GetBlock · 12-month operating strategy
12-month strategy: escape RPC commoditization through proof-backed reliability, CS, and enterprise ABM
A concrete operating plan based on Vasily’s inputs: bottlenecks are churn and commodity perception; target segments are enterprise/web2 companies entering web3 and analytics/indexing teams; target motion is outbound ABM, customer-success expansion, and public proof.
Executive summary
GetBlock should stop selling “another RPC endpoint” and become the proof-backed reliability partner for production web3 teams. The 12-month plan is to reduce churn through customer success and reliability visibility, package higher-ACV enterprise offers, run focused ABM into 200 named accounts, and publish credible benchmarks/status proof that makes GetBlock defensible against larger platforms.
$350k
Target new MRR/month
Requires larger ACVs, not only self-serve RPC volume.
200
Named ABM accounts
100 enterprise/web2 entering web3 + 100 analytics/indexing teams.
3
CEO bets
ABM, customer success as expansion engine, public benchmarks/status proof.
Strategic diagnosis
Main enemy: commodity perception plus churn. If the market evaluates GetBlock as “RPC access with many chains,” price and brand gravity win. If the market evaluates GetBlock as “production reliability, transparent proof, and engineering accountability,” GetBlock has a sharper wedge.
Main repositioning: Reliable multi-chain infrastructure for companies that cannot afford silent RPC failure.
ICP A — enterprise/web2 companies entering web3
These buyers are not crypto-native infra experts. They fear unreliable vendors, unclear incident ownership, security/compliance friction, and web3 launches failing because the infrastructure underneath is not production-ready.
- Offer: Enterprise Web3 Launch Infrastructure Package.
- Includes: managed RPC endpoints, dedicated/private nodes where needed, SLA, status/proof dashboard, onboarding architect, security/compliance pack, incident response, and monthly reliability review.
- Message: “Launch web3 functionality without turning your product team into a node operations team.”
ICP B — analytics/indexing teams
Analytics/indexing teams care about archive access, historical reads, consistent ingestion, high-volume request profiles, rate-limit transparency, and support when pipelines break.
- Offer: Indexing & Analytics RPC Reliability Package.
- Includes: archive/data-heavy RPC plans, dedicated capacity, method-level performance visibility, ingestion support, incident notes, and migration help from Alchemy/QuickNode/self-hosted.
- Message: “Your data product should not break because logs, archive, or rate limits became opaque.”
The 12-month operating plan
Q1 — stop the bleeding and define the proof-backed ICP motion
- Create a churn command center with revenue-weighted reason codes.
- Define two packages: Enterprise Web3 Launch and Analytics/Indexing Reliability.
- Set minimum CRM discipline: segment, use case, chain, provider, pain, expected MRR, decision maker, next step, close date, loss/churn reason.
- Publish public proof v1: reliability/status page, benchmark methodology, incident/RCA template, and “RPC reliability checklist for enterprise web3 teams.”
- Build ABM list v1: 200 accounts, first 50 contacted.
Q2 — make sales and CS repeatable
- Run persona-based ABM across 40–50 active accounts per month.
- Turn support into retention/expansion with health scoring: usage trend, errors, support tickets, incident exposure, chain usage, upcoming launch, stakeholder engagement.
- Give every ICP customer enterprise onboarding: architecture review, success criteria, escalation path, first-month check-ins, monthly reliability review.
- Create enablement: enterprise deck, analytics/indexing one-pager, objections, battlecards, ROI calculator, migration guide, security FAQ.
Q3 — scale what works and cut bad revenue
- Build segment P&L: revenue, margin, support load, churn, expansion, infra cost, sales cycle, win rate.
- Double down on the best ICP; deprioritize low-margin/high-churn generic accounts.
- Publish monthly RPC Reliability Report by chain/method/region.
- Add partnerships with chains, ecosystems, web3 agencies, indexing/data tools.
Q4 — turn founder-led motion into revenue organization
- Hire/assign enterprise capacity: senior AE, SDR/BDR, CS/account manager.
- Create deal-desk docs: MSA, SLA, security FAQ, vendor questionnaire, procurement checklist, architecture diagram, incident policy.
- Productize reliability tiers: Standard, Pro, Enterprise Reliability, Analytics/Indexing Enterprise.
