The GTM plan nobody reads
Placeholder Author · · 5 min read
We've reviewed a lot of GTM decks. The good ones are short, opinionated, and uncomfortable to read because they say no to things.
Sequencing beats coverage
Teams try three channels at 30% effort instead of one at 90%. Pick the motion with the shortest feedback loop, staff it properly, and revisit in a quarter.
- One primary motion, named and staffed
- One experiment with a decision date
- An explicit list of things you are not doing this quarter
A GTM plan without a 'not doing' list is a wish list with a budget attached.