ANNUAL GTM PLANNING
Q4 means closing 2026 while planning 2027. Doing both well is the hard part.
In Q4, you're trying to hit this year's number while setting next year's priorities, targets, budgets and headcount. It’s also when 2026 is giving you the clearest read on what’s working and which assumptions need to change.
We've been in that seat. Acton Hunter helps B2B SaaS leadership teams use 2026 performance data to build the 2027 GTM plan, while your team stays focused on closing the year.
Where an outside perspective helps
Annual planning gets harder when the people building the plan are also accountable for the choices inside it. We bring an independent view across the GTM team, pressure-test the numbers and priorities, and help identify gaps or risks before the plan is locked.
Growth priorities. Where growth will come from in 2027.
Investment choices. Where budget and resources need to shift.
Performance expectations. What holds, what changes and what needs to improve.
Capacity and ownership. Whether the team can deliver the plan, and who owns the major outcomes.
Execution and measurement. What gets done, tracked and reviewed through the year.
What goes into the plan
A documented 2027 GTM plan with clear priorities and owners
Quarterly revenue and pipeline requirements tied to the 2027 target
Budget and capacity aligned to the growth plan
A cadence for reviewing performance and adjusting through the year
What you leave with
4 to 6 weeks
3 to 4 working sessions with GTM leaders
Review of plans, performance data and key inputs
Analysis and drafting completed between sessions
Start by early November to have the plan in place for January
Engagement structure
2027 plan already done?
Get an independent senior read before you lock it.
We’ll review the plan, challenge the assumptions and flag any gaps or risks before it’s locked.
Planning 2027 while closing 2026?
Build a stronger 2027 GTM plan without pulling your team away from Q4.