Design a GTM System

The ability to assess and iterate on your GTM motion relies on getting leading indicators in place early. We recommend starting with defining your Leading Indicators of Retention (LIR), Leading Indicators of Unit Economics (LIUE) and drafting a Bottoms Up Model to ground your growth plans in reality. In the next section, Build your GTM Playbook, you will learn how to define your target market, ICP and buyer personas, but these foundational elements are the place to start!

What is a GTM System?

What is a GTM System? Start here! This guide explains what a GTM System is, how it's structured, and how to use our resources to build your own.

Leading Indicators Worksheet

Leading Indicators Worksheet Determine the percentage of customers that achieve a leading indicator of customer retention by month or quarter of tenure.

LIR Journey

LIR Journey For companies aspiring to achieve to product-market fit, we recommend going on an LIR journey from customer level tracking, to quarterly cohorts, to the monthly cohorts.

Bottoms Up Model

Bottoms Up Model Get a deep understanding of your revenue metrics by matching the output from demand gen with sales capacity to recreate revenue forecasts and make budget decisions.

Annual GTM Plan

Annual GTM Plan Use this slide narrative to develop and present your annual go-to-market plan.