# Earning first revenue URL: /start/tutorials/first-revenue ยท Id: `page:start/tutorials/first-revenue` > A dated 30-day calendar from one sentence to the first outside paid Order, every step a command with its output and the gate it passes. A solo founder takes a [Startup](/business/nouns/startup) from one sentence on day 0 to its first outside paid [Order](/business/nouns/order) on day 21. Every step on the calendar is a command and the output it prints. ## What you build You ran catalog operations for online stores for ten years. Your brief: 15 hours a week, no paid ads, and no promise you cannot keep by hand. Your [Idea](/business/nouns/idea) is cleanshelf.com, a [Solo SaaS](/start/templates/solo-saas) that cleans a small store's product catalog and keeps it clean. [Agents](/business/nouns/agent) hold every [Role](/business/nouns/role) but yours. You ask for money before you build, and you sell the first [Customers](/business/nouns/customer) yourself. Two gates stand on the calendar. Build opens [Building](/business/lifecycle/states/building) on day 10: Build reads 5 checks for `cleanshelf.com`, a [Solo SaaS](/start/templates/solo-saas) Startup: the ones every Startup passes. Some templates add more; the [launch checklist](/start/launch-checklist) lists them all. | Check | Id | Kind | Passes when | | --- | --- | --- | --- | | Template chosen | `building-template` | `registry` | The Startup names its Startup Template, and every inherited default resolves. | | Problem stated | `building-problem` | `registry` | The Startup states the problem, the workarounds Customers use today, and why now. | | Brand named | `building-brand` | `registry` | The Brand has a name, a voice, a logo, and a theme. | | Products declared | `building-products` | `registry` | Every Product names its kind: data, software, agent, or service. | | Three slots at Commitment | `building-slots` | `grade` | The customer, problem and switch slots each hold Commitment Evidence from outside people. Slots `customer`, `problem`, `switch` at Commitment or stronger, outside Evidence only. | Launch opens [Live](/business/lifecycle/states/live) on day 18: Launch reads 10 checks for `cleanshelf.com`, a [Solo SaaS](/start/templates/solo-saas) Startup: the ones every Startup passes. Some templates add more; the [launch checklist](/start/launch-checklist) lists them all. | Check | Id | Kind | Passes when | | --- | --- | --- | --- | | Offers published | `live-offers` | `registry` | At least one Offer is published with a price and terms; launch refuses a Startup without one. | | Work defined | `live-work` | `registry` | Every published Offer has a workflow that delivers it, with each step assigned to software, an Agent, or a person. | | People assigned | `live-people` | `registry` | Every role the workflows need is held by an Agent or a person, with instructions and limits. | | Site published | `live-site` | `ui` | The site serves home, pricing, terms, and privacy pages under the Brand, readable by people and agents. | | Test run passed | `live-test-run` | `transcript` | A sample Customer completes every published Offer end to end in test, with no real charge or message. | | Portal ready | `live-portal` | `ui` | The customer portal on the site shows each Customer their orders, deliveries, invoices, and messages. | | Agent API open | `live-agent-api` | `contract` | The API, MCP server, OpenAPI document, llms.txt, and agents.json serve every published Offer and pass conformance. | | Payouts connected | `live-payouts` | `contract` | Stripe takes payments for the Startup and pays out to its bank account. | | Address resolves | `live-address` | `contract` | The canonical Domain serves the Site over HTTPS with a valid certificate and, where it embeds a payment form, Stripe lists it as a payment method domain. | | Five slots at Commitment | `live-slots` | `grade` | All five Founding Hypothesis slots hold Commitment Evidence from outside people. Slots `customer`, `problem`, `approach`, `switch`, `differentiation` at Commitment or stronger, outside Evidence only. | ## Steps 1. **Day 0, 2026-11-02.