Gap Analysis: What’s Done vs. What’s Missing (Pricing & Catalog Audit)

Purpose: After the recent pricing/catalog work, this doc answers: What did we complete? What couldn’t we complete? Where do we need to fill in blanks before moving forward?
Date: 2026-02-23

1. What Was Completed

1.1 Proposal & strategy (no pricing changes yet)

Deliverable	What’s in it	Status
PROPOSAL_FIXED_PRICE_SERVICE_TIER_2026-02.md	Lisa’s law-firm reference; inventory of offers + catalog; low vs high touch; proposed direction (fixed for repeatable, variable for high-touch); offer categories + workflow; next steps; links to audit + matrix.	Complete — Ready for team sign-off and Lisa conversation.

1.2 Full pricing audit and matrix

Deliverable	What’s in it	Status
PRICING_AUDIT_OFFERS_AND_MATRIX_2026-02.md	Step 1: Full audit (low tier $1.5 K -$ 10K, offer table, catalog-by-category table). Step 2: Lisa’s pattern (fixed vs variable rules). Step 3: Full pricing matrix (named offers → catalog/tier/price/duration; catalog-only for custom SOWs; fixed vs variable quick reference).	Complete — Use when building proposals.

1.3 Service catalog (capabilities and design principles)

Deliverable	What’s in it	Status
SERVICE_CATALOG.md	Entry/Core/Premium/Retainer; Data Audit (Marketing, Product, dbt); Data Tool + full stack + Analysis Layer archetypes (CX Optimization, Revenue Intelligence); AI Copilot + context graph; Full Data Platform; Training & Enablement; Service Design Principles; comparison matrix; by-use-case view.	Complete — Single source of capabilities and bands.

1.4 Services catalog audit (Notion CSV → catalog categories)

Deliverable	What’s in it	Status
SERVICES_CATALOG_AUDIT_MAPPED_2026-02.csv	Every row from the Notion export grouped into a Catalog Category; Live Ready (Y/N) and Gaps (missing columns) per row. Same columns as original + 3 added. Digital Ads Visibility Audit row added (live offer).	Complete — Mapping and gaps are documented.
SERVICES_CATALOG_AUDIT_README_2026-02.md	Rule (“live” only when every interrogative column can be answered); list of required columns; category ↔ SERVICE_CATALOG mapping; summary (3 Live Ready, 5 marked Live but N, rest In Dev/Not started); next steps.	Complete — Explains how to use the CSV and how to fix gaps.

1.5 “Live” services (interrogation complete)

Only three services have every required table question answered and are marked Live Ready = Y:

Edge to Activation Service — Full fill from offer + catalog.
Digital Ads Visibility Audit — Full fill from offer (added row to CSV).
dbt audit (dbt Onboarding Accelerator) — Full fill from campaign/offer.

Everything else in the CSV is Live Ready = N with Gaps listed.

2. What Was Not Completed (Where the Gaps Are)

2.1 Services marked “Live” in Notion but not interrogated fully

These five are marked Live in the source CSV but are not live per our rule (missing answers). Until the gaps are filled, they should not be sold as fully defined offers.

Service	Primary gap (from Gaps column)
Product Analytics (Product Analytics Accelerator)	Missing: Key steps, Client walk away, What problem, Who for, When not recommend, Why now.
Customer Data Optimization / CDP Sprint	Missing: Primary Outcome, Pricing, Key steps, Client walk away, What problem, Who for, When not, Why now, Example.
Contextual Inflow Automation (Intake)	Missing: Primary Outcome, Pricing, Key steps, Client walk away, What problem, Who for, When not, Why now, Example.
AI Literacy & Training / Tool Bootcamps	Missing: Key steps, Client walk away, What problem, Who for, When not, Why now.
Product Analytics Sprint	Missing: all interrogative columns.

Action: For each, fill the cells listed in the Gaps column in SERVICES_CATALOG_AUDIT_MAPPED_2026-02.csv (or in Notion then re-export). Once every required column is filled, set Live Ready = Y.

2.2 In Development services (no “live” claim, but gaps documented)

All In Development rows have Gaps filled in. The pattern is almost always:

Missing: Key steps, Client walk away, What problem, Who for, When not recommend, Why now (and sometimes Primary Outcome, Pricing, Example).

A few specifics:

Manual Workflow Automation — Closest to complete; missing: Key steps, Credibility signals, Measurable result, What problem, When not recommend.
Data Enrichment — Frequency = “Never”; Gaps say “deprioritize.”
Internal Tool Development, Data Literacy — Missing all interrogative columns.

Action: Prioritize by GTM importance (e.g. Growth & Revenue Intelligence, Customer 360, Observability, Ingestion, Warehousing, Data Foundations, Intake, Decision Intelligence, Knowledge Engineering, Sales/GTM, Executive AI Enablement). For each priority service, fill the missing columns in the CSV (or Notion); when complete, set Live Ready = Y if you want to promote it.

