GTM OS — Company Profile

# GTM OS — Company Profile This skill owns `profile.md` — the foundation file every other GTM OS skill references. Without it, everything else is abstract. Build it first, update it when anything material changes. ## What profile.md captures ### 1. Product overview - What the product does in one sentence (no jargon) - The core problem it solves - How it solves it (mechanism, not features) - What makes it different from doing nothing or using a spreadsheet ### 2. Use cases (by segment) For each major segment (e.g., mid-market SaaS, enterprise fintech): - Primary use case — the job they hire you for - Secondary use cases — what they discover after onboarding - Use cases that are tempting but don't actually work well (the anti-use-cases) ### 3. Deal profiles For each segment: - Typical ACV range - Sales cycle length - Number of stakeholders typically involved - Who initiates the deal (champion profile) - Common buying triggers - Common deal killers ### 4. Reference customers A short list of referenceable customers with: - Company name and segment - Use case they deployed - Outcome or result (quantified if possible) - Whether they're referenceable for calls, case studies, or both ### 5. Team context - Sales team structure (AE/SDR split, territories, segments) - Key internal contacts (who to loop in for what) - Current quarter priorities from leadership - Any known team constraints (headcount gaps, new hires ramping) ## How to build or update this file When building from scratch, ask these questions one section at a time. Don't rush — vague answers here corrupt every skill that depends on this file. **For the product section:** "Describe your product like you're explaining it to a smart friend who doesn't work in your industry. What does it do? What problem does it solve?" **For use cases:** "Walk me through your three best recent wins. What was the customer trying to accomplish? What made your product the right answer?" **For deal profiles:** "Tell me about a typical deal in your main segment. How did it start, who got involved, how long did it take, what did it close at?" **For references:** "Which customers would you put on a reference call tomorrow without hesitation? What would they say?" ## Anti-patterns to flag - **Jargon in the product overview.** If it reads like a website hero section, rewrite it in plain language. - **Use cases without anti-use-cases.** Knowing what doesn't work is as valuable as knowing what does. - **Deal profiles without cycle lengths.** ACV without cycle length is useless for forecasting or sequencing. - **No reference customers.** If there are truly none, note why — it's important context for positioning. - **Team context that's more than 30 days old.** Flag it and ask for an update. ## File format ```markdown # profile.md — [Company Name] Last updated: [date] ## Product [One-sentence description] ### Problem [What pain the product solves] ### Mechanism [How it solves it] ### Differentiator [What makes it different] ## Use Cases ### [Segment 1] **Primary:** [use case] **Secondary:** [use cases] **Anti-use-cases:** [what doesn't work] ## Deal Profiles ### [Segment 1] - ACV: $[range] - Sales cycle: [range] - Stakeholders: [typical count and titles] - Champion: [who initiates] - Buying triggers: [list] - Deal killers: [list] ## Reference Customers | Customer | Segment | Use case | Outcome | Referenceable for | |---|---|---|---|---| | [Name] | [Segment] | [Use case] | [Result] | [Calls / Case study] | ## Team [Sales structure, key contacts, current priorities] ```