What GTM engineering actually is, and what it is not
A working definition of GTM engineering, the three ways the term gets misused, and four questions that tell you whether someone is actually doing the work.
Insights: field notes on GTM engineering and greenfield market entry
Working notes from live market-entry engagements: what is being tested, what the replies teach, what survives contact with real buyers. Published when there is a point of view worth your time, not on a content calendar.
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What to do before your first sales hire in a new market
A salesperson multiplies what already exists, and so does the SDR who follows. In a new market nothing exists yet. The full sequencing argument for validation before your first commercial hire.
Outbound in 2026: what died, what survives
The volume era of outbound is over and it is not coming back. What stopped working after 2024, why it broke, and what evidence-led outbound looks like now.
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What GTM engineering actually is, and what it is not
A working definition of GTM engineering, the three ways the term gets misused, and four questions that tell you whether someone is actually doing the work.
What to do before your first sales hire in a new market
A salesperson multiplies what already exists, and so does the SDR who follows. In a new market nothing exists yet. The full sequencing argument for validation before your first commercial hire.
Outbound in 2026: what died, what survives
The volume era of outbound is over and it is not coming back. What stopped working after 2024, why it broke, and what evidence-led outbound looks like now.
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