Build a GTM plan you can defend
The annual plan is a wish. Build the number, the capacity, the territories, and the comp that make it real.
Build a GTM plan you can defend
The annual plan is a wish.
Build the number, the capacity, the territories, and the comp that make it real.
Details
Details
Details
Details
The gap to target closed with a plan, not a wish
Capacity math, territories, and comp modeled before a single hire, on the same GTM turnaround.
A verdict-first plan: the bets
The capacity math
Fair territories
Comp that drives the right behavior
The annual plan gets built as a hope. Someone picks a number that sounds ambitious, sales agrees to it in the room, and nobody actually checks whether current headcount, territories, or comp can produce it, so the miss shows up in Q2 and the plan gets rewritten anyway.
The workflow that solves it, one step at a time.
Each step is the plain question you are already asking. The skills answer them in order, one handing its receipt to the next.
Verdict-first: the two or three bets, the motions, the targets, the capacity math, and the risks.
Ramped-rep productivity, the hiring plan to close the gap, honest ramp assumptions, and the plan-vs-capacity gap.
The segmentation, the account distribution, a balance check across every rep, and the rules for disputes and inbound.
The quota build (top-down vs bottom-up reconciled), the OTE mix, the accelerators, and the behaviors it drives and breaks.
A verdict-first plan: the bets, the capacity math, fair territories, and comp that drives the right behavior.
- All 4 chained skills resolve to real, scored skills.
- Has a problem, an outcome, 2+ steps, and proof from a real build.
- Ships an example chat showing the play run in Claude.
- Reads in plain operator voice, grounded in a real build.
We did not just check the structure. A judge read this play against the full text of every skill it chains (composition), then ran it on a real scenario end to end (simulated). It passed both. Test scenario: A CRO has to defend next year's plan to the board: a $24M target with 8 ramped AEs and 4 planned hires.
This play runs across the org, not inside sales.
Every function below owns a piece of the play. Skip one and it stalls where most GTM plays stall: in the handoff.
Without it: The plan and the board deck tell different numbers.
Without it: The capacity math runs on optimism.
Without it: The model staffs reps for pipeline nobody is building.
Without it: The plan launches and the appeals start day one.
Watch the skills answer in order.
Describe your situation in plain language. The right skill fires on its own and hands its receipt to the next.
Before you run it, I ran it for real.
This workflow is genericized from a real build. Here is the number it moved, and what I actually did.
WHAT I DID ›
Rebuilt GTM for the AI era, from headcount to workflows.
See the full story →The plan is only as good as the math underneath it
The four skills hand you the bets, the capacity model, the territories, and the comp design; the plan survives contact because the people carrying the number believe the math. Here is how a GTM leader turns a planning doc into a number the front line signs up for instead of one handed down.
Before the plan locks, a rep, a manager, and a finance partner each get an hour to attack it: the ramp assumptions, the territory cuts, the comp math. Every objection gets an answer in the doc or a change to the plan.
- 01Teach managers the capacity math
Walk every front-line manager through the capacity-model assumptions: ramp time, attrition, quota coverage. A manager who can rebuild the math can defend the number to a rep.
- 02Pressure-test territories before they publish
Run the territory-design cuts past the reps who will carry them while they are still drafts. Fairness argued in private beats disputes litigated all year.
- 03Model comp against real behavior
Take last year's actual deals and run them through the comp-quota-plan design. If the plan pays wrong on deals you already know, it pays wrong next year too.
- 04Reforecast the plan quarterly
The plan is a living model, not an annual ceremony. Each quarter, rerun the capacity math against actual hiring and attrition, and adjust the bets in gtm-planning before the gap compounds.
One plugin. 4 skills, bundled.
The whole playbook installs as a single plugin in Claude Code, no copy-pasting 4 times. Or grab any single step above. It runs on what you paste; connect your stack to go live.