GTM Roadmap Assembly

Purpose

This recipe executes Module 8 of the Rorschach GTM curriculum: assembling all prior module outputs — signal library, friction gates, committee maps, and counterfactual templates — into a unified go-to-market plan with 90-day milestones, named owner accountability, leading-indicator success metrics, and a scoped advisory retainer at $3K/month. [src1, src2]

Prerequisites

• Signal Library complete — exhaust fume signals with detection triggers and response protocols
• Friction Gate Blueprint complete — designed gates with filter rate projections
• Committee Maps complete — buying committee structures with influence pathways
• Counterfactual Scenario Package complete — failure simulations, mock reports, entropy trajectories
• CRM access — pipeline tracking capability

Constraints

• All four component libraries must be complete before assembly. Partial integration produces structural holes. [src1]
• 90-day milestones must be specific, measurable, with single named owner. [src3]
• Success metrics must be leading indicators measurable within 90 days. [src2]
• Advisory retainer scoped to deliverables, not hours. Hourly billing misaligns incentives. [src4]
• Retainer at $3K/month for mid-market. Adjust for enterprise ($5K-$10K) or SMB ($1.5K-$2K).

Tool Selection Decision

Which GTM model?
├── Solo consultant (3-5 deals/quarter) --> PATH A: Lean GTM
├── Small team 2-3 (5-10 deals/quarter) --> PATH B: Structured GTM
├── Full team 4+ (10+ deals/quarter) --> PATH C: Scaled GTM
└── Solo retainer-only model --> PATH D: Retainer-First GTM

Execution Flow

Step 1: Component Integration Audit

Duration: 60 minutes · Tool: Checklist + document review

Audit all four component libraries for completeness and internal consistency. Cross-check integration gaps: signals ↔ friction gates ↔ committee maps ↔ counterfactuals.

Verify: All four components pass audit with no critical gaps. · If failed: Complete missing components before proceeding.

Step 2: Build 90-Day Milestone Framework

Duration: 90 minutes · Tool: Project management tool

Define milestones using OKR framework [src3]: Days 1-30 (Foundation — deploy gates, activate signals), Days 31-60 (Activation — deliver counterfactuals, calibrate filter rates), Days 61-90 (Conversion — close deals, sign retainers).

Verify: Every milestone has specific key result, named owner, measurable metric. · If failed: Apply "would a stranger know if achieved?" test.

Step 3: Assign Owner Accountability

Duration: 30 minutes · Tool: RACI matrix

Single owner per task (R). No shared R assignments. [src3]

Verify: Every task has exactly one R. · If failed: Split shared tasks into individual tasks.

Step 4: Define Success Metrics Dashboard

Duration: 45 minutes · Tool: Spreadsheet or dashboard

Weekly leading-indicator tracker: signal detections, gate entries/completions, filter rate, qualified opportunities, counterfactual deliveries, proposals, retainer conversations. [src2]

Verify: Every metric measurable from existing tools. · If failed: Add simple tracking or replace with measurable proxy.

Step 5: Scope Advisory Retainer

Duration: 60 minutes · Tool: Proposal template

$3K/month retainer with monthly deliverables: signal monitoring report, friction gate analysis, committee map updates, 2 advisory calls, quarterly counterfactual refresh. Deliverable-based, not hourly. [src4]

Verify: Value delivered exceeds price by minimum 3x. · If failed: Add concrete ROI calculation.

Step 6: Assemble Final GTM Document

Duration: 60 minutes · Tool: Document tool

Compile: executive summary, component references, milestone plan, metrics dashboard, retainer proposal, risk register. [src5]

Verify: Document is complete and standalone — new team member could execute from it alone. · If failed: Rewrite for clarity.

Output Schema

{
  "output_type": "gtm_roadmap",
  "format": "document + spreadsheet + proposal",
  "sections": [
    {"name": "component_integration_audit", "type": "object", "description": "Audit results for all 4 components"},
    {"name": "ninety_day_milestones", "type": "array", "description": "3 milestone blocks with key results and owners"},
    {"name": "raci_matrix", "type": "object", "description": "Owner accountability matrix"},
    {"name": "success_metrics_dashboard", "type": "object", "description": "Weekly leading-indicator tracker"},
    {"name": "advisory_retainer_proposal", "type": "object", "description": "$3K/month retainer with deliverables and SLA"},
    {"name": "unified_gtm_document", "type": "object", "description": "Final GTM roadmap with executive summary"}
  ]
}

Quality Benchmarks

If below minimum: Iterate on weakest section. Apply "would a stranger know?" test.

Error Handling

Cost Breakdown

Anti-Patterns

Wrong: Assembling roadmap before all components are complete

Rushing with placeholder sections. Result: structural holes discovered during execution. [src1]

Correct: Complete all four component libraries before assembly

Cross-references between components cannot be validated with missing pieces.

Wrong: Setting milestones as activities rather than outcomes

"Run 10 campaigns" is an activity. "Generate 12 qualified opportunities" is an outcome. [src3]

Correct: Define every milestone as a measurable outcome

Use OKR framework: Objective (qualitative) + Key Result (quantitative).

Wrong: Pricing the advisory retainer by the hour

Creates implicit hourly rate, price pressure, scope creep, and misaligned incentives. [src4]

Correct: Price the retainer by deliverables

Client pays for outputs, not inputs. Efficiency rewards expertise.

When This Matters

Use when a consultant has completed the Rorschach GTM curriculum modules and needs to integrate them into an executable 90-day GTM plan with advisory retainer. Module 8 capstone exercise.