Scorecard 5 of 5 — Evaluates readiness across 13 GTM motions using composite scoring (Fit x 0.4 + Readiness x 0.3 + MENA x 0.3). Assigns PRIMARY/SECONDARY/CONDITIONAL/SKIP tiers.
Version: 3.0 — Deep Matrix Integration
Created: 2026-03-06 | Updated: 2026-03-10
Input Sources: SC1 (Project Definition), SC2 (ICP Clarity), SC3 (Market Attractiveness), SC4 (Strategy Selector), GTM Matrix
Output File: gtm-fitness.md
Execution Model: 13 MC questions --> Weight Matrix scoring --> Motion composite ranking --> Tier assignment --> 72-Hour Commitment
GTM Fitness Scoring answers one question: "Of all 13 go-to-market motions, which 2-3 should this founder activate FIRST?"
This is NOT a general marketing assessment. It's a precision instrument that combines:
Philosophy: Every founder has 2-3 motions that are natural fits and 10 that will waste their time. The scoring engine finds the natural fits by cross-referencing what the founder HAS (assets, infra, capacity) with what each motion NEEDS (prerequisites, conditions, execution requirements).
Reference files:
motions.md.scoring-rubrics.md.templates.md.SC1 (Project Definition) provides:
SC2 (ICP Clarity) provides:
SC3 (Market Attractiveness) provides:
SC4 (Strategy Selector) provides:
Before starting SC5, validate:
These are the MC questions the founder answers. Each has 4 options scored 1-4. The weight matrix determines how each answer influences each of the 13 motions.
Q0: Email List Size (q_email_list)
"How big is your email list or subscriber base?"
Why it matters: Waitlist Heat (w=3), Authority Education (w=2), Value Trust Engine (w=2) all depend on having an owned audience. Build-in-Public (w=1) and Paid VSL (w=1) benefit less.
Q1: Content Frequency (q_content_frequency)
"How often do you publish content -- articles, videos, or podcasts?"
Why it matters: Build-in-Public (w=3), Authority Education (w=3), Wave Riding (w=2), BOFU SEO (w=2) are content-dependent. Signal Sniper (w=0), LTD (w=0) don't care.
Q2: Founder Visibility (q_founder_visibility)
"Are you comfortable being the public face of your business?"
Why it matters: Build-in-Public (w=3), Authority Education (w=3), Waitlist Heat (w=2), Dream 100 (w=2), Value Trust Engine (w=2) need visible founders. Signal Sniper (w=0), LTD (w=0), Hammering-Feature (w=0) work behind the scenes.
Q3: Demo Ability (q_demo_ability)
"Can you show a clear result or transformation from your product in under 5 minutes?"
Why it matters: Outcome Demo First (w=3), LTD Cash-to-MRR (w=3), Hammering-Feature (w=2), Paid VSL (w=2). If you can't show the value quickly, demo-dependent motions fail.
Q4: Outbound Tools (q_outbound_tools)
"What outreach tools do you have set up today?"
Why it matters: Signal Sniper (w=3), 7x4x11 (w=2), Dream 100 (w=1), Outcome Demo (w=1). Infrastructure-dependent motions score zero without tooling.
Q5: Marketing Budget (q_budget)
"What is your monthly marketing and growth budget?"
Why it matters: Paid VSL (w=3), 7x4x11 (w=2), Signal Sniper (w=1), Wave Riding (w=1). Budget-heavy motions become SKIP without spend.
Q6: Network Strength (q_network)
"How strong is your network with influencers, partners, or industry leaders?"
Why it matters: Dream 100 (w=3), 7x4x11 (w=2), Waitlist Heat (w=2), Outcome Demo (w=0). Dream 100 is literally impossible without network leverage.
Q7: Deal Size (q_deal_size)
"What is your average deal size or price point per year?"
Why it matters: 7x4x11 (w=3), Signal Sniper (w=2), Outcome Demo (w=1), Paid VSL (w=1). High-touch motions like 7x4x11 only make economic sense at high ACV.
Q8: Speed to Ship (q_speed_to_ship)
"When a relevant trend or opportunity appears, how fast can you ship something?"
Why it matters: Wave Riding (w=3), LTD Cash-to-MRR (w=3), Hammering-Feature (w=3), Build-in-Public (w=2), BOFU SEO (w=2). Speed-dependent motions need founders who can ship fast.
Q9: Search Demand (q_search_demand)
"Do your target buyers actively search Google for solutions like yours?"
Why it matters: BOFU SEO (w=3), Hammering-Feature (w=3), Paid VSL (w=2), Authority Education (w=1), Wave Riding (w=1). Without search demand, SEO and paid acquisition are pointless.
Q10: Sales Capacity (q_sales_capacity)
"Do you have capacity for one-on-one sales conversations?"
Why it matters: 7x4x11 (w=3), Signal Sniper (w=3), Dream 100 (w=2), Outcome Demo (w=2). Relationship-based motions die without conversation capacity.
Q11: Event Experience (q_event_experience)
"Have you run webinars, workshops, or live events before?"
Why it matters: Waitlist Heat (w=3), Value Trust Engine (w=3), Authority Education (w=2), 7x4x11 (w=2), Dream 100 (w=1). Webinar/event-dependent motions need presenters who can perform.
Q12: MENA Focus (q_mena_focus)
"How much of your business targets the MENA region specifically?"
MENA Multiplier:
Note: Q12 does NOT feed into the weight matrix (all weights = 0). It acts as a global multiplier on the MENA dimension of every motion's composite score.
This is the heart of the scoring engine. Each cell (0-3) determines how much a question answer influences a motion's readiness score.
