The First 90 Days
Find the bottleneck. Then prove the fix.
The first quarter is about understanding where growth is getting stuck, deciding what matters most, and getting the first fix working.
01Days 1–30
Understand the business
- Sit with sales, CS, marketing, product, and finance. Understand where revenue is getting stuck and what the business already knows about it.
- Read the pipeline honestly — sourced, influenced, stalled — before proposing anything.
- Talk to the top customers and recent losses. Those conversations usually tell you where the real friction is.
- Play back what I heard. Correct what I got wrong.
02Days 31–60
Choose the constraint
- Identify the two or three issues holding growth back — then decide which one matters most.
- Clarify ownership, decision rights, and the cadence needed to move it.
- Design the fix — commercialization, GTM, RevOps, AI, or whatever the business actually needs. Then determine what it will take to get it working.
- Simplify the operating cadence so the team spends its time making decisions, not sitting in meetings.
03Days 61–90
Build and prove the fix
- Launch the first fix end-to-end. Small enough to move quickly, real enough to measure.
- Establish the first measurable result and put a number behind the opportunity.
- Turn what we learn into a 12-month commercial plan with clear priorities, milestones, and owners.
- Establish the operating rhythm, ownership, and leadership required to keep building from it.
By day 90, we should know what is working, what still needs to change, and what the business needs next.
What comes next