GTM Motion Gaps Worksheet

What this page shows you

This worksheet walks the five stages of your customer journey and, for each one, sets the current state against a future state. The five stages are Awareness, Consideration, Activation, Expansion and Retention. A gap is simply the distance between where a stage is today and where you want it to be: the bigger the gap, the more room a partner has to help. Alongside each gap it captures the capabilities or partners you would need to close it. GTM here just means go-to-market: how you take your product to customers.

Why it matters

Partnerships are most valuable when they solve a real problem in how you win and serve customers. Laying the journey out stage by stage shows exactly where the gaps are, so partners get pointed at genuine needs rather than added for their own sake. It turns "we should do more with partners" into "here is the specific gap a partner would close".

How to use it

Read each stage as a before and after: where you are today, where you want to be, and what would bridge that gap. The capabilities and partners listed against each gap become useful input to your opportunity mapping later. This worksheet is read-only for you: your consultant builds it with you during the workshop, and you see the finished result. You can download it as a PDF.