Q0 Q1 Q2 Q3 Q4 Q5 Q6 Q7 Q8 Q9 Q10 Q11 Q12
list cont vis demo outb budg netw deal ship srch sale evnt mena
0 Waitlist 3 1 2 1 0 1 2 0 1 0 1 3 0
1 Build-Public 1 3 3 1 0 0 1 0 2 0 0 0 0
2 Authority Ed 2 3 3 0 0 0 1 0 0 1 0 2 0
3 Wave Riding 0 2 1 1 0 1 1 0 3 1 0 0 0
4 LTD 1 0 0 3 0 0 0 0 3 1 0 0 0
5 Signal Sniper 0 0 0 0 3 1 0 2 0 1 3 0 0
6 Outcome Demo 0 0 1 3 1 0 0 1 0 0 2 0 0
7 Hammering 0 0 0 2 1 0 0 0 3 3 0 0 0
8 BOFU SEO 0 2 0 1 0 1 0 0 2 3 0 0 0
9 Dream 100 0 1 2 0 1 0 3 1 0 0 2 1 0
10 7x4x11 0 0 0 0 2 2 2 3 0 0 3 2 0
11 Value Trust 2 1 2 1 0 1 0 0 0 0 1 3 0
12 Paid VSL 1 0 0 2 0 3 0 1 0 2 0 0 0
Reading the matrix: Weight 3 = critical dependency. Weight 2 = strong influence. Weight 1 = moderate. Weight 0 = irrelevant.
Example: Signal Sniper Outbound (row 5) has weight-3 on Q4 (outbound tools) and Q10 (sales capacity). If a founder has no tools (Q4=1) and no sales capacity (Q10=1), Signal Sniper gets crushed regardless of other answers.
For complete scoring formulas, upstream bonus calculations, strategy path bonus matrix, and upstream-to-motion fit mapping, see scoring-rubrics.md.
composite = (fit x 0.4) + (readiness x 0.3) + (mena x 0.3)
Range: 0.0 to 10.0
| Tier | Composite Score | Action | Meaning |
|---|---|---|---|
| PRIMARY | >= 6.5 | Deploy now | High fit + high readiness + favorable MENA = fastest ROI path |
| SECONDARY | 5.0 - 6.4 | Build capacity | Good fit but needs some capability building = next quarter |
| CONDITIONAL | 3.5 - 4.9 | Needs prerequisites | Fit exists but gaps are real = fix gaps first, then activate |
| SKIP | < 3.5 | Deprioritize | Low fit or low readiness = not worth effort now |
| Band | Score | Meaning |
|---|---|---|
| Launch Ready | 85-100 | Strong across all dimensions -- execute the plan |
| Almost There | 70-84 | Good foundation, fill 1-2 gaps |
| Needs Work | 55-69 | Multiple capability gaps to address |
| Early Stage | 40-54 | Build fundamentals before GTM activation |
| Reset | 0-39 | Return to upstream scorecards |
Each motion has detailed intelligence (definition, real examples, win/fail conditions, MENA execution playbooks, 72-hour commitments) in motions.md.
| # | Motion | Default Fit | Base MENA | Weekly Hours |
|---|---|---|---|---|
| 0 | Waitlist Heat-to-Webinar Close | 5 | 8 | 6 |
| 1 | Build-in-Public Trust Flywheel | 4 | 5 | 4 |
| 2 | Authority Education Engine | 7 | 8 | 8 |
| 3 | Wave Riding Distribution | 4 | 5 | 3 |
| 4 | LTD Cash-to-MRR Ladder | 3 | 4 | 5 |
| 5 | Signal Sniper Outbound | 6 | 6 | 8 |
| 6 | Outcome Demo First | 7 | 8 | 5 |
| 7 | Hammering-Feature-First Launches | 5 | 5 | 6 |
| 8 | MicroSaaS BOFU SEO Strike | 6 | 5 | 6 |
| 9 | Dream 100 Strategy | 7 | 9 | 5 |
| 10 | 7x4x11 Strategy (Chet Holmes) | 5 | 7 | 10 |
| 11 | Value Trust Engine | 6 | 8 | 7 |
| 12 | Paid VSL Value Ladder | 4 | 5 | 8 |
Non-scoring diagnostic frameworks that add strategic context. Full details in scoring-rubrics.md.
| Gate | Trigger | Purpose |
|---|---|---|
| Pattern of Inaction | Founder >6 months, zero launches | Detect analysis paralysis; prescribe 72-hour rule |
| Content Systems Check | Content-dependent motion is PRIMARY | Validate sustainable content production |
| Solo Founder Bandwidth | Always applied | Cap concurrent motions by available hours |
| Pattern Interrupt Readiness | Content motion is PRIMARY/SECONDARY | Validate hook-based content capability |
| Engagement Audit | Top 3 motions | Validate engagement loop completeness |
When running this scorecard conversationally (outside the HTML):
templates.md)Total Time: 30-35 minutes (shorter than v2.0 because MC-only removes free-text wait time)
The HTML file (EO-GTM-Fitness-Scoring.html) implements the automated version. This skill provides the conversational version + strategic intelligence layer.
| Feature | HTML (Automated) | Skill (Conversational) |
|---|---|---|
| Questions | 13 MC, self-serve | 13 MC + follow-up probes |
| Scoring | Weight matrix + composite formula | Same formula + upstream data deep mapping |
| Motion intelligence | Short descriptions, howToStart | Full GTM Matrix data (examples, win/fail, MENA execution) |
| Expert gates | Not implemented | 5 diagnostic frameworks |
| Output | Results page + webhook to n8n | gtm-fitness.md file |
| Upstream integration | localStorage scores | Full upstream output analysis |
| 72-Hour commitment | Displayed on results page | Detailed with accountability mechanism |
| MENA execution | Brief notes per motion | Week-by-week playbooks |
END OF SKILL v3.0