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).

PREREQUISITES — UPSTREAM DATA CONTRACT

Required Upstream Scorecards:

• SC1 (Project Definition): Niche, positioning, geography, ACV, brand voice
• SC2 (ICP Clarity): Buyer profile, pain points, congregation points, budget, hero journey stage
• SC3 (Market Attractiveness): Pain reality, purchasing power, ICP accessibility, market growth, competition density
• SC4 (Strategy Selector): Strategy path, founder archetype, skill, capital, hours, risk tolerance

Pre-Assessment Check:

1. Validate all 4 upstream scorecards completed
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

Read references/weight-matrix.md for upstream bonus calculation formula and strategy path bonus matrix.

THE 13 ASSESSMENT QUESTIONS (Q0-Q12)

Founder answers 13 multiple-choice questions (4 options, scored 1-4). Weight matrix determines how each answer influences each motion's readiness score.

Your Assets (Q0-Q2)

Q0: Email List Size

• No list yet (1) | Under 500 (2) | 500-2,000 (3) | Over 2,000 (4)
• Critical for: Waitlist Heat (w=3), Authority Education (w=2), Value Trust Engine (w=2)

Q1: Content Frequency

• Rarely/never (1) | Once a month (2) | Weekly (3) | Multiple/week (4)
• Critical for: Build-in-Public (w=3), Authority Education (w=3), Wave Riding (w=2), BOFU SEO (w=2)

Q2: Founder Visibility

• Not at all (1) | Somewhat (2) | Regular social (3) | Already building personal brand (4)
• Critical for: Build-in-Public (w=3), Authority Education (w=3), Waitlist Heat (w=2), Dream 100 (w=2), Value Trust (w=2)

Your Product (Q3-Q4)

Q3: Demo Ability

• No — value takes time (1) | Partially (2) | Solid demo (3) | Instantly impressive (4)
• Critical for: Outcome Demo First (w=3), LTD Cash-to-MRR (w=3), Hammering-Feature (w=2), Paid VSL (w=2)

Q4: Outbound Tools

• Nothing (1) | Basic CRM/email (2) | Email + LinkedIn + CRM (3) | Full stack (4)
• Critical for: Signal Sniper (w=3), 7x4x11 (w=2), Dream 100 (w=1)

Your Infrastructure (Q5-Q7)

Q5: Marketing Budget

• Under $500/month (1) | $500-2K (2) | $2K-5K (3) | Over $5K (4)
• Critical for: Paid VSL (w=3), 7x4x11 (w=2), Signal Sniper (w=1), Wave Riding (w=1)

Q6: Network Strength

• Very weak (1) | Some contacts (2) | Good network (3) | 20+ active relationships (4)
• Critical for: Dream 100 (w=3), 7x4x11 (w=2), Waitlist Heat (w=2)

Q7: Deal Size

• Under $500/year (1) | $500-2K (2) | $2K-10K (3) | Over $10K (4)
• Critical for: 7x4x11 (w=3), Signal Sniper (w=2), Outcome Demo (w=1), Paid VSL (w=1)

Your Market (Q8-Q10)

Q8: Speed to Ship

• Weeks/months (1) | About a week (2) | Few days (3) | Same day (4)
• Critical for: Wave Riding (w=3), LTD (w=3), Hammering-Feature (w=3), Build-in-Public (w=2)

Q9: Search Demand

• None — don't know they need it (1) | Some — low volume (2) | Yes — clear demand (3) | High volume + intent (4)
• Critical for: BOFU SEO (w=3), Hammering-Feature (w=3), Paid VSL (w=2)

Q10: Sales Capacity

• None — self-serve only (1) | Limited — few calls/week (2) | Moderate — 10-20/week (3) | Strong — dedicated sales (4)
• Critical for: 7x4x11 (w=3), Signal Sniper (w=3), Dream 100 (w=2), Outcome Demo (w=2)

Your Capacity (Q11)

Q11: Event Experience

• Never (1) | Once/twice (2) | Several times (3) | Regularly (4)
• Critical for: Waitlist Heat (w=3), Value Trust Engine (w=3), Authority Education (w=2), 7x4x11 (w=2)

Your MENA Focus (Q12)

Q12: MENA Focus

• Not at all (1) | Some MENA (2) | Primary market (3) | MENA-only (4)
• MENA Multiplier: 1→0.3x | 2→0.6x | 3→1.0x | 4→1.2x
• Note: Q12 does NOT feed into weight matrix. It acts as global multiplier on MENA dimension of every motion.

