Launch Plan — First 90 Days
Premise: the first 90 days after launch readiness sets the pattern for the rest of the year. We over-invest in foundations (people, materials, data) so the next 270 days can be pure execution.
Assumed Day-0: the date the product passes the Property #1 readiness gate
(property-1-readiness-audit-2026-04-28.md) and the audit closure plan
(property-1-gold-standard-fix-plan-2026-04-28.md) is verified ≥ 90% closed.
Phase A — Days 0-30: Foundations
Week 1 (Days 1-7) — Plant flags
Sales
- Hire: VP Sales (offer extended Day 0, joins by Day 10)
- Hire: 2 Enterprise AEs (Mumbai, Bengaluru)
- Hire: 1 Sales Engineer
- Hire: 1 Director of Inside Sales
- Hire: 4 Inside Sales Reps (Bengaluru hub)
- Hire: 2 BDRs (Pune)
- Stand up Salesforce sandbox with seed data
- Compile Top-200 enterprise target account list (T4/T5)
- Compile Top-1,000 SMB target list (T2/T3)
- Set up Apollo + Lusha integrations
Marketing
- Launch new keynova.ai marketing site
- Publish 10 anchor pillar articles (5 EN + 5 HI)
- Set up Google Analytics 4, GTM, Hotjar
- Launch HubSpot for marketing automation
- Set up SEO tracking (Ahrefs / SEMrush)
- Brand asset library + photography library live
- 2-page hospitality OS pitch PDF ready
- LinkedIn company page revamp
- Twitter/X account active
Product/CS
- Onboarding playbook v1 (45-page document)
- Demo environment refresh — 3 personas (hotel, resort, restaurant) seeded
- Self-serve provisioning soft-launched (PLG)
- 5 lighthouse customers identified + booked for go-live
- Implementation specialist team of 4 staffed
Partnerships
- Hire Director of Partnerships (offer Day 0, join Day 15)
- Initial conversations with 5 hardware partners
- Initial conversations with 3 consultants
Ops
- Compliance pack ready (SOC 2 Type 1, DPDPA whitepaper, security overview)
- Reference architecture diagram ready for IT buyers
- Pricing committed to website (T1 + T2 anchor)
Week 2 (Days 8-14) — First demos
- VP Sales onboarded + first AE call coaching
- Inside sales team complete 1-week certification bootcamp
- 50 outbound emails per BDR per day cadence kicks off
- First demo bookings (target: 15 demos by EoW2)
- 3 launch press release drafts ready
Week 3 (Days 15-21) — HICSA (Hotel Investment Conference South Asia)
- Anchor event: Gold sponsor at HICSA (Bangalore/Hyderabad, April-May)
- 6-person booth crew (CEO + VP Sales + CMO + 3 AEs)
- 30-minute keynote — "India's Hospitality Operating System"
- Hosted dinner — 25 invitees (target chains + investors + analysts)
- Press meet — 8 publications invited
- KPI: 100 qualified conversations, 25 demos booked
Week 4 (Days 22-30) — Inbound switch-on
- All paid digital live (Google Search, Meta, LinkedIn)
- First webinar — "GST e-invoice for hotels — what FY26 changes"
- First 5 lighthouse customers go live
- First case study draft started
- Weekly internal "sales war room" cadence established
- 30-day review: GTM dashboard, hiring on track, pipeline ≥ ₹4 Cr
Phase B — Days 31-60: Velocity
Week 5-6 (Days 31-44)
Sales
- 4 more ISRs onboarded (total 8)
- 1 Customer Success Manager hired
- 2 more BDRs (total 4)
- First T4 enterprise pilot kicked off
- 75+ active opportunities in pipeline
- Win/loss interviews on first 10 closed-lost deals
Marketing
- 15 more pillar articles published (30 cumulative)
- First KeyNova Index Q1 report released to press
- Fortnightly webinar cadence stable
- Re-targeting campaigns live
- Customer reference program live (₹25k credit per reference call)
Product/CS
- 15 lighthouse customers live
- First testimonial videos shot (3 customers)
- Migration tooling from eZee live (most common switch)
- Onboarding playbook v2 with lighthouse learnings
- NPS measured at 30/60/90 day milestones
Partnerships
- 3 hardware partners signed (Star Micronics, Posiflex, one door lock vendor)
- 2 consultant agreements signed
- Partner portal soft-launched
Week 7-8 (Days 45-60)
Sales
- First channel-sourced deal closed
- 8-10 deals/week closing cadence reached
- First "switch-from-eZee" deal closed → public case study within 30 days
Marketing
- FHRAI Western Region event (Mumbai, May-June) — Silver sponsor
- First boutique-hotel-owner roundtable in Mumbai (25 attendees)
- PR coverage in Hotelier India, ETHospitality
Product/CS
- 30 customers live total
- Slack #customer-feedback live; product team triages weekly
- First product feedback loop closed → release notes published
60-day review
- Hiring: 80% of Q1 plan filled
- Pipeline: ≥ ₹15 Cr
- Closed-won: ≥ ₹2.5 Cr ACV
- 0 P0 customer incidents in past 30 days
- NPS at 30-day: ≥ +45
Phase C — Days 61-90: Scale
Week 9-10 (Days 61-74)
Sales
- Inside sales team to 14 reps
- Open Delhi NCR + Pune satellite offices
- 200+ active opportunities
- First quota-relief audit (does our quota actually map to addressable?)
