Amplified Narrative · GTM1

What is a GTM1 worth to your company?

A product that is ready to sell closes sooner, wins more of the same pipeline, and holds its price. Investors have made that case since at least 2015, and it still holds, even though building software is now cheap and buyers can compare many similar products. This calculator estimates what that, and the rest of a GTM1's job, is worth to your company, using only numbers you supply.

Example company Every field is filled with a sample seed-stage company. Replace each one with your own.

Built for startups. For a new product inside an established company, read monthly burn as the product's monthly investment and runway gained as months of investment recovered.

Your numbersFacts you can pull from your CRM and books.
days
%
%
%
Deals where the buyer lined you up against alternatives.
Your hiring planBase salaries. Set a line to 0 if you would not make that hire.
AssumptionsEstimates, not facts. Try each setting and see how much the answer moves.
Sales cycle shortened by
Win rate change
Discount recovered on comparison deals
mo
%
Your own estimate for a closer hired before the motion is repeatable.
mo
Estimated value of a GTM1 over two years
$0

Runway gained at current burn
Annual revenue under contract at the end
Deals closed

Revenue arrives earlier

Current motionWith GTM1

Cumulative revenue collected from deals created after GTM1 starts. The shaded gap is revenue that arrives sooner.

Where the number comes from

Shorter sales cycle assumption
Revenue collected within the period because deals close sooner.
Higher win rate assumption
A product that sells in the demo converts more of the same pipeline.
Price recovered assumption
Discount you stop giving on deals that used to come down to a feature or price comparison.
Hiring cost difference your plan
The separate salaries in your hiring plan compared with one GTM1 salary.
First-hire risk avoided assumption
Your estimated chance a closer stalls before there is a motion to run, times the burn it would cost.
Total value

How the model works

  • It counts only opportunities created after GTM1 starts, arriving at the same rate every month.
  • A won deal starts paying on the day it closes, spread evenly across the year.
  • GTM1's changes apply to deals created after the ramp period. Deals created earlier keep today's cycle, win rate, and pricing.
  • Each revenue lever is measured on top of the one above it, so the lines add up without counting anything twice.
  • Hire risk is counted once. Salary differences are counted for each year in the period.
  • Salaries are base pay only. Benefits, equity, and commission are left out of both sides.