The First Quarter
The 90-day GTM AI plan.
How James takes a GTM org from scattered AI experiments to a compounding system — in one quarter. Tailored from your readiness assessment; here's the shape of the first 90 days.
Crawl → Walk → Run. Anchored to revenue, measured the whole way.
Phase 1 · Days 0–30
Diagnose & Align
Milestones
- →Run the GTM AI-readiness diagnostic across the org and score a maturity baseline (Adoption · Strategy · People · Data).
- →Align leadership and the ELT on one AI vision tied to revenue and efficiency — not a tool list.
- →Pick ONE revenue path to anchor everything to (e.g., MQA → meeting → pipeline).
- →Audit data trust (ICP / propensity), tooling, and the skill base; name the #1 constraint.
Deliverable
A scored maturity baseline + a single prioritized bottleneck the whole team agrees on.
Measured by
Leadership can name the #1 bottleneck and the target outcome.
Phase 2 · Days 30–60
Build the First Pod
Milestones
- →Stand up one builder + SME pod on the anchored revenue path.
- →Draw a hard line between what you automate (repeatable work) and augment (judgment work).
- →Turn on continuous enrichment / dedup and establish one trusted source of truth for ICP.
- →Give RevOps an explicit mandate for the central GTM AI layer; add lightweight governance (policy, audit, quality review).
Deliverable
The first production AI workflow shipped + a documented playbook the next pod starts from.
Measured by
A before/after KPI on the targeted motion — a real number, not “AI usage.”
Phase 3 · Days 60–90
Systematize & Compound
Milestones
- →Connect the pod to a shared data layer and signals so context survives the team boundary.
- →Replicate the playbook to a second function — it should start ahead, not from zero.
- →Stand up weekly pacing + AI ROI reporting leadership can actually read.
- →Replace one-off trainings with an ongoing enablement cadence (hands-on reps, not slides).
Deliverable
A repeatable operating model + a 6–12 month roadmap.
Measured by
Pods compounding (each smarter than the last), a visible pipeline / efficiency delta, ROI leadership can name.
Want this run for your org?
James leads this build-side — full-time or fractional — and hands you the operating model and the team to run it.