Notes on testing a revenue plan.
How we test a forecast, read retention, and think about AI in a revenue engine. Written by Semir Jahic, for investors and portfolio CEOs.
Why GTM due diligence matters now for private equity
Revenue growth now drives most private equity returns, holds run seven years and AI is in every deal. The data behind GTM due diligence, with sources.
What does GTM due diligence cost? Prices by approach
Almost nobody publishes a price for commercial or GTM due diligence. The market by approach, what drives the fee, and our fixed prices in CHF.
Exit readiness: fix the GTM story before the sale
Assume the buyer runs a go-to-market check on your CRM. What it finds in week one, what to fix 6 to 18 months out, and how the growth claim reconciles.
A new sales leader's first 30 days: what to check first
The average CRO lasts 1.8 years. A 30-day sequence for a new sales leader: numbers, people, process, decisions, and the traps that shorten tenure.
The AI exposure question every investment committee asks
Roughly 60% of PE firms have stepped up diligence on AI disruption risk. How to test whether a target's product or sales motion is exposed.
How to choose a GTM due diligence provider
Every credible GTM or sales due diligence offer has the same shape. Use it as a checklist to judge any provider, including us: questions and red flags.
What a CRM tells you that a deal memo does not
The memo is the seller's story; the CRM is the company's diary. Nine things a four-quarter extract shows that no deck can, and what each means for the deal
GTM due diligence explained in two minutes
What GTM due diligence is, who orders it, what evidence it uses and what comes out. A plain-English explainer for CEOs, founders and fund associates.
What GTM due diligence checks that commercial work misses
Commercial diligence tests the market. GTM due diligence tests whether the sales engine can capture it. Here is what gets checked and why it moves price.
What belongs in a 100-day go-to-market plan
A 100-day GTM plan fits on a page: a few fixes in order, an owner for each and a KPI that moves. How to build one that survives the first board review.
How to test a sales forecast in one week
A practical method for testing a target's forecast: coverage, stage ageing, slipped deals and forecast against actual. What to ask for and what to see.
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The notes show the method. The red-flag check applies it to a real target in a week.