logs health signals in HubSpot Quarterly roadmap conversation Keeps the Client Bible current MEASURED ON: RETENTION · NOT AD METRICS Account Watch Weekly health flags across every client. Monthly reports. Quarterly roadmap pack with one priced idea. STOPS THE LEAK client won handover Upsell — next rung sold back through sales Virtual seats — functions held by an agent, not a person They report to Maria. They have things they own and things they must escalate. Nobody human fills them. People Ops — virtual HR PRODUCES Ranked shortlists with reasoning · scored practical tasks · interview packs · 30-day onboarding plans · contractor invoice tracking · one-to-one prep notes ESCALATES: INTERVIEWS · HIRE DECISIONS · RATES · EXITS Back Office — virtual admin PRODUCES Same-day sheet and CRM sync after every Ignition invoice · payment chase drafts · subscription audit · inbox triage · what needs Maria versus what can wait ESCALATES: CLIENT-FACING · PAYMENTS · SIGNATURES Pulse — oversight across every seat 1st of the month: MRR, client count, concentration, gross profit, gate progress. Churn alert the month a client stops. Half a day to build.

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