← ALL PLAYBOOKS
── PLAYBOOK · GTM STRATEGY
✓ APPROVED

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.

Install the whole playbook ↓
[ BUILT GTM ]

Build a GTM plan you can defend

Solvethe problem worth solving
Problem · 01GTM Strategy

The annual plan is a wish.

Build the number, the capacity, the territories, and the comp that make it real.

Stackthe workflow, box by box
Salesforce01
Write a GTM plan you can actually defend.
Structure the bets, motions, targets, and risks, with a first-pass directional capacity check on whether the number is reachable at all.
Powers up with
AI
Salesforce02
Know if the heads can hit the number, before the quarter.
Take that directional check further: build the granular hiring plan, ramp curve, and attrition backfill the board plan needs.
Powers up with
AI
Salesforce03
Cut fair territories, settled before the disputes start.
Cut fair, balanced patches before the disputes start.
Powers up with
AI
Salesforce04
Design comp and quota a rep trusts and a CFO signs.
Design comp and quota a rep trusts and a CFO signs.
Powers up with
AI
Splithow control passes: agents branch left, humans right
HUMAN + AI, IN THE LOOP
How control passes.
AgentsHuman
Agent01
Write a GTM plan you can actually defend.
Salesforce runs it.
Agent02
Know if the heads can hit the number, before the quarter.
Salesforce runs it.
Agent03
Cut fair territories, settled before the disputes start.
Salesforce runs it.
Agent04
Design comp and quota a rep trusts and a CFO signs.
Salesforce runs it.
The skills run the work. You stay in the loop on the calls that need judgment.
Outputwhat the workflow produces
OUTPUT · 01

A verdict-first plan: the bets

OUTPUT · 02

The capacity math

OUTPUT · 03

Fair territories

OUTPUT · 04

Comp that drives the right behavior

Outcomethe result it drives
OUTCOME · 01

$6M gap closed with a plan, not a wish

Capacity math, territories, and comp modeled before a single hire, on the same GTM turnaround.

Built GTM
── 01 / WHY RUN IT

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.

RUN THIS AND YOU CAN
✓A verdict-first plan built on named bets, not a wish
✓The hiring gap sized in heads and dollars before you ask for budget
✓Territories cut fair enough that disputes get settled before kickoff
✓Comp and quota a rep trusts and a CFO signs
── 02 / THE RUN, STEP BY STEP

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.

1✓ TESTED
Write a GTM plan you can actually defend.

Verdict-first: the two or three bets, the motions, the targets, the capacity math, and the risks.

YOU GETThe verdict, the bets, the capacity math, and the risks.
POWER IT UPSalesforceHubSpotAttioPipedriveDynamicsSnowflake
OPEN THE SKILL →
2✓ TESTED
Know if the heads can hit the number, before the quarter.

Ramped-rep productivity, the hiring plan to close the gap, honest ramp assumptions, and the plan-vs-capacity gap.

YOU GETRamped productivity, the hiring plan, and the gap in dollars and heads.
POWER IT UPSalesforceHubSpotAttioPipedriveDynamicsSnowflake
OPEN THE SKILL →
3✓ TESTED
Cut fair territories, settled before the disputes start.

The segmentation, the account distribution, a balance check across every rep, and the rules for disputes and inbound.

YOU GETThe segmentation, the balance check, and dispute rules.
POWER IT UPSalesforceHubSpotAttioPipedriveDynamicsClay
OPEN THE SKILL →
4✓ TESTED
Design comp and quota a rep trusts and a CFO signs.

The quota build (top-down vs bottom-up reconciled), the OTE mix, the accelerators, and the behaviors it drives and breaks.

YOU GETThe quota build, the OTE mix, the accelerators, and the behavior read.
POWER IT UPSalesforceHubSpotAttioPipedriveDynamicsSnowflake
OPEN THE SKILL →
WHERE YOU LAND

A verdict-first plan: the bets, the capacity math, fair territories, and comp that drives the right behavior.

EVERY STEP, TESTED AND PASSED
EVAL RESULTPASS4/4 dimensions
HOW WE EVAL →
✓Skills resolve
✓Structure + proof
✓Example chat
✓Quality judge
  • 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.
Last eval run 2026-08-05
DEEP EVAL · PASS
THE STANDARD →

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.

── 03 / SEE IT RUN

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.

EXAMPLE CHATRay, CRO, running the loop in one sitting
R
Board wants next year's plan. Right now it is a number I made up. Help me build one I can defend.
S
Step 1· Gtm Planning
Verdict: REACHABLE_IF. I framed the two or three bets, the motions behind each, the targets, and the risks up front, so the plan reads as a set of decisions instead of a spreadsheet.
Receipt
Plan on 2 bets: expand mid-market outbound and land a partner channel, each with a target and named risk.
R
Can the team we have actually produce that number?
S
Step 2· Capacity Model
I ran ramped-rep productivity against the target with honest ramp assumptions. There is a gap, and I sized it in both dollars and heads so the hiring ask is grounded.
Receipt
Current heads cover $18M of a $24M target, a $6M gap that needs 4 more ramped AEs.
R
Okay, now cut the territories so the reps stop fighting about it.
S
Step 3· Territory Design
I segmented the accounts and distributed them into balanced patches, then ran a fairness check across every rep. I also wrote the rules for disputes and inbound so it is settled before kickoff.
Receipt
9 patches within 8% of each other on account value, with tie-break rules written.
R
Last piece. Comp and quota the reps will trust and finance will sign.
S
Step 4· Comp Quota Plan
I reconciled a top-down and bottom-up quota, set the OTE mix and accelerators, and called out the behaviors the plan drives and the ones it quietly breaks. No surprises in Q3.
Receipt
Quota set at $1.1M per AE with a 2.6x pipeline coverage assumption and accelerators past 100%.
── 04 / SEE IT IN PRODUCTION

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.

THE BUILD · AI-NATIVE GTM
A mid-stage B2B SaaS
2x
win rate. Twice as many of the same conversations became deals
$1M+
product-led pipeline in 6 months, a channel built from zero
1.5x
average deal size. Half again bigger, same seller
~2x
new-business revenue, on a far leaner engine
WHAT I DID ›
01
Owned the full commercial number. New business, retention, and expansion across SDR, Sales, and Customer Success, unified so what a rep learns in the deal reaches the CSM and expansion compounds instead of leaking.
02
Made retention proactive. An expansion and churn-risk model that flags accounts before they slip. Held gross retention at 100% and grew net revenue retention to 125%, cohort-based, on household-name accounts already on the product.
03
Rebuilt the ICP on who actually buys. More than a thousand customer and prospect calls, pressure-tested against won and lost deals. Reps stopped chasing good-looking accounts that never close, and deal sizes and win rates both climbed.

Rebuilt GTM for the AI era, from headcount to workflows.

See the full story →
05 / INSTALL THE WHOLE PLAYBOOK

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.

OR KICK IT OFF IN CHAT
“Here is my situation: [describe your workflow or account in a sentence or two]. Walk me through Build a GTM plan you can defend step by step, and run each skill as we go.”
── GET THE NEXT PLAYBOOK

One runnable workflow a week. Free.