Run it on real numbers

Forecasting and GTM metrics

Pipeline coverage, stage conversion, CAC payback, magic number, and calling a number you can defend to a board.

Level All Breaking into GTM Doing the work Leading a GTM team How the best do it
Market All India Global
Who's asking Everyone Founder doing GTM Founding AE SDR or BDR Growth and demand gen RevOps Sales leader

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What is pipeline coverage and how much pipeline do I actually need to hit my number? Pipeline coverage is qualified open pipeline divided by the target for the period, and the honest answer to how much you need is one over your win ... Breaking into GTM 3 resources → How do I work out CAC payback when I do not have a finance team? Take everything you spent on sales and marketing in a period, divide it by the number of new customers you won in that period, and you have CAC. Th... Breaking into GTM 4 resources → What is the magic number and should I care about it at my stage? The magic number is how many dollars of annualised new revenue you generated for each dollar of sales and marketing you spent in the previous perio... Breaking into GTM 3 resources → Which handful of GTM numbers should a first time founder actually track? Five is plenty in the first couple of years. New ARR added this month, gross and net revenue retention, CAC payback, pipeline coverage for the comi... Breaking into GTM 4 resources →
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