ToldorSold?

GTM Engine, first 100 days

GTM Engine is a hundred day post-close engagement that turns diligence findings into a working commercial plan for an acquired B2B SaaS company. It covers the ideal customer profile, pricing and packaging, the acquisition motion, forecast discipline and the operating dashboard, and includes a capability read on the commercial team the buyer has inherited. It is built with that team rather than handed to them.

Runs inside the company after close, with the commercial team rather than across a table from it.

What’s involved

  1. Ideal customer profile. Which customers this company actually wins, keeps and makes money on, as against the ones it says it serves.
  2. Pricing and packaging. Where the price should sit, how the tiers should be drawn, and what a move is worth against what it risks.
  3. The acquisition motion. The channels, the qualification standard, the sales process and the playbook that supports it.
  4. Forecast discipline. Pipeline definitions that mean something, stage criteria, and a forecast the board can act on.
  5. The operating dashboard. The short list of numbers that tell an owner early whether this is working, rather than confirming late that it did not.
  6. A capability read on the commercial team you have acquired, so you know who is selling, who is not, and why.

Who this is for

  • You have just closed on a B2B SaaS company and inherited a commercial engine you did not build.
  • Diligence produced a list of things to fix and there is nobody whose job it is to fix them.
  • The founder is leaving, staying on a transition, or staying and still personally closing most of the revenue.
  • The company has never had a defined ideal customer profile, a considered price, or a forecast anyone believed.
  • You need the first hundred days to set the trajectory rather than to be spent finding out what you bought.

What it costs

Fee
from EUR 95,000
Duration
100 days

Fixed fee, fixed timeline, agreed before work starts. Fees are never contingent on a transaction closing, because the entire value of this work is that it has no stake in the answer. Scope is set on a first call. Ranges reflect company size, geographies and interview volume.

Last updated