FAQs.

Because any system worth building deserves to be questioned.

Q1. Who is the Buyer Flywheel designed for?

Teams in Growth GTM where Marketing, Sales, CS, and Product operate on different buyer definitions. When each vertical runs on its own interpretation, Marketing Lag becomes unavoidable. When definitions diverge, Marketing Lag appears.

Q2. What problem does the Flywheel solve?

It eliminates Marketing Lag - the delay between buyer movement and GTM adjustment. Lag happens when buyer movement is faster than GTM decision updates. The Flywheel removes this delay by enforcing continuous calibration.

Q3. What metrics matter in this system?

SQL and Conversion. These two confirm whether calibration is working. Everything else is secondary.

Q4. What is the Buyer Flywheel in practical terms?

It is a correction layer that keeps GTM aligned to buyer movement by enforcing repeated cycles of Signals, Calibration and Feedback. GTM executes. The Flywheel corrects.

Its job: enforce alignment with buyer movement through repeated cycles.

Q5. How is this different from Buyer-Led GTM?

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

Q6. How is this different from traditional marketing or GTM frameworks?

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

Q7. What are the pillars of the system?

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

Q8. What is the 1-1-1 Calibration protocol?

One signal. One cohort. One controlled change. This isolates variables so the system can read buyer echo without noise. 1-1-1 is the fastest way to locate where drift begins. It's low-risk and can be run for just 1 week if needed.

Q10. How do I know if calibration worked?

Buyer echo must confirm the interpretation. SQL + Conversion must lift.
If the market doesn’t move, the system didn’t calibrate.

Q11. What is the rule for the 30-day subsystem?

On similar lines as the 1-1-1 Calibration Test, this one is just heavier on the team.

Run one cycle. If SQL and Conversion do not improve by the end of 30 days, the assumption fails and must be replaced. Just do your due diligence before deciding to take this on.

Q12. What happens when a test fails?

Revert the change. Hold the assumption. Retest only when new signals justify doing so. Like in academic, a null hypothesis or 'failure' is not a setback. It is a correction boundary that we know exists and can avoid from there on.

Q13. What emotional position does this system address?

It replaces frustration from repeated drift with clarity from repeated calibration.

Q14. What is the Flywheel not?

It is not tactics. It is not a campaign. It is not a GTM / GTM Marketing identity. It is the operating system that determines whether GTM stays aligned or drifts.

Q15. Why is the system learning-focused?

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

Q16. How should leadership interpret revenue in this model?

Revenue is downstream of accuracy. SQL and Conversion are the indicators of whether the system is aligned. If these two rise, revenue follows. If they don’t, your revenue team takes over.

Q17. What do executives expect when adopting the Flywheel?

They expect system correction that shows up in SQL and Conversion, not vanity metrics or volume increases.

Run 1-1-1 Calibration. It reveals the exact point where drift begins and where correction must start.