Vertical focus test
An invented scenario for demonstrating a more testable GTM choice.
Vague version
“Healthcare looks promising, so the whole team should focus there.”
The choice
Should a fictional SaaS team run a six-week healthcare segment test before changing its company-wide ICP?
Available evidence
In this invented scenario, healthcare opportunities show stronger discovery-to-evaluation conversion, but the sample is small and security review time is longer.
Bounded decision
Assign one pod to a six-week test with a fixed account sample, tailored problem message, and security-review tracking. Keep baseline coverage in other segments.
Review rule
Expand only if qualified conversion remains stronger after the sample and added security effort stays within the agreed guardrail.