- Run weekly revenue operating meeting: new MRR, pipeline by stage, churn risk, expansion, ICP mix, margin risk, support risk.
What to stop doing
- Stop positioning as generic “many chains, easy RPC, good price.”
- Stop treating all customers equally; low-margin/high-support/high-churn accounts should not set roadmap.
- Stop hiding reliability gaps; make them measurable and systematically improving.
- Stop ABM before proof; proof assets are the fuel that makes outbound credible.
Target math and pipeline model
| Average new deal MRR | Wins needed for $350k new MRR/month | Qualified opps needed at 20% win rate | Strategic implication |
|---|---|---|---|
| $10k | 35 wins/month | ~175 opps/month | Too much volume for a small team unless inbound is already huge. |
| $15k blended | ~23 wins/month | ~115–130 opps/month | Possible only with strong ABM, partner leads, and tight RevOps. |
| $20k | 17–18 wins/month | ~85–90 opps/month | Requires enterprise/mid-market packaging, proof pilots, annual contracts. |
| $35k+ | 10 wins/month | ~50 opps/month | Best path if dedicated/private infrastructure, SLA, and data-heavy reliability packages are credible. |
Six operating workstreams
1. Churn command center
- Revenue-weight churn reasons, not logo count.
- Tag churn by chain, use case, support issue, incident exposure, pricing pressure, feature gap, and competitor switch.
- Run weekly save/expansion review for top ICP accounts.
2. Reliability proof engine
- Publish status/RCA methodology.
- Create p95/p99/error-rate proof by chain and method.
- Turn incidents into public learning, not hidden support debt.
3. Enterprise ABM
- Build 200 named accounts with provider hypothesis and trigger event.
- Outbound with proof asset, not generic RPC pitch.
- Run proof pilots with success criteria before contract ask.
4. CS expansion engine
- Score account health from usage, errors, tickets, stakeholder engagement, and upcoming launches.
- Create expansion triggers: new chain, higher volume, dedicated endpoint, archive/log need, SLA need.
- Schedule monthly reliability reviews for top accounts.
5. Productized packages
- Enterprise Web3 Launch Infrastructure Package.
- Indexing & Analytics RPC Reliability Package.
- Toxic Workload Suite for archive/log/websocket/backfill workloads.
6. RevOps discipline
- Required CRM fields: ICP, use case, chain, pain, current provider, expected MRR, decision maker, next step.
- Weekly review: pipeline, churn risk, expansion, margin, reliability blockers.
- Monthly segment P&L and win/loss review.
ABM 200-account execution plan
- Segment the list: 100 enterprise/web2 companies entering web3; 100 analytics/indexing/data-heavy teams.
- Assign each account a hypothesis: current provider, likely pain, chain focus, workload type, launch trigger, expected MRR band.
- Tier accounts: Tier 1 = CEO-led 25 accounts; Tier 2 = sales/BD 75 accounts; Tier 3 = scaled proof-led nurture 100 accounts.
- Outreach sequence: reliability proof asset → workload-specific diagnostic → migration/proof pilot → technical review → commercial package.
- Exit criteria: every active account has next step, owner, date, economic value, and disqualification reason if not ICP.
KPI dashboard the CEO should inspect weekly
| Category | KPI | Why it matters |
|---|---|---|
| Revenue | New MRR, expansion MRR, churned MRR, net new MRR | Keeps $350k/month target connected to actual motion. |
| Pipeline | Qualified opps, proof pilots, proposals, win rate, stage aging | Shows whether ABM is creating enterprise deal flow. |
| Retention | Logo churn, MRR churn, churn reason, health score movement | Prevents growth from being erased by churn. |
| Reliability | p95/p99 latency, error rate, incident count, RCA time, support tickets by chain | Makes reliability proof measurable. |
| ICP quality | ACV, margin, support load, sales cycle, expansion potential by segment | Prevents bad-fit revenue from driving roadmap. |
First 30 days
- Pull last 6–12 months churn list and revenue-weighted reasons.
- Interview 10 churned/lost customers and 10 best retained customers.
- Draft Enterprise Web3 and Analytics/Indexing packages.
- Define CRM stages and required fields.
- Publish first proof asset and launch first 25 Tier-1 ABM accounts.
