GTM Diligence Glossary

The terms that matter when you are evaluating a company's commercial execution capability. Written from the perspective of someone who sits across the table from management teams during diligence, not from a textbook.

Where a term connects to a provider comparison on GTM Diligence, you'll find a link at the bottom of the entry.

C

• Commercial Due Diligence — the work that tells you whether a company's revenue will keep happening after you buy it

F

• Founder Dependency — the risk that revenue walks out the door with one person

Q

• Quality of Revenue — not all dollars are equal; this analysis tells you which ones are durable

S

• Sales Process Maturity — whether the company has a real sales process or just talented individuals

V

• Value Creation Plan — the operating thesis for how you will grow the business post-close