GTM Systems

A go-to-market system is the set of parts, the data, the scoring, the routing, the sequencing and the people who run them, that turns a market into pipeline without depending on one person, one campaign or one quarter. The posts here look at how those parts fit together and where they break: the single point of failure most teams are built on, the gap between the market you could reach and the market you actually cover, and what it means to read every account on the two axes of the Demand Compass instead of counting leads.