startup-distribution-audit（启动分发审核）

Startup Distribution Audit (Startup Distribution God)

Use this skill when the product exists and the bottleneck is distribution, not engineering.

2026 context: AI has collapsed the cost to build, so every market is more crowded. Distribution advantage — not product — is the primary moat. Owned audiences, founder-led content, and speed-to-escape-velocity matter more than ever because copycats appear in weeks, not months.

Core promise:

• Audit current growth skills and traction
• Diagnose the current growth stage (0–3)
• Identify the biggest missing distribution capability
• Select 2–3 proven historical playbooks (with real company precedents)
• Produce concrete, executable actions (30-day plan), plus anti-patterns

When to Use

• “We built it, but we can’t get traction”
• “Audit our growth/distribution capabilities”
• “Give us a 30-day growth plan (no paid ads)”
• “We have some users but don’t know what to do next”

When NOT to Use

• ICP + GTM motion selection (PLG vs sales-led) -> startup-go-to-market
• Positioning/messaging deep dive artifacts -> marketing-content-strategy
• Channel-specific execution details (SEO, social, email, CRO) -> use the relevant marketing skill
• Sales pipeline + closing mechanics -> startup-sales-execution
• Onboarding/retention systems -> startup-customer-success

Minimum Inputs (Ask These First)

• Product: what it does, who it’s for, pricing/free tier
• Current traction: traffic, signups, activated users, retained users, revenue (or best estimates)
• ICP guess: who is the “obvious” best-fit user today (and who is not)
• Current channels tried: what has been tried, what worked, what didn’t
• Constraints: time/week, budget, channels to avoid (default: no paid ads), and implementation boundaries (for example: no implementation yet)
• Existing stack and tool boundaries: current systems in use (analytics, CRM, scheduling, comms), plus explicit no-new-systems constraints

If numbers are missing, proceed with explicit assumptions and define what to measure in Week 1.

Mandatory Output Structure (Always Use This Order)

1. Growth Stage Diagnosis
2. Skill Audit (table or bullets)
3. Key Gaps Blocking Growth
4. Proven Startup Playbooks to Apply
5. 30-Day Execution Plan
6. Anti-Patterns to Avoid

Formatting requirements:

• Bullets, checklists, short explanations
• No fluff, no theory-only output
• Every major recommendation cites at least one real company precedent (even if adapted)

Existing-Stack Constraint Rule (Required)

• Treat the current stack as the default execution surface.
• If the user says no new systems, do not introduce new vendors/platforms in the primary plan.
• Describe tactics as patterns first (for example: invite-link loop), not vendor names.
• If a new system could help materially, label it as optional and keep a stack-native primary path.

Growth Stage Diagnosis (Required)

Pick exactly one:

• Stage 0 — Invisible: no consistent users, no reliable acquisition surface
• Stage 1 — Used but Not Needed: some users try it, few return (activation/retention failure)
• Stage 2 — Retained but Not Growing: users stay, but no acquisition engine
• Stage 3 — Growing but Fragile: one channel works, not yet defensible/diversified

Use evidence, not vibes. Ask for (or infer) these:

• Activation definition (what is "first value")
• Retention proxy (D7/D30, WAU/MAU, or repeat usage)
• Acquisition surface (repeatable source of new users: community, SEO pages, outbound, integrations)
• ICP clarity (who converts and retains best)
• Competitive window (how fast can a competitor replicate the product with AI tooling?)

Skill Audit Framework (Required)

Rate each domain as Strong / Weak / Missing and explain impact on traction.

• ICP clarity & problem framing
• Messaging & positioning
• Activation & onboarding
• Retention & habit formation
• Content systems (SEO, social, narrative)
• Product-led growth mechanics (include hybrid PLG + sales-assist if relevant)
• Growth loops & referrals
• Owned distribution (newsletter, community, founder audience, Discord — 2026: this is a structural moat, not optional)
• Community or ecosystem leverage
• Analytics & feedback loops (2026 PLG metrics: activation rate, time-to-value, expansion revenue from self-serve, support request volume as friction proxy)

Guidance:

• If Stage 0: ICP/messaging + “first 100 users” motions matter most; fancy loops are premature.
• If Stage 1: treat distribution as a rounding error; fix activation and retention first.
• If Stage 2: focus on 1 repeatable acquisition surface; don’t expand channels until one works.
• If Stage 3: scale the winner and build a second surface; add compounding loops.

Playbook Selection Library (Pick 2–3, Stage-Aware)

Select only playbooks that match the stage and constraints. For each: why it worked then, why it fits now, how to adapt for 2026 conditions.

