GTM operating review template
A repeatable agenda for reviewing GTM workflows, decisions, reports, exceptions, adoption, and controlled improvements without turning the meeting into a dashboard tour.
On this page
An operating review is where the team decides what to change. It is not a tour of every dashboard.
The agenda
| Order | Question | Evidence |
|---|---|---|
| 1 | Did the intended business outcome happen? | Outcome metric and cohort |
| 2 | Did the process run as designed? | States, SLA, failures, suppression |
| 3 | Where did people disagree? | Overrides and review reasons |
| 4 | Did owners use it? | Adoption, abandonment, queue age |
| 5 | Did cost fit the result? | Spend and successful outcome |
| 6 | Has the definition drifted? | Field and rule checks |
| 7 | What changes next? | Owner, scope, version, date |
Limit the meeting to changes that have an owner and a reason. Park unrelated analysis.
Pre-read
Publish the metric version, population, period, open-record count, and known data gaps with the pre-read. Include links to the record-level exceptions. A reviewer should be able to challenge a number without asking for a custom export during the meeting.
Decision record
change: add-review-outcome-for-ambiguous-industry
reason: 12 rules-gap cases in the period
owner: decision-owner
scope: test population only
success_check: rules-gap rate and downstream outcome
rollback: restore decision-v1.4
review_date: 2026-09-06Keep the old definition available until the new one passes its check.
Keep the meeting at the level of decisions
Send the stable scorecard, exceptions, material changes, and proposed decisions before the meeting. Owners should annotate unusual results in advance. During the review, spend time on changes that need a decision, not reading every chart aloud.
For each issue, decide whether to monitor, investigate, correct data, change a definition, change a workflow, or stop an action. Capture the owner, affected scope, deadline, success measure, rollback, and review date. A discussion with no recorded disposition will return unchanged next time.
Use a steady cadence
Review active operations weekly or biweekly where timely intervention matters, and use a monthly or quarterly session for definitions, trends, cost, adoption, and controlled improvements. Keep urgent incidents outside this meeting. Begin each session by checking prior commitments and end by publishing the decision record and definition versions used.
The review is working when recurring exceptions decline, owners can explain movement from source records, and changes can be tied to later outcomes. Attendance and dashboard views are not the success measure.
Related: Error, exception, and override reporting, Measuring adoption, cost, and abandonment, and Drift and stale-definition detection.
Related guides
FAQ
- What happens in a GTM operating review?
- Review the intended business outcome, process volume, state and SLA health, errors and overrides, adoption and cost, outcome evidence, drift, open changes, and named owners. End with decisions and due dates rather than a summary of charts.
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