The 4 Steps to GTM Fit
Finding GTM Fit is a challenge that has four parts:
- Catch the Wave: Nail the Customer Journey — and you harness lots of momentum.
- Build the Right Surfboard: Create a Repeatable GTM Playbook — and you get repeatability.
- Ride the Wave: Operationalize the Playbook — and you can scale the GTM.
- Improve the Ride: Iterate with Metrics — and you can improve GTM execution.
The four-step path to GTM fit starts with the Customer Journey (CJ), the framework for your GTM Playbook (see graphic below).
Most relevant during:
PMF phase
GTM Fit phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
