Why Most Growth Plans Fall Apart Before Q2
Capacity Plans don’t have to fail
According to new survey data from over 200 revenue leaders, confidence in annual planning is basically gone. Only 5.4% believe their plan will hold. That means 94% walk into January already second-guessing the roadmap.
It’s not for lack of ambition. It’s a broken system.
What the data shows
• 51.1% say targets feel unrealistic
• 58.1% admit they don’t tie capacity, territory, and demand planning together
• 61.6% still plan revenue in Excel
• 64.4% rip up the plan every quarter or every month
• Up to 50% of team time gets wasted cleaning data or updating CRM manually
• Only 10.3% trust the bulk of their pipeline
• 59% lose deals because nobody follows up
• 63.6% blame market shifts for missed forecasts
This is the Growth Guess Gap. It’s the space between what’s on the board and what actually closes. Most teams are planning with duct tape and praying for consistency.
What leaders say they want
Across the board, revenue leaders are asking for the same thing:
One system to tie together demand, headcount, and territory planning
Real-time visibility into pipeline risk and KPI drift
Scenario models that run faster than the quarter slips away
A single operating layer for sales, marketing, and CS
They’re tired of guessing. They want clarity, flexibility, and control.
How I help close the gap
At GTM Harmony, I work directly with growth-stage SaaS companies to build capacity-driven operating models that actually hold.
We tie together:
• Demand gen targets that match realistic pipeline coverage
• Headcount and capacity plans that drive productivity, not bloat
• Territory and segment assignments based on conversion math, not gut feel
• AI-enhanced forecasting that surfaces drift before it torches the quarter
The result: growth plans you can trust, and the operating discipline to hit them.
Need your revenue plan to hold up this year?
If you’re tired of rewriting the playbook every quarter, let’s talk.
Drop me a message or visit gtmharmony.com/contact to schedule a working session.
No fluff. No templates. Just a smarter way to run the go-to-market machine.
