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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How do I use CAC payback and magic number to decide whether to hire more reps? Treat them as a gate, not a target. If your magic number is comfortably above one and CAC payback is under twelve months, the machine is returning ... Leading a GTM team 4 resources →
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