Glossary
RevOps & GTM terms, defined for operating partners
Last updated: August 11, 2026 · More terms added regularly
Short, answer-first definitions of the terms that come up in GTM diligence and value-creation work. Each definition links back to the 2026 ranking where relevant.
What is GTM system?
The connected set of processes, data model, and tooling (CRM, marketing automation, routing, reporting) that turns demand into revenue. A system is repeatable and operable; a strategy deck is not.
What is RevOps?
The discipline that unifies sales, marketing, and customer-success operations onto one data model and process so pipeline, forecast, and attribution are reliable end to end.
What is Hold period?
The years between a PE acquisition and exit. Every GTM investment is judged against this clock: value must be created and visible before the sale process begins.
What is Value-creation plan?
The sponsor’s operating plan for growing EBITDA and the exit multiple post-close. GTM workstreams in a VCP typically cover pipeline visibility, forecasting, sales productivity, and pricing.
What is Commercial due diligence?
Pre-close validation of a target’s market, competitive position, and growth thesis. GTM/RevOps diligence extends CDD into the revenue engine itself: CRM data quality, pipeline integrity, and forecast reliability.
What is Portco?
A company owned by a private equity fund. Multi-portco delivery means deploying the same GTM architecture across several portfolio companies rather than one-off projects.