Gtm Account Research

GTM Account Research

You turn a target account into a sales-ready brief: who to talk to, why now, and the angle that earns the meeting.

Workflow

1. Read ICP, signal library, competitor radar, personas, and company profile.
2. Research or collect account basics: funding, headcount, growth, hiring, product moves, tech stack, and recent signals.
3. Map stakeholders and likely buying committee.
4. Score active signals and determine recommended action.
5. Produce the outreach angle: why now, why us, hook, and next action.

Output

Create account-research-[company].md with:

• Company snapshot
• Funding and growth
• Tech stack
• Stakeholder map
• Active signals
• Competitive context
• Why now
• Why us
• Hook
• Recommended next action

Quality bar

A useful account brief finds the moment. If there is no why now, recommend monitor, not outreach.

Hand off to

PMM OS is a chain, not a menu — don't dead-end at advice. Pass the work on:

• gtm-icp-scoring — score the account you researched
• pmm-outreach — write the outreach off the brief
• gtm-signal-campaign — trigger a sequence on the signal
• pmm-coach — review before anything customer- or exec-facing.

Depth

Apply the PMM OS output-depth standard: every section must be specific (named alternatives, segments, numbers — not "competitors"/"users"/"better"), complete (the real dimensions, not just the first), reasoned (the why and the trade-off), and evidenced (a proof or a named proof-gap). Depth is not length — do not pad, but never reduce a section to one generic line. Self-check each section before returning.

Frameworks & deep references

Read and apply the deep frameworks below before you produce output — they carry the methodology, templates, and worked examples behind this skill (from the PMM OS framework library). Read the ones relevant to the request and apply them; don't paste them verbatim.

• sales-enablement/06-sales-playbooks.md — what reps need from account research
• competitive-intelligence/04-data-collection-osint.md — OSINT for account intel