Question 1

Who is the Buyer Flywheel designed for?

Accepted Answer

It is designed for Growth GTM teams in B2B SaaS where Marketing, Sales, CS and Product operate on different buyer definitions. This misalignment creates Marketing Lag.

Question 2

What problem does the Buyer Flywheel solve?

Accepted Answer

It solves Marketing Lag. Marketing Lag appears when buyer movement is faster than GTM decision updates. Calibration removes this delay.

Question 3

What metrics matter in this system?

Accepted Answer

SQL and Conversion. These two metrics confirm whether calibration is accurate. All other metrics are secondary.

Question 4

What is the Buyer Flywheel?

Accepted Answer

It is a correction layer that keeps GTM aligned to buyer movement. It enforces a loop of Signals, Calibration and Feedback.

Question 5

How is this different from Buyer-Led GTM?

Accepted Answer

Buyer-Led GTM governs timing. The Buyer Flywheel governs accuracy. Timing without accuracy still creates drift.

Question 6

How is this different from traditional marketing or GTM?

Accepted Answer

Traditional GTM optimizes activity. The Buyer Flywheel optimizes learning speed. Decisions improve only when calibrated to buyer signals.

Question 7

What are the pillars of the system?

Accepted Answer

Signals identify reality. Calibration aligns every vertical to one buyer definition. Feedback verifies accuracy and exposes drift.

Question 8

What is the 1-1-1 Calibration protocol?

Accepted Answer

One signal. One cohort. One controlled change. This isolates variables so buyer echo can be read cleanly.

Question 9

Why does 1-1-1 Calibration matter?

Accepted Answer

It removes ambiguity. If Conversion moves, the change caused it. If it does not, the assumption fails. There is no guesswork.

Question 10

How do we know if calibration worked?

Accepted Answer

Buyer echo must confirm the interpretation and SQL plus Conversion must lift. Without both, calibration is invalid.

Question 11

What is the rule for the 30-day calibration cycle?

Accepted Answer

Run one full cycle. If SQL and Conversion do not improve, the assumption is rejected and replaced.

Question 12

What happens when a calibration test fails?

Accepted Answer

Revert the change. Hold the assumption. Retest only when new buyer signals justify it.

Question 13

What emotional position does this system address?

Accepted Answer

It replaces repeated drift with a learning loop that creates clarity in decision making.

Question 14

What is the Buyer Flywheel not?

Accepted Answer

It is not a tactic. It is not a campaign. It is not a GTM identity. It is the operating system that governs alignment.

Question 15

Why is the system learning-focused?

Accepted Answer

Buyer behavior changes faster than internal planning cycles. Systems that do not learn drift by default.

Question 16

How should leadership interpret revenue in this model?

Accepted Answer

Revenue is downstream of accuracy. SQL and Conversion show alignment in real time.

Question 17

What do executives expect when adopting the Buyer Flywheel?

Accepted Answer

They expect system correction that appears in SQL and Conversion rather than vanity metrics.

What is Calibration?

What Calibration Does.

System Rule.

3 Faults

Calibration Law.