From the operators

Notes from inside the engine.

Practical field notes on GTM engineering, outbound systems and RevOps. Built from the systems we operate, the questions clients bring us and ideas our founders share in public.

01 · GTM engineering

The role behind the system

What a GTM engineer does, when to hire one and how the role differs from SDRs and RevOps.

What is a GTM engineer?

The operator behind the revenue system.

Nil Rasmussen · 4 min read

When to hire one

Hire for a system constraint, not a title.

Jan Rasmussen · 5 min read

GTM engineer vs SDR

Which role your team actually needs.

Jan Rasmussen · 5 min read

GTM engineer vs RevOps

Where one role ends and the other starts.

Nicolas de la Guardia · 5 min read
02 · Know your market

Decide who to pursue

Turn a broad market into rules, a mapped TAM and tiers your team can work.

Define your ICP

Turn judgment into rules a team can apply.

Jan Rasmussen · 4 min read

TAM mapping

Build the market before you work it.

Jan Rasmussen · 5 min read

Account tiering

Make priority something sellers agree on.

Jan Rasmussen · 5 min read

Robotics & industrial

Outbound that fits how these buyers operate.

Jan Rasmussen · 5 min read
03 · Run outbound

Build the motion

Signals, sequences and data that make outbound timely and reachable.

Signal-based outbound

Turn account events into timing.

Nil Rasmussen · 5 min read

Multichannel sequences

Plan every touch around where the buyer is.

Nil Rasmussen · 5 min read

Waterfall enrichment

Stack data providers for records you can use.

Nicolas de la Guardia · 5 min read
04 · Measure & improve

Learn from what runs

Attribute pipeline, find the next constraint and keep what the system learns.

Outbound attribution

Trace the path from play to pipeline.

Nicolas de la Guardia · 4 min read

Outbound maturity model

Find the constraint to fix next.

Nil Rasmussen · 5 min read

The GTM brain

A system that learns from every campaign.

Nicolas de la Guardia · 4 min read
05 · Stack & AI

The stack behind the motion

How AI changes the way outbound is built and run, which tools to use and who to learn from.

Claude Code for outbound

Join signals, data and campaigns in one pipeline.

Jan Rasmussen · 6 min read

Replacing the outbound stack

What changed when Claude Code ran our outbound.

Nil Rasmussen · 5 min read

Europe's sales tech map

European sales tools, sorted by the job they do.

Jan Rasmussen · 5 min read

AI GTM creators to follow

Who to learn from, grouped by topic.

Nil Rasmussen · 5 min read