Build and launch your GTM engine.

I help B2B companies design the revenue process, build the workflows, connect the tools and put the system into production, with clear ownership, tested handoffs and reporting that shows what happens after the first response.

The engagement starts with your commercial priorities and the software you already own. We agree what should happen when a prospect engages, who should act, what information they need and how success will be measured. Then we build it.

Book a GTM Engine Assessment

Who this is for

Founders and revenue leaders who have a defined offering and need a dependable way to capture, develop and act on demand. The starting point is usually one of these:

• Website inquiries arrive, but follow-up depends on someone checking an inbox.
• Prospect research and enrichment require repeated manual work.
• Outreach tools and the CRM disagree about who has replied or opted out.
• Meeting bookings, event conversations and partner introductions lose their context on the way to the CRM.
• The team has bought several platforms without deciding who owns each process.
• Leadership can see activity but cannot trace it to qualified opportunities.
• A launch, a conference or a new sales motion needs coordinated execution in a few weeks, not a few quarters.

If targeting or positioning is still unresolved, the engagement begins with that work before anything is automated. An engine built on the wrong ICP runs faster in the wrong direction; the Revenue Foundation comes first.

What we build

Your commercial blueprint

We define the target accounts, the buyers who matter, the qualification criteria, the messaging, the handoffs and the buyer evidence each stage requires. You receive a documented process with named owners, response expectations, field definitions and measures of success. It is the document everything else is built from, and it is written before any tool is touched.

Your CRM foundation

We configure the CRM to support how your business sells: contact and account records, lifecycle stages, ownership, opportunity stages, required information and reporting. Matching rules and data ownership are explicit, so integrations do not silently overwrite one another. One system is authoritative for each field, and the rest read from it.

Your inbound response system

Website forms, campaign responses and meeting requests reach the right owner with the right next action. The system tells a general inquiry from a demo request, an urgent issue, a partner conversation and an existing-customer request, and treats each differently. Response deadlines and escalation make a missed follow-up visible the same day.

Your targeted outbound motion

Approved prospect data, enrichment, campaign execution and reply handling, connected. Sender setup, audience selection, relevant messaging, sending limits, suppression, and a clear path from a meaningful reply to a sales conversation. The outbound system follows the rules in The Seven C’s Outreach Program™ where the client sells into infrastructure, and the same discipline everywhere else.

Your booking and follow-up experience

Branded booking pages, calendar availability, conferencing and reminders, verified end to end: a booking, a reschedule and a cancellation each appear correctly in the CRM, and the receiving seller gets the context needed to prepare.

Your communications and event workflows

Where the business needs them: permission-based SMS, calling, internal alerts and conference capture. An event conversation becomes a usable record with an owner, context and a next action. Communication preferences stay attached to the person across every connected tool, so an opt-out in one place is an opt-out everywhere.

Your pipeline and management view

The reports and the review cadence needed to judge qualification, response time, meetings held, opportunity progression and conversion. For enterprise sales the scope extends to buying-group coverage, evidence against The Seven C’s of Selling™, proof-of-value milestones and decision readiness.

Your production operating model

We test the workflows, deploy the approved configuration, verify live behaviour and train the person who will run it. You receive documentation, operating instructions, failure alerts and a practical recovery process. The system is designed to keep working after the implementation session ends, which is the part most setup projects skip.

How the engagement works

The assessment is a two-week engagement. The implementation is organised around named milestones inside an agreed delivery period, commonly ninety days. The first production release targets the highest-priority workflow; external approvals, access and data readiness are identified before a launch date is committed, because those are what slip, not the configuration.

A focused starting package

The initial build is scoped around one authoritative CRM, one website intake path, one targeted outbound motion, one booking and follow-up flow, and the reporting and operational controls those four paths need. Additional brands, regions, sending domains, business units, channels and complex migrations are scoped explicitly, never assumed.

Optional modules, added when the business needs them: conference and field-sales capture; customer and partner communication workflows; SMS consent, confirmation and delivery tracking; enrichment and account-intelligence workflows; executive relationship mapping and enterprise deal inspection; proof-of-value and customer handoff processes; AI-assisted research, preparation and drafting; and ongoing monitoring and optimisation after launch.

Technology selected for the job

The initial offer is centred on HubSpot, with the integrations chosen for the agreed workflow. Depending on the client’s needs and existing licences that may include Instantly, Calendly, Google Workspace, Microsoft 365, RocketReach, Clay, LinkedIn Sales Navigator, Slack, RingCentral, Twilio and Sakari. The scope says which connections are native, which need custom work, which require a particular subscription and who maintains each one afterwards. Salesforce, or a combined CRM architecture with field-level authority, is assessed and scoped separately; the reasoning is in The Right GTM Tools for B2B SaaS in 2026.

