Planning is science
Target is an input. Capacity is the answer.
How to plan go-to-market from what the organisation can actually produce: effective headcount, measured productivity and honest ramp, then how to close the gap to target with named changes rather than hope.
Most go-to-market plans start from the target and work backwards to headcount. This talk starts from the other end: what the organisation can actually produce, built from effective headcount net of ramp and expected exits, multiplied by what each seller has really delivered in their part of the market. That number almost never matches the target, and the gap is where planning starts, not where it goes wrong.
The talk covers how to close the gap honestly, with named changes to coverage, placement, targeting or investment rather than an assumed lift in productivity, and how each quarter’s measured results become the next cycle’s planning inputs.
A test for any plan that counts ramp as productivity gain, or sets a target nobody has reconciled with capacity.
For a talk, panel or podcast, send the event name, date, format and audience to ian@illogicaldata.com.