“If you are looking for someone who gets straight to the point and actually gets things done, Syed is your man.”Vineel Kurumella · Director of GTM and Strategic Partnerships, AccuKnox
How Do You Measure Go To Market Health?
A healthy go to market has a written ICP, one positioning statement sales repeats, a pipeline target tied to revenue, tracked conversion by stage and a regular review that changes spend. This 10 question check scores each of those areas so you know where pipeline leaks first.
How to use it
- Answer 10 questionsICP, positioning, pipeline targets, channels, tracking and review rhythm.
- See your scoreOut of 100, with a label for where you stand.
- Find the weakest areaLow scoring answers point to the fix with the most leverage.
- Book a reviewWalk through the result with Syed if you want a 90 day plan.
The formula
Worked example
8 strong answers and 2 weak ones earn 16 of 20 points, a score of 80. The two weak answers are where to start.
More questions people ask
What is a GTM strategy?
A go to market strategy defines who you sell to, what problem you solve for them, how you reach them and how you measure the pipeline it creates.
What are GTM metrics?
Pipeline created, win rate, sales cycle length, customer acquisition cost, payback period and net revenue retention are the core set for B2B SaaS.
How often should a startup review its go to market?
Pipeline weekly, channel spend monthly and ICP plus positioning every quarter or after a major product change.
What is an ICP?
An ideal customer profile describes the companies most likely to buy, succeed and expand, by industry, size, region, tech stack and trigger events.
