Align your GTM team with a common definition of how to get customers to impact, and who does what along the way

Unify your marketing, sales, customer success, and account teams around the Bowtie Data Model. The Bowtie provides a common definition of your customer impact journey, including key stages/moments in the journey, key actions and outcomes, and a common data model. With a consistent and measurable process, you can then continuously improve over time to hit your metrics goals.

Impact you’re looking for:
  • Increasing recurring revenue, by increasing the impact to your customers
  • A unified definition of Customer Impact, and how to get there
  • Clarity on who does what across the customer journey
  • A common data model to measure continuous improvement in your key metrics

Our Impact Sprint design includes

  • End-to-end process for getting customers to recurring impact: Full customer lifecycle process design, from awareness through selection, commitment, onboarding, retention, and expansion
  • Key actions and skills: Definition of the key actions to take in each stage of the customer journey, and what skills are needed to enable this
  • Clear roles and responsibilities: RACI definition of who does what in each stage of the customer journey
  • Data model: A consistent data model to define your baseline in volume, conversion, and performance metrics across the customer journey that you can measure and improve upon

Key Steps for GTM Blueprint Design


Gather data

Define your customer impact journey


Define the process

Decide on key actions and required skills


Validate the process

Clarify who is doing what in each stage



Agree on a common data model