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.
It will help you answer
How does your team decide what to do when progress stalls at any stage of the customer journey?
Where in your funnel is the most variation in rep behavior — and what explains that variance?
What happens in your system when a prospect stalls, ghosts, or pushes back — and is that response consistent across your team?
Which part of your customer journey lacks a codified play?
Where does your team have the highest variance in execution?
What playbooks of your best-practice way of doing things needs to be produced?
How is tactical excellence defined, practiced, and improved within your team?
Diagnostic use cases
01
“Every rep is doing things their own way.”
Root cause: There is no codified system of execution. Messaging, sequencing, and tactics vary wildly. The company isn't scaling learning — it’s scaling variance.
02
“Our messaging sounds right, but doesn’t convert.”
Must-fix: There’s a gap between what’s said and what works in the field. You’re following a brand story, not a tactical playbook.
03
“We can’t drive expansion, even with happy customers.”
Root cause: No proactive CS playbook for expansion readiness, success milestones, or value proof moments.
04
“Deals are stalling — even when they’re a good fit.”
Root cause: The team lacks battle-tested plays for unblocking buyer friction (e.g. risk reversal, mutual close plans). There’s no repeatable sequence for handling high-leverage moments.
Explore a partnership with The Go To Market Company
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