2026 GTM AI Summit

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●Volpi Capital portfolio · Tuesday 5 May 2026

A working day on AI-native revenue infrastructure.

For the CEOs, CROs and revenue leaders calling the shots inside Volpi's portfolio. Five rotating roundtables, real workflows built in real tools, structured peer discussion.

Today's programme 14:30 - 21:00
15:00ABM & Named Accounts
S1
15:30Lead Generation
S2
16:00CS & Expansion
S3
16:45Messaging & Positioning
S4
17:15Inbound & Event Conversion
S5
Format5 sessions × 5 rotations
ReceptionManicomio · 19:00
Date
Tuesday 5 May 2026
Time
14:30 - 21:00
Venue
Millenium Hotel, Knightsbridge
Reception
Manicomio, from 19:00
Format
Five rotating roundtables
Hosts
Volpi Capital × Engineered GTM

The orchestration stack

Tooling matters less than the layering. The order is the discipline - and most AI revenue projects underdeliver because they skip a layer.

HubSpot Salesforce
01 - System of record

CRM

Everything writes back here. If your CRM is messy, every downstream system inherits the mess at compounding cost.

Clay
02 - Orchestration

Clay

Where signals are detected, lists are built, enrichments stitched, and the right work fires at the right moment.

Claude
03 - Reasoning

Claude

Qualification, summarisation, context loading, written output. Slotted in where rules can't decide.

How the day works

Five tables, five chairs, five sessions. Every group rotates through every session. Each opens with a live workflow demo built in real tools, then moves into structured peer discussion grounded in what the room just saw.

01 - Live

Built in real tools

Every demo is built in front of you. No prerecorded videos. Real Clay tables, real CRM data, real LinkedIn pulls.

02 - Anchored

Real companies

Each rotation features one company in the room as the worked example. Frameworks generalise; demos stay specific.

03 - Shippable

One thing to ship

Every session ends with a concrete change small enough to ship in a week. Usually half a day of CRM work.

●Schedule

The day, beat by beat.

Click any session to jump into the full breakdown.

12:30

Arrivals & lunch

Coffee, sandwiches, name badges.
14:30

Welcome & framing

Why GTM AI is the defining commercial lever of the next three years.
Jake Gill (EGTM) + Tom Mears-Alcaide (Volpi)
15:00

Session 1 - ABM & Named Accounts

When your TAM fits on a whiteboard, how do you create urgency in accounts that already know you exist?
Jake Gill, Engineered GTM
S1
15:30

Session 2 - Lead Generation

The right companies and the right contacts at a pace that keeps your pipeline fed.
Thomas Mears-Alcaide, Volpi Capital
S2
16:00

Session 3 - CS & Expansion

The handoff tax, and the first-party data you're sitting on.
Clay CX
S3
16:30

Break

15 minutes.
16:45

Session 4 - Messaging & Positioning

Your product is genuinely different. Your messaging sounds exactly like your competitors.
Richard Blakeborough, Good Sakana
S4
17:15

Session 5 - Inbound & Event Conversion

The gap between form fill and first human conversation.
Jessica Rose, Engineered GTM
S5
17:45

Closing

Themes, building blocks, what surfaced.
Jake + Tom
19:00

Reception & dinner - Manicomio

Conversations from the afternoon continue over dinner.
●Five tables

Who's in the room.

Tables are themed by how each company's go-to-market actually works in practice - not by industry, not by stage.

