GTM playbooks
EdgeHub: practical frameworks, templates, and examples for SaaS teams.
Core playbooks
All resourcesTerritory planning
Select eligible accounts and balance opportunity against seller workload.
Account and lead scoring
Identify fit and buying timing, then route engaged accounts to the right rep.
Account lifecycle and ROE
Protect active buying work and release accounts when protection expires.
Deal analysis and review
Inspect the win proxy, confirm the buyer blocker, and agree on the next action.
Forecasting and pacing
Compare booked progress, open deals, and the submitted forecast.
Sales headcount and capacity
Model ramp and workload before committing to a hiring plan.
All resources
20 resources
Territory planning
Build workable account books from ICP fit, buying signals, potential contract value, and seller capacity. Keep ownership current as buying work changes.
Account and lead scoring
Identify accounts that fit and are entering a buying window, then route relevant engagement to the right rep. Keep contract potential and active opportunities visible.
Account lifecycle and rules of engagement
Keep opportunities accurate, protect active buying work, and make account release and reassignment predictable.
Deal analysis and review
See which buyer behaviors raise or lower the estimated chance of winning, then investigate the blocker and choose the next seller action.
Forecasting and pacing
Calculate whether bookings are on pace, what must close to reach target, and how much the current pipeline is expected to contribute.
Headcount and capacity planning
Compare ramped seller output with qualified opportunity volume and workload before deciding to hire, reassign accounts, or improve demand.
Revenue planning operating cycle
Use a weekly review to find the bookings gap, check the deals expected to close, and decide what the team can do before the deadline.
GTM friction audit
Reconstruct the sales math, compare it with what the team is seeing, and isolate the demand, conversion, capacity, or process problem worth fixing first.
Weekly territory execution
Build a realistic account plan around selling time, buyer commitments, and future pipeline.
Closed-lost reactivation
Revisit a lost account when a relevant fact changes, confirm whether the buyer has restarted the project, and preserve the original loss history.
Lead routing and handoffs
Route each request to one person, pass along the account history, and send unmatched or unstaffed requests to a monitored queue.
GTM experiments
Test one GTM change with a defined audience, comparison group, outcome, and rule for deciding what to do next.
Pipeline and forecast evidence
Keep buyer progress, timing, and SaaS amount definitions consistent when deciding what belongs in a forecast.
GTM tools and workflow automation
Choose tools for a defined sales or marketing process, with clear ownership, reliable CRM updates, and a way to handle failures.
Customer expansion signals
Use seat requests, usage, and new-team interest to check whether a customer needs more access, adoption help, or an expanded contract.
Pipeline creation and funnel math
Work backward from a bookings gap, then test whether the required pipeline can fit the deadline and seller capacity.
Company GTM brief
Record the customer problem, buying process, offer, and revenue goal that scoring, territories, messaging, and tools must support.
Sales capacity and coverage
Compare demand, productive selling capacity, active workload, and coverage before making a staffing decision.
Territory planning specification
Define which accounts qualify, who can own them, how to balance seller workload, and when assignments change.
Pipeline creation planning record
Calculate the new opportunities needed to cover a bookings gap and check whether sellers can qualify and close them before the deadline.
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