🧠Understanding Unstuck Engine
GTM Prioritization & Roadmap
GTM Prioritization & Roadmap
Default view
Responsibility Area
Priority
ROI Score
Primary Motion
Teams
To Hire
Time to Impact
Type
Dependencies
Key Metric
Notes
Status
1
10
PLG
Product
Integrations
QA
Quick (0-3mo)
Product
None
Feature adoption rate + NPS
Core product must work flawlessly, especially multi-dimensional scoring (ICP x Persona x Intent Stage)
In Progress
2
9
PLG
Product + CX
Customer Success
Retention Marketers
Quick (0-3mo)
Product
Product (#1)
Time to first value + Activation rate
Onboarding flow + aha moments + first signal match
In Progress
3
9
PLG
Product + CX
Customer Success
Retention Marketers
Medium (3-6mo)
Product
Product + Activation (#1-2)
Net Revenue Retention + Churn rate
Usage patterns + health scores + expansion plays
In Progress
4
10
PLG
Analytics
Data Engineer
Data Scientist
Quick (0-3mo)
Enabler
Product (#1)
Data accuracy + Dashboard adoption
Foundation for all measurement - attribution + cohort analysis + pipeline tracking
5
8
PLG
Lead Gen
Lead Gen
Quick (0-3mo)
Outbound
Data & Analytics (#4)
Meetings booked per SDR + Pipeline generated
Founder-led → systematic plays. Interactive demo → trial (PLG motion)
6
7
PLG
CMO
Part-time coordinator
Quick (0-3mo)
Inbound
Retention (#3) + proven metrics
Referral rate + Referred pipeline
In-app link sharing → credits (PLG). Leverage 40% meeting boost + 30-35% velocity improvement metrics
7
7
PLG
UI / Content / SEO
Content Marketer
UI Designer
Biz Dev
Long (6-12mo+)
Inbound
None
Organic traffic + Keyword rankings + Demo requests
Public handbook + /tools/ pages + /answers for AI optimization. Drives both PLG & SLG depending on keywords
8
6
ELG
Partnerships
Biz Dev
Medium (3-6mo)
Inbound
Brand presence
Event pipeline + Booth conversations
Partner-hosted events: Arcade Software webinars, Clay workshops, Apollo events
8.1
8
ELG
Partnerships
Biz Dev
Medium (3-6mo)
Inbound
Product (#1)
Integration activations + Co-marketing reach
Ecosystem: Clay, Apollo, Sales Nav, Zoominfo, HubSpot, Salesforce, Outreach, SalesLoft + all GTM stack. Partner not competitor positioning
8.2
6
ELG
Partnerships
Biz Dev
Medium (3-6mo)
Inbound
SEO (#7) + Content (#9.3)
Course mentions + Student signups
Target online courses about sales/GTM - provide free access for students
9
5
ELG
Partnerships
Biz Dev
Long (6-12mo+)
Inbound
Integration partnerships (#8.1)
Co-sell deals closed + Joint pipeline
Requires warm relationships first - then mutual customer intros
10
6
ELG
Partnerships
Biz Dev
Medium (3-6mo)
Inbound
Earned (#9.2)
Community-sourced leads
Bravado / Pavilion / RevGenius - official partnerships not just lurking
11
5
ELG
Partnerships
Biz Dev
Long (6-12mo+)
Inbound
Product validation
Advisor intros + Strategic guidance
GTM advisors who open doors - equity + small cash
12
5
ELG
Partnerships
Biz Dev
Long (6-12mo+)
Inbound
SEO (#7) + proven metrics
Affiliate revenue + Attribution
Revenue share model - only after product-market fit proven
13
6
ELG
Partnerships
Biz Dev
Medium (3-6mo)
Inbound
Content + Earned
Influencer mentions + Traffic from their audience
Kyle Poyar / Adam Robinson types - provide unique data/insights they can share
14
5
ELG
Partnerships
Biz Dev
Long (6-12mo+)
Inbound
Integration partnerships (#8.1)
Marketplace installs + Reviews
Clay marketplace / Zapier / Make.com - needs proven integration first
15
6
PLG
Earned Team
Growth Marketer
Medium (3-6mo)
Inbound
SEO (#7) for authority
Engagement rate + Profile views + Inbound DMs
Founder + team voices - comment on relevant threads, share contrarian takes. Link to demos/trials drives PLG
16
6
PLG
Earned Team
Growth Marketer
Medium (3-6mo)
Inbound
Brand voice established
Community-sourced pipeline + Conversation participation
