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.
Perspectivas: notas de campo sobre GTM engineering y entrada a mercados greenfield
Notas de trabajo de proyectos reales de entrada a mercados: qué se está probando, qué enseñan las respuestas, qué sobrevive al contacto con compradores reales. Publicado cuando hay un punto de vista que merece su tiempo, no según un calendario de contenidos.
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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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