GTM Workshop · Pre-work
Three sessions, one playbook
Pre-workshop discovery questions.
A deep diagnostic before we get in a room together. Answer what you can. We'll work through the rest in session 1.
GTM Workshop · Pre-work
Three sessions, one playbook
A deep diagnostic before we get in a room together. Answer what you can. We'll work through the rest in session 1.
Look at your last 12 months of closed customers, sorted by lifetime revenue. Describe the top decile — title, industry, size, why they buy from you specifically.
The ones that churn fast, complain often, or take 3× the support load for 1× the revenue. Be honest. We're going to actively repel these.
When a high-LTV customer first hears about you, what's typically going on in their world? New funding, new hire, regulatory change, a competitor failure?
Complete: "We're the [X] for [Y] who want [Z]." If three different team members would write three different versions, that's a finding worth naming.
If you had to bet ₹1 cr on one positioning being right — which would it be?Three emotions. Not adjectives like "trustworthy" — actual feelings, like the feeling you get when you find a good doctor or a good mechanic.
For each channel — current spend, current return. Be honest. We'll redirect spend in session 2.
Walk through your funnel stage-by-stage. Visitor → lead → qualified → demo → close. Where's the biggest dropoff? What's your hypothesis for why?
Not necessarily the biggest. The ones whose moves you actually track.
One sentence per. We're not building copies. We're identifying gaps to acknowledge or to actively reposition against.
Three numbers that, if hit, would make this engagement undeniably worth it. Not vanity metrics — outcome metrics.
We'll review everything before session 1 and come in with hypotheses, not a blank slate. Bring the team and the courage to disagree.
Submit pre-work →