A first 90 days agenda for a new GTM leader
Practical guidance for a first 90 days agenda for a new gtm leader.
Assess the situation
Begin with market assumptions, customer journeys, pipeline, channels, roles, and definitions. Separate direct evidence from assumptions so the team understands what is known before choosing action.
Design the practice
Build the workflow around a few validated problems, clear decision rights, measures, and handoffs. Give every commitment a named owner and keep claims narrower than the evidence available.
Operate and improve
On a regular review cadence, implement bounded changes and preserve the assumptions behind decisions. Preserve the result and reasoning so the next decision starts with context rather than memory.