Table 1
Strategic Dynamics ISVsCEO / CRO. Microsoft Dynamics ISVs selling through channel partners and resellers as well as direct.
Boyum Yaveon Bluestar PLM Sysco Software Elite Dynamics Volpi Capital
Table 2
Operational Dynamics ISVsCEO-1. Inside sales, CSM, CMO. The people executing every day.
Yaveon Bluestar PLM Elite Dynamics Sysco Software Aimtec Volpi Capital
Table 3
Complex Enterprise SalesMulti-year cycles, named accounts, regulated buyers.
CLEVR Evitec Xalient DeepL Inspire'em Volpi Capital
Table 4
Smart Mobility · RFP-heavyLong cycles, public sector, multi-year contracts, regulated buyers.
Cyclomedia Telematrik Visionsense Technologies Lightfoot Moving Intelligence WovenLight Volpi Capital
Table 5
Smart Mobility · SME FleetOperator-level group. Product-led, signal-led expansion, no formal RFPs. CSO / CRO / CPO / MD.
Moving Intelligence / Echoes Lightfoot Asolvi Visionsense Technologies Volpi Capital
●Five sessions, 30 min each, run five times

The sessions, in full.

Each session opens with a live workflow demo, then moves into structured peer discussion. The protagonist company changes per rotation - the architecture stays the same.

Session 01 · ABM & Named Accounts

Are you selling to the right companies?

"When your total addressable market fits on a whiteboard, how do you create urgency in accounts that already know you exist?"

Jake GillEngineered GTM
Every market has an existential data point. The condition that separates a company that has to buy from one that can wait. The job is detecting it before your competitors do.

Live workflow - Condition-Based Account Detection

Stitch 2-3 public sources to detect the existential data point. Score by proximity to the condition. Output a prioritised list with the trigger, the right contact, and evidence. Built live in Clay.

Architecture condition_based_detection
01 - Define
Existential point
Regulatory deadline, CIO change, M&A signal, funding event.
02 - Stitch
Public sources
Filings, hiring, LinkedIn, news, procurement portals.
03 - Score
Proximity model
Days-to-condition, severity, fit overlay.
04 - Surface
Account + contact
CRM, trigger, evidence, talking point.

Discussion prompts

Prompt 01
Every market has an existential data point. For banks it might be a regulatory deadline. For manufacturers a compliance change. What is that condition in your market?
Prompt 02
A single data source is a commodity. The advantage comes from stitching 2-3 sources to prove a hypothesis about pain. What sources, and what did the combination reveal?
Prompt 03
Your best AE has an unofficial checklist. A LinkedIn profile, a press release, a job posting. What are the criteria that aren't in any official document?
Prompt 04
Every meeting produces information. If your best rep left tomorrow, how much account intelligence walks out with them?

Per-table protagonist

Table 1 - Strategic ISVsSysco SoftwareAircraft leasing - 50-70 lessors in their SAM. The "TAM fits on a whiteboard" anchor.
Table 2 - Operational ISVsSysco SoftwareSame anchor, executor lens. Reading named-account intent from the team perspective.
Table 3 - Complex EnterpriseEvitecNordic banks and insurers. Every prospect known by name. Detection, not discovery.
Table 4 - Smart Mobility (RFP)Telematrik / CyclomediaRFP monitoring - public procurement portals as the existential data feed.
Table 5 - Smart Mobility (SME)Lightfoot / MI LeasingLook-alikes on real public references (Europcar, Hertz).
Practical takeaway
Write down the condition that makes your buyers act. Not a firmographic - a situation. Then check whether you can detect it from public data. If yes, that's a Clay table you can build this week.
Session 02 · Lead Generation

How do you keep the funnel full?

"The right companies and the right contacts at a pace that keeps your pipeline fed."

Thomas Mears-AlcaideVolpi Capital
A good ICP isn't "200 employees in manufacturing". A good ICP has three components - firmographic, technographic, behavioral. Most teams stop at the first one and wonder why their lists don't convert.
Ideal Partner Profile
Same scoring engine, applied to channel. Who's a partner, who has a Business Central practice, who's already reselling competitors.
Full walkthrough in Resources →
ICP enrichment
Three-component build: firmographic, technographic, behavioural. Weighted score against closed-won data.
Full walkthrough in Resources →

Live workflow - three-component ICP, scored end-to-end

Built live on Yaveon's DACH SAM. Firmographic scoring (industry × employee × revenue), technographic verification (uses Microsoft ERP - yes/no, which one, evidence), behavioral signals (NAV migration, hiring, news). One weighted score. Then per-account messaging fired from conditional and AI snippets, calling out the specific signal that triggered the outreach.

