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Part 3 · Operate

A channel

One piece of the GTM plan on its own clock, with its test, its work and its history.

01What it is

A channel page shows the clock, the test in progress with the criteria locked when it started, past tests and their evidence, the work the channel produced and where to approve it, what it needs before it can start, who did what, when and why, and, where the winner multiplier is on, the channel’s winners.

02Why it exists

Each channel tests one thing at a time against a bar set before any evidence exists. The page keeps that honest by showing the bar as it was locked, and by refusing to let a result be judged against criteria that moved.

When a channel cannot start, it says exactly what is missing and the steps to fix it, rather than waiting silently. When something happens in a channel, the timeline says which AI agent did it, or that you did, and why.

03How to use it

  1. 01Check the clock ring: it shows the days left in the current test.
  2. 02Read the test in progress and its keep, stop and scale rules, as they were locked when it started, in the same words as the plan and Home.
  3. 03If the channel waits on you, follow the steps under what it needs.
  4. 04Open the channel’s work to approve drafts where they live.
  5. 05Use Change to edit the channel. The page says what the change does to the test in progress before you save.
  6. 06With deals on, the side of the page shows what the channel produced: meetings held, open pipeline, and won revenue by first touch and by last touch.
  7. 07With website analytics on, On your site shows the channel’s clicks, visits, people identified and revenue.
  8. 08With formats on, Formats for this channel lists the structures it drafts with, best first, and how often each beat your median post (see Formats).

04What good looks like

You give it
A cold email channel approved before a mailbox is connected.
You get
The channel waits on you with the exact steps: connect the mailbox the emails go from, from the mailbox settings.
Why
A channel checks what it needs before it starts and records each missing piece with its steps, so the founder is never left guessing.

Derived from the rules in the code

05What weak looks like, and what it costs

You give it
A test that ends with too few results to judge.
You get
The clock extends once by its own length; if the data is still thin, a pivot or stop is proposed to you.
Why
A result from too little data would be a guess. The extension happens once, and the next step is yours.

Derived from the rules in the code

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