KEY INSIGHTS

• A newly organized GTM funnel, broken down into 5 simple sections to help aid in measuring the “things that matter”.
• 2 - 6 terms per section, with the criteria to qualify for each term, to better align the incentives of the different departments across an organization to drive collaboration between them & their ability to “win as a team”.
• Definitions for each term, to better measure the efficacy of each department across an organization, diagnose which problems are occurring, where they’re occurring in the funnel, which team is responsible for the problem, infuse accountability to the right team & enable that team with the opportunity to correct it.