Methodology: Cross-functional GTM legibility, planning, and operational execution
Company Strategy
GTM Strategy
GTM Structure
GTM Execution
Buyer segments
Buyer journeys
Coverage model
CRO lens
Growth
Org
Capacity
Talent
Quotas
Compensation
Black box
Efficiency
Forecasting
CFO lens
Pay/performance
Productivity
Black box
Black box
Driver-based territory opportunity modeling TAM stress test White space analysis
Top-down and bottom-up quota configuration
Link compensation plans to job design & company objectives
Data-driven org design and driver-based capacity planning
Define the buyer journey in finance terms
Translate the funnel into a data model
Efficient growth
Common lens
Rule of 40/X CAC ratio GRR/NRR
Common data Common KPIs
Sales stage/ cycle duration
Sales ramp, tenure, and turnover drivers
Pipeline coverage, quota attainment distribution, and sales compensation ROI
Conversion rates
● Orchestrate efficient growth by aligning GTM and Finance on a common data language , data model, operating plan, and efficient operational execution ● Drive efficiency and repeatability with expert integration of end-to-end revenue operating models—from CRM to RevOps to GAAP/IFRS accounting ● Establish real-time, granular visibility by streamlining pipeline forecasting and management across all sources of revenue
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