GTMConnect field notes
Systems worth
studying.
Practical analysis of the decisions, workflows, and operating principles behind modern GTM execution.
The blog
Useful when you’re
building.
Read the latest work first, then explore by the kind of problem you are solving.
Recently published
Newest firstAI-native GTM changes who does the first draft
Redesign the workflow around what AI can prepare and what experienced operators must still decide.
Read article ↗Agent-led growth needs a control plane
Design for agents, operators, and economic buyers without losing trust or accountability.
Read article ↗Buy a little signal before building the campaign
Use bounded demand tests to validate the audience, problem, and promise before investing in a launch.
Read article ↗Systems
4 articlesShadow AI is already in your marketing stack
Map hidden AI workflows, set permission boundaries, and keep an audit trail for important outcomes.
Website enrichment needs structure — not more scraping
Turn public websites into source-linked evidence for GTM decisions without creating a data-quality problem.
A practical lead-scoring model — sales will actually use
Score fit, intent, and readiness separately so every priority has a clear next action.
The GTM data model every revenue team needs
Define the records and rules that make routing, reporting, and automation trustworthy.
Playbooks
4 articlesBuy a little signal before building the campaign
Use bounded demand tests to validate the audience, problem, and promise before investing in a launch.
The deliverability checklist your outbound workflow needs
Monitor identity, list quality, placement, and response — with stop conditions that protect the channel.
How to build an enrichment waterfall — without corrupting your CRM
Resolve identity, preserve provenance, and never let weak data overwrite strong evidence.
Closing high-ticket sales from cold email — start before the first email
Build high-ticket outbound around visible gaps, accountable owners, and low-risk next steps.
Field Notes
6 articlesAI-native GTM changes who does the first draft
Redesign the workflow around what AI can prepare and what experienced operators must still decide.
Agent-led growth needs a control plane
Design for agents, operators, and economic buyers without losing trust or accountability.
Marketing in the age of AI slop — earn the right to be heard
When generic marketing is cheap, build trust with proof, specificity, and useful participation.
Run GTM like an engineer — not a channel operator
Treat every motion as a measurable customer hypothesis with an owner, instrumentation, and a decision.
AI SDRs need a test harness — not a category debate
Evaluate an AI SDR without confusing vendor claims, channel health, and real pipeline impact.
Signal-based personalization at scale — with the right guardrails
A signal-led cold-email workflow, turned into a more reliable system design.