Framework for 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).
As you follow the path to GTM Fit, each step builds on the last, mapping onto what you’ve done before. When you reach the end, you’ll be able to see how everything fits together. If it sounds intimidating now, don’t worry. We’re going to take things step by step.
Most relevant during:
PMF phase
GTM Fit phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
