GTMOPERATOR.GTM Case Model · prepared by James Gilbert
Illustrative template

A 90-day path to predictable, compounding growth.

How I'd diagnose and rebuild your go-to-market motion — predictable, efficient, and defensible, with AI woven across and humans setting direction. The numbers below are sample figures; in a working session we replace them with your real baseline.

The situation (hypotheses to pressure-test)

  • →Growth is real but volatile — concentrated in one or two channels, so a soft month in any of them shows up in the number.
  • →Efficiency and predictable growth aren’t yet measured the same way across marketing, sales, and RevOps.
  • →AI is experimental — individuals using tools — not a systematic, governed motion that compounds.
  • →Expansion / retention is under-owned by marketing, leaving NRR upside on the table.
The thesis

Growth isn't a demand problem — it's an operating-model problem. Make the motion predictable (pacing), efficient (a real ICP + CAC discipline), and defensible (brand, category, GEO) — and the number stops being a surprise.

The 90-day plan

Days 0–30 · Diagnose
  • ·Score the GTM + AI-readiness baseline.
  • ·Align the ELT on one vision tied to revenue.
  • ·Anchor one revenue path (e.g., MQA → pipeline).
Days 30–60 · Build
  • ·Stand up the first builder + SME pod.
  • ·Fix data trust (ICP / propensity) + governance.
  • ·Ship the first production workflow + playbook.
Days 60–90 · Compound
  • ·Connect pods to a shared data layer.
  • ·Replicate the playbook to a second function.
  • ·Weekly pacing + AI ROI leadership can read.

Projected impact

Illustrative — replaced with your baseline in a working session.

Pipeline coverage
2.1×→3.5×
Win rate
22%→30%
Cost / opportunity
$675→$390
Net revenue retention
102%→115%
AI visibility (GEO)
Emerging→Contender
Time to ramp a play
~2 qtrs→~1 qtr

Why James

  • ✦Scaled Flip CX from $500K → $8.5M ARR (17×) and helped create the Voice AI category — exit.
  • ✦At Bloomerang: Cost-per-MQA $325 → $145, win rate 31% → 44%, finished 2025 at 121% of plan.
  • ✦Built GEO/AIO ahead of the market — #1–2 across ChatGPT, Claude, Gemini, Perplexity for category queries.

AI innovator, human believer. The single greatest differentiator is taste — and AI amplifies it.

Let's build your version.

Give me your real baseline and I'll turn this into a tailored case model and a 90-day plan — full-time or fractional.

Talk to James →