2.3 “Not started” / placeholder rows

These have no real content yet; they are placeholders or duplicates:

Unnamed row (Domain: Data Platform) — “No name; not a service.”
Execution SOP — Domain and offer missing; all interrogative columns empty.
CRO Sprint — Tied to CDP Sprint; all interrogative columns empty.
Retail Analytics (Omnichannel Analytics Accelerator) — All empty.
Customer Experience AI (AI Adoption Accelerator) — All empty.
AI Strategy Workshop (Chief Automation Office) — All empty.
Lifecycle Strategy Audit (Lifecycle Intelligence Sprint) — All empty.

Action: Decide whether each is a real future service or should be merged/removed. If real, add at least: Name, Offer Name, Primary Outcome, Pricing Model, Key steps, Client walk away, What problem, Who for, When not, Why now (and Example if you have one).

2.4 Cross-doc consistency (minor)

Proposal (§2.3) still says “low tier” is “not yet fully reflected” in one consistent story; the audit + matrix now formalize that story. You may want one sentence in the proposal: “See PRICING_AUDIT_OFFERS_AND_MATRIX for the formal low tier and matrix.”
RATE_CARD.md and SERVICE_CATALOG.md — The proposal says “after sign-off, update rate card and catalog.” Until that’s done, the rate card may not yet list the formal low tier ( $1.5 K -$ 10K) and named offers in one place. Gap: Rate card and catalog not yet updated post–audit (by design until team sign-off).

2.5 CSV format (optional improvement)

The audit CSV uses comma-separated values; cells with commas inside could break parsing in some tools. Gap: No strict quoting (e.g. RFC 4180) was applied. If you open in Excel/Sheets and see column shifts, re-save with quoted fields or regenerate with a proper CSV writer.

3. What You Need to Fill In Before Moving Forward

Prioritized list so you can close gaps in order.

Must-have (to treat more services as “live”)

Define the 5 “Live in Notion but not live per rule” services
Product Analytics, CDP Sprint, Contextual Inflow, AI Literacy & Training, Product Analytics Sprint. For each, fill in the Gaps listed in the CSV (Key steps, Client walk away, What problem, Who for, When not, Why now, and any missing Pricing/Outcome/Example). Then set Live Ready = Y and use in proposals.
Decide on “Not started” rows
Either remove/merge or turn into real services by filling the same interrogative columns. Otherwise they add noise to the catalog table.

Should-have (to use the system end-to-end)

Update RATE_CARD and SERVICE_CATALOG after team sign-off
So the “formal low tier” and named offers (Digital Ads, Edge-to-Activation, dbt) appear in one place with price anchors. Proposal already defers this to “after sign-off.”
Sync the audit CSV back to Notion
Once rows are complete, update the source Notion Services Catalog so Status and content match the audit (and so the next export doesn’t overwrite your work).

Nice-to-have

Prioritize 2–3 “In Development” services
E.g. Growth & Revenue Intelligence, Observability, Intake Optimization, Decision Intelligence. Fill their Gaps so they can be promoted to Live when ready.
Add one line in the proposal
“For the formal low tier and full pricing matrix, see PRICING_AUDIT_OFFERS_AND_MATRIX_2026-02.md.”
CSV quoting
If you hit parsing issues, regenerate the audit CSV with proper quoted fields.

4. One-Page Summary

Area	Completed	Not completed / Gaps
Proposal	Lisa reference, inventory, categorization, direction, workflow, next steps.	Rate card/catalog update deferred to after sign-off.
Pricing audit + matrix	Low tier defined; offer table; catalog table; Lisa’s pattern; full matrix; catalog-only; fixed vs variable.	—
Service catalog (SERVICE_CATALOG.md)	Entry/Core/Premium/Retainer; audits; stack; AI Copilot; platform; training; design principles.	—
Services catalog audit (CSV + README)	Every row mapped to category; Live Ready + Gaps per row; rule and next steps documented; Digital Ads row added.	5 “Live” services need gaps filled; all In Dev need same; Not started need definition or removal.
“Live” services (table complete)	3: Edge to Activation, Digital Ads Visibility Audit, dbt audit.	5 marked Live in Notion are not live (gaps); all others N.

Bottom line: Strategy, audit, matrix, and catalog structure are done. The gaps are in the Services Catalog table content: most rows are missing answers to Key steps, Client walk away, What problem, Who for, When not, Why now (and sometimes Pricing, Primary Outcome, Example). Fill those per row (starting with the five “Live in Notion” and any high-priority In Development services), then set Live Ready = Y and sync back to Notion. After team sign-off, update the rate card and catalog with the formal low tier.

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GAP_ANALYSIS_PRICING_AND_CATALOG_2026-02