** To start, create the Startup from its [Founding Hypothesis](/business/founding-hypothesis) and its [Minimum Success Criteria](/business/nouns/minimum-success-criteria): ```bash npm create startups cleanshelf.com -- --template solo-saas --json '{ "hypothesis": { "customer": "Owners of online apparel stores with 200 to 5,000 products and no catalog staff", "problem": "Half my products have no size or material, so search on my own store misses them", "approach": "saas", "switch": "a freelancer paid by the project", "differentiation": ["every product filled within 5 business days", "kept clean as products are added"] }, "msc": { "metric": "outside-revenue", "value": 3000, "by": "2027-08-31" } }' ``` ```text Created Cleanshelf in test Startup startup_1 State Idea Hypothesis hypothesis_1, 5 slots at None ICP icp_1, from the customer slot MSC $3,000 outside revenue a month by 2027-08-31: reachable at 21 Customers Claim token ct_4Rn8sK ``` The Startup opens in [Idea](/business/lifecycle/states/idea). Its state [Metric](/business/nouns/metric) is [Problem interviews](/agents/founding#problem-interviews), and it reads zero. 2. **Day 0.** To take real deposits, [claim](/business/nouns/startup/claim) the Startup, then [publish](/business/nouns/offer/publish) the reserve [Offer](/business/nouns/offer) the switch slot compiled: ```bash npx startup-builder do Startup.claim --json '{"startup":"startup_1","claimToken":"ct_4Rn8sK"}' npx startup-builder do Offer.publish --json '{"offer":"offer_1"}' ``` ```text Claimed Cleanshelf. Finish payouts onboarding: https://connect.stripe.com/setup/c/acct_1Q8cLs Reserve page live at https://cleanshelf.com: refundable $149 deposit, $149 a month, ships 2026-11-23 Threshold 8 outside deposits by 2026-11-16 ``` Until launch, the live domain serves only the [reserve page](/business/reserve-first) and its Offer. The threshold is the first [Key Result](/business/nouns/key-result), fixed before the first [Visitor](/business/nouns/visitor). 3. **Days 1 to 4.** To find people to talk to, list fifteen [Prospects](/business/nouns/prospect) that fit the [ICP](/business/nouns/icp): ```bash npx startup-builder do Prospect.list --json '{"where":"icp = icp_1","limit":15}' ``` ```text 15 Prospects for icp_1 11 found by the Prospector in store directories and community threads 4 added by you ``` The [weekly test](/business/weekly-test) ranks the customer slot first, so the week opens with fifteen [Interviews](/business/nouns/interview). Ask about the last time the problem hit, what it cost, and who else has it. 4. **Day 4, 2026-11-06.** Record the [Evidence](/business/nouns/evidence) each Interview gave, then read the slots: ```bash npx startup-builder do Evidence.create --json '{"grade":"Commitment","binds":"Hypothesis#problem","source":"interview_6","quote":"Take my export on Thursday and fix fifty products. Call Dana at Fernhouse too."}' npx startup-builder show '/hypotheses?where=parent = hypothesis_1' --fields 'kind,grade,verdict' ``` ```text kind grade verdict customer Commitment Supported problem Commitment Supported approach None Open switch None Open differentiation None Open ``` Time and introductions grade Commitment. Praise grades Opinion and weighs zero. Six of fifteen gave something up by day 4, so the test crossed its pass line and closed, and the switch slot's test began. 5. **Days 4 to 9.** To send ICP members to the reserve page in your name, [authorize](/business/nouns/mandate/authorize) the [Sales Lead](/agents/sales/sales-lead) under a [Mandate](/business/nouns/mandate) bounded by a [Limit](/business/nouns/limit): ```bash LIMIT=$(npx startup-builder do Limit.create --json '{"count":40,"period":"week","resets":"calendar"}' | jq -r '.limit["$id"] | split("/") | last') npx startup-builder do Mandate.authorize --json '{"agent":"sales-lead","verb":"Message.create","limit":"'"$LIMIT"'","channels":["channel_email"]}' ``` ```text Authorized sales-lead: Message.create as you, 40 email messages a week Mandate mandate_1, pause any time with Mandate.pause ``` You write to the fifteen interviewees. The Agent writes to the rest of the list. Every message shows in your stream, and you remain its author of record. 6. **Day 9, 2026-11-11.