The GTM Operating-System Scorecard

How much of your number runs on a system, not hope?

12 questions, 3 minutes. Pick the answer closest to how things actually work — not how the deck says they work. The read is honest in both directions: if the system is sound, it will say so.

Running this across a portfolio? Take it once per company for a quick portfolio-health read — a fast way to see which assets rest on hope and heroics rather than a repeatable system.

ICP discipline Pipeline standard Operating cadence Forecast truth

Enter your details to see your read

Your 12 answers are scored. Leave your name and email and the full read appears below — your weakest dimension, what to fix first, and which tool does it. Ben sees the summary so he can follow up with a real reply, not an automated sequence.

Your band

System vs hope

What to fix first — and which tool does it

Two ways to fix what this surfaced

Earlier-stage, or want to move now? The Forecast Truth Kit is the same system, written down with a live workbook, for you to install yourself — $599, one-time.

Request a GTM Health Check Get the Forecast Truth Kit

Prefer the weekly version? Forecast Truth is one issue a week on closing exactly these gaps.

How much of your number runs on a system, not hope?

Who decides which accounts the team works?

Could the team show that last year’s revenue came from accounts matching the ICP?

What happens when an off-profile deal shows up?

Do pipeline stages have exit criteria?

How real is the coverage number?

When a committed deal slips, what does the post-mortem look like?

The forecast call:

Pipeline review and forecast call:

Must-win deals:

Of the last four quarters, how many landed within 10% of the day-1 forecast?

Where does the number come from?

Who can change the number, and on what?

What to fix first — and which tool does it

Two ways to fix what this surfaced