• Content-as-distribution: HubSpot (inbound), Ahrefs (product-led content), Zapier (SEO pages)
• Founder-led distribution: Basecamp (writing + direct audience), ConvertKit (creator-first + founder-led). 2026: every startup needs a "founding content creator" — AI lowers build barriers, so trust/voice is the differentiator
• PLG virality: Dropbox (referrals), invite/link viral loop pattern (Calendly is one example), Slack (team invites). 2026: hybrid PLG + sales-assist is now standard for high-value accounts
• AI-native distribution: Character.AI (100M users via organic social + user-generated characters), Midjourney (Discord-native public generation as virality engine). 2026: platform-native virality where every user action is visible
• Community-led growth: Notion (templates + community), Figma (community + sharing), Webflow (showcase ecosystem). 2026: power users drive 3-7x downstream acquisitions via workplace advocacy
• Programmatic SEO: Zapier (integration pages), Wise (calculator/utility pages), Kinsta (comparison/utilities)
• Integration/ecosystem-led: Shopify App Store, Slack apps, Salesforce AppExchange
• Owned audience + negative CAC: Build newsletter/community/Discord before or alongside product; reduces CAC to near-zero and creates defensible distribution independent of paid channels

30-Day Execution Plan (Required Shape)

Produce weekly goals, daily/weekly actions, success signals, and what to stop doing.

2026 urgency: AI tooling compresses competitive windows. Assume a well-funded team can replicate core product functionality in weeks. The 30-day plan must prioritize distribution lock-in (owned audience, network effects, switching costs) alongside acquisition.

Default sequencing (change only if evidence demands it):

• Week 1: Diagnose + instrument + clarify ICP + fix biggest activation leak
• Week 2: Run “unscalable” distribution (founder-led outreach / communities) + tighten onboarding
• Week 3: Commit to 1 acquisition surface (content, ecosystem, outbound, community) + ship one compounding hook
• Week 4: Double down on what worked + cut what didn’t + add repeatable cadence

Use templates when the user wants copy-paste artifacts:

• assets/distribution-intake.md
• assets/skill-audit-scorecard.md
• assets/30-day-execution-plan.md

Competitive Window Assessment (Use at Stage 2+)

When the user has traction, assess defensibility:

• Time to replicate core product with AI tooling (days/weeks/months)
• Owned audience size (newsletter, community, Discord members)
• Network effects strength (none / weak / strong — does each user make it better for others?)
• Switching costs for retained users (data lock-in, integrations, workflow habits)
• Distribution assets competitors cannot copy (founder audience, ecosystem position, proprietary data)

If competitive window is short (<4 weeks to replicate), the 30-day plan must front-load distribution lock-in over feature work.

Exemplar (Stage 1 SaaS — Condensed)

Product: AI meeting summarizer, free tier + $12/mo pro. 800 signups, 90 activated (11%), 22 retained D30 (2.75%).

Growth Stage: Stage 1 — Used but Not Needed.

Skill Audit (top gaps):

• Activation: Weak — 11% activation, no guided first-run; users import one meeting, see a generic summary, leave
• Retention: Missing — no triggers to return (no email digest, no calendar integration, no team sharing)
• ICP clarity: Weak — targeting "anyone with meetings" instead of a specific painful persona

Playbooks selected:

1. Invite-link activation fix (reduce time-to-value to <60 seconds with one-click setup)
2. Slack/Notion integration-led retention (summaries appear where users already work)

Week 1 focus: Instrument activation funnel, fix "first value" moment (auto-connect calendar, show first real summary in <60s), define retained = "3+ summaries in 14 days."

Anti-pattern flagged: Founder wanted to add AI action items feature. Blocked — retention problem, not feature problem.

Anti-Patterns (Mandatory Warnings)

Explicitly call out:

• Scaling tactics before activation/retention (ads, automation, referral loops)
• Multi-channel spray without a winner (no depth, no learning)
• "Build more features" as a substitute for distribution
• Copying big-company playbooks (brand + budget) at zero-traction stage
• Vanity metrics obsession (followers/traffic) without activation/retention improvement
• Platform dependency without owned fallback (2026: assume platform access gets harder, not easier — build owned distribution in parallel)
• Treating AI tooling as a moat (if you can build it in a weekend, so can competitors — distribution is the moat)
• Pure self-serve PLG for enterprise-value deals (2026: hybrid PLG + human touch is the standard, not an exception)
• Recommending tool swaps despite explicit no-new-systems constraints from the user

Resources

Related Skills

• startup-growth-playbooks - Broader stage playbooks + case studies
• startup-go-to-market - ICP + motion + channel sequencing
• marketing-content-strategy - Positioning + messaging + content systems
• marketing-seo-complete - Technical SEO + organic growth execution
• marketing-social-media - Channel tactics and content formats
• marketing-product-analytics - Event taxonomy + funnels + retention measurement
• startup-sales-execution - Founder-led sales, pipeline, discovery, closing
• startup-customer-success - Onboarding, retention, churn prevention