Templates

Key takeaways

This chapter bundles fill-in templates for AI GTM: ICP canvas and scoring rubric, use-case matrix, priority calculator, POC scorecard and mutual action plan, weekly review, and an agent prompt skeleton.
The priority calculator weights revenue impact 0.30, data readiness 0.20, adoption fit 0.20, risk control 0.15, and learning speed 0.15; treat 4.0+ as first-pilot candidates, 3.3 to 3.9 as data cleanup, and 3.2 or lower as hold.
The ICP scoring rubric maps a 1 to 5 fit/intent/readiness score to concrete routing, from immediate AE action at 5 down to exclusion at 1.
The use-case matrix forces each idea to state its GTM bottleneck, required data, autonomy level (L2 recommender vs L3 draft), risk, and a single success metric before piloting.
Example tables are synthetic and should be treated as structure, not performance claims; fill the blank template first, then compare with the example.

Added template: agent cost and review experiment

Experiment ID / owner / period:
Eligible accounts and exclusions:
Treatment/comparison assignment and size:
Vendor / feature / billing unit / settings checked on:
Included credits / extra packs / overage mode / account and feature limits:
Review mode / approver / permitted sending scope:
Total cost / qualified opportunities / lift / complaints / rework:
Stop conditions / next decision / evidence links:

Do not treat a feature limit as reserved credits. For AI search observations, retain question, language, locale, date, and answer evidence separately from claims about revenue causality.

How to use these

Fill the blank template first, then compare it with the example. The examples are synthetic and should not be treated as performance claims.

ICP Canvas

Item	Answer
Primary segment
Excluded segment
Economic buyer
Champion
Urgent trigger
Current workaround
Proof metric
Required data
Security blocker
Expansion path

Example: Revenue Intelligence SaaS

Item	Example answer
Primary segment	B2B SaaS companies with 50 to 300 sellers using Salesforce or HubSpot
Excluded segment	No CRM stage definition or no consent to collect call data
Economic buyer	CRO or VP Sales
Champion	RevOps Lead, Sales Enablement Manager
Urgent trigger	New CRO, forecast miss, SDR/AE hiring
Current workaround	Managers manually review calls and CRM before coaching
Proof metric	Next-step capture rate, forecast-field completeness, manager review time
Required data	CRM opportunity, call transcript, calendar meeting, email activity
Security blocker	Call recording retention, PII masking, role-based access
Expansion path	SDR POC -> Mid-market AE team -> Enterprise team -> CS handoff analysis

ICP Scoring Rubric

Score	Fit	Intent	Readiness	Recommended routing
5	Exact core segment	Strong trigger in 30 days	Data, owner, and budget ready	Immediate AE action
4	Mostly matches segment	Multiple content/product/external signals	Some POC conditions ready	SDR/AE validation
3	Some use-case fit	Interest but weak trigger	Data quality unknown	Nurture + discovery
2	Low structural fit	One-off engagement	Adoption conditions unclear	Automated nurture
1	Exclusion rule applies	No buying intent	Not ready	Exclude or long-term watch

AI GTM Use-case Matrix

Use case	GTM bottleneck	Required data	Autonomy level	Risk	Success metric
Account scoring
AI outbound draft
Meeting prep
POC ROI assistant
CS health summary

Example

Use case	GTM bottleneck	Required data	Autonomy level	Risk	Success metric
Account scoring	Good accounts mixed with weak intent	CRM, firmographic, intent, product usage	L2 recommender	False positive	High-fit meeting rate
AI outbound draft	Research slow and messages generic	Account events, persona, prohibited claims	L3 draft	False facts, overclaim	Positive reply, meeting conversion
Meeting prep	AE misses customer context	CRM, call log, product log, tickets	L2 recommender	Stale information	Stage progression, prep time
POC ROI assistant	Internal business case weak after POC	Baseline, POC result, ROI assumptions	L3 draft	ROI exaggeration	POC-to-proposal conversion
CS health summary	Renewal risk detected too late	Usage, tickets, QBR, contract date	L2 recommender	False positive, over-intervention	Renewal risk lead time

Use-case Priority Calculator

Criterion	1 point	3 points	5 points
Revenue impact	Activity efficiency only	Indirect pipeline or expansion impact	Direct ARR, NRR, win-rate impact
Data readiness	No data	Some manual cleanup needed	Reliable data connected
Adoption fit	New tool required	Some workflow change	Fits CRM/email/meeting workflow
Risk control	High-risk customer touch	Controllable with approval	Internal recommendation
Learning speed	More than 90 days	4 to 8 weeks	2 to 4 weeks

Use 4.0+ as first-pilot candidates, 3.3 to 3.9 as data-cleanup candidates, and 3.2 or lower as hold.

