CRM & data foundation
A CRM that matches how you actually sell: defined stages, required fields, and data reps keep up to date because the system makes it easy. Sales process mapping
Free assessment · 12 questions · No signup
GTM Engineering Scorecard Find where your sales systems break first.
Pipeline you can't trust. Leads sitting in a shared inbox. Reps walking into calls cold. Each of these traces back to one missing system. Answer 12 quick questions and get your score, plus the three systems to build first.
Score your GTM systems in about 90 seconds.
Two questions on each of the six systems GTM engineering covers:
- CRM & data foundation
- Lists & enrichment
- Signals & timing
- Scoring & routing
- Rep prep & enablement
- Reporting & visibility
Your GTM engineering score
0/ 100
Build these first
Free 30-minute call. We'll walk through your scorecard and map the first 90 days.
The six systems of GTM engineering. What the scorecard measures.
GTM engineering is building the systems your sales team runs on, so the people you already have spend their time selling instead of researching, copy-pasting and cleaning up data. Almost every sales symptom founders describe to us traces back to one of these six systems being manual, missing or broken.
Lists & enrichment
Prospect lists built from your ICP automatically, with verified emails, phones and firmographics added before a rep ever touches the record. Data enrichment
Signals & timing
Knowing when an account starts buying (funding, hiring, new leadership, tech changes, new regulations) and reaching them before competitors do. Research agents
Scoring & routing
Every inbound lead scored against your ICP and sent to the right rep in minutes, not sitting in a shared inbox. Lead scoring & routing
Rep prep & enablement
Reps walking into every call with account research, likely pain points and a plan, plus a loop that turns call and email data into coaching. Enablement tools
Reporting & visibility
Answering "where does pipeline come from and what is working" from a dashboard in seconds, not a week of spreadsheet work. GTM analytics & reporting
Wondering whether fixing these is worth it? Run your numbers through the GTM engineer ROI calculator, or see how we run GTM engineering engagements. For the bigger picture (motion, ICP, channels and rep math), try the GTM plan generator.
GTM engineering FAQ. Scores, systems and where to start.
What is GTM engineering?
GTM (go-to-market) engineering is building the systems that sales and marketing teams run on: CRM structure, enrichment pipelines, buying-signal tracking, lead scoring and routing, pre-call research, and reporting. The goal is more pipeline from the team you already have, by automating the repetitive work instead of hiring more people to do it by hand.
What does this GTM engineering scorecard measure?
It scores six systems: CRM and data foundation, lists and enrichment, signals and timing, scoring and routing, rep prep and enablement, and reporting and visibility. Each gets two questions about how the work happens today, from fully manual to fully automated.
How is the score calculated?
Each answer is worth 0 to 3 points. Each system's score is its points as a percentage of the 6 possible, and your overall score is the average of the six systems, out of 100. Scores map to four levels: Manual (0-34), Assisted (35-59), Systematized (60-79) and Engineered (80-100).
What is a good GTM engineering score?
There is no universal benchmark, but most teams that have not invested in GTM systems land in the Manual or Assisted range. The overall number matters less than the spread: one very low system (often enrichment or routing) usually limits everything downstream of it, so fix the lowest one first.
Do we need to hire a GTM engineer to improve our score?
Not necessarily. Many teams start with a GTM engineering partner to build the first systems, then decide whether the ongoing workload justifies a full-time hire. Our GTM engineer ROI calculator compares both options using your own numbers.
Which GTM system should we build first?
Start with your lowest-scoring system, unless it is reporting. Reporting depends on clean CRM data, so if both are low, fix the CRM foundation first. The scorecard lists your three lowest systems with a specific first build for each.
Is the scorecard free? Do you store my answers?
Yes, it is free with no signup. Scoring runs in your browser and nothing is sent to or stored by SixtySixTen. You can copy a share link that keeps your answers in the URL.