Architecture icp_three_components
01 - Firmographic
Who they are
Industry score × employee score × revenue bucket. Weighted, not flat.
02 - Technographic
What they run
Uses Microsoft ERP? Which one? HG Insights verified, NAV migration flagged.
03 - Behavioral
What's changing
Native Clay signals (hiring, job postings) + Claygents for fuzzier news.
04 - Activate
Per-signal copy
Conditional snippets per ERP, AI snippets per account. Multichannel.

Same architecture, second angle: Ideal Partner Profile. Are they already a partner? Do they have a Business Central practice? How many process manufacturing customers? Are they reselling competitors (To-Increase, Aptean, Columbus Food)? Same scoring engine, different filters.

Discussion prompts

Prompt 01
Where does your ICP definition fall apart? Most teams nail the firmographic. Few have a working technographic. Almost nobody has the behavioral layer wired in.
Prompt 02
If your best AE walked into a meeting tomorrow, what three things would they want to know about that account before they sat down? That's your behavioral layer.
Prompt 03
Three targeting hypotheses tested in a week beats one perfected over a quarter. How many contacts per test? How do you decide what to scale?
Prompt 04
What do you instrument first when there's no baseline? How are you merging contact databases without burning relationships?

Per-table protagonist

Table 1 - Strategic ISVsYaveonLive build on Yaveon's DACH SAM. Three-component ICP, weighted score, NAV migration as the behavioural signal, partner profile as the second angle.
Table 2 - Operational ISVsYaveonSame build, executor lens. The people running the play - inside sales, CSM - looking at how the score becomes a conversation.
Table 3 - Complex EnterpriseXalientLong-cycle managed services. ICP is small and named - the technographic and behavioural layers do the heavy lifting.
Table 4 - Smart Mobility (RFP)Lightfoot & MIEuropean expansion. Bootstrap from UK closed-won, layer regional regulatory signals as the behavioural input.
Table 5 - Smart Mobility (SME)Lightfoot & MISME fleet at scale. Hiring, fleet expansion, post-acquisition cross-sell triggers as behavioural signals.
Practical takeaway
Write down your ICP in three columns - firmographic, technographic, behavioral. If column two and column three are mostly empty, that's why your list-build feels generic. Your competitors stop at column one too. The advantage is everything to the right of it.
Session 03 · CS & Expansion

Why aren't your customers buying more?

"Everyone says existing customers are cheaper to grow than new ones. So why does expansion always take a back seat to new logo?"

Clay CX
Every handoff between teams destroys information. SDR to AE, AE to CS, CS to expansion. The first-party data you already own is the most valuable intelligence asset you have, and it's sitting in three systems that nobody looks at together.

Live workflow - AE → CS handoff brief

Auto-populated from sales-call transcripts: deal context, buying committee, competitive notes, timeline pressure, internal politics. The CSM walks in already knowing the customer.

Architecture ae_to_cs_handoff
01 - Ingest
Sales call corpus
Gong, Fathom, Chorus - raw transcripts.
02 - Extract
Structured fields
Committee, priorities, competitors, timing.
03 - Compose
Brief draft
Claude, per-customer template, voice-matched.
04 - Land
CRM + CSM inbox
Structured fields, readable summary, open tasks.

Discussion prompts

Prompt 01
When a deal closes, what structured fields does CS actually see? Is it a proper template or a free-text note the AE writes at 5pm on close day?
Prompt 02
Product usage, support themes, feature requests. Is any of it flowing into expansion triggers? Or sitting in three separate systems?
Prompt 03
Has anyone actually run a cross-sell campaign on acquired customers? What data did you migrate first?
Prompt 04
By the time churn shows up at renewal, the decision was made months ago. Has anyone built a health score that gave early warning?