What “launched” means

A component is accepted when its agreed live tests pass and its operator can manage it. Depending on scope, that means:

• A website submission reaches the correct record and the correct owner.
• A response creates the appropriate next step without duplication.
• An opt-out blocks the relevant outreach in every sending system.
• A booking produces the correct invitation and the correct CRM activity.
• A failed integration produces a visible exception, not a silent gap.
• A scheduled job keeps operating without an open development session.
• The team can pause the workflow and recover from an error without calling me.

Built for the cases that break ordinary setups

Most CRM and automation projects work on the demo path and fail on the edges. The edges are where I spend the testing budget: a second visitor on a shared booth device must not overwrite the first; an uncertain message result must not create a duplicate send; an unsubscribe must reach every relevant sending system; a booked meeting must not create duplicate CRM activities; an urgent inquiry must stay assigned even when a notification fails; a scheduled campaign must not send an expired event invitation; a background process must keep working after the implementation session ends. Each of those is an acceptance test, written before the build.

A reference implementation

In 2026 I built this system for REAP, the agentic AI platform for network operations where I serve as Strategic Advisor and Chief Commercial Officer: the commercial operating model and buyer evidence; a HubSpot foundation with custom properties, associations, scoring, pipeline configuration and an executive relationship map; website intake with attribution; inbound qualification and routing with response deadlines, working-hours logic and escalation; outbound in Instantly with reply classification synchronised back to the CRM; permission-based SMS with separate service and marketing consent; branded Calendly booking; conference and booth capture; enrichment; team alerts; and the deployment discipline around all of it, a configuration repository, a test environment, automated checks, snapshots and rollback instructions. As of October 2026 the implementation is in production acceptance. A case study follows acceptance, with the verified before-and-after process and measured response performance; revenue results are reported only when there is a defensible baseline and enough observation to stand behind them. REAP’s configuration, contact data and business rules stay REAP’s; what carries over is the architecture, the method and the tests.

What you receive

A documented architecture, configured accounts, agreed workflows, campaign assets, integration code where included, field mappings, acceptance evidence, operating instructions and operator training. Your company controls its accounts and its data. Ownership and licensing of custom deliverables and reusable frameworks are stated in the engagement agreement.

How we measure progress

We set a baseline in the assessment and track the measures that matter to the engagement: time to assignment and to a meaningful response; eligible inquiries that receive the required follow-up; meetings held and sales acceptance; qualified pipeline and conversion by source; opportunity progression and time in stage; manual work removed and exceptions that still need a person; operating cost relative to qualified opportunities and revenue. Implementation acceptance is measured separately from commercial performance. Revenue outcomes depend on the offer, the audience, the execution and the market, and I will not pretend the plumbing decides them.

Commercial structure

Fixed fees, quoted after the assessment of scope and existing systems. Milestones, responsibilities and acceptance criteria are written into the engagement. Software subscriptions, messaging usage, enrichment credits and hosting are identified separately. Continuing operation and optimisation can be added as a defined service after launch. The terms are the same as every engagement on Work With Me: fixed fee, milestones, a thirty-day exit for either side, everything documented so it survives me.

Start with a conversation

Bring your current tools, the workflow that is breaking and the commercial result you need. We will identify the first useful release, the dependencies, and what it will take for your team to own the system.

Book a GTM Engine Assessment

Questions this page answers

What is a GTM engine?

The connected system behind a company’s go-to-market: the website intake, the CRM, the prospect data and enrichment, the outbound tools, the booking flow and the reporting, wired together so that every engagement has an owner, a next action and a record. A GTM engine is built the way software is built, with a blueprint, a test environment, acceptance tests and a documented release, and it is launched when the team can run it.

How long does it take to build a GTM engine?

Two weeks for the assessment, which produces the blueprint, the architecture, the scope and the acceptance criteria; then a build organised around named milestones, commonly ninety days, with the first production release aimed at the highest-priority workflow. Approvals, access and data readiness decide the launch date more often than configuration does.

What does the GTM engine build cost?

A fixed fee, quoted after the two-week assessment, with milestones and acceptance criteria written into the agreement. Software subscriptions, messaging usage, enrichment credits and hosting are priced separately by their vendors. Continuing operation and optimisation is a defined service after launch, not an open-ended retainer.