A GTM engineering system that gets every rep 30-40% more pipeline from the same selling hours.
The GTM Engineering Install is a five-component revenue system built inside your existing CRM and sales stack. It replaces manual prospecting with signal-led automation so every rep knows exactly who to call, when, and why. Live in 30 days, fully owned by your team by day 120.
Five components that fix the five reasons your reps are underperforming. Built and installed by Tom and Louis. Live in 30 days. Full operation in 90.
GTM engineering is the discipline of designing, building, and operating the systems a B2B company uses to generate pipeline. It replaces manual prospecting, static lists, and gut-feel prioritisation with signal-led, AI-powered infrastructure that tells each rep exactly who to call, when, and why.
The building blocks of GTM engineering.
TAM Mapping
TAM mapping is the process of identifying, qualifying, and segmenting every company in your total addressable market against your ICP criteria, creating a complete, scored database of accounts your sales team should be working.
Signal-Led Outbound
Signal-led outbound is an approach to B2B sales where reps prioritise accounts showing real-time buying signals such as new hires, funding rounds, or technology changes, rather than working static lists or cold accounts.
Inbound Qualification
Inbound qualification is the automated process of enriching, scoring, and routing every marketing lead against ICP criteria in real time, ensuring only qualified buyers reach a sales rep and tyre-kickers are filtered before consuming selling time.
The five gaps leaking pipeline from your sales team.
Capable reps run the wrong plays because the system around them was never built. These are the five gaps we see in every B2B sales team before install.
Five components. One operating system.
Each component fixes one of the five gaps. Built into your existing stack (CRM, Slack, ad accounts), not bolted alongside it. Click each to see the detail.
Your full ICP-filtered account universe, scored and segmented. Built once, refreshed continuously. Reps never wonder who they should be working. We use Clay and Claude to qualify every account against your ICP criteria automatically.
- ICP definition workshop
- Account universe build (Clay + Claude)
- Tiering and segmentation
- Live refresh schedule
Real-time alerts when TAM accounts trigger buying signals: hiring, funding, tech changes, job changes, intent data. Reps reach out when accounts are in-market, not months late. Custom signal models built with White Whale based on your sales call analysis.
- White Whale signal config
- Hiring + funding monitors
- Tech stack change alerts
- Intent data integration
Verified contact data for every buying-committee role at every TAM account. Email, phone, LinkedIn. Multi-sourced from 4+ providers and validated before it enters any sequence. 30-50% of B2B contact data decays every year. We keep yours fresh.
- Persona definition per account
- Multi-source enrichment (Prospeo + 3)
- Email + phone validation
- Continuous data freshness
Real-time ICP scoring on every marketing lead before it hits a rep. Disqualifies tyre-kickers automatically, routes real buyers to the right rep in seconds. Your SDRs stop wasting time on leads that were never going to buy.
- Form-fill enrichment
- ICP scoring rules
- Sub-90s rep routing
- Auto-disqualification flows
Prioritised account list dropped in each rep's Slack every morning. They open Slack, they know exactly who to work today. Selling starts at 9am, not at noon. Outcomes tracked back to CRM automatically.
- Slack delivery bot
- Daily account prioritisation
- Rep-specific routing
- Outcome tracking back to CRM
What changes when the system is live.
Hire, Rent, or Install
Most teams try to build this themselves, lose 9-12 months, and burn a headcount or two. Here is what changes when you skip that.
| Advanced Client | Hire a GTM engineer | Rent from an agency | |
|---|---|---|---|
| Time to live | 30 days | 5-8 months | Ongoing, agency-paced |
| Cost | From $50K+ project | $196-286K in year one | $60-120K+ per year |
| TAM coverage | Full, refreshed | Partial, static | Partial, rented |
| Data freshness | Continuous | 30-50% decay/yr | Vendor-dependent |
| Rep selling time | 80%+ of day | Unchanged | Unchanged |
| Who owns it | You, fully | The hire, in their head | The agency, in their accounts |
GTM engineering clients running this system.
Real results from named companies. Every case study has attributed, measurable outcomes.
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Built on Tools We Know Inside Out
We are certified partners with every core tool in our stack. Faster installs, direct support lines, and systems built to best practice from day one.
WhiteWhaleTop PartnerOriginal research on GTM engineering and B2B pipeline.
We regularly share what is working across outbound, inbound, and GTM systems.
Frequently Asked Questions
30 days to live. We start with ICP and TAM in week one, ship infrastructure in weeks two and three, and have your reps receiving daily prioritised accounts in Slack by week four. Full system tuning runs through day 90.
No. We work with whatever you have. Attio gives the cleanest experience because that’s where we run our own ops, but we integrate with HubSpot, Salesforce, and Pipedrive without rebuilding your CRM.
The GTM Engineering Install starts at $50K, project-based, scoped to complexity. Most clients sit around $15K per month on retainer after install. Three-month minimum, then month-to-month with 30-day notice.
You do. We document everything, train your team, and hand over SOPs. Most clients keep us on for ongoing optimisation and signal management, but the system runs without us by day 90.
This system makes 2 AEs as productive as 5. If you don’t have an SDR layer, the Daily Selling Cadence and Inbound Qualifier replace most of what an SDR would do, plus your AEs spend their day on accounts that actually convert.
We thrive in complex markets where the ICP isn’t easily found with generic firmographic filters. The weirder and more niche your buyer, the more we excel. That’s where our AI-powered qualification systems really separate us from agencies running basic list pulls.
Based on 30+ B2B builds: pipeline live within 30 days, 10-40+ meetings per month depending on market, cost per meeting between £120 and £320. m3ter generated $4.6M total pipeline. Verifile's system went live in 28 days and booked 17 FTSE 100 meetings.
Get every rep 30-40%
more pipeline
from the same selling hours.
A free 30-minute call. We will review your current GTM stack, identify where the five gaps sit, and outline what installation looks like.