GTM Audit Overview
Executive Summary
Workwise has no true outbound motion. What they call “outbound” is actually signal-triggered inbound — responding to website visitors, LinkedIn engagement, and ad clicks. They are not proactively farming cold lists.Critical Findings
Current Motion Summary
Notice: All sources are inbound signals. There is no proactive list building of cold accounts.
What’s Missing
- Cold Outbound Pipeline — No systematic approach to reaching accounts that haven’t engaged
- Clear Tiering Criteria — Team doesn’t know how Tier 1/2/3 are actually defined
- Ownership Clarity — Unclear where GTM Engineer responsibility ends and BDR begins
- Data Quality Standards — No systematic hygiene processes
Audit Scope
Our assessment stops at the BDR handoff. We are not auditing:- AE processes
- Customer success
- Post-sale operations
In This Section
Current State
How the system works today
Findings
Specific problems identified