GTM Intelligence for the CRO/VP Sales
Pipeline coverage is fine. Win-rate moved 3 points. Forecast accuracy is at 75%. None of that tells you where revenue is actually leaking. Tom reads the motion with your team, across the twelve areas of a go-to-market, to find where it leaks and what to build first. It is rarely one thing.
The CRO lens: where leakage lives, which lever moves it, and how to read the board narrative your CFO is about to question.
Recommended reading
Revenue Leakage
Where 15‑30% of ARR disappears before churn even shows up.
Read → PillarSales Execution Diagnostic
System-dependent revenue vs hero-dependent revenue.
Read → PlaybookNRR and Expansion Revenue
The underinvested growth engine. Most CS teams are structured to fail at expansion.
Read → OperationsWhat Your Board Actually Wants to See
The metrics board members use to evaluate GTM health.
Read → FrameworkGTM Strategy Framework
From founder-led to system-led growth.
Read →Per-vertical focus
SaaS B2B: NRR, win-rate and churn weigh heaviest. Most pipeline pain is downstream of a Performance signal that has not been surfaced yet.
Fintech (B2B SaaS)Fintech B2B: compliance headcount, sandbox-to-prod conversion, and partnership operations move your win-rate more than any sales-execution lever. Resources and Implementation weigh heaviest.
Questions buyers in this role ask
How does Tom read sales execution?
By asking whether your revenue depends on the system or on individual heroes: win-rate distribution by segment, qualification consistency, stage-to-stage conversion, and forecasting accuracy. Tom reads these with your team in the first weeks of an engagement.
What if my pipeline composition is what caps my number?
Pipeline composition sits in the Implementation dimension. The pattern shows up when the funnel looks healthy but the win-rate degrades, usually a signal that the wrong shape of pipeline is being created upstream.
How does this work with my forecasting cadence?
Tom does not replace your forecast. The read explains why the forecast looks the way it does, which structural weaknesses create the variance, and what would have to change for the next forecast to come in differently.
Name what is capping your number
When nobody can name what is capping growth, the first weeks of an engagement go to reading the motion with your team: where revenue is made and lost, what is missing, what is broken. Then the plan, with owners, which Tom runs with you. Caugia is an operator practice, not software. Start with a conversation.