A focused read on one function's market intelligence, captured through structured questions, role-specific prompts, and anonymous synthesis. Use it when a team is sensing friction, opportunity, or momentum the broader organization has not structured yet.
| Driver | Ent AE | MM AE | SE | BDR | Sales Ldr |
|---|---|---|---|---|---|
| Market Momentum | 2.9 | 3.2 | 2.8 | 3.4 | 3.6 |
| Roadmap Confidence | 2.5 | 2.7 | 2.4 | 2.9 | 3.1 |
| Narrative & Positioning | 2.6 | 2.8 | 2.5 | 3.0 | 3.2 |
| Capability Alignment | 2.3 | 2.6 | 2.4 | 2.8 | 2.9 |
| Market Signal Flow | 2.7 | 3.0 | 2.6 | 3.2 | 3.3 |
| Executive/Field Alignment | 3.3 | 3.4 | 3.2 | 3.5 | 3.6 |
| Sales Momentum | 2.9 | 3.0 | 2.7 | 3.1 | 3.3 |
Core questions plus role-specific evidence, scored by role and weighted by experience.
The Gap
Sales, customer success, solutions, or another GTM function may be seeing friction or opportunity that has not yet been structured into a broader product or executive conversation. The GTM Pulse gives companies an objective, anonymous way to capture what that team needs to compete more effectively, through a focused process leaders can compare and act on.
Best For
Deals are slowing, competitors are showing up differently, or sales teams are flagging recurring capability or narrative gaps.
Renewal, expansion, or adoption patterns suggest a gap between what customers expected and what the product delivers.
A planning cycle, board question, or roadmap decision needs a fast read on what one GTM team needs to win.
Dimensions
Are we gaining or losing ground?
Does planned product direction help this team achieve its goals?
Can the team explain, defend, and win with the story?
Where are product gaps affecting deals, renewals, or customer outcomes?
Is this team's market intelligence reaching product decisions?
Does leadership's view match what this team sees in the market?
Outputs
The overall read on one function's GTM momentum.
The recurring themes, objections, capability gaps, or narrative friction the team is seeing.
Where experienced operators see risk or urgency before it shows up more broadly.
A concise interpretation for product, GTM, and executive teams.
Scope
It shows what one function is seeing through a short, structured question set that can be completed quickly and synthesized anonymously. It does not tell you whether every GTM function sees the same pattern. That is the role of the GTM Diagnostic.
Related Practices
The Roadmap Check pressure-tests planned roadmap initiatives before commitments are made. The GTM Diagnostic captures cross-functional signal across the full GTM organization on a recurring basis.
A GTM Pulse is often the fastest way to investigate a specific GTM concern.
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