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GTM Execution Dashboard

Real-world performance data

4+ Months of Documented Execution

Pipeline Growth
Significant
+463% growth
Active Opportunities
25
Across all stages
GTM Plays Operationalized
6
Experiment → System → Scale
SDR Program
450+
Touches/week (built from scratch)
Meetings Booked (72hrs)
4
High-velocity execution sprint
New Leads Generated
18+
From experimental channels

Pipeline Growth Trajectory

Month 1
Foundation
Month 2
Growing
Month 3
Advancing
Month 4
Scaled

Execution Timeline

Month 1: Foundation Building

Built GTM infrastructure from scratch. Hired first SDR, validated channels, established pipeline foundation.

Pipeline
Building
SDR Program
Hired
Experiments
Twitter DMs
Reply Rate
0.9%
Month 2: System Installation

Invested significant time shadowing SDR, installed auto-logging systems, built dashboards, operationalized processes.

Pipeline
Growing
SDR Shadowing
Significant
Webinar System
57.9% opens
P0 Deals
3 active
Month 3: Momentum Building

SDR engine scaling, plays systemized and delegated, pipeline advancing across multiple P0 deals.

Pipeline
Advancing
SDR Touches
340/week
SDR Connects
21
P0 Deals
4 advancing
Month 4: Systemization & Scale

Pipeline scaled significantly, 6 plays operationalized, SDR generating 450+ touches/week, high-velocity execution.

Pipeline
Scaled
SDR Touches
450+/week
Meetings (72hrs)
4 booked
New Leads
18+

GTM Plays Operationalized

Reddit Air Strike
Month 4
Result: Secret shopper experiment → 3 problem-aware leads → Systemized with scripts → Delegated to SDR
SE Proactive Engagement
Month 4
Result: Empowered technical teams to generate their own leads → Distributed GTM execution
X/Twitter Drippi Campaign
Month 4
Result: 15+ technical conversations → 1 meeting booked (Technical Influencer) → 1 lead to proposal
Webinar Conversion Sprint
Month 3
Result: 5-touch sequence → Meeting factory → 8-12 meetings goal → 56% opens, 21% clicks
OT Security Campaign
Month 4
Result: Multi-touch sequence → 30% open rate → Operationalized
Closed-Lost Re-engagement
Month 4
Result: KuppingerCole report → Strategic campaign → Data integrity fix

Pipeline Composition

Stage Opportunities Value % of Total
Qualification 5 Significant 22%
Negotiation 3 Significant 14%
PoC 2 Significant 6%
Closed Lost 5 Significant 8%
Other / No Stage 10 Significant 50%
Total 25 Significant 100%

Key Deal Management Examples

Enterprise Client A
Month 4
Challenge: Complex pricing request (per-user vs. per-server)
Action: Created unified quote with two distinct service options
Result: Immediate technical validation meeting booked → "partner-to-win" position
Healthcare Provider
Month 4
Challenge: POC delayed until December (deal stall)
Action: Executed "Value-Add Pivot" → Created and sent "PAM POV Success Checklist"
Result: Deal kept warm, evaluation reframed, November re-engagement secured
Federal Contractor (P0 FedRAMP)
Month 4
Challenge: Scheduling conflicts, critical FedRAMP conversation needed
Action: Persistent professional follow-up, multiple time slots offered
Result: Meeting rescheduled, momentum maintained, P0 opportunity kept active
Enterprise Client B
August - October 2025
Journey: Rescued from failing POC → Navigated partner/legal blocks → Successfully transitioned to partner-led motion
Result: Closed deal through strategic persistence
O'Reilly ($60K)
August - October 2025
Journey: POC unstalled → Multi-threaded opportunity → Moved from technical validation to business-case stage
Result: Maintained momentum through delays, complex quotes delivered

SDR Program Build-Out

Program Foundation
July 28, 2025
Built from scratch: Hired first SDR, created SDR Onboarding Playbook V3, target: 3 SQLs in first 30 days
System Installation
August 7, 2025
Investment: ~10 hours shadowing and setup (including 4 hours in one day)
Systems Live: Dialer ↔ Salesforce auto-logging validated
Processes: Golden-hour blocks, 1-3 contacts/account targeting, LinkedIn verification
Scaling Plan
September 8, 2025
Goal: Double SDR headcount, triple SQL output
Infrastructure: Playbook library, 30-day certification, GTM Manager's Dashboard, cost per SQL metric
October Performance
Month 4
Output: 450+ touches/week
Result: Systemized and scaling, plays delegated successfully