Per-table protagonist

Table 1 - Strategic ISVsBoyum IT300K+ daily users, 500+ resellers. Three Volpi-era acquisitions to cross-sell into the installed base.
Table 2 - Operational ISVsYaveonMicrosoft channel + direct. When partners sit closer to the customer than you do.
Table 3 - Complex EnterpriseEvitecMulti-decade Nordic bank relationships. QBR pre-read when every customer is known by name.
Table 4 - Smart Mobility (RFP)Moving IntelligenceFive brands in market, several acquired. Introduce the rest in a way the customer welcomes.
Table 5 - Smart Mobility (SME)Moving IntelligenceSME fleets don't run RFPs. Buying is product-led, expansion is signal-led.
Practical takeaway
Pull your last 3 closed deals. Open the sales call transcripts and the CS handoff side by side. Buyer's top priority, competitive alternatives, key stakeholder, contract renewal date - how many made it across? If fewer than half, that's the template you need.
Session 04 · Messaging & Positioning

Does your message sound like everyone else's?

"Your product is genuinely different. Your outbound sounds exactly like your competitor's. Why?"

Richard BlakeboroughGood Sakana
The average B2B buyer sees 120 sales emails a week. 95% of buyers in 2025 purchased from one of four shortlisted vendors before ever speaking to a seller. The best line in your pitch is nowhere on your website.
Full walkthrough in Resources →

How the audit works

A pre-built audit, run before the day on one anchor company per table. Each rotation, Richard pulls up that table's row - what the audit found, where the gap is, the direction the evidence supports. Public sources only: who they sell to and against whom, the last 30 days of LinkedIn ads, the language inside customer reviews, and how ChatGPT, Claude and Perplexity answer the questions a buyer in that niche would actually ask.

Audit · pre-built · 5 portcos positioning_audit
01 - Profile
Niche, persona, competitor
Niche markets served. Buyer personas. Revenue model. Named competitors.
02 - Live ads
LinkedIn · last 30 days
Every paid ad pulled. Unique CTAs and headlines extracted. What they actually say to the market right now.
03 - Voice
Reviews · sentiment
Public reviews mined for top keywords, recurring topics, positive themes. The language customers actually use.
04 - AEO
Niche-market questions
Buyer questions for the niche, asked of ChatGPT, Claude, Perplexity. Mention counts for the company vs each competitor.
05 - Direction
Headline takeaway
One-sentence position the evidence actually supports. Plus an outbound demo email rebuilt in the language the audit surfaced.

Note: the audit is the input to a positioning conversation, not finished homepage copy. The deliverable is research-backed direction with cited evidence - what to stop saying, where the gap is, what the proof bench supports.

Discussion prompts

Prompt 01
Run the swap test on your homepage hero. Replace your company name with each of your top 3 competitors. Does the copy still work? If yes, the hero fails.
Prompt 02
When you read how buyers describe your product in their own G2 or Capterra reviews, does it sound anything like your homepage? What would change if you rebuilt your outbound from the review language?
Prompt 03
Pick your top 5 buyer questions. Ask ChatGPT, Claude and Perplexity. How many name you? How many name your competitors? Where on the surface does your story actually land?
Prompt 04
Score the consistency of your story across homepage, About, last 5 LinkedIn posts, and case studies. 1 to 10. Where does it drift, and is the drift accidental or political?