POC Scorecard

Item	Standard	Result
Business outcome	Customer-agreed result
Baseline	Current metric
Target	Success threshold
Data readiness	Access and quality
Security review	Restrictions
User adoption	Pilot users engaged
Executive value	Can persuade executive buyer
Next step	Buying or expansion step

POC Mutual Action Plan

Step	Customer owner	Vendor owner	Done when
Kickoff	Assign use-case owner	Share POC plan	Success criteria signed
Data access	Provide sample data	Document security handling	Data loaded
Pilot run	5 to 10 users participate	Weekly result report	Usage logs captured
Value review	Confirm baseline	Build ROI summary	Executive review complete
Decision	Share buying process	Commercial proposal	Next step confirmed

Weekly GTM Review

Question	Answer
What was the strongest buying signal this week?
Which segment showed better pipeline quality?
Which message became meetings or POCs?
Which AI recommendation was wrong and why?
Which customer signal showed expansion or renewal risk?
What will we stop next week?

GTM Agent Prompt Skeleton

Role: B2B SaaS GTM analyst

Context:
- Product:
- ICP:
- Current GTM bottleneck:
- Available data:
- Approval constraints:

Task:
1. Summarize the account or segment.
2. Identify the strongest buying or risk signals.
3. Recommend the next-best action.
4. Show source signals and assumptions.
5. Mark what requires human approval.

Key takeaways

This chapter bundles fill-in templates for AI GTM: ICP canvas and scoring rubric, use-case matrix, priority calculator, POC scorecard and mutual action plan, weekly review, and an agent prompt skeleton.
The priority calculator weights revenue impact 0.30, data readiness 0.20, adoption fit 0.20, risk control 0.15, and learning speed 0.15; treat 4.0+ as first-pilot candidates, 3.3 to 3.9 as data cleanup, and 3.2 or lower as hold.
The ICP scoring rubric maps a 1 to 5 fit/intent/readiness score to concrete routing, from immediate AE action at 5 down to exclusion at 1.
The use-case matrix forces each idea to state its GTM bottleneck, required data, autonomy level (L2 recommender vs L3 draft), risk, and a single success metric before piloting.
Example tables are synthetic and should be treated as structure, not performance claims; fill the blank template first, then compare with the example.

Added template: agent cost and review experiment

Experiment ID / owner / period:
Eligible accounts and exclusions:
Treatment/comparison assignment and size:
Vendor / feature / billing unit / settings checked on:
Included credits / extra packs / overage mode / account and feature limits:
Review mode / approver / permitted sending scope:
Total cost / qualified opportunities / lift / complaints / rework:
Stop conditions / next decision / evidence links:

Do not treat a feature limit as reserved credits. For AI search observations, retain question, language, locale, date, and answer evidence separately from claims about revenue causality.

How to use these

Fill the blank template first, then compare it with the example. The examples are synthetic and should not be treated as performance claims.

ICP Canvas

Item	Answer
Primary segment
Excluded segment
Economic buyer
Champion
Urgent trigger
Current workaround
Proof metric
Required data
Security blocker
Expansion path

Example: Revenue Intelligence SaaS

Item	Example answer
Primary segment	B2B SaaS companies with 50 to 300 sellers using Salesforce or HubSpot
Excluded segment	No CRM stage definition or no consent to collect call data
Economic buyer	CRO or VP Sales
Champion	RevOps Lead, Sales Enablement Manager
Urgent trigger	New CRO, forecast miss, SDR/AE hiring
Current workaround	Managers manually review calls and CRM before coaching
Proof metric	Next-step capture rate, forecast-field completeness, manager review time
Required data	CRM opportunity, call transcript, calendar meeting, email activity
Security blocker	Call recording retention, PII masking, role-based access
Expansion path	SDR POC -> Mid-market AE team -> Enterprise team -> CS handoff analysis

