GTM READINESS · 300 QUESTIONS · 200+ SOURCES

Do We Know Our Customer?

Every question answered. Every answer scored. Every score backed by external research.

8.0Composite / 10
STATUS: STRONG — Ship with minor conditions
20 CATEGORIES · WEIGHTED SCORING

Category Breakdown

1. Real Human 8.7 Weight: 8%
RSM, Kearney, RIG experienceQ1-15
2. Operating Environment 8.3 Weight: 7%
RSM, Kaufman RossinQ16-30
3. Transformation 9.0 Weight: 8%
MIT/BCG, Prosigns 2026Q31-45
4. Async Knowledge 7.2 Weight: 6%
RIG Memory OS dataQ46-60
5. Asymmetric Knowledge 9.3 Weight: 9%
Prosigns, GartnerQ61-75
6. Qualification 8.5 Weight: 8%
RSM, Kaufman Rossin, AISavvyQ76-90
7. 10x Value 9.0 Weight: 9%
Freshworks, BCGQ91-105
8. Human Messaging 8.8 Weight: 8%
Belkins, SyncGTM, RIG testingQ106-120
9. Targeting 7.8 Weight: 7%
6sense, ForresterQ121-135
10. Verification 6.5 Weight: 6%
TSIA methods, RIGQ136-150
11. Trust 8.2 Weight: 7%
KPMG, EU AI Act, Stanford CodeXQ151-165
12. Problem-Solution 8.0 Weight: 7%
Innovation Vista, GartnerQ166-180
13. Resonance 7.0 Weight: 5%
NetLine, 6senseQ181-195
14. Defensible POV 9.5 Weight: 7%
All 10 scraped sourcesQ196-210
15. Human Story 7.5 Weight: 5%
RIG narrativeQ211-225
16. Async Service 7.0 Weight: 5%
ForresterQ226-240
17. Relationship 6.8 Weight: 5%
Starr ConspiracyQ241-255
18. Boundaries 7.5 Weight: 4%
Professional services normsQ256-270
19. Buying System 8.0 Weight: 6%
Forrester, KPMGQ271-285
20. Learning 7.2 Weight: 4%
IBM GTM researchQ286-300
ACTION REQUIRED

7 Categories Needing Stronger Evidence

Q46-60 · Async Knowledge (7.2)

Need customer transcript mining. Haven't systematically indexed customer calls by problem, role, industry, outcome, objection.

Q136-150 · Verification (6.5)

Need real message tests. Haven't run A/B tests on messaging with actual prospects.

Q181-195 · Resonance (7.0)

Need behavioral signal data. Haven't tracked which content drives bookings vs views.

Q226-240 · Async Service (7.0)

Need content-behavior-change evidence. Haven't measured if articles changed customer decisions.

Q241-255 · Relationship (6.8)

Need referral/introduction data. Haven't tracked warm-introduction conversion rates.

Q256-270 · Boundaries (7.5)

Need client boundary feedback. Haven't surveyed clients on expectation setting.

Q286-300 · Learning (7.2)

Need campaign experiment data. Haven't run structured GTM experiments yet.

RESEARCH SUMMARY

120+ Statistics · 200+ Sources

82%Never Ship
287%Prod ROI
$16BWasted/Yr
95%Zero P&L
2%At Scale

Prosigns 2026 · MIT/BCG · Freshworks · Kaufman Rossin · RSM · Gartner · 6sense · Forrester