The Outcomes
What You Get. When You Get It. What It Replaces.
Every IGTMS engagement produces the same core deliverables on the same timeline. Here is exactly what is done by Day 30, Day 60, Day 90, and Day 120 — and what each one replaces.
First qualified pipeline
Days 70–80 on average
Full system live
Day 60
Team independent
Day 120
Milestone Breakdown
What Happens at Each Checkpoint
Every engagement has four built-in checkpoints: Day 30, Day 60, Day 90, and Day 120. Each one has a clear set of deliverables and a defined state your business should be in before moving to the next phase.
Day 30
End of Discovery
You know exactly what is broken and why.
- +ICP definition complete: who you actually serve, what triggers them to buy, and who to stop chasing
- +Current-state GTM audit delivered: gaps across messaging, pipeline, tech, and process documented
- +Phase 2 build roadmap approved and sprint schedule locked
- +Quick wins identified: immediate changes your team can implement before the full build launches
Most founders spend months operating on gut instinct about their ICP. At Day 30, it is documented and validated against your real best customers.
Day 60
End of Build
The system exists. Outbound is ready to launch.
- +Messaging framework complete: positioning, value propositions, objection responses, talk tracks
- +Outbound sequence library loaded: email and phone sequences by persona and funnel stage
- +Sales process map finalized: stage definitions, exit criteria, follow-up cadence
- +CRM configured: pipeline stages, deal properties, reporting dashboards live
- +First outbound sequences activating
The full build is complete. Your team has a documented ICP, a written playbook, and a configured CRM. This is the foundation most B2B companies spend 18 months trying to build in-house.
Day 90
Mid-Run
The motion is live. Real pipeline is forming.
- +Outbound has been running for 30+ days with coaching support
- +First qualified conversations in pipeline or actively being worked
- +Real buyer responses are sharpening the ICP and messaging
- +Call coaching logs document patterns across live deals
- +Sequence iteration underway based on reply and conversion data
The gap between Day 60 and Day 90 is where the system gets real. We use this phase to close the distance between the built playbook and what buyers actually respond to.
Day 120
Hand Off
A complete system. A trained team. No dependency on us.
- +Full GTM playbook delivered: every component documented in one operational reference
- +Team has been running the system independently for 30+ days before the engagement closes
- +CRM training complete with admin access and documentation
- +Post-engagement running plan covers who owns what and how to onboard future team members
- +Active pipeline generating without founder involvement in every deal
Most engagements close with the team already running smoothly. The playbook confirms what they have already been doing, not what they are about to start doing.
Full Deliverables
What Gets Built and When
Seven core deliverables. Every one of them operational, not advisory. Every one of them owned permanently by you.
| Deliverable | Timing | What it replaces |
|---|---|---|
| ICP definition document | Day 14–30 | Years of targeting the wrong buyers |
| Messaging framework | Day 30–45 | Inconsistent pitches across your team |
| Outbound sequence library | Day 45–55 | Cold outreach with no system or follow-up |
| Sales process map | Day 45–60 | Founder-dependent deal management |
| Configured CRM | Day 55–65 | Unused CRM or revenue tracked in spreadsheets |
| Call coaching logs | Days 46–120 | Sales calls with no feedback loop |
| Full GTM playbook | Day 120 | Undocumented institutional knowledge |
Expectations
What This Is Not
Setting the right expectations before an engagement starts is part of why IGTMS engagements work. Here is what you should not expect from us.
Not leads delivered to you
IGTMS builds the system your team uses to generate leads. We do not run your outbound for you or hand you a list of contacts. You own the motion. We build and coach it.
Not a marketing retainer
There is no ongoing monthly fee after the engagement ends. The system belongs to you permanently. If you want to bring in an agency after the build, you will have a real foundation for them to execute on.
Not a 30-day sprint
The full build takes 120 days because the four components — ICP, messaging, outbound, and sales process — have to be built in sequence. Rushing any one of them produces a system where the parts do not connect.
Not a strategy presentation
Every deliverable is operational: a configured CRM, a loaded outbound sequence library, a documented sales process your team is already using. You do not pay for a slide deck that describes a system. You pay for the system.
Common Questions
Questions About Results and Timeline
When will we see our first qualified pipeline?
Outbound goes live around Day 55–60. Most clients see their first qualified responses within the first two to three weeks of outbound running, which puts first qualified conversations at roughly Day 70–80. Deal velocity from there depends on your sales cycle length. If your average sales cycle is 30 days, closed revenue from the engagement is realistic before Day 120.
What results are realistic in 120 days?
By Day 120, you will have a defined ICP, a complete messaging framework, a running outbound motion, a configured CRM, and a trained team. Pipeline volume depends on your market and sales cycle, but every client exits the engagement with active deals being worked. The most significant result is operational: your team has a documented, repeatable system that works without founder involvement in every conversation.
How does IGTMS measure success?
We track three things: system completion (is every component built and documented?), team independence (is your team running the system without us?), and pipeline quality (are you talking to the right buyers?). Revenue closed within 120 days is a useful signal but not the primary measure. Most B2B sales cycles are 30 to 90 days, which means deals sourced during the engagement close after it ends.
What if results fall short at Day 90?
Day 90 is a structured review point, not a deadline. If outbound volume or pipeline quality is below target at the midpoint check, we identify the specific gap: wrong sequence, wrong ICP segment, wrong channel, or a sales execution issue on live calls. We adjust the component that is underperforming and continue running before the handoff. The engagement does not close on a calendar date if the system is not working.
Do you offer a guarantee?
We do not offer a money-back guarantee because the inputs on both sides matter. What we do offer: structured review points at Day 30, 60, and 90 where gaps are identified and fixed before the engagement closes. A clear exit criterion: the engagement does not close until the team is running the system independently. And a 30-day post-engagement check-in included in every engagement.
What is the ROI on a GTM engagement?
The comparison that matters most: a VP of Sales hired into a system that does not exist costs $180K to $250K per year plus equity, with a 6 to 12 month ramp before they are productive. An IGTMS engagement delivers a working system in 120 days at a fraction of that cost, and the system exists permanently. Most clients see the engagement pay back within the first two to three closed deals sourced from the outbound motion.
Want to know what Day 120 looks like for your company?
Book a 30-minute call with Mark. He will walk through your current GTM state, identify the two or three gaps that are costing the most, and tell you what a realistic outcome looks like.