• Top Down GTM Trouble Shooting - CAC's Method

  • Aug 7 2024
  • Length: 27 mins
  • Podcast

Top Down GTM Trouble Shooting - CAC's Method

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  • Summary

  • Go-to-Market trouble shooting is a very common activity in 2024 as B2B SaaS companies continue to face growth and especially efficient revenue growth challenges. In this episode Dave "CAC" Kellogg shares his top-down GTM trouble shooting method which boils down into two primary categories:

    • Pipeline Coverage
    • Pipeline Conversion


    Dave and Ray dive into the details on the key metrics to evaluate and what they tell a SaaS GTM operator about the current state of their GTM performance. Key insights are provided across multiple topics including:

    • Week 3, Day 1 Pipeline Coverage Ratio
    • Win Rate vs Pipeline Coverage Ratio
    • Pipeline Conversion Measurement
    • Pipeline Source and Composition


    CAC also provides his most basic insight into the top two questions a CEO should be asking which are:

    1. Are we giving sales a chance to hit the number (pipeline coverage)
    2. Is Sales converting enough opportunities into customers (pipeline conversion)


    If you are a CEO, CFO or GTM leader in B2B SaaS and are responsible for GTM performance and/or evaluating GTM performance this episode is a great listen!

    See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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