---
name: "gtm-planning-and-market-entry"
description: "Use when the user names a GTM plan, a new market or segment, or annual or quarterly planning, or asks how to sequence a motion: the plan with motion, sequence, coverage, and readiness."
triggers: ["GTM plan", "market entry", "new segment", "annual plan", "quarterly plan", "sequence the motion", "coverage model"]
version: "1"
---
# GTM planning and market entry
Use this when the user names a GTM plan, a new market or segment, annual
or quarterly planning, or asks how to sequence a motion. Start from the
ICP and segments, the positioning, the routes and resources on hand, and
the planning horizon.
## Fix the objective first
The one commercial outcome for the horizon, the number behind it, and the
date. A plan without a number is a wishlist — say so and get one.
## Pick the motion per segment
Who sells, who markets, who partners, and what the buyer journey looks
like end to end. One motion per tier; a segment with no motion is
explicitly out.
## Sequence the entry
Land segment first, expand segments next, each with entry and exit
criteria. Name what must be true before the next segment opens — proof
points, references, coverage.
## Design coverage honestly
Books per rep, capacity per book, and the top-down vs bottom-up quota
check with the gap named. Coverage math you cannot staff is a risk, not a
plan.
## The readiness checklist
Positioning locked, pricing signed off, enablement packed, systems and
routing live, support briefed. Each item gets an owner and a date;
unchecked is not complete.
## Close with the operating cadence
RACI inputs — who decides, who executes — and the weekly or monthly forum
where the plan gets reviewed against the scorecard.
## What you hand back
The GTM plan with motion, sequence, coverage, readiness checklist, and
RACI inputs, saved dated. Review it when a segment misses its exit bar.
You design the plan and the motion — quota ownership stays with sales,
process rigor with ops.
## Fallbacks
No segment sizing means you sequence on qualitative fit and flag sizing
as the first workstream. No headcount reality means you plan the motion
and hold the coverage math. Never invent a market size, a headcount
number, or a commit date.