gtm-operations

name	gtm-operations
description	Build a GTM operations / RevOps function — tech stack architecture, process design, data governance, operating cadence, and maturity assessment anchored to Gartner and Forrester research. Use when designing or auditing revenue operations, sales ops, or GTM infrastructure. Triggers on: "GTM ops", "RevOps", "revenue operations", "sales ops", "GTM infrastructure".
license	MIT
compatibility	Claude Code, Jesse, Codex, Hermes, Windsurf, OpenCode, Gemini CLI, Copilot, Zed, VS Code, Goose
metadata	{"version":"1.2.0","author":"LeadMagic","category":"gtm-ops","tags":["gtm-ops","revops","revenue-operations","sales-ops","process-design","project-management","clickup","raci"],"related_skills":["revops-tech-stack","gtm-tool-cost-model","gtm-spend-management","crm-integration","pipeline-management","gtm-metrics","analytics","campaign-governance","gtm-leadership","revenue-team-onboarding"],"frameworks":["Gartner — Revenue Operations Research (2021-2024)","Forrester — Revenue Operations Range of Responsibilities Model","Winning by Design — Revenue Architecture (bowtie funnel)","DAMA-DMBOK — Data Quality Dimensions","RevOps Co-op — Project Management in RevOps","ClickUp — GTM workspace hierarchy (official marketing ops patterns)","Atlassian Team Playbook — RACI chart","PMI — RACI matrix responsibility assignment","Jen Igartua (Go Nimbly) — RevOps as product, automation maturity, agentic GTM"]}

GTM Operations

Overview

Most failed RevOps builds share one failure mode: the function is stood up as an org-chart change rather than an operational integration. Gartner's definition is precise — RevOps is a coalition of GTM stakeholders whose individual functions stay separate but whose operations (data, process, KPIs) are integrated across sales, marketing, and customer success. The mistake this skill prevents is treating RevOps as a re-org when it is an infrastructure build.

Gartner's outcome data makes the case: companies at advanced RevOps maturity are 2× as likely to exceed revenue goals and 2.3× as likely to exceed profit goals compared to companies at developing or intermediate maturity. By 2024, 75% of the highest-growth companies had deployed a RevOps model, up from fewer than 30% in 2021. Centralized RevOps grew from 15% to 40% of B2B organizations between Forrester's 2019 and 2021 surveys.

When to Use

• "Set up RevOps"
• "Build GTM operations"
• "Sales ops foundation"
• "GTM infrastructure"
• "Revenue operations setup"
• "Assess our RevOps maturity"
• "GTM project management"
• "ClickUp for RevOps"
• "RACI for campaign launch"
• "Organize GTM docs and tasks"

Authoritative Foundations

• Gartner — Revenue Operations Research (2021-2024). Defines RevOps as operational integration (not re-org) of data, process, and KPIs across GTM functions. Provides the developing→intermediate→advanced maturity vocabulary used in Phase 1, the 2×/2.3× outcome multipliers that anchor the business case, and the 75% adoption prediction among highest-growth companies. Also supplies the consolidation-first guidance: inventory and eliminate redundant tooling before adding headcount.
• Forrester — Revenue Operations Range of Responsibilities Model. Maps alignment areas across marketing ops, sales ops, partner ops, and CS ops into a unified responsibility model. Forrester's caution — centralization fails when individual functions feel deprioritized, so the operating cadence in Phase 4 balances org-level KPIs and functional-level reporting. Relevant stat: centralized RevOps grew from 15% to 40% of B2B organizations between Forrester's 2019 and 2021 surveys; centers of excellence grew from 18% to 37%.
• Winning by Design — Revenue Architecture. Introduces the bowtie funnel — a recurring-revenue operating model extending the classic sales funnel past close through retention and expansion. The six core GTM processes in Phase 2 map directly to bowtie stages. See references/framework-notes.md for the full process-to-bowtie stage mapping.
• DAMA-DMBOK — Data Quality Dimensions. The six named dimensions — completeness, uniqueness, timeliness, validity, accuracy, consistency — replace vague "data cleanliness" language in Phase 3. Each CRM field governance rule maps to one or more DAMA dimensions so quality requirements are measurable, not subjective. See for the full dimension checklist applied to CRM data.