The Problem
A sales team built around the founder's relationships.
A marketing function added when someone had time.
A partner program launched because a competitor had one.
An ICP and IPP based more on feel than continuous measurement.
None of it was designed as a system.
Over time, it begins to create drag.
The Symptoms
- Pipeline that’s inconsistent and hard to predict
- Partner channels that consume resources but underperform
- Sales and marketing operating on different assumptions
- Positioning that makes every deal harder than it should be
- Growth slowing without a clear diagnosis as to why
- An organization built for yesterday’s GTM, not today’s
The Underlying Issue
The symptoms vary.
The root cause almost never does.
Your GTM was never intentionally designed as a system.
You didn’t build it wrong.
You built it reactively — which works until it doesn’t.