How we install a GTM motion that survives our exit.
The full Light or Standard engagement runs in twelve weeks. Below is the sequence, the artifacts produced at each milestone, and what each one is meant to do for you.
The 12-week sequence
Kickoff and scope
90-minute working session with the founder. We review the current state, agree on what success looks like, and confirm written scope.
Positioning brief
A written articulation of the problem, the target buyer, the value proposition, and the competitive frame. This is the document every other artifact references. Used by sales, marketing, and hiring.
ICP and target-account framework
Firmographic, technographic, and behavioural signals that define your ideal customer. Plus a starter list of 50 to 100 named accounts that fit.
Motion design
Outbound, inbound, founder-led, partner-led, product-led. Which combination, which sequence, what conversion targets, what tooling. The "playbook" lives here.
Pipeline architecture and tooling setup
CRM stages, properties, automation. Sequencing tool. Enrichment stack. Reporting structure. We do the installation ourselves so it's correct on day one.
Hiring plan
Roles, sequencing, compensation framework, interview rubric for the first three GTM hires. If we recommend not hiring yet, we tell you that too.
Hand-off
Final working session. We hand off the documentation package, train the first hire if one is in seat, and step out. In Standard, we stay for 3 more months of coaching the first hire.
Sample artifacts (anonymized)
We will publish anonymized excerpts of a positioning brief, ICP framework, motion design diagram, and hiring plan here once the methodology pack is finalized.
Methodology pack publication target: Q3 2026.