Add field-tested benchmarks section (2024-2026, 105+ projects)

README.md

@@ -98,6 +98,22 @@ This playbook draws from real case studies — HeyGen ($100M+ ARR), Deel ($500M
 | Average time to PMF (among coached companies) | 4-9 months with methodology |
 | PLG-to-SLG transition success rate | 70%+ when timed correctly |
 
+### Field-Tested Benchmarks (2024–2026 client work)
+
+Numbers pulled from enterprise deals and growth engagements advised between 2024 and mid-2026:
+
+| Benchmark | Value |
+|:---|:---|
+| Private-deployment payment split | 3:4:3 or 4:4:2 — 30% due on signature |
+| Late-payment penalty written into contracts | 0.5% per day overdue |
+| $1M ARR decomposition | 9 × $100k enterprise accounts, or 500 × $200/yr subscribers |
+| Reseller / channel tiers | 10–20% referral; Silver 15% (> $100k/yr), Gold 20% (> $300k/yr) |
+| Paid-acquisition red lines | $5–8 per signup, < $50 per paying user ($100 = something is broken) |
+| B2B channel ranking (measured) | LinkedIn > Reddit > Twitter — LinkedIn at $30 CPA per paying user |
+| Overseas office threshold | don't build one below $2–3M revenue; use affiliates/resellers (up to 50% rev-share) |
+
+Scope-control discipline that saves deals: keep the SOR (raw customer asks) separate from the SOW (acceptance criteria), sign the SOW together with the contract, and route every change through a CCB. When the customer gets excited on a call — only paperwork counts.
+
 ### What's Inside
 
 - **PMF Validation Framework** — How to know you actually have product-market fit (not just polite users)
@@ -170,6 +186,20 @@ A: Partner quality > partner quantity. The playbook covers how HeyGen and Deel v
 | B2B 增长咨询服务 | 150+ 家 AI 创业公司 |
 | 标杆案例 | 8 个（HeyGen、Deel、Vercel、Supabase 等） |
 
+### 实测基准（2024–2026 客户实战）
+
+| 基准 | 数值 |
+|:---|:---|
+| 私有化部署分段付款 | 3:4:3 或 4:4:2，签约当天收 30% |
+| 合同违约金 | 拖一天多付 0.5% |
+| $1M ARR 拆解 | 9 个 $10 万企业客户，或 500 个 $200/年订阅 |
+| 渠道分层 | reseller 10–20% 推荐费；银牌 15%（年销 >$10 万）、金牌 20%（>$30 万） |
+| 投流红线 | 注册 $5–8、付费 <$50（到 $100 一定有问题） |
+| B 端渠道横评（实测） | LinkedIn > Reddit > Twitter，LinkedIn 付费 CPA $30 |
+| 海外团队门槛 | 营收 $200–300 万以下不建 office，用 affiliate/reseller 分钱（分成可达 50%） |
+
+需求边界纪律：SOR 与 SOW 分开、SOW 与合同一起签、变更一律走 CCB——客户聊嗨了没用，**只有 paperwork 有效**。
+
 ### 内容清单
 
 - **PMF 验证框架** — 如何判断你真的找到了产品市场契合点