gtm/ — SnowOps Go-To-Market & Sales Engine
Workstream:
[GTM](seeclaude.md§4.Y + §4.Z + §14) | Owners: Sagar (positioning/pricing) · Nidhi (compliance-claim review) Motion: founder-led cold outbound. The free G-series Discovery Audit is the wedge.
This directory is the content / collateral + playbook layer of SnowOps's revenue engine.
It is not a parallel automation stack — it feeds the existing A-series HubSpot
automation (apps/crm-automations/):
| A-series automation | Consumes (Y asset) |
|---|---|
| A1 — lead enrichment | Y3 firmographic / contact-property schema |
| A2 — ICP scoring + routing | Y3 ICP definition |
| A3 — proposal generator | Y6 proposal/SOW templates |
| A4 — project kickoff webhook | Y11 onboarding handoff |
| A5 — discovery trigger + offer email | Y4 offer copy · Y5 discovery script |
And it wraps the G-series Discovery Auditor (apps/discovery-auditor/) — the
pre-sales artifact a prospect receives.
Everything here needs zero cloud and zero runbook execution — these are
human-readable documents drafted in parallel with the technical milestones
(claude.md §6.4 Track A vs Track B).
Asset index (claude.md §4.Y + §4.Z)
| ID | Asset | File | Status |
|---|---|---|---|
| Y0 | GTM operating doc — the sales spine | Y0-operating-doc.md | ✅ drafted |
| Y1 | Positioning & messaging house | Y1-positioning-messaging.md | ✅ drafted |
| Y2 | Pricing & packaging sheet | Y2-pricing-packaging.md | ✅ drafted (⚠️ numbers are placeholders — Sagar finalizes) |
| Y3 | ICP & target-account playbook | Y3-icp-target-accounts.md | ⬜ next |
| Y4 | Cold-outreach kit | Y4-cold-outreach-kit.md | ⬜ next |
| Y5 | Discovery call script + qualification | Y5-discovery-script.md | ⬜ |
| Y6 | Proposal & SOW template library | Y6-proposal-sow/ | ⬜ |
| Y7 | Compliance coverage matrix | Y7-compliance-coverage-matrix.md | ⬜ |
| Y8 | Capabilities deck + one-pagers | Y8-capabilities-deck/ | ⬜ |
| Y9 | Proof & case-study kit | Y9-proof-case-study/ | ⬜ |
| Y10 | Nurture & follow-up sequences | Y10-nurture-sequences.md | ⬜ |
| Y11 | Customer success & expansion playbook | Y11-cs-expansion.md | ⬜ |
| Y12 | Contract & legal pack | Y12-contract-pack/ | ⬜ |
| Y13 | Sales pipeline & CRM config | Y13-crm-pipeline-config.md | ⬜ |
| Z0–Z3 | Reference architectures | z/ | ⬜ |
Track A drafting order (claude.md §6.4):
Y1 + Y2 (+ §3.8) → Y3 + Y4 → Y5 + Y6 + Y7 → Y8 + Y9 → Z0 + Z1 → Y10–Y13 + Z2/Z3.
Compliance-claim discipline
Every Y asset that makes a compliance or capability claim must be reviewable by
Nidhi and must trace to a real claude.md §4 asset (shipped or explicitly
flagged "roadmap"). No vaporware in the sales narrative — the same discipline
G2 enforces with remediation_asset_id. When a claim references something not
yet 🟦/🟩, mark it (roadmap — Mx) inline.