{"api":{"name":"api.sb","description":"Business-as-Code surface for Startups.Studio","home":"https://api.sb","docs":"https://api.sb/docs","version":"1.0.0"},"$context":"https://api.sb/$context","$type":"FoundingHypothesis","$id":"https://api.sb/founding-hypotheses/fh%3Asales-representatives-wholesale-and-manufacturing-except-technical-and-scientific-products-new-account-setup-package%3At-bu%3Av1","links":{"self":"https://api.sb/v1/founding-hypotheses/fh%3Asales-representatives-wholesale-and-manufacturing-except-technical-and-scientific-products-new-account-setup-package%3At-bu%3Av1","canonical":"https://api.sb/founding-hypotheses/fh%3Asales-representatives-wholesale-and-manufacturing-except-technical-and-scientific-products-new-account-setup-package%3At-bu%3Av1","pool":"https://api.sb/v1/founding-hypotheses"},"foundingHypothesis":{"id":"fh:sales-representatives-wholesale-and-manufacturing-except-technical-and-scientific-products-new-account-setup-package:t-bu:v1","lens":"HeadlessSaaS","type":"founding-hypothesis","click":{"rubricScores":{"C8_lensFit":0,"C7_magicLensFit":0,"C4_competitorHonesty":1,"C6_crossSlotCoherence":1,"C1_customerSpecificity":1,"C2_problemFrictionRealism":1,"C9_killCriteriaAttestability":1,"C3_approachEngineCoverability":1,"C5_differentiationLoservilleEscape":1},"upperRightLoserville":true},"cellRef":{"id":"work-contexts.org.ai/sales-representatives-wholesale-and-manufacturing-except-technical-and-scientific-products-new-account-setup-package","stableHash":"wcc:sales-representatives-wholesale-and-manufacturing-except-technical-and-scientific-products:new-account-setup-package:document:v1"},"problem":{"slotStatement":"New-account packets (W-9, resale cert, trade references, D&B pull, bank reference, personal guaranty) arrive as mixed PDFs and faxes; the credit desk re-keys them into the ERP, chases missing fields for 3–7 days, and outside reps lose the opening order to a competitor who ships on COD the same day"},"approach":{"oneSentence":"A new-account-packet intake pipeline that validates resale certificates against state DOR registries, normalizes trade references and D&B pulls into the ERP customer master, and emits a review-ready credit memo with a per-field source-document citation the credit manager counter-signs before the limit is released"},"customer":{"icpShape":"US wholesale distributors in industrial MRO, electrical, or plumbing supply ($50M–$500M revenue) running Epicor Eclipse, Infor SX.e, or DDI Inform ERPs, where the buyer is the VP of Credit & Finance and the daily user is the inside sales rep opening new trade accounts","beachheadShape":"EarlyAdopterJTBD: two-step wholesale distributors whose outside reps quote new contractor accounts faster than credit can underwrite them"},"archetype":"startup-archetypes.org.ai/HeadlessSaaS-MarketplaceClearing","beachhead":"EarlyAdopterJTBD: two-step wholesale distributors whose outside reps quote new contractor accounts faster than credit can underwrite them","competitors":{"substitutes":[{"name":"Highradius Credit Cloud","category":"incumbent"},{"name":"Dun & Bradstreet Finance Analytics (D&B Credit)","category":"incumbent"},{"name":"Epicor Eclipse native Credit Application workflow + manual Excel tickler","category":"status-quo"},{"name":"Billtrust Credit Application (formerly Credit2B)","category":"adjacent vertical"}]},"studioThesis":"T-BU","killThreshold":{"K":10,"M":75,"N":9,"rubricItemSet":["C1_customerSpecificity","C2_problemFrictionRealism","C3_approachEngineCoverability","C4_competitorHonesty","C5_differentiationLoservilleEscape","C6_crossSlotCoherence","C7_magicLensFit","C8_lensFit","C9_killCriteriaAttestability"],"verdictPolicy":"all-load-bearing-pass-and-overall-ge-X","loadBearingItemSet":["C1_customerSpecificity","C2_problemFrictionRealism","C3_approachEngineCoverability","C4_competitorHonesty","C5_differentiationLoservilleEscape","C6_crossSlotCoherence","C9_killCriteriaAttestability"],"verdictPolicyVerbatim":"KILL unless every load-bearing rubric item passes per workbook AND overall pass-rate ≥ 9/9 (CASCADE.md §4 Stage 9 commit threshold)."},"lifecycleState":"Active","differentiation":{"twoByTwo":{"xAxis":"Evidence trace per credit-limit decision (analyst memo prose ↔ every field linked to the source PDF page and DOR/D&B API response)","yAxis":"ERP customer-master write depth (CSV export the AR clerk re-keys ↔ native write into Eclipse/SX.e customer, ship-to, and credit records)","winningQuadrant":"per-field cited credit memo that writes directly into the distributor's Eclipse/SX.e customer master with a counter-signed audit trail","loservilleEscape":true,"loservilleQuadrant":"Highradius-style analyst memo exported as PDF that the AR clerk still re-keys into the ERP by hand, with trade-reference claims unlinked to any source document"}},"unmetRequirements":[],"pricingArchitecture":"usage-meter"},"actions":{},"options":{},"relationships":{"runtimeUnit":"https://api.sb/v1/runtime-units?startupRef=startup%3Afh%3Asales-representatives-wholesale-and-manufacturing-except-technical-and-scientific-products-new-account-setup-package%3At-bu%3Av1","brand":"https://api.sb/v1/brands?startupId=startup%3Afh%3Asales-representatives-wholesale-and-manufacturing-except-technical-and-scientific-products-new-account-setup-package%3At-bu%3Av1","listing":"https://api.services/listings?foundingHypothesisRef=fh%3Asales-representatives-wholesale-and-manufacturing-except-technical-and-scientific-products-new-account-setup-package%3At-bu%3Av1","cell":"https://api.sb/v1/cells/work-contexts.org.ai/sales-representatives-wholesale-and-manufacturing-except-technical-and-scientific-products-new-account-setup-package","thesis":"https://api.sb/v1/theses/T-BU"},"meta":{"level":"L0","scopes":[]},"user":{"requestId":"a057be0f09a56019","edgeLocation":"a057be0f09a56019","geo":{"country":"US"},"ua":{"browser":"Claude"}},"references":{"total":0,"limit":25,"page":1,"links":{"self":"https://api.sb/v1/founding-hypotheses/fh%3Asales-representatives-wholesale-and-manufacturing-except-technical-and-scientific-products-new-account-setup-package%3At-bu%3Av1/references"},"items":[]}}