GTM Diagnostic - Project Details / Task List
Tag: gtm-diagnostic
Total Hours: 15h
Structure: Single Milestone (<=50h)
Milestone: GTM Diagnostic
Description: A comprehensive, one-week inspection of a B2B SaaS company's entire Go-to-Market engine that evaluates systems, funnel processes, reporting, and performance against 80+ checkpoints benchmarked to the fastest-growing companies.
Task List: (GTM Diagnostic) 1. Discovery & Assessment
Contains: Parts 1-2
| Task | Est | Description |
|---|---|---|
| 1. Complete Intake Questionnaire and NDA | 1h | Collect initial company information and establish legal framework for access. End state: Signed NDA and completed intake form with company context, current challenges, and key stakeholders identified. • Send intake questionnaire covering company overview, current GTM structure, and known pain points • Request client to sign NDA (or counter-sign their NDA if preferred) • Identify primary stakeholder and key contacts across Sales, Marketing, and RevOps • Confirm company stage (ARR range), team size, and growth targets • Schedule reverse demo and results walkthrough sessions in advance |
| 2. Request and Validate Systems Access | 1h | Obtain limited, read-only access to all GTM systems required for benchmarking. End state: Access confirmed and validated for CRM, marketing automation, sales engagement, and reporting tools. • Request read-only access to CRM (Salesforce or HubSpot) • Request access to marketing automation platform (HubSpot, Marketo, Pardot) • Request access to sales engagement tools (Outreach, Salesloft, Gong) • Request access to reporting/BI tools if separate from CRM • Validate each access works and document login credentials securely • Confirm data retention period available for analysis (minimum 90 days recommended) |
| 3. Conduct Reverse Demo Session | 1.5h | Have client walk through their current GTM processes, systems, and setup to understand context beyond what data shows. End state: Documented understanding of how the client's GTM actually operates day-to-day. • Schedule 60-90 minute live session with key stakeholders • Have client demonstrate their lead flow from first touch to closed-won • Document how handoffs work between Marketing → SDR → AE → CS • Capture current reporting cadence and which metrics leadership reviews • Note any known pain points, workarounds, or tribal knowledge • Record session for reference during analysis phase |
| 4. Extract and Organize Raw Data | 2h | Pull relevant data exports from all connected systems for offline analysis. End state: Consolidated dataset ready for 80+ checkpoint inspection. • Export lead/contact records with source, status, and conversion dates • Export opportunity data with stage history, close dates, and amounts • Export activity data (emails, calls, meetings) from CRM and engagement tools • Pull marketing campaign performance data (spend, leads, conversions) • Extract current report/dashboard configurations • Organize data into standardized analysis format |
Task List: (GTM Diagnostic) 2. Analysis & Delivery
Contains: Parts 3-4
| Task | Est | Description |
|---|---|---|
| 5. Run Systems Inspection Checklist | 1.5h | Evaluate GTM technology stack against best practices for configuration, integration, and utilization. End state: Systems section of Inspection Report complete with red/yellow/green ratings. • Assess CRM data hygiene (required fields, picklist values, duplicate rate) • Evaluate lead routing rules and assignment logic • Check integration health between CRM and marketing automation • Review activity capture settings and sync configurations • Assess user adoption metrics (login frequency, data entry compliance) • Document integration gaps and data silos between tools |
| 6. Analyze Funnel Process and Conversion Metrics | 1.5h | Map the full customer journey and calculate conversion rates at each stage against benchmarks. End state: Funnel section of Inspection Report complete with stage-by-stage analysis. • Map current funnel stages and definitions (MQL, SQL, SAL, Opportunity stages) • Calculate conversion rates between each stage • Benchmark against industry standards for B2B SaaS • Identify stage(s) with largest drop-off or variance from benchmark • Assess lead velocity and time-in-stage metrics • Document handoff SLAs and whether they're being met |
| 7. Evaluate Reporting and Metrics Infrastructure | 1h | Assess what the client is measuring, how they're measuring it, and whether metrics are reliable. End state: Reporting section of Inspection Report complete with data quality assessment. • Inventory existing reports and dashboards • Verify metric definitions are consistent across tools (e.g., MQL definition matches in MAP and CRM) • Check for conflicting data between systems (attribution models, source tracking) • Assess whether leadership has real-time visibility into pipeline and performance • Identify gaps in reporting (metrics they should track but don't) • Rate data trustworthiness on key metrics |
| 8. Calculate Power10 Scorecard Metrics | 1.5h | Compute the ten most critical GTM metrics and score against benchmarks. End state: Power10 Scorecard complete with current values, benchmarks, and gap analysis. • Calculate CAC and CAC payback period • Compute LTV and LTV:CAC ratio • Measure win rate and average deal size • Calculate pipeline coverage and velocity • Assess net revenue retention (NRR) and churn rate • Benchmark each metric against industry standards for company stage • Assign red/yellow/green rating to each of the 10 metrics |
| 9. Compile Inspection Report | 1.5h | Synthesize all findings into the color-coded Inspection Report with 80+ checkpoints. End state: Complete Inspection Report document ready for client presentation. • Organize findings into four sections: Systems, Funnel, Reporting, Performance • Apply red/yellow/green ratings to each of 80+ checkpoints • Write executive summary highlighting top 3-5 critical findings • Include supporting data/screenshots for each finding • Document quick wins (low effort, high impact fixes) • Format document using LeanScale brand template |
| 10. Build Prioritized Roadmap | 1h | Translate findings into a sequenced action plan with recommended projects. End state: Roadmap document showing what to fix, in what order, with estimated effort. • Group related findings into logical project clusters • Prioritize based on impact (revenue potential) and effort (hours/complexity) • Sequence projects considering dependencies (e.g., data quality before advanced reporting) • Estimate hours for each recommended project • Map projects to LeanScale service offerings where applicable • Create visual roadmap (quarters or 30/60/90 day view) |
| 11. Conduct Results Walkthrough | 1h | Present findings, scorecard, and roadmap to client stakeholders in live session. End state: Client understands current state, gaps, and recommended next steps. • Schedule 60-minute live presentation with key stakeholders • Walk through Power10 Scorecard with benchmark comparisons • Present Inspection Report highlights (focus on critical findings) • Review prioritized Roadmap and discuss sequencing rationale • Answer questions and gather client feedback • Deliver all three artifacts (Scorecard, Report, Roadmap) as final deliverables |
| 12. Close Out and Transition to Engagement | 0.5h | Formally close the diagnostic and transition to paid engagement if client proceeds. End state: Diagnostic complete, next steps clear, SOW ready if client wants to proceed. • Send follow-up email with all deliverables attached • Revoke temporary system access (or transition to engagement access) • Document any follow-up items or open questions • If client wants to proceed: generate SOW for recommended projects • Schedule kickoff for engagement if proceeding • Log diagnostic completion in internal tracking |
Summary
- Total Task Lists: 2 (consolidated from 4 Parts)
- Total Tasks: 12 (one per Step)
- Total Hours: 15h
- Generated from: playbook_gtm-diagnostic.md
- Generated on: 2025-12-31