Bravado, sales Slacks, Reddit r/sales - provide value not spam. Links to trials drive PLG
17
4
Brand/Awareness
Earned Team
Growth Marketer
Long (6-12mo+)
Inbound
Thought leadership content
Media mentions + Backlinks + Brand awareness
HARO + journalist database + reactive PR - CEO as expert source
18
6
PLG
Earned Team
Growth Marketer
Medium (3-6mo)
Inbound
Unique POV + data
Thread engagement + Follows from their audience
Reply to Kyle Poyar / Adam Robinson / Chris Walker with spicy takes + demos. Links drive PLG
19
6
PLG
Earned Team
Growth Marketer
Medium (3-6mo)
Inbound
SEO (#7) + content library
Conversation insertions + Traffic from mentions
Track mentions of ICP, intent signals, buyer persona, competitor names across web. Join conversations with value
20
5
Brand/Awareness
Content
Content Marketer
Long (6-12mo+)
Inbound
SEO (#7)
Organic blog traffic + Time on page + Demo requests
Public handbook approach - educate not oversell - PostHog style. Top of funnel awareness
21
5
Brand/Awareness
Content
Content Marketer
Long (6-12mo+)
Inbound
Blog (#20)
Email subscribers + Open rates + Click-through
CEO newsletter - contrarian GTM takes + Unstuck Engine learnings
22
5
Brand/Awareness
Content
Content Marketer
Medium (3-6mo)
Inbound
None (can start immediately)
Post engagement + Follower growth + Inbound interest
Short-form thought leadership - 1-2 posts per week from CEO + team
23
5
Brand/Awareness
Content
Content Marketer
Medium (3-6mo)
Inbound
None (can start immediately)
Impressions + Engagement rate + Inbound DMs
Hot takes + memes about GTM - more casual than LinkedIn
24
6
PLG
Content
Content Marketer
Medium (3-6mo)
Inbound
Activation (#2) + Blog (#20)
Email open rates + Click-through + Conversion to paid
Drip campaigns for trial users - educational sequences about scoring. Drives PLG conversion
25
5
SLG
Content
Content Marketer
Long (6-12mo+)
Inbound
SEO (#7) + integrations
Dealroom traffic + Time on site
Interactive tools - ICP scorecards / intent signal calculators / ROI models. Sales-assisted only
26
4
Brand/Awareness
Video
Video Marketer
Long (6-12mo+)
Inbound
Thought leadership established
Podcast appearances + Downloads + Attribution
Guest on SaaS/Sales podcasts - CEO shares contrarian GTM frameworks
27
5
Brand/Awareness
Video
Video Marketer
Long (6-12mo+)
Inbound
SEO
YouTube views + Watch time + Demo clicks
Unstuck vs Clay / Unstuck + Apollo / How to use with Sales Nav
28
7
PLG
Video
Video Marketer
Quick (0-3mo)
Inbound
Product
Video views + Demo requests + Trial signups
Arcade demos for homepage + tool-specific demos. Drives PLG directly
29
5
Brand/Awareness
Video
Video Marketer
Long (6-12mo+)
Inbound
Content library
Course completions + Certified users
Free GTM certification - how to do multi-dimensional lead scoring
30
4
Brand/Awareness
Video
Video Marketer
Long (6-12mo+)
Inbound
Team culture established
Brand awareness + Talent attraction
Behind-the-scenes content - systematic scaling with interns model
31
3
SLG
Sales
SDRs
Quick (0-3mo)
Outbound
Outbound
Call-to-meeting conversion + Pipeline from calls
Follow-up to cold outbound - personalized based on engagement signals
32
3
SLG
Sales
SDRs
AEs
Medium (3-6mo)
Outbound
Data & Analytics + Integrations
Target account penetration + Pipeline from ABM
Hyper-personalized plays for dream accounts - multi-threading
33
2
PLG
Performance Marketing
Performance Marketer
Quick (0-3mo)
Outbound
SEO + proven messaging
CAC / LTV ratio + ROAS + Demo requests
Google / LinkedIn ads - expensive for B2B but needed for retargeting + demand capture
34
3
SLG
Sales / Partnerships / Content
Event Marketer
Medium (3-6mo)
Inbound
Partnerships
Event pipeline + Face-to-face meetings + Brand presence
OUR events: Dreamforce, HubSpot Inbound, Six Sense, SaaStr, a16z tech week - conferences + dinners + workshops
Made with Bullet