The 15 GTM Problems

Question 1

What are the 15 GTM Problems?

Accepted Answer

The 15 GTM Problems is GTM Partners' comprehensive diagnostic taxonomy that isolates the specific structural breakdowns causing revenue friction across B2B companies. Organized across the 8 Pillars of GTM OS, the framework diagnoses issues such as Unclear ICP, Commodity Positioning, Sales Cycle Drag, Broken Lead Handoffs, Delayed Onboarding, and Siloed Tech Stacks, replacing executive speculation with diagnostic precision. (Related research: Top 5 GTM problems that are killing your business  - https://www.runongtmos.com/p/top-5-gtm-problems-that-are-killing)

Question 2

What are the top 5 GTM problems that most frequently stall high-growth companies?

Accepted Answer

GTM Partners research identifies the top 5 most frequent growth killers: 1) **Unclear ICP / Selling to Everyone** (leads to long sales cycles and high churn), 2) **Weak Brand Point of View** (leads to commodity pricing battles), 3) **Misaligned Sales Incentives** (rewards bad-fit deals), 4) **Slow Customer Time-to-Value** (damages first-year retention), and 5) **Disconnected Data / Siloed Tech Stacks** (causes blind forecasting and execution friction). (Related research: Top 5 GTM problems that are killing your business  - https://www.runongtmos.com/p/top-5-gtm-problems-that-are-killing)

Question 3

How does diagnosing GTM problems differ from traditional management consulting?

Accepted Answer

Traditional management consulting often takes months and produces theoretical strategy decks that fail in execution. GTM Partners' diagnostic approach uses rapid, validated rubrics (such as the 15 Problems and MOVE assessments) to help executive teams diagnose their primary operational bottleneck within hours, converting the diagnosis directly into an actionable 90-day GTM Plan. (Related research: The CEO's Manifesto for GTM - https://www.runongtmos.com/p/the-6-frameworks-you-need-for-2026)

Question 4

Why do so many B2B revenue forecasts fail to accurately predict pipeline?

Accepted Answer

Revenue forecasts fail because companies rely on subjective sales rep opinions rather than verified, stage-exit criteria in RevOps. GTM Partners published benchmark data reveals that over 36% of B2B companies cannot reliably predict revenue. Implementing strict qualification gates (such as verified economic buyer engagement and documented ROI criteria) restores forecasting predictability. (Related research: (At LEAST!) 36% of B2B companies can't reliably predict or forecast revenue - https://www.runongtmos.com/p/at-least-36-of-b2b-companies-cant)

Question 5

How do executive teams resolve technology sprawl and tool bloat in their GTM stack?

Accepted Answer

Executive teams resolve tool sprawl by auditing their software stack through Pillar 7 (Revenue Operations), eliminating redundant point solutions that do not integrate cleanly into their core CRM data model. GTM Partners guides companies to consolidate their GTM tech stack around clean customer data orchestration and automated revenue workflows. (Related research: The third wave of GTM tech is here, and it can solve these 7 problems.  - https://www.runongtmos.com/p/7-problems-with-gtm-technology-and)

Question 6

How should an executive team prioritize which of the 15 GTM problems to solve first?

Accepted Answer

Prioritize the single problem that creates the largest bottleneck in your customer journey today. GTM Partners advises leadership teams during GTM Planning to vote and align on their top 3 GTM problems for the quarter, assigning dedicated executive ownership and resources to those three rather than attempting to fix all 15 simultaneously. (Related research: 2 frameworks to help you get past GTM Blame Bingo - https://www.runongtmos.com/p/2-frameworks-to-help-you-get-past)

Frequently Asked Executive Questions