SCORING ENGINE

Motion Readiness Score

readinessRaw = SUM(answer_value[q] × weight[motion][q]) for q=0..11
readinessMax = SUM(4 × weight[motion][q]) for all q
readiness = (readinessRaw / readinessMax) × 10

Motion Fit Score

fit = defaultFit + upstreamFitBonus + strategyPathBonus
fit = min(10, fit)  // cap at 10

Upstream Fit Bonus: +0.5 per upstream scorecard (SC1-SC4) > 70. Maximum +1.6 Strategy Path Bonus: +0-3 per motion based on SC4 strategy path. See references/weight-matrix.md

Motion MENA Score

mena = min(10, baseMena × menaMultiplier)

Where menaMultiplier = [0.3, 0.6, 1.0, 1.2] based on Q12.

Composite Score (per motion)

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

Motion Tier Assignment

Overall Score (0-100)

raw = ((sum_of_answers - num_answered) / (num_answered × 3)) × 85
bonus = SC1>70?+3:0 + SC2>70?+3:0 + SC3>70?+2:0 + SC4>70?+2:0
bonus += Q12≥3?+3:(≥2?+1:0)
overall = min(100, max(0, round(raw + bonus)))

Score Bands

THE 13 SMOrchestra GTM MOTIONS — DEEP INTELLIGENCE

Before assessing motions, read references/motion-definitions.md and references/weight-matrix.md for:

• Detailed definition of each motion + best-fit conditions
• Real examples (Copy.ai, Jasper AI, Slack, Notion, etc.)
• Win/fail patterns + MENA execution playbooks
• Critical weight dependencies + 72-hour launch commitments

MOTION QUICK REFERENCE

For full definitions, examples, and MENA playbooks, read references/motion-definitions.md

WEIGHT MATRIX (13x13)

                   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

Weight Legend: 3=critical | 2=strong influence | 1=moderate | 0=irrelevant Full matrix logic and upstream bonus formulas in references/weight-matrix.md

EXPERT FRAMEWORK GATES

Expert gates add diagnostic context to recommendations. They don't change scores but may reorder priorities, add prerequisites, or trigger interventions.

Five Gates Applied:

1. Pattern of Inaction Check — If founder has been working >6 months with zero launches
2. Content Systems Check — If any content motion (Authority, Build-Public, Wave Riding) = PRIMARY
3. Solo Founder Bandwidth Calculator — Applied to all motions
4. Pattern Interrupt Readiness — If content motion = PRIMARY or SECONDARY
5. Engagement Audit — Applied to top 3 motions

For full gate details, diagnostic criteria, and intervention output, read references/expert-gates.md

MOTION TIERING LOGIC

PRIMARY Motions (Deploy Now)

Criteria:

• Composite score >= 6.5
• Sum of top 2-3 motion scores represents fastest path to revenue
• Founder has or can quickly build required assets
• 72-hour launch feasible

Action: Activate within 72 hours. Target revenue/customer traction in 30 days.

SECONDARY Motions (Build Capacity)

Criteria:

• Composite score 5.0-6.4
• Good fit but missing some capability or infrastructure
• Should be sequenced after PRIMARY is stabilized (weeks 5-8)

Action: Plan capacity building. Launch after PRIMARY shows traction.

CONDITIONAL Motions (Fix Gaps First)

Criteria:

• Composite score 3.5-4.9
• Potential fit but critical gaps are real
• Requires 4-12 weeks of capability/infrastructure building

Action: Define gap-closing plan. Revisit in Q3-Q4.

SKIP Motions (Deprioritize)

Criteria:

• Composite score < 3.5
• Low fit or impossible readiness given current profile
• Not worth founder's effort

Action: Deprioritize. Revisit if founder's situation materially changes.

72-HOUR LAUNCH COMMITMENT

Each PRIMARY motion includes specific 72-hour action items. Founder should commit to one ACTION (not "planning") per 24-hour block:

• Hour 0-24: [First action — deliverable, not discussion]
• Hour 24-48: [Second action — moves the motion forward]
• Hour 48-72: [Third action — completes initial setup]

Why 72 hours? Founders who don't activate within 3 days rarely execute. Momentum is everything.

Calendar reminder: Set 72-hour follow-up call to confirm completion.

