Chapters · 3 of 7
- 01 · What Is GTM Engineering?
- 02 · Meet the Clients of the System
- 03 · See the Whole System
- 04 · Choose the Intervention
- 05 · Turn Decisions Into Owned Work
- 06 · Measure and Keep Improving
- 07 · Capstone: Diagnose Before You Build
Preface · Chapter 3 of 7 · 8 min
See the Whole System
Map a business outcome to inputs, decisions, owned work, and evidence.
Work in progress · 0/2 parts checked.
Understand the situation
Back at Northstar
Northstar has agreed on a useful outcome: eligible requests reach an accountable seller. Now trace what has to happen for that outcome to be possible.
A person, a company, and a possible purchase are different records. A demo request is an event involving them. If those concepts are flattened into one status, a system cannot tell who asked, which company they represent, or whether a purchase actually exists.
Use five boxes to scope the work: outcome, data and context, decision, work, and evidence. Feedback connects the evidence back to the next design change. Ownership applies across the boxes. This compact project map is a planning view of the more detailed system anatomy in Reference.
“A score is one piece. What uses it, and how would we know it helped?”Taylor · Northstar Learning · Teaching case
- Person
- Nora at Alder & Pine requested a demo.
- Company
- Alder & Pine is the organization being evaluated.
- Possible purchase
- No Opportunity is assumed merely because a form was submitted.
- Request event
- N-101 is the demo request that starts this process.
Your GTM Engineering Project Brief
Your recommendation and notes from the example case.
Read the current brief
# GTM Engineering Project Brief Learning exercise: Northstar Learning is a teaching example. These choices are not a deployed system or a claim of professional certification. Current status: Draft or changed since validation ## Customer onboarding recommendation ### State the onboarding problem without blaming the team - Observed problem: Not selected - Who does this serve?: Not selected ### Choose the smallest recommendation that fixes the observed gap - First intervention: Not selected - Operating responsibilities: Not selected - What still needs investigation?: Not selected ### Choose the evidence that would tell you whether the handoff improved - Primary measure: Not selected - Handling missing ownership: Not selected - Review plan: Not selected ## Learning notes from the inbound case ### Problem brief Sort what we know from what we are guessing: not currently validated. Choose what to inspect before buying or building: not currently validated. ### Clients and outcome Assign each responsibility to a real owner: not currently validated. Choose the outcome all three teams can live with: not currently validated. ### GTM System Map Build the five-part system map: not currently validated. Say exactly what this handoff receipt proves: not currently validated. ### Architecture and decision note Assign each fact or job to the system that should own it: not currently validated. Choose a workable intervention and name the tradeoff: not currently validated. Selected implementation: Not selected. ### Mini workflow contract Route four requests into the right queue: not currently validated. Put the recovery steps in the order you would actually run them: not currently validated. ### Measurement and review plan Build the denominator from the actual records: not currently validated. Choose the conclusion the evidence supports: not currently validated. ## My notes (not automatically graded) No personal notes added. ## Source references - https://gtmjosh.com/reference/gtm-engineer - https://gtmjosh.com/reference/gtm-engineering-problem-solving - https://gtmjosh.com/reference/gtm-engineering-vs-revops - https://gtmjosh.com/reference/gtm-system-anatomy - https://gtmjosh.com/reference/crm-entities-leads-contacts-accounts-opportunities - https://gtmjosh.com/reference/gtm-tech-stack-architecture - https://gtmjosh.com/reference/deterministic-rules-vs-ai-judgment - https://gtmjosh.com/reference/gtm-engineering-use-cases - https://gtmjosh.com/reference/gtm-workflow-specification-template - https://gtmjosh.com/reference/handoff-contracts-between-systems - https://gtmjosh.com/reference/retry-defer-and-escalation - https://gtmjosh.com/reference/leading-and-lagging-gtm-indicators - https://gtmjosh.com/reference/reporting-populations-and-denominators
Look it up in Reference
The explanation and implementation detail, without the exercise.
Replay changes your reading position only. It keeps your drafts and earned history. Editing a checked answer makes that part need validation again.