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Business

Status: Planning (pre-build) Last updated: 2026-06-24 Related: ../positioning.md, ../architecture/integration-surfaces.md, ../decisions/0012-pricing-metered-governed-action.md

The go-to-market case for Provna. Provna does not sell a security tool; it sells permission to ship — the gate through which a blocked agent project passes into (limited) production with risk-committee approval. Every document in this cluster is downstream of that one reframing: budget, buyers, pricing, and discovery all change when the thing you sell stops being "another AI-security tool" and becomes "the unblock for a stalled, deadline-bound agent project."

flowchart LR
    ICP["icp-and-gtm.md<br/>who we sell to + how"] --> DP["design-partner-plan.md<br/>how we validate it"]
    DP --> PRICE["pricing-and-packaging.md<br/>how we charge for it"]
    PRICE -.->|"per-action value, not per-seat"| ICP
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Documents

  • icp-and-gtm.md — The ideal customer profile (EU-exposed bank/payments/fintech/treasury, 1000+ employees, with a blocked finance-ops agent project); the three personas (Champion, Economic Buyer, Verifier) who meet at one gate where a single "no" kills the deal; the "permission to ship" budget-pool shift; and the GTM motion (design-partner-led + top-down, with an open-source policy/SDK for credibility and a bottom-up Claude Code wedge for adoption).
  • design-partner-plan.md — The discovery plan: target 2-3 payment-intent pilots out of 8-10 interviews -> ~5 partners across bank, payments/fintech, and treasury. The discovery question set, the red flags that disqualify, the 90-day pilot single metric, the kill-criteria, and the one assumption every design partner must help us validate: is compensation genuinely hard enough to be a moat?
  • pricing-and-packaging.md — The pricing axis (platform fee + compliance-tier paywall + metered governed-action; avoid per-seat), the land-and-expand shape (land ~$60-150K -> expand $500K+, ACV $80-250K), and the open-source-vs-proprietary packaging boundary.

How these connect to the rest of the docs

  • Why the four-way intersection is defensible lives in ../positioning.md. Business documents assert the moat; positioning argues it.
  • What the buyer actually integrates (SDK / MCP hook / proxy, the "govern in two lines" on-ramp) lives in ../architecture/integration-surfaces.md. The bottom-up wedge in GTM is a business framing of that technical surface.
  • The pricing decision-of-record (why metered governed-action, why not per-seat) lives in ../decisions/0012-pricing-metered-governed-action.md. The packaging doc here is the operational expansion of that ADR.