OUTPUT FILE STRUCTURE

Output file: gtm-fitness.md

Sections: (See references/output-template.md for full template)

1. Overall assessment & score band
2. Warnings & prerequisites (from expert gates)
3. All 13 motions ranked (composite score + tier)
4. PRIMARY motions (deep dive: why works, gaps, 72-hour, 30-day, MENA adaptations)
5. SECONDARY motions (with capacity-building plan)
6. CONDITIONAL motions (with gap-closing plan)
7. SKIP motions (why not now)
8. 72-hour commitment detail
9. 90-day motion sequence
10. MENA execution adaptations
11. Re-assessment triggers

EXECUTION CHECKLIST

Phase 1: Load Upstream Scores

• Retrieve SC1, SC2, SC3, SC4 scores; confirm all present
• Calculate upstreamFitBonus: +0.5 per SC > 70 (max +1.6)
• Load strategy path bonus matrix from SC4 selection

Phase 2: Administer 13 MC Questions (Q0-Q12)

• Present by category group (Assets Q0-Q2, Product Q3-Q4, Infrastructure Q5-Q7, Market Q8-Q10, Capacity Q11, MENA Q12)
• Collect 4-option answers (scored 1-4 each)
• Store all answers for Phase 3 calculation

Phase 3: Score All 13 Motions

• For each motion (0-12), calculate:
  • readiness = (readinessRaw / readinessMax) × 10
  • fit = defaultFit + upstreamFitBonus + strategyPathBonus (cap at 10)
  • mena = baseMena × Q12Multiplier
  • composite = (fit × 0.4) + (readiness × 0.3) + (mena × 0.3)
• Assign tier: PRIMARY (≥6.5) / SECONDARY (5.0-6.4) / CONDITIONAL (3.5-4.9) / SKIP (<3.5)
• Calculate overall score (0-100) with raw + bonuses + MENA bonus

Phase 4: Apply Expert Gates (From references/expert-gates.md)

• Pattern of Inaction Check: High scores but zero launches → Flag founder
• Content Systems Check: If content motion = PRIMARY, verify system in place
• Solo Founder Bandwidth: Sum PRIMARY motion hours vs. founder availability
• Pattern Interrupt Readiness: If content PRIMARY, confirm hooks exist
• Engagement Audit: Top 3 motions, check 3-4/4 hook components

Phase 5: Rank Motions & Detail PRIMARY

• Sort all 13 motions by composite score (highest first)
• For each PRIMARY motion:
  • Why it works: Map to founder assets + market conditions
  • Gaps: Missing prerequisites; how to close in 72 hours
  • 72-hour commitment: 3 specific actions (day 1, day 2, day 3)
  • 30-day traction goal: Quantified outcome
  • MENA adaptation: Country-specific playbook (WhatsApp, payment, language)
• For SECONDARY/CONDITIONAL: List capacity-building or gap-closing plan

Phase 6: Generate Output

• Create gtm-fitness.md using references/output-template.md
• Populate: overall score + band, all 13 motions ranked, expert gate warnings
• Include: 72-hour commitment detail + 90-day motion sequence + MENA adaptations

Phase 7: Handoff & 72-Hour Commitment

• Display score, band, PRIMARY motions, readiness gaps
• Highlight 72-hour commitment: "Pick ONE PRIMARY motion. Complete these 3 actions in 3 days."
• Offer 72-hour follow-up call: "Let's confirm execution on Day 4"
• Message: "SC5 complete. All 5 scorecards done. Ready for /eo brain ingestion or web dashboard."

CROSS-REFERENCE: HTML SCORING vs. SKILL SCORING

The HTML dashboard in the EO platform and this SKILL operate on same logic:

• Same upstream data contract (SC1-SC4 required)
• Same weight matrix (169 weighted connections)
• Same motion defaults (fit, MENA, hours)
• Same scoring formula (readiness × readinessMax, composite calc)
• Same tier assignment (PRIMARY >= 6.5, etc.)

Difference:

• HTML dashboard: Real-time UI, interactive matrix, visual scoring
• SKILL: Prose-based, narrative context, expert gates, output file generation

Both produce same final scores. Use whichever format suits founder workflow.

REFERENCES FOLDER STRUCTURE

All heavy content moved to references/ directory:

1. motion-definitions.md (12K words)

   • Full definition of all 13 motions
   • Real examples + case studies
   • Win/fail patterns
   • MENA execution playbooks
   • Critical weight dependencies

2. weight-matrix.md (5K words)

   • Full 13×13 weight matrix
   • Upstream bonus calculations
   • Strategy path bonus matrix
   • Upstream data-to-motion mapping
   • Motion scoring priority model

3. expert-gates.md (4K words)

   • Gate 1-5 detailed criteria
   • Diagnostic frameworks
   • Intervention output templates
   • Gate application decision tree

4. output-template.md (3K words)

   • Full gtm-fitness.md template
   • Variable insertion points
   • Section-by-section guidance
   • Output variations (quick summary, deep dive, dashboard)

Point founders here for deep content. Keep SKILL.md under 480 lines.

SKILL v3.0 — End

Questions? Refer to references/ folder or contact Mamoun Alamouri (@MamounAlamouri).