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Free GTM scorecard: grade your go-to-market engine

Twelve questions, about two minutes. You get a go-to-market readiness score out of 100, a breakdown across six areas, and the two or three fixes I would start with if we were working together. No email needed to see your results.

Built by Garrett Wolfe, founder of OneGTM. The questions come from what we look at first in every GTM consulting engagement. Updated .

How ready is your go-to-market engine?

  • Two questions on each of six areas: ICP and data, outbound, inbound and routing, CRM and hygiene, AI and automation, and attribution and reporting.
  • Answer for how things work today, not the plan for next quarter.
  • Scored in your browser. Nothing is saved unless you book a call.

What this GTM assessment measures

Most go-to-market problems show up as "we need more pipeline," but the cause usually sits in one or two specific places. The scorecard checks the six areas where we see it most:

  • ICP and data. Whether you know who to sell to, and whether that list lives somewhere everyone can use it.
  • Outbound. What decides who gets contacted, and whether your sending setup will keep landing in the inbox.
  • Inbound and routing. How fast a good lead reaches the right rep, and whether you can see who is on your site.
  • CRM and hygiene. Whether the data is trustworthy enough to run the business on.
  • AI and automation. How much of the research and busywork is still done by hand.
  • Attribution and reporting. Whether you can tell what created pipeline last quarter and act on it.

How to read your GTM score

The overall number matters less than the spread. A team scoring 65 with one area at 20% has a clear first project. A team at 65 with everything around 65 needs a plan that sequences the work, which is what a GTM consultant is for.

Roughly: 80 and up is a scaled engine, 60 to 79 is a solid base with gaps, 40 to 59 is running on effort, and under 40 is founder-led and manual. Low scores are normal for early teams. The point is to know which system to build next, and we build most of them under GTM engineering services.

GTM scorecard FAQ

What is a GTM scorecard?
A GTM scorecard grades how well your go-to-market engine runs, area by area, so you can see where pipeline leaks. This one scores six areas: ICP and data, outbound, inbound and routing, CRM and hygiene, AI and automation, and attribution and reporting, then points you at the fixes worth doing first.
How is the GTM readiness score calculated?
There are 12 questions, two per area, and each answer is worth 0 to 3 points. Your overall score is your total as a share of the 36 possible points, shown out of 100. Each area gets its own percentage so you can see which one is dragging the rest down.
What is a good go-to-market readiness score?
80 or above means your GTM runs on systems and the next gains come from tuning. 60 to 79 is a solid base with a couple of leaky areas. 40 to 59 usually means pipeline depends on people working hard. Under 40 is typical for founder-led sales and is where a few systems change the most.
Who should take this GTM assessment?
Founders, heads of sales, RevOps leads, and GTM engineers at B2B companies, usually between the first sales hire and a team of 30 or so reps. It takes about two minutes. Answer for how things actually work today, not how they are supposed to work.
Is the GTM scorecard free, and do you store my answers?
Yes, it is free and there is no email gate. Your answers are scored in your browser. Only the final score and weakest area are kept for your browser session, and they are sent along only if you choose to book a call.

Scored low somewhere and not sure where to start?

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Walk through your scorecard with Garrett

Book 30 minutes and bring your results. We reply the same day.

Transmission

Takes about 20 seconds. You pick a time on the next screen, and the call is with Garrett directly.

Systems we've built for

Rather do it the old way? team@getaob.com LinkedIn