# My GTM operations record

Complete this record using customer conversations, channel activity and decisions you already have. Unknowns can stay unknown.

## 1. Where this record lives

**My chosen tool:**


**Why I will update this tool:**


**Who needs access:**


**What this record owns:**


**What stays in another system:**


## 2. My state definitions

Change the labels if your buying process needs different language. Keep the customer action that moves somebody into each state.

| State | Customer action or condition | Included in my active view? |
| --- | --- | --- |
| New | Entered the record; no substantive exchange yet |  |
| Conversation started | Replied, booked a call or discussed the problem |  |
| Considering | Asked for details, discussed a purchase or involved another person |  |
| Customer | Paid or entered the agreed paid engagement |  |
| Stalled | No agreed next step, or no response after the relevant follow-up |  |
| Closed | Declined, chose another route or no longer fits the product |  |

## 3. My people and opportunities

| Person | Company, if relevant | Original source | Current state | Last meaningful interaction | Next action | Action owner | Due date | Main question or objection |
| --- | --- | --- | --- | --- | --- | --- | --- | --- |
|  |  |  |  |  |  |  |  |  |
|  |  |  |  |  |  |  |  |  |
|  |  |  |  |  |  |  |  |  |
|  |  |  |  |  |  |  |  |  |
|  |  |  |  |  |  |  |  |  |

### Optional fields for a considered B2B purchase

| Person or company | Likely value | Expected decision date | Decision-maker status | Budget status | Evidence supplied |
| --- | --- | --- | --- | --- | --- |
|  |  |  |  |  |  |
|  |  |  |  |  |  |
|  |  |  |  |  |  |

## 4. My activity and customer response

| Date | Channel | What I did | What customers did | Time or spend, if relevant | Source material |
| --- | --- | --- | --- | --- | --- |
|  |  |  |  |  |  |
|  |  |  |  |  |  |
|  |  |  |  |  |  |
|  |  |  |  |  |  |

## 5. My decisions and learning

| Decision | Evidence available at the time | Decision date | Review when | Later outcome |
| --- | --- | --- | --- | --- |
|  |  |  |  |  |
|  |  |  |  |  |
|  |  |  |  |  |

## 6. My next seven days

Include active records with a dated action due in the next seven days. Unknown dates need to remain visible until you resolve them.

| Due date | Person or company | Next action | Owner | Information needed | Complete? |
| --- | --- | --- | --- | --- | --- |
|  |  |  |  |  |  |
|  |  |  |  |  |  |
|  |  |  |  |  |  |

## 7. My weekly clean-up

| Check | Complete? | Note |
| --- | --- | --- |
| Every active record has a specific next action |  |  |
| Every next action has an owner and date |  |  |
| Inactive conversations have moved to stalled or closed |  |  |
| Missing sources are corrected or marked unknown |  |  |
| Decisions made this week are recorded |  |  |
| The seven-day action view fits the time I have available |  |  |
| New customers fit the support or delivery capacity I have available |  |  |

## 8. My automation check

Complete this before automating a repeated task.

**Task I want to automate:**


**What starts it:**


**Information it uses:**


**What it produces or changes:**


**What I review before anything changes:**


**What happens if it fails:**


## 9. My AI permissions

| AI may | AI needs my approval before | AI may never |
| --- | --- | --- |
| Summarize notes I supply | Sending a customer message | Inventing customer information |
| Suggest record updates | Changing a person’s state | Guessing deal value or budget |
| Flag missing next actions | Changing likely value or decision timing | Deciding somebody is no longer worth pursuing |
| Prepare a weekly summary | Updating a live CRM | Treating an automated send as customer response |

**My additional rules:**


## 10. Final checks

| Check | Complete? | Note |
| --- | --- | --- |
| I know which tool contains the current record |  |  |
| Every state describes an observable customer action or condition |  |  |
| Automated sends are separated from customer responses |  |  |
| Unknown information remains marked unknown |  |  |
| My next seven days contain actions I can perform |  |  |
| Customer communication remains subject to my approval |  |  |