> ## Documentation Index
> Fetch the complete documentation index at: https://b2-b-playbook.mintlify.site/llms.txt
> Use this file to discover all available pages before exploring further.

# Founder-story card

<img src="https://mintcdn.com/b2-b-playbook/8TjYHkeg5vZEv16F/assets/illustrations/worksheet-founder-story.webp?fit=max&auto=format&n=8TjYHkeg5vZEv16F&q=85&s=90c41e949080543ce8a80c402d19522d" alt="Perception; Scene; Advantage check" width="1600" height="900" data-path="assets/illustrations/worksheet-founder-story.webp" />

B2B Playbook working file. Read [founder story](../playbooks/03-brand-story-and-content/founder-story.md) first.

One person. One perception. Delete teaching notes. Do not ghostwrite a voice they will not say on a call.

Copyright © 2026 Ivan Xu. Private operating copy permitted. See LICENSE.

***

## Perception

* Statement in the buyer’s mouth:
* Why only this person can prove it:

## Scene

* Job they had:
* What broke:
* What they refuse to sell as the fix:
* Why the ICP should care:

## Advantage check

* They already have the room? yes / no / evidence:
* They will show up on a cadence we can staff? yes / no / what they will actually do:
* If either is no, we will not call this a marketing advantage.

## Surfaces (exactly two this quarter)

1.
2.

* What we will not claim:
* GACCS owner: