GTM planning & capacity

Planning is where the number becomes a plan: how many reps, in which segments, ramping when, to produce the target. It is the math that connects strategy to headcount.

Capacity to target

Work backward from the target: required bookings, divided by productivity per ramped rep, adjusted for ramp and attrition, gives required capacity. If the capacity you can afford cannot produce the target, that is a planning conversation to have before the year starts, not during it.

Ramp and segments

Model ramped vs. ramping reps separately, and plan segment strategy (who you sell to and how coverage differs by segment). The ICP definition set here is the same one Engineering inherits for fit scoring.

Scenario planning

Build the plan in scenarios with finance: conservative, plan, and stretch. A single-point plan is a plan that is always wrong; a range lets you react as the year unfolds.