12-month roadmap by month with owners/KPIs
This is the operating cadence version of the strategy: every month has one primary owner, one cross-functional owner group, and KPIs that tell the CEO whether the strategy is moving from memo to revenue system.
| Month | Theme | Primary owner | Core deliverables | KPIs / exit criteria |
|---|---|---|---|---|
| M1 | Churn truth + ICP baseline | CEO + RevOps | Revenue-weighted churn taxonomy; top 20 churn/lost reviews; CRM required fields; first 25 Tier-1 ABM accounts. | 90%+ churned MRR classified; 20 interviews/reviews; 25 researched accounts; CRM hygiene baseline live. |
| M2 | Package the reliability offers | Product Marketing + Infra Lead | Enterprise Web3 Launch package; Analytics/Indexing Reliability package; first proof asset; enterprise discovery script. | 2 package one-pagers; 1 reliability checklist live; 10 discovery calls; first 3 qualified opportunities. |
| M3 | Proof-led ABM pilot | CEO + Sales/BD | First 50 ABM accounts contacted; sales deck v1; objection doc; status/benchmark methodology page. | 50 accounts contacted; 20 replies/conversations; 8 qualified opps; 2–4 pilots or enterprise deals in motion. |
| M4 | CS health score v1 | Head of Support/CS | Customer health model; risk triggers; first monthly reliability reviews for top accounts; save/expansion playbooks. | Top 30 accounts scored; usage-drop/error-spike triggers live; 10 QBR/reliability reviews; first expansion pipeline identified. |
| M5 | Migration proof pilots | Solutions Engineer + Sales | Parallel-provider pilot process; migration guide from Alchemy/QuickNode/Infura/public RPC; first customer proof reports. | 5 pilot accounts; 3 completed proof reports; p95/p99/error comparison template; 1 case-study candidate. |
| M6 | Repeatable pipeline machine | Sales/BD + RevOps | 100–120 ABM accounts touched cumulatively; forecasting dashboard; first monthly RPC Reliability Report. | 30–40 discovery calls cumulative; 15–20 tech evals; 8–12 proposals; forecast coverage visible by stage. |
| M7 | Toxic Workload Suite beta | Product + Infra | RPC Cost Profiler beta; logs/archive/backfill SLO draft; heavy-workload customer list. | 20 heavy-workload accounts identified; 5 beta reports delivered; 429/support-ticket reduction hypothesis measured. |
| M8 | Benchmark + calculator moat | Product Marketing + Data/Infra | Alchemy CU calculator; QuickNode credits calculator; Chainstack RU comparison; chain/method benchmark pages. | 3 calculators live; 5 benchmark pages; benchmark methodology cited in outbound; calculator-assisted opps tracked. |
| M9 | Segment P&L + focus cut | CEO + Finance/RevOps | Segment P&L by ICP; bad-margin/churny segment decision; pricing/packaging revision. | Revenue/margin/churn/support load by segment; clear double-down/maintain/kill decisions; updated pricing guardrails. |
| M10 | Enterprise sales capacity | CEO | Hire or assign senior AE/BDR/CS capacity; deal desk docs; procurement/security pack. | AE/SDR/CS ownership assigned; MSA/SLA/security FAQ/procurement checklist ready; sales cycle blockers reduced. |
| M11 | Reliability tiers launch | Product + Sales | Standard/Pro/Enterprise Reliability/Analytics Enterprise tiers; upgrade paths; annual contract motion. | Reliability tiers public/internal-ready; top 20 expansion accounts pitched; NRR/churn-risk movement visible. |
| M12 | $350k new MRR/month operating rhythm | CEO + Revenue Leadership | Weekly revenue operating meeting; Q4 close plan; annual renewal/expansion plan; next-year strategy refresh. | 3–4x pipeline coverage for monthly target; new MRR run-rate trending toward $350k/month; churn down in ICP accounts; board-ready metrics pack. |
Owner model
CEO: ICP focus, big accounts, churn truth, hiring, weekly revenue rhythm. Infra/Product: reliability proof, benchmarks, Toxic Workload Suite, status/health APIs. Support/CS: health score, onboarding, saves, expansion triggers. Sales/BD: ABM execution, discovery, pilots, pipeline. RevOps: CRM hygiene, forecasting, segment P&L, KPI reporting.