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  • Tool ID: 3020
  • Author: OliiR Academy

GTM KPI

The Go-To-Market KPI Framework is designed to give Commercial leaders a single dual-view scorecard for the seven functions that deliver a launch — GTM oversight, Route-to-Market, Sales, Supply Chain, Marketing, Finance, and HR / Capability.
$0.00
  • Tool ID: 3020
  • Author: OliiR Academy

Tool's Overview

The Go-To-Market KPI Framework is designed to give Commercial leaders a single dual-view scorecard for the seven functions that deliver a launch, GTM oversight, Route-to-Market, Sales, Supply Chain, Marketing, Finance, and HR / Capability.

It replaces the typical pattern of seven separate functional dashboards that never quite line up with one consolidated framework where every KPI is measured against plan and against last year, so launch performance can be read end-to-end without translation.

What This Tool Does

This tool enables Commercial leaders to:

  • Manage twenty-one standardised GTM KPIs across seven commercial functions
  • Compare actual performance against both plan and last year in one view
  • Surface leading and lagging indicators in a structured format
  • Align cross-functional measurement language across Sales, Marketing, Supply Chain, and Finance

The tool moves GTM reviews from siloed functional reports to a single consolidated commercial read.

When to Use This Tool

This tool is typically used when:

  • Launching a new product, category, or market entry
  • Running quarterly business reviews against the operating plan
  • Refreshing the annual operating plan and KPI structure
  • Conducting functional capability audits and cross-team alignment sessions

Who Should Use This Tool

This tool is intended for:

  • Commercial Directors and Heads of Sales
  • Trade Marketing Leaders and GTM Programme Managers
  • Supply Chain and Demand Planning Leaders
  • Finance Business Partners and HR / Capability Development teams

It is equally relevant for principal-led organisations managing direct GTM execution and for distributor-led models where coordination across multiple parties is the harder challenge.

How the Tool Is Structured

The tool is organised into ten working sections:

  • Cover – tool name, reference and licence summary
  • Terms of Use – ownership, licence, confidentiality and disclaimer
  • Instructions – step-by-step guidance on how to use the tool
  • Seven functional tabs – GTM, RTM, Sales, Supply Chain, Marketing, Finance, HR / Capability

This ensures the tool is comprehensive on the functional view yet single-read on the commercial outcome.

Access Options

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  • Download in Microsoft Formats.
  • Excel, Word, PowerPoint.
  • Fully editable, ready to implement.

FAQs

Do I need special software?

No, All tools are built in Microsoft Office.

Download links are sent by email.

Yes, they are fully editable.

Proprietary to OliiR Academy – For internal use only.

  • Testimonials
Before this program, our trade marketing team was stuck in 'execution mode'—constantly firefighting and reacting to sales requests. This course gave them the structure to stop fixing gaps and start leading the category strategy. They are finally operating as the engine room of our commercial growth.
— Commercial Director, Global FMCG Manufacturer
The biggest impact has been on our internal alignment. We used to have Sales, Marketing, and Trade working in silos, often with competing priorities. The Mini-MBA created a shared language and a single commercial rhythm. Now, when we approach a retailer, we speak with one unified voice.
— VP of Sales & Marketing, Regional Distributor
Trade spend is our second biggest P&L line, yet we were spending it on instinct. This program gave my team the financial discipline to actually measure ROI. We’ve stopped the 'surprise promotions' and started building investment models that actually justify the funding.
— General Manager, Food & Beverage
Our conversations with buyers have completely changed. We moved from simply pushing SKUs to presenting data-backed category stories that defend our shelf space. The team now has the confidence to justify listings and challenge retailers with insights, not just price.
— Head of Modern Trade, Personal Care Brand
What I appreciate most is the practicality. My team didn't just learn theory; they came back with ready-to-use JBP templates and Scorecards that we implemented immediately. It brought order and predictability to our daily work routine.
— HR Director, Consumer Goods
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