An Executive GTM Initiative & Execution Discipline Framework
A disciplined approach to managing your entire set of GTM initiatives—so you invest in what works, stop what doesn't, and prevent sprawl from returning.
What Is GTM Execution Discipline?
GTM Execution Discipline treats your collection of marketing programs, sales motions, tools, and initiatives the way a CFO treats capital allocation or a product leader treats feature roadmaps: as a set of initiatives requiring active management, prioritization, and regular rebalancing.
Instead of managing initiatives individually—each with its own justification and KPIs—you evaluate them as a system: What's the overall health? Where are we over-invested? What should stop? What deserves more resources?
It's the difference between running 50 experiments with no accountability and deliberately choosing the 10 that will move the revenue needle.
The Five Execution Discipline Questions
How It Works: The Execution Cycle
Inputs
CRM data, funnel metrics, CAC by channel, team capacity, tool stack
Execution Decisions
Score, prioritize, stop, pause, reallocate resources
Execution System
Redesign workflows, automate with AI, eliminate friction
Governance Cadence
Monthly reviews, decision gates, accountability mechanisms
Outcomes
Better CAC, predictable pipeline, team focus, sustained discipline
How We Work Together
Real change requires time. We recommend a minimum 3-month engagement to install portfolio discipline that sticks.
Why Minimum 3 Months?
Audits and recommendations are easy. Actual change—workflows redesigned, tools rationalized, governance installed, new habits formed—takes time and execution.
We don't hand you a deck and disappear. We work alongside your team to implement quick wins, redesign high-friction processes, and establish the monthly portfolio cadence that prevents sprawl from returning.
By Month 3, you'll have a system—not just a report.
Days 1–30: GTM Clarity & Quick Wins
GTM Initiative Inventory + Scoring Model
Map every program, campaign, tool, and motion. Categorize by type, cost, owner, and measurable impact.
Stop/Pause/Double-Down Decision Log
Provide clear, defensible recommendations on what to stop, pause, or simplify—freeing capacity and budget immediately.
CAC & Pipeline Efficiency Breakdown
Analyze conversion rates, CAC by channel, attribution gaps, and pipeline health to identify bottlenecks.
Tool Rationalization + Savings Estimate
Audit your GTM tool stack for overlap, underutilization, and ROI. Identify candidates for consolidation or cancellation.
Board-Ready Revenue Portfolio Pack
Executive presentation deck with portfolio health, decisionsportfolio, reallocation plan, and ROI projections
Governance & Cadence Framework
Monthly review templates, decision gates, and accountability mechanisms to prevent sprawl from returning
What You'll Have by Day 30
- Scored portfolio of all GTM initiatives with prioritization recommendations
- CAC and channel efficiency analysis with investment reallocation plan
- Tool rationalization report with savings estimates
- Board-ready summary deck with stop/pause/double-down decisions
What You Get: Concrete Deliverables
GTM Initiative Inventory + Scoring Model
Complete mapping of every program, campaign, and tool with impact scores, cost analysis, and strategic fit ratings
Stop/Pause/Double-Down Decision Log
Clear recommendations with rationale—what to stop immediately, what to pause, what deserves more investment
CAC & Pipeline Efficiency Breakdown
Channel-by-channel CAC analysis with conversion metrics, attribution gaps, and reallocation recommendations
Tool Rationalization + Savings Estimate
Tool stack audit with overlap analysis, ROI assessment, and projected savings from consolidation
Board-Ready Revenue Portfolio Pack
Executive presentation deck with portfolio health, decisionsportfolio, reallocation plan, and ROI projections
Governance & Cadence Framework
Monthly review templates, decision gates, and accountability mechanisms to prevent sprawl from returning
Months 2–3: GTM Reset & Discipline
Execute Quick Wins
Implement stop decisions, cancel redundant tools, and reallocate budget—delivering immediate ROI improvements.
Redesign High-Friction Workflows
Identify 2–3 high-impact, high-friction workflows (reporting, lead routing, campaign setup) and streamline them.
CRM + Attribution + Reporting Improvements
Fix broken attribution, clean up CRM hygiene, and automate board reporting so leadership has real-time visibility.
Governance + Monthly Portfolio Cadence Installed
Establish approval gates for new initiatives, install monthly portfolio review meetings, and train internal leaders.
AI Applied Selectively to Remove Manual Work
Use AI to automate repetitive tasks (enrichment, reporting, follow-ups) without adding complexity or new dependencies.
What Changes by Month 3
- Fewer initiatives, higher velocity, better predictability
- CAC improvements from stopped programs and reallocated spend
- Team capacity freed up without cutting headcount
- Monthly portfolio review cadence installed and running
- Governance mechanisms prevent sprawl from returning
Engagement Timeline
Week 1-2: Discovery
Data access, stakeholder interviews, initial portfolio mapping
Week 3-4: Analysis & Decisions
Portfolio scoring, stop/pause recommendations, board deck
Month 2: Implementation
Execute quick wins, workflow redesign, CRM/attribution fixes
Month 3: Discipline Installed
Governance mechanisms, portfolio cadence, knowledge transfer
Engagement FAQ
Why a 3-month minimum engagement?
Real behavior change requires time to diagnose, execute, and embed. Month 1: we inventory initiatives, score them, and make quick stop/pause decisions. Months 2-3: we redesign workflows, install governance, implement AI, and transfer knowledge. Shorter engagements produce recommendations that sit in decks. We're here to install systems that stick.
What makes Day 30 different from other consulting deliverables?
By Day 30, you'll have made real stop/pause decisions—not just received recommendations. We'll show you which initiatives to kill, what capacity that frees up, where to reallocate budget, and how much CAC should improve. It's actionable, defensible, and ready to present to your board. No 200-slide decks—just clear decisions with ROI backing.
What happens after the 3-month engagement ends?
You'll have working governance systems, portfolio review templates, decision frameworks, and knowledge transfer. Many clients extend into ongoing advisory (6-12 months) for portfolio rebalancing, leadership coaching, and scaling discipline across new functions. But the core systems stay after we leave—that's the point.
Can we scope the engagement to GTM only or Operations only?
Absolutely. If your challenge is purely GTM (CAC inefficiency, campaign sprawl, tool bloat), we'll focus there. If it's operations (execution overload, cross-functional gridlock), we'll scope to that. Most organizations discover dependencies—GTM initiatives depend on ops capacity, ops initiatives affect revenue workflows—so we stay flexible.
How hands-on are you during the engagement?
Very hands-on in Months 1-3. We work inside your systems (CRM, analytics, project tools), attend leadership meetings, conduct stakeholder interviews, and implement changes directly. We're not "advise and disappear" consultants. We're operators who get into the weeds to install discipline that scales after we leave.
Ready to get started?
Let's discuss your GTM portfolio and whether a 3-month engagement makes sense.