1 / 10 · GTM Strategy
Your GTM strategy is written down and reviewed quarterly by the exec team.
2 / 10 · Market Intel
You have a documented ICP + negative-ICP that sales actually enforces.
3 / 10 · Product Marketing
Your positioning is tested against AI search (ChatGPT, Perplexity) for accuracy.
4 / 10 · Demand Gen
No single paid channel accounts for > 50% of new-customer revenue.
5 / 10 · Sales Execution
Your AEs hit quota on a consistent basis (> 60% of reps at quota).
6 / 10 · Customer Success
Your NRR (or repeat-rate for DTC) has improved in the last 4 quarters.
7 / 10 · RevOps
Your pipeline/revenue sources reconcile within 5% across tools.
8 / 10 · Pricing
Pricing is published on the website with clear tier differentiation.
9 / 10 · Product Readiness
Customers reach first value (activation) within 7 days.
10 / 10 · Data & Insights
Leadership reviews cohort CAC:LTV monthly.