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ENT 403 · Unit 6 of 6

Building a Repeatable Go-to-Market Engine

Startup Go-to-Market and Founder-Led Sales

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Learning objectives

  • Deliver a 90-day GTM plan with leading indicators
  • Apply "Building a Repeatable Go-to-Market Engine" to a real venture decision
  • Contribute to your Founder sales playbook deliverable

Unit overview

#LessonCore idea
1Integrating the Elements of Building a Repeatable Go-to-Market EngineCore frameworks for this unit
2Advanced Questions in Building a Repeatable Go-to-Market EngineCore frameworks for this unit
3Implementation and Measurement in Building a Repeatable Go-to-Market EngineCore frameworks for this unit
4Building a Repeatable Go-to-Market Engine: Final Applied ReviewCore frameworks for this unit

Complete all four lessons, then finish unit assessments on this page.

Unit assessment

Complete each section below. Score 80%+ on the quiz to finish this unit's assessment.

50% applied project30% case work20% knowledge checks

Exercises

Apply what you learned in this unit with structured practice.

ExerciseApplied practice: Building a Repeatable Go-to-Market Engine45 min
Complete a focused practice exercise on **Building a Repeatable Go-to-Market Engine**. 1. Choose a real company, product, or situation you know. 2. Apply one core framework from this unit to analyze it. 3. Write your analysis in 300–500 words with a clear recommendation. 4. Cite at least one credible source.

Deliverable

300–500 word analysis document saved to your portfolio under ENT 403.

Rubric

  • • Framework applied correctly (not just named)
  • • Specific evidence from a real example
  • • Clear recommendation with tradeoffs acknowledged
  • • Professional writing with source citation
ExerciseDrill: Building a Repeatable Go-to-Market Engine30 min
Work through the practice problems in the unit lesson without looking at notes. Then check your work against the lesson and write a short reflection: - What you got right - One mistake you caught - One concept to review before the next unit

Deliverable

Problem solutions + 150-word reflection in your ENT 403 workbook.

Rubric

  • • Attempted all practice items before checking answers
  • • Honest reflection on errors
  • • Identifies a specific review action

Case analysis

Analyze a case using frameworks from this unit.

CaseCase analysis: Building a Repeatable Go-to-Market Engine60 min
Analyze a real business case through the lens of **Building a Repeatable Go-to-Market Engine**. Choose a public company event, HBR-style case, or documented decision. **Deliverable structure:** 1. Situation summary (150 words) 2. Analysis using this unit's frameworks (400 words) 3. Recommendation (150 words) 4. Risks and what would change your mind

Deliverable

2-page case write-up in your portfolio.

Rubric

  • • Case facts are accurate and sourced
  • • Analysis uses unit frameworks explicitly
  • • Recommendation is justified with tradeoffs
  • • Risks are specific, not generic

Knowledge quiz

Check your understanding before marking the unit complete.

1. RelayOps GTM engine integrates five layers: beachhead, positioning, pipeline, channels, pricing. A contradiction example:

2. RelayOps repeatability ladder: founder wins → documented playbook → AE hire → RevOps metrics. AE hire gate includes:

3. RelayOps 18-month capstone scales $920K to $3M ARR. Phase 1 (months 1-6) emphasis:

4. Leading vs lagging indicator pair for RelayOps GTM engine:

5. RelayOps engine health scorecard weights ICP win rate, NRR, implementation p80, referral SQL %. If win rate falls but logos rise via off-ICP, scorecard should:

6. Northwind trace through capstone: ICP 75 → coexistence positioning → 14-day MTTA pilot → $41,040 prepay → Datadog marketplace path. This demonstrates:

7. Bear-case kill protocol at RelayOps might pause AE hire if:

8. RelayOps Series A metric pack emphasizes repeatability KPIs over TAM because:

Final unit complete.