** The first outside deposit lands. Read the Evidence it wrote: ```bash npx startup-builder show '/evidence?where=binds = Hypothesis#switch' --fields 'grade,source,quote,outside' ``` ```text grade source quote outside Commitment experiment_2 Paid the $149 deposit true ``` `outside` is true because the store shares no owner, account, [Agreement](/business/nouns/agreement), or sibling with your Startup. Customer, problem and switch now hold Commitment. 7. **Day 10, 2026-11-12.** To open Building, [build](/business/nouns/startup/build) the Startup: ```bash npx startup-builder do Startup.build --json '{"startup":"startup_1"}' ``` ```text Built Cleanshelf: 5 of 5 Building checks pass ``` Its state Metric is now [Committed ICP members](/agents/founding#committed-icp-members). The Agents build the [Site](/business/nouns/site), the [Portal](/business/nouns/portal) and every [Interface](/business/nouns/interface) while deposits keep arriving. 8. **Days 10 to 17.** To grade approach and differentiation, start the smoke page at the real price: ```bash npx startup-builder do Experiment.start --json '{"experiment":"experiment_3"}' ``` ```text Started experiment_3: smoke page for approach at $149 a month Pass 3 outside accept attempts by 2026-11-19 Kill 0 by 2026-11-19 ``` It crosses its pass line on day 13 and closes. The fake doors start that day, one per axis on the reserve page, and pass on day 17. Both grade Behavior. 9. **Day 18, 2026-11-20.** To pass the test run, have a sample Customer [accept](/business/nouns/offer/accept) the Offer, then [launch](/business/nouns/startup/launch): ```bash npx startup-builder do Offer.accept --json '{"offer":"offer_1","party":"Sample Store"}' npx startup-builder do Startup.launch --json '{"startup":"startup_1"}' ``` ```text Launched Cleanshelf: 10 of 10 checks pass ``` Its state Metric is now [Outside paying Customers](/agents/founding#outside-paying-customers). The first-revenue clock starts today. 10. **Day 21, 2026-11-23.** On the ship date, nine of ten deposits convert; one refunded on request. Read the first converted Order: ```bash npx startup-builder do Order.get --json '{"id":"order_1"}' ``` ```json { "order": { "$id": "order_1", "status": "paid", "total": { "amount": 149, "currency": "USD" }, "outside": true } } ``` The deposit pays the first [Invoice](/business/nouns/invoice). [Days to first outside Order](/agents/founding#days-to-first-outside-order) reads 3. 11. **Days 21 to 25.** Onboard customer one by hand with [Onboard a Customer](/workflows/processes/onboarding/onboard-customer), then read the first payout: ```bash npx startup-builder do Transaction.list --json '{"where":"kind = payout"}' ``` ```json { "transactions": [ { "kind": "payout", "amount": { "amount": 1299.41, "currency": "USD" } } ] } ``` Every step done by hand is logged. A step done three times becomes an [Issue](/business/nouns/issue) for the Agents to take over. 12. **Day 30, 2026-12-02.** [Office hours](/workflows/processes/office-hours) with the [Studio](/business/nouns/studio) partner Agent asks where each Customer came from and who is next. Record the [Decision](/business/nouns/decision): ```bash npx startup-builder do Decision.create --json '{"choice":"Persevere: 21 outside paying Customers by 2027-02-28","reason":"9 of 10 deposits converted, and 7 came from problem Interviews"}' ``` ```text Created decision_1: Persevere, stakes low ``` ## Result You have nine outside paying Customers, $1,299.41 in your bank, and a Founding Hypothesis graded on all five slots. The calendar ran 30 days because each test closed the day it crossed its line. The next date is in the Decision. Ten Customers who arrive through a [Play](/business/nouns/play) rather than through you are the first check of [Repeatable](/business/lifecycle/states/repeatable). ## Next steps - [Earning first revenue by asking](/start/tutorials/first-revenue-by-asking): the same calendar as sentences to your agent, with no commands. - [Weekly test](/business/weekly-test): how each slot's test is chosen, and why it closes early. - [Repeatable](/business/lifecycle/states/repeatable): the checks that prove Customers arrive, pay, and stay. - [Demand](/systems/sales/demand): choosing the Play that brings the next ten. - [The operating week](/workflows/rhythm): the reviews that hold the dates.