GTM Engine, first 100 days
GTM Engine is a 100-day engagement after the close or the round that turns diligence findings, ours or those of the diligence already done, into a working commercial plan for a B2B SaaS company. We work as the owner's or investor's commercial adviser, in focused sessions with the company's key executives, across the ideal customer profile, the GTM plan, pricing and packaging, the sales process and the operating dashboard. The plan is built with the team, and the team does the work.
Runs after the close or the round, in focused working sessions with the company's key executives rather than across a table from them.
What’s involved
- Ideal customer profile. Which customers this company actually wins, keeps and makes money on, as against the ones it says it serves, and every open opportunity scored against it.
- The GTM plan. The segment, the motion and the sequence for the next 4 quarters, set against the targets agreed at the close or the round.
- Pricing and packaging. Where the price should sit, how the tiers and contract terms should be drawn, and what a move is worth against what it risks.
- The sales narrative and the material behind it. The pitch deck challenged claim by claim against the evidence, battlecards by competitor category, the discovery guide, the business case template, proposals and pricing guardrails.
- Stage gates and forecast discipline. The exit criteria a deal must meet at each stage, where deals stall, a forecast the board can act on, and a way for large deals to close without the founder.
- Tools, tracking and accountability. The sales stack, the operating dashboard with an owner for each number, and AI set up with the team for outreach, follow-ups, CRM updates and support during calls.
- A capability read on the commercial team you have acquired or backed, so you know who is selling, who is not, and why.
- How it runs: focused working sessions with the founder or CEO, the head of sales and the finance lead, and a report back to you on what moved and what did not, in the format your board reads.
Who this is for
- You have just closed on a B2B SaaS company and inherited a commercial engine you did not build.
- You have just led a round, and the commercial engine is the constraint on the next one.
- Diligence produced a list of findings, from us or from another adviser, and nobody has turned it into a plan with owners and dates.
- The founder is leaving, staying on a transition, or staying and still personally closing most of the revenue.
- The company has never had a defined ideal customer profile, a considered price, or a forecast anyone believed.
- You need the first 100 days to set the trajectory rather than to be spent finding out what you bought.
What it costs
- Fee
- from EUR 95,000
- Duration
- 100 days
Fixed fee and fixed timeline. Fees are never contingent on a transaction closing, because the entire value of this work is that it has no stake in the answer. Before work starts, we agree the concrete scope of the engagement with you: the timeline, the deliverables and their format, and the number of key meetings and interviews.
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