# GTM Operating Discovery: 25 Questions **Company:** ______________________________ **Completed by:** ______________________________ **Date:** ______________ **Return to:** mert@aiporate.com --- > **How to use this.** Open it in Google Docs (File → Open with → Google Docs, or paste it into a > blank doc) and answer inline: short answers are fine, "don't know" is a real answer and often the > most useful one. Nothing here is a test. It is the same set we work through on a first call; filling > it in beforehand means the call starts at "what do we build" instead of "tell me about yourselves". > > Anything you can't answer from memory is worth flagging rather than guessing: the gaps are usually > where the leverage is. --- ## Part 1 · The business behind the motion (1–5) **1. In one paragraph: what do you sell, to whom, and what changes for them after they buy?** _Answer:_ **2. What is your average deal size and typical sales-cycle length?** _Answer:_ **3. Where did your last five closed customers actually come from? (name the source per deal)** _Answer:_ **4. Which of those sources could you deliberately do more of tomorrow, and what stops you?** _Answer:_ **5. What is the growth target for the next 12 months, and what does it need in new pipeline per month?** _Answer:_ --- ## Part 2 · Who you sell to (6–9) **6. Describe your ideal customer profile: industry, size, geography, and the trait that makes them a fit.** _Answer:_ **7. Which roles are involved in a purchase: who signs, who blocks, who champions?** _Answer:_ **8. What triggers a company to start looking for what you sell? (a hire, a funding round, a tool change, a deadline, a failure)** _Answer:_ **9. Could you name the 20 accounts most likely to buy this quarter: and how would you produce that list?** _Answer:_ --- ## Part 3 · The current motion (10–15) **10. What does your outbound look like today: volume per week, who sends it, what results?** _Answer:_ **11. If you tried outbound before and stopped, what actually broke? (replies, deliverability, time, follow-up, offer)** _Answer:_ **12. How do you build target lists today, and which data sources or tools do you pay for?** _Answer:_ **13. What does inbound produce per month: visitors, leads, meetings: and how is that trending?** _Answer:_ **14. What are you spending on ads per month, on which platforms, and what do you believe you get back?** _Answer:_ **15. Who produces content, how often, and where does it get published?** _Answer:_ --- ## Part 4 · Data, tools and infrastructure (16–20) **16. List the tools your GTM runs on today: CRM, outreach, enrichment, analytics, automation.** _Answer:_ **17. Which domains do you send from, and what is set up on them? (secondary domains, warmup, SPF/DKIM/DMARC)** _Answer:_ **18. What happens today when a known target account visits your pricing page three times?** _Answer:_ **19. Where do your marketing assets live: copy, ad variants, sequences, scoring rules: and who can change them?** _Answer:_ **20. Can you trace this month's spend to pipeline by channel? If yes, how; if no, what's missing?** _Answer:_ --- ## Part 5 · Team, budget and constraints (21–25) **21. Who works on marketing and sales today: names, roles, and how much of their week goes to this?** _Answer:_ **22. What is your total monthly marketing spend: team, tools, agencies and ads together?** _Answer:_ **23. What has been tried in the last 12 months that did not work, and what is your read on why?** _Answer:_ **24. If one thing about your go-to-market were fixed 90 days from now, which would change the most?** _Answer:_ **25. What has to be true for this to be a yes on your side: budget approval, a specific result, a timeline, someone else's buy-in?** _Answer:_ --- ## What happens next 1. Send the completed document to **mert@aiporate.com** (share the Google Doc or export it). 2. Within 48 hours you get a written build order: what to build first, in which sequence, what it costs, and what it needs from your team. 3. If the honest answer is that you should not build anything yet, that is what the document will say. A wrong buildout costs more than no buildout. **Faster path:** the twelve-question short version runs in your browser and returns an instant readout, https://gtm.aiporate.com/sales-room --- _Aiporate GTM · go-to-market engineering · https://gtm.aiporate.com_