Learn

The nine GTM dimensions

The GTM Diagnostic framework scores a go-to-market on nine dimensions. Each lesson explains one in plain terms, shows what investors look for, and ends at the self-score so you can rate your own company.

Nine lessons

1. What ICP clarity means before you have ten customersKnowing which customers you win, keep, and profit from, and saying no to the rest.Read the lesson
2. Competitive differentiation when a weekend clone is possibleWhy you win on something a competitor cannot copy next month.Read the lesson
3. Product completeness: is it enough for your buyer to stay?Whether the product covers what your target buyer needs to buy and stay.Read the lesson
4. Revenue quality: not all revenue counts the sameHow much revenue is recurring, growing, and profitable, and where new revenue comes from.Read the lesson
5. Retention health: the customers you already haveWhether existing customers renew, expand, and compound, or quietly leak.Read the lesson
6. The go-to-market engine: from founder-led sales to repeatableWhether you can win customers repeatably and at a cost that pays back.Read the lesson
7. Integrations and ecosystem: fitting the systems buyers already runWhether the product connects to the systems your buyers already run.Read the lesson
8. Team and operating capacity: can you execute the plan?Whether you have the people, ramp time, and cash to execute the plan.Read the lesson
9. Pricing and monetization: charging for the value you createWhether price captures the value, discounts stay disciplined, and packaging lets customers grow.Read the lesson