Make your company more attractive, more distinctive, more chosen.
By measurement, not intuition.
The GTM NEXUS 360® White Paper
The mechanisms of attractiveness of the company.
📕Chapter 5: Glossary - Sources & References
🧩 GLOSSARY
Understanding GTM NEXUS 360®
10 essential terms for mastering the methodology
🎯 GTM (Go-To-Market)
Operational strategy defining how to bring your products/services to market and sell them to target customers.
- Example: New product launch plan with channels, messages, and timeline
👥 ICP (Ideal Customer Profile)
Profile of the ideal customer who best meets your value proposition.
- Example: Mid-sized company (50-200 employees), technology sector, revenue €10-50M, need for digitalization
💰 CAC (Customer Acquisition Cost)
Average amount spent to acquire a new customer, an indicator of marketing effectiveness.
- Calculation: Total Marketing Budget ÷ Number of New Customers
🌱 ESG (Environmental, Social, Governance)
Non-financial criteria integrated into the overall performance of the company.
- Example: CO₂ reduction, team diversity, financial transparency
📊KPI (Key Performance Indicator)
Key indicator measuring progress towards a strategic objective.
- Example: Appointment conversion rate, customer NPS, marketing ROI
⭐ NPS (Net Promoter Score)
Measuring the likelihood of customers recommending your brand (scale 0-10).
- Calculation: % Promoters (9-10) - % Detractors (0-6)
🔄 Flywheel (Flywheel effect)
Growth model based on a self-sustaining cycle of attraction, conversion, retention and referral.
Each action amplifies the others, creating a self-reinforcing momentum.
🤖 AI-Driven
An approach using artificial intelligence to optimize marketing and sales processes.
- Example: Automated lead scoring, sentiment analysis, chatbots
📈 ROI (Return on Investment)
Return on investment measuring the financial efficiency of an action.
- Calculation: (Profit - Cost) ÷ Cost × 100
🎪 PMF (Product-Market Fit)
A perfect match between your product and the needs of the target market.
- Only 10% of startups achieve this in the first 2 years
🎓 Scientific sources and references
GTM NEXUS 360® Methodological Innovation
The hybrid approach of 70% AI + 30% personalized advice is based on a synthesis of the best academic and operational practices, offering French mid-sized companies a scientifically rigorous and economically accessible methodology.
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Analysis period: last 12 rolling months
Sources:
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47 academic references, 15 specialized institutes, 25 technological tools
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