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.
It will help you answer
If you left the company for 30 days, would execution fall apart?
Who owns each stage of the customer journey — and who owns the outcome?
Where in your org are two people quietly doing the same job?
What part of your GTM system would no one volunteer to be held accountable for?
What are your frontline managers doing every single week to improve execution?
If a new hire started tomorrow, how would they learn what “good” looks like — without asking a top performer?
What percent of your process lives in actual workflows — vs tribal knowledge?
If a C-level exec asks for a performance update, can the front line tell the same story as the dashboard?
Diagnostic use cases
01
“We built the process — but people aren’t following it.”
First principle: If a process isn’t enforced, observed, and improved, it doesn’t exist. The delta between design and behavior is where execution risk lives — and where most GTM leaders misdiagnose the root cause of failure.
02
“Our team is working hard — but not on the right things.”
Must-fix: Execution quality is not just about skill — it’s about systemic time allocation. If your people spend most of their week reacting instead of compounding, the operating formula is starving your growth engine.
03
“When our best AE went on leave, pipeline collapsed.”
First principle: Heroics aren’t scalable. If your execution relies on individuals instead of mechanisms, you don’t have an operating model — you have a dependency problem disguised as culture.
04
“Deals fall between the cracks”
Root cause: If the journey from lead to revenue is undefined or owned by too many people, accountability dilutes until it disappears. Revenue isn’t lost at the top or bottom of the funnel — it leaks through the handoffs you don’t track.
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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