ICP Scoring Rubric

Score	Fit	Intent	Readiness	Recommended routing
5	Exact core segment	Strong trigger in 30 days	Data, owner, and budget ready	Immediate AE action
4	Mostly matches segment	Multiple content/product/external signals	Some POC conditions ready	SDR/AE validation
3	Some use-case fit	Interest but weak trigger	Data quality unknown	Nurture + discovery
2	Low structural fit	One-off engagement	Adoption conditions unclear	Automated nurture
1	Exclusion rule applies	No buying intent	Not ready	Exclude or long-term watch

AI GTM Use-case Matrix

Use case	GTM bottleneck	Required data	Autonomy level	Risk	Success metric
Account scoring
AI outbound draft
Meeting prep
POC ROI assistant
CS health summary

Example

Use case	GTM bottleneck	Required data	Autonomy level	Risk	Success metric
Account scoring	Good accounts mixed with weak intent	CRM, firmographic, intent, product usage	L2 recommender	False positive	High-fit meeting rate
AI outbound draft	Research slow and messages generic	Account events, persona, prohibited claims	L3 draft	False facts, overclaim	Positive reply, meeting conversion
Meeting prep	AE misses customer context	CRM, call log, product log, tickets	L2 recommender	Stale information	Stage progression, prep time
POC ROI assistant	Internal business case weak after POC	Baseline, POC result, ROI assumptions	L3 draft	ROI exaggeration	POC-to-proposal conversion
CS health summary	Renewal risk detected too late	Usage, tickets, QBR, contract date	L2 recommender	False positive, over-intervention	Renewal risk lead time

Use-case Priority Calculator

Criterion	1 point	3 points	5 points
Revenue impact	Activity efficiency only	Indirect pipeline or expansion impact	Direct ARR, NRR, win-rate impact
Data readiness	No data	Some manual cleanup needed	Reliable data connected
Adoption fit	New tool required	Some workflow change	Fits CRM/email/meeting workflow
Risk control	High-risk customer touch	Controllable with approval	Internal recommendation
Learning speed	More than 90 days	4 to 8 weeks	2 to 4 weeks

Use 4.0+ as first-pilot candidates, 3.3 to 3.9 as data-cleanup candidates, and 3.2 or lower as hold.

POC Scorecard

Item	Standard	Result
Business outcome	Customer-agreed result
Baseline	Current metric
Target	Success threshold
Data readiness	Access and quality
Security review	Restrictions
User adoption	Pilot users engaged
Executive value	Can persuade executive buyer
Next step	Buying or expansion step

POC Mutual Action Plan

Step	Customer owner	Vendor owner	Done when
Kickoff	Assign use-case owner	Share POC plan	Success criteria signed
Data access	Provide sample data	Document security handling	Data loaded
Pilot run	5 to 10 users participate	Weekly result report	Usage logs captured
Value review	Confirm baseline	Build ROI summary	Executive review complete
Decision	Share buying process	Commercial proposal	Next step confirmed

Weekly GTM Review

Question	Answer
What was the strongest buying signal this week?
Which segment showed better pipeline quality?
Which message became meetings or POCs?
Which AI recommendation was wrong and why?
Which customer signal showed expansion or renewal risk?
What will we stop next week?

GTM Agent Prompt Skeleton

Role: B2B SaaS GTM analyst

Context:
- Product:
- ICP:
- Current GTM bottleneck:
- Available data:
- Approval constraints:

Task:
1. Summarize the account or segment.
2. Identify the strongest buying or risk signals.
3. Recommend the next-best action.
4. Show source signals and assumptions.
5. Mark what requires human approval.

Added template: agent cost and review experiment

ICP Canvas

Example: Revenue Intelligence SaaS

ICP Scoring Rubric

AI GTM Use-case Matrix

Example

Use-case Priority Calculator

POC Scorecard

POC Mutual Action Plan

Weekly GTM Review

GTM Agent Prompt Skeleton

On this page

Templates

Added template: agent cost and review experiment

ICP Canvas

Example: Revenue Intelligence SaaS

ICP Scoring Rubric

AI GTM Use-case Matrix

Example

Use-case Priority Calculator

POC Scorecard

POC Mutual Action Plan

Weekly GTM Review

GTM Agent Prompt Skeleton

On this page