Go-to-Market Engineering

For building and tuning Predictable and Scalable Revenue Engines

“Go-to-Market (GTM) Engineering” applies systematic, repeatable, tech-enabled methods to plan, build, and optimize go-to-market strategy and execution — just like engineers approach product development.

In practice it is the fusion of marketing, sales, customer success, and data science to create and maintain a predictable and scalable revenue engine. Rather than just “doing GTM” by instinct or playbook, it is engineered through structured analysis, process design, tooling, implementation and management.

Why It’s Valuable

  • Helps Transition from Founder Selling to effective Team Selling

  • Brings rigor to what’s often ad hoc

  • Enables scalable playbooks instead of tribal knowledge

  • Encourages experimentation and data-backed decisions

  • Aligns product, marketing, sales and customer success around shared systems

Example

A Series A company can leverage GTM engineering to:

  • Model and tune their ideal customer profile from closed-won deals

  • Route new leads and mange sales motion using a scoring algorithm tied to win rates

  • Deploy repeatable sales motion to close more deals in less time

  • Monitor real-time funnel performance with forecast accuracy and reliability

TractionPoint tools have been used, tested, revised and improved through years of field use trial and error. TPA can help assess gaps using the framework, and offer tools, tips and methods at any stage to help get traction quickly.

How does it work?

Rich provides coaching and advisory services to help you build and implement plans to scale up from your current stage or address gaps in current capabilities and performance.

One way to get started is to build an action plan based on a simple assessment engagement. The idea is to pinpoint gaps and needs in go to market motion by comparing current state against “market proven” experience. After identifying plans for improvement, working with Rich provides access to a framework and a series of ready to deploy tools and templates that can be applied at any point along the journey from getting started to optimizing a full team to meet the challenges of later funding stages.

The TractionPoint Templates that Rich provides are also kept up to date through practice and use. For example TractionPoint workshops feature techniques and training on ways to leverage AI tools for improving team efficiency, competitiveness, quality and performance.

The assessment route is one of many ways to get started, but sometimes a quick fix in a known area such as recruiting and ramping, identifying bottlenecks or help with value messing and selling motion, is all it takes to take it to the next level.

6 Point Assessment Framework:

  1. Strategy

  2. Tactics

  3. Team

  4. Tools

  5. Operations

  6. Management

How it works

  • TractionPoint Advisors practices GTM engineering

  • Based on decades of experience

  • The process starts with a conversation to understand your current situation and goals

  • GTM designs are built for your needs - flexibility is key — providing the ability to address whole systems or individual performance issues

  • Capabilities are deployed quickly based on Tools and Templates that are field proven

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Contact us.

Ready to take the next step? Fill out the contact form below and we’ll get in touch to setup a consultation and services evaluation.