GTM Operations & Planning System
Build· 2026
GTM Operations & Planning System
Turned a GTM operation that relied on spreadsheets and tribal knowledge into a working system with explicit rules, planning workflows, monitoring, and human approval gates.
- The context
- Account groups, capacity, ownership, opportunity creation, QC, and planning lived across spreadsheets, CRM data, and people's heads. Different definitions were being used for the same concepts, lists could change after work started, and answering basic questions often meant finding the person who knew how the process worked.
- What was shipped
- I turned that operating logic into an internal application with separate workflows for running the operation, planning capacity, building account groups, investigating problems, and administration. It uses frozen rosters, explicit source-of-truth rules, staleness and mismatch detection, logged changes, and human approval before anything writes back to the system of record.
- Operator contribution
- I owned the system end to end: identifying the operational problem, defining the business rules and data ownership, deciding where automation was safe and where human judgment needed to stay, designing the workflows, directing the AI-assisted build, testing the output against real operating cases, and continuing to refine the system when production use exposed assumptions we hadn't made explicit. What changed: questions that used to mean finding the person who knew now mean opening a screen, and when upstream data breaks we find out from a flag instead of a bad decision three weeks later. The real test came when a person central to the old way of working was out for an extended stretch — and the operation kept running. Under the old process, that absence was the outage.
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