Gtm Fitness Scoring Engine

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:

• For detailed motion evaluations (definitions, examples, win/fail, MENA playbooks), see motions.md.
• For detailed scoring rubrics, upstream bonus calculations, and expert framework gates, see scoring-rubrics.md.
• For output templates and examples, see templates.md.

2. PREREQUISITES -- UPSTREAM DATA CONTRACT

Required Upstream Scorecards

SC1 (Project Definition) provides:

• Niche definition (3-level: industry --> segment --> pain)
• Positioning statement (who + what + why different)
• Geography (MENA-first, global, US-first)
• ACV range and product scope
• Brand voice and attractive character type

SC2 (ICP Clarity) provides:

• ICP profile (who, title, company size, buying behavior)
• Top 10 pain statements (ranked by severity)
• Top 10 pleasure statements (ranked by desire)
• Congregation points (where ICP gathers: LinkedIn groups, events, communities)
• Payment method and budget range
• Hero Journey stage (Brunson framework)

SC3 (Market Attractiveness) provides:

• Pain reality evidence (how real and urgent is the problem)
• Purchasing power (can ICP actually pay)
• ICP accessibility (how easy to reach)
• Market growth signals (expanding, flat, contracting)
• Competitive landscape density

SC4 (Strategy Selector) provides:

• Primary strategy path: Replicate & Localize | Consulting-First SaaS | Boring Micro-SaaS | Hammering Deep
• Founder archetype (1 of 8)
• Core skill, capital range, weekly hours available, risk tolerance
• Attractive character mapping (Reporter | Leader | Reluctant Hero | Adventurer)

Pre-Assessment Checks

Before starting SC5, validate:

1. All 4 upstream scorecards completed (SC1-SC4 scores available in localStorage)
2. If any upstream score < 40 (RESET band): flag warning -- GTM assessment may be premature
3. Load upstream scores to calculate fit bonuses and strategy path bonuses

3. THE 13 ASSESSMENT QUESTIONS

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.

YOUR ASSETS (Q0-Q2)

Q0: Email List Size (q_email_list) "How big is your email list or subscriber base?"

• No list yet (1)
• Under 500 subscribers (2)
• 500 to 2,000 subscribers (3)
• Over 2,000 subscribers (4)

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?"

• Rarely or never (1)
• Once a month or less (2)
• Weekly (3)
• Multiple times per week (4)

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?"

• Not at all (1)
• Somewhat (2)
• Yes -- I regularly show up on social media (3)
• Absolutely -- I am already building a personal brand (4)

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.

YOUR PRODUCT (Q3-Q4)

Q3: Demo Ability (q_demo_ability) "Can you show a clear result or transformation from your product in under 5 minutes?"

• No -- value takes time to show (1)
• Partially -- some features show quick wins (2)
• Yes -- I have a solid demo or walkthrough (3)
• Absolutely -- the result is instantly visible and impressive (4)

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?"

• Nothing set up yet (1)
• Basic -- just a CRM or basic email (2)
• Decent stack -- email sender + LinkedIn + CRM (3)
• Full stack -- multi-channel outbound already running (4)

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.

YOUR INFRASTRUCTURE (Q5-Q7)

Q5: Marketing Budget (q_budget) "What is your monthly marketing and growth budget?"

• Under $500/month (1)
• $500 to $2,000/month (2)
• $2,000 to $5,000/month (3)
• Over $5,000/month (4)

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?"

• Very weak (1)
• Some contacts (2)
• Good network (3)
• Strong -- 20+ active relationships (4)

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?"

• Under $500/year (1)
• $500 to $2,000/year (2)
• $2,000 to $10,000/year (3)
• Over $10,000/year (4)

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.

YOUR MARKET (Q8-Q10)

Q8: Speed to Ship (q_speed_to_ship) "When a relevant trend or opportunity appears, how fast can you ship something?"

• Weeks to months (1)
• About a week (2)
• A few days (3)
• Same day or next day (4)

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?"

• No -- they don't know they need it yet (1)
• Some search -- but low volume (2)
• Yes -- clear search demand exists (3)
• High volume with strong buying intent (4)

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?"

• No -- everything needs to be self-serve (1)
• Limited -- a few calls per week (2)
• Moderate -- 10 to 20 calls per week (3)
• Strong -- dedicated sales team or high capacity (4)

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.

YOUR CAPACITY (Q11)

Q11: Event Experience (q_event_experience) "Have you run webinars, workshops, or live events before?"

• Never (1)
• Once or twice (2)
• Several times -- I know the format well (3)
• Regularly -- it is part of how I sell (4)

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.

YOUR MARKET -- MENA (Q12)

Q12: MENA Focus (q_mena_focus) "How much of your business targets the MENA region specifically?"

• MENA is not my focus at all (1)
• Some MENA but mostly global/US (2)
• MENA is a primary market (3)
• MENA-only or MENA-first (4)

MENA Multiplier:

• Not focused (1) --> 0.3x MENA score
• Some MENA (2) --> 0.6x MENA score
• Primary market (3) --> 1.0x MENA score
• MENA-only (4) --> 1.2x MENA score

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.

4. THE WEIGHT MATRIX

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.

5. SCORING ENGINE -- SUMMARY

For complete scoring formulas, upstream bonus calculations, strategy path bonus matrix, and upstream-to-motion fit mapping, see scoring-rubrics.md.

Composite Score Formula (per motion)

composite = (fit x 0.4) + (readiness x 0.3) + (mena x 0.3)
Range: 0.0 to 10.0

Motion Tier Assignment

Score Bands (Overall 0-100)

6. THE 13 GTM MOTIONS -- OVERVIEW

Each motion has detailed intelligence (definition, real examples, win/fail conditions, MENA execution playbooks, 72-hour commitments) in motions.md.

7. EXPERT FRAMEWORK GATES -- SUMMARY

Non-scoring diagnostic frameworks that add strategic context. Full details in scoring-rubrics.md.

8. CLAUDE EXECUTION FLOW

When running this scorecard conversationally (outside the HTML):

1. Load Upstream Data (2 min): Confirm SC1-SC4 are complete; load scores and key outputs
2. Run Pattern of Inaction Check (1 min): Validate execution history
3. Ask 13 MC Questions (10 min): Present each question with context; record answers
4. Compute Scores (auto): Apply weight matrix, upstream bonuses, strategy path bonuses, MENA multiplier
5. Rank All 13 Motions (auto): Sort by composite score; assign tiers
6. Apply Expert Gates (5 min): Content Systems Check, Bandwidth Calculator, Pattern Interrupt Readiness, Engagement Audit
7. Generate Motion Intelligence (5 min): For top 3 motions, pull GTM Matrix intelligence (examples, win/fail, MENA execution guide)
8. Assign 72-Hour Commitment (2 min): Tied to PRIMARY motion
9. Generate Output File (3 min): Complete gtm-fitness.md (see templates.md)
10. Present Results (5 min): Show primary motions, 90-day plan, capability gaps

Total Time: 30-35 minutes (shorter than v2.0 because MC-only removes free-text wait time)

9. CROSS-REFERENCE: HTML SCORING vs. SKILL SCORING

The HTML file (EO-GTM-Fitness-Scoring.html) implements the automated version. This skill provides the conversational version + strategic intelligence layer.

END OF SKILL v3.0