Marketing
- 45 articles published cumulative
- LinkedIn Live + YouTube show launched ("KeyNova Insider" — weekly 30-min)
- First paid OOH test: 2 hoardings in Bengaluru hospitality corridor
- 5 customers using ROI calculator → 5 case studies in flight
Product/CS
- 50 customers live
- First multi-property customer expansion (existing → second property)
- CS retention motion live (90-day health score, churn-risk scoring)
Partnerships
- 8 hardware partners signed
- First channel summit (small, ~50 attendees)
Week 11-12 (Days 75-90)
Sales
- First $1M (₹8.5 Cr) cumulative ARR booked milestone
- Enterprise pipeline coverage ≥ 4× quota
- Inside-sales pipeline coverage ≥ 3.5× quota
- 2 enterprise pilots converted to chain-wide rollouts (multi-property contracts)
Marketing
- HOTREMAI Hyderabad — Bronze sponsor + speaker session
- First analyst briefing series complete (HVS, JLL, Hotelivate)
- TV interview on a business channel (CNBC TV-18 or ET Now)
- First "KeyNova Switch Day" — public landing page comparing top 5 competitors
Product/CS
- 80+ customers live
- Customer Success NRR baseline measured (target trending toward 110%+)
90-day review (executive offsite, 2 days)
- Strategy validation: are the 5 pillars producing balanced pipeline?
- Numbers vs plan: any line >25% off?
- Hiring: are we ahead, on, or behind on plan?
- Customer health: any churn signals?
- Cash burn vs runway
- Decision: ramp up, hold steady, or pause-and-fix
90-day metric scorecard
| Metric | 30-day | 60-day | 90-day |
|---|---|---|---|
| Total open pipeline (₹ Cr ACV) | 4 | 15 | 35 |
| Closed-won ACV (₹ Cr cum.) | 0.5 | 2.5 | 7 |
| New logos (T2+) | 5 | 18 | 45 |
| PLG paying customers | 15 | 60 | 150 |
| Active demo conversations | 30 | 80 | 175 |
| Webinar attendees (cum.) | 200 | 800 | 2,200 |
| LinkedIn followers | 3,000 | 7,000 | 14,000 |
| Organic monthly site visitors | 8,000 | 18,000 | 35,000 |
| Anchor articles published | 10 | 30 | 45 |
| Sales headcount | 12 | 18 | 26 |
| Marketing headcount | 5 | 7 | 9 |
| CS headcount | 4 | 6 | 9 |
| Partner agreements signed | 0 | 5 | 12 |
| Customer NPS (30-day post go-live) | n/a | +40 | +50 |
| P0 customer incidents (rolling 30) | 0 | 0 | 0 |
Risks during launch and pre-mitigations
| Risk | Pre-mitigation |
|---|---|
| Hiring delays in tight Bengaluru market | Sign on-board executive search by Day -30; offer 15-25% premium |
| Audit-flagged gaps surface in early customer go-lives | Lighthouse customers get hand-held CS, daily check-ins for 30 days, founder hotline |
| Pipeline lumpy in first 30 days while outbound ramps | Pre-launch design partner program → 5 confirmed before Day 0 |
| Press launch underwhelms | Embargo strategy with 3 named publications committed in advance |
| Marketing site bugs / 500s | Pre-launch load test + uptime monitoring; staging mirror live |
| Demo environment data quality | Designated demo-ops engineer; daily reset + scripted scenarios |
| Channel partner relationship rot before signed | First-90-day cadence: founder calls with each prospect partner weekly |
Pre-launch checklist (Day -14 to Day 0)
- Product readiness verified (audit ≥ 90% closed)
- Pricing locked, finance approved, legal-reviewed terms
- keynova.ai site live with new content + pricing
- CRM live with seed data + workflows
- Demo environment seeded + scripted
- First 3 case studies drafted
- Press kit + analyst kit ready
- VP Sales + Director of Inside Sales offered + accepted
- HICSA sponsorship confirmed
- 5 lighthouse customers contractually committed
- Compliance pack ready (DPDPA, SOC2, security overview)
- Sales certification training material ready
- Onboarding playbook v1 ready
- Pricing calculator + ROI tool live (sales-only first; public Q2)
Last reviewed: 2026-05-16 — needs CEO + VP Sales sign-off + audit gate confirmation