Growth Formula
Growth fx
Understand how your company should grow — by aligning your go-to-market motion(s) with your revenue model, customer behavior, and team capacity.
It will help you answer
How did your growth motion change the moment you hit product-market fit — and what stayed the same that shouldn't have?
In what way is your GTM motion unfairly advantaged — or dangerously generic?
What assumptions must hold true for your current motion(s) to continue working at 10x scale?
Why hasn’t growth become easier with each new cohort of customers?
What does your customer journey look like when no humans are involved?
What growth behavior would still happen if you turned off all paid channels tomorrow?
What constraint in your current motion limits how fast revenue can grow without adding cost?
Diagnostic use cases
01
“We’ve got leads coming in, but they’re not converting — it feels like we’re speaking the wrong language.”
First principle: Growth collapses when the GTM motion doesn’t match how the customer wants to buy. If your motion isn’t built around buying behavior, your funnel becomes a friction machine. Your model isn’t broken at the end — it’s misaligned from the start.
02
“Marketing is scaling free trials. Sales is chasing whales. CS is trying to upsell everyone.”
Must-fix: Motions that collide do not compound. When your teams run different playbooks with different assumptions, you scale confusion — not revenue. A real growth model integrates motions into a coherent path from first touch to expansion.
03
“We’re a Series A company trying to run an enterprise motion — and it’s exhausting.”
First principle: Every stage of growth requires a different motion architecture.
04
“Our paid ads used to crush — now CAC is creeping up and quality is down.”
Root cause: Channels aren’t growth formulas, only distribution tools. When acquisition is outsourced to ad spend, growth plateaus fast. A resilient motion builds its own demand over time.
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Revenue Formula
Money fx
It’s the design logic behind how your business earns, retains, and expands recurring revenue. It defines the rules of the game — and whether you’re playing to win, or playing blind.
Data Formula
Data fx
The blueprint for how customer journey stages, conversion signals, and performance metrics are architected across the entire GTM system.
Math Formula
Numbers fx
A system for calculating, predicting, and designing recurring revenue outcomes by reverse-engineering each lever across the bowtie journey.
Operating Formula
Operating fx
It defines how GTM teams are structured, how handoffs work, what rituals keep things running, and how consistent performance is achieved across every touchpoint.
Growth Formula
Growth fx
Understand how your company should grow — by aligning your go-to-market motion(s) with your revenue model, customer behavior, and team capacity.
How-To Formula
Playbook fx
The exact step-by-step GTM plays your team runs across the bowtie — aquisition, retention and expansion. From cold-call scripts to onboarding plans for every customer.
Get in touch
Let's talk Go-To-Market and opportunities for growth.
Find a timeslot that works for you or email adrian@gtm.company