Health
The health of the system
30 numbers worth tracking in GTM Systems, grouped by area, with precise definitions, formulas, benchmarks, and the way each one gets read wrong. Filter, or pick a area to go deep.
Data quality
I watch the CRM data that every forecast, routing rule, and comp calc reads from, because a report is only as honest as the fields under it. The failure mode is a dashboard that looks clean while duplicates split pipeline, blank keys break routing, and reps quietly stop trusting the record.
View indicators →Automation health
I own the flows, triggers, and rules that fire on every record change, and I treat them as production code even when they are declarative. The failure mode is a silent flow failure or a recursion loop that corrupts records for a week before anyone notices, because nothing throws an error a human sees.
View indicators →Integration & sync
I keep the CRM in agreement with the systems around it: marketing automation, CPQ, billing, the data warehouse, enrichment. The failure mode is a sync that fails quietly and lets two systems drift, so finance and sales quote different ARR from the same customer and nobody knows which is right.
View indicators →Adoption
I measure whether reps and CSMs actually use the system as designed, because a workflow nobody follows is worse than no workflow: it produces data that looks real and is not. The failure mode is a team that logs into the CRM, updates the one field comp reads, and does everything else in a spreadsheet on the side.
View indicators →Technical debt
I track the accumulated weight of every field, rule, and object that was added and never removed, because the org gets slower and more fragile with each one. The failure mode is a system so encrusted with orphaned fields and dormant automations that no one can change anything without breaking something they did not know was connected.
View indicators →Nothing matches that filter.