What the audit found · per anchor

Table 1 - Bluestar PLMStrategic angleNot generic PLM integration. The Dynamics-native bridge from engineering change to live manufacturing - the moment engineering data has to become a manufacturing release. Customer proof already in the bench. The strategic wedge is owning that handoff inside Dynamics, not bolting PLM on next to it.
Table 2 - Bluestar PLMOperational angleReviews show what the website does not: control inside Dynamics 365 - engineering release speed, revision discipline, shared data, deduplication. Top review keywords map directly to operational pain. The operational angle is the language CSMs already hear, surfaced and made the homepage.
Table 3 - CLEVRComplex enterpriseA sharper position than "digital transformation": the Siemens-centred operator that connects PLM, plant systems and business workflows for complex manufacturing. Competitor mention counts in AEO low. Outside-validated category language Tim can use Tuesday.
Table 4 - LightfootRFP-drivenDriver behaviour as the operating lever behind fuel, safety, and emissions. The category speaks in broad fleet-management language. Lightfoot has proof Geotab/Webfleet/Samsara cannot copy: live in-cab coaching, Allianz insurer endorsement, Crown Commercial Service direct-award framework.
Table 5 - MI / EchoesSME fleetEchoes is not just another fleet platform. It is the hardware-free OEM data operator for high-churn European rental and leasing fleets. The category sells dongles. Echoes sells direct OEM data. Brand split holds: MI for stolen-vehicle recovery, Echoes for fleet. Amplification, not rebuild.
Practical takeaway
Run the swap test on your own homepage hero this week. If the line still works when you swap your name for a competitor's, it isn't doing the job. Then read your last ten G2 or Capterra reviews and write down the phrases your customers actually use. The gap between those phrases and your homepage is the work.
Session 05 · Inbound & Event Conversion

What happens after they raise their hand?

"The gap between form fill and first human conversation is where pipeline goes to die."

Jessica RoseEngineered GTM
Most teams treat inbound as a follow-up problem. It is not. It is an architecture problem. The gap between form fill and first human conversation is the gap between something a machine should already have done and something a human is asked to do from scratch.
Inbound meeting capture
Full walkthrough in Resources →
Event activation
Full walkthrough in Resources →

Live demo 01 - Inbound meeting capture, end-to-end

The workflow Engineered GTM runs on its own website. A meeting is booked, a HubSpot deal is created, a webhook fires - and before the rep opens the calendar invite, the company and contact are enriched, scored against ICP, and a Sales Lead summary lands in the right Slack channel. Four Clay tables, working as one system.

Architecture · in production · engineeredgtm.io inbound_meeting_capture
01 - Trigger
Webhook in
Meeting booked → HubSpot deal created → webhook to Clay.
02 - Fan out
Lookup & route
Pulls deal + associated contact and company. Sends to two parallel enrichment tables.
03 - Enrich
Company + contact
Firmographics, tech stack, ICP score, GTM signals · LinkedIn, seniority, buying role, time zone.
04 - Synthesise
Sales Lead summary
Claude composes a structured brief from both enrichment outputs. Decision-maker, fit, signals, what to ask.
05 - Land
Slack + HubSpot
Slack ping to the sales channel. CRM updated with scores, reasoning, full context.

A neat example of how the same architecture - capture, enrich, synthesise, route - applies whether the raised hand is a website meeting booking, an event badge scan, or an inbound form fill. The protocol is the product.

Live demo 02 - Event activation (CSV + messy notes → CRM record)

You came back from a conference with a CSV of badge scans and a notebook full of messy notes - names half-spelled, half-remembered context, half-finished questions. Drop it in. Claude reasons through the notes and picks out the real companies. Clay verifies each domain, enriches the firmographics, and either updates the existing HubSpot record or creates a new one with full context already attached. The messy note becomes a CRM record sales can act on.

Architecture event_to_crm
01 - Drop
CSV + notes
Badge scan list, free-text notes, half-baked context.
02 - Reason
Claude extracts
Disambiguates names, structures the notes, surfaces a clean list of companies and contacts.
03 - Verify
Domain + firmographics
AI domain check confirms the right company. Size, country, industry, employee count, offerings, revenue streams enriched.
04 - Match
Lookup HubSpot
Exists? Update with new context and event-derived notes. New? Create the record with the enrichment already in place.
05 - Land
CRM record live
HTTP API closes the loop. Sales sees a populated, deduplicated, contextual record where the messy note used to sit.

Three principles

- 01

Time is the product

The first five minutes after a raised hand is when buyer intent is highest. Most teams take days. Move the pre-work upstream of the rep.

- 02

Qualify against your past

Stop asking the working group what 'qualified' means. Pull the last 50 closed-won deals. Rebuild scoring as a backwards-looking model.

- 03

Events are pre and post

The booth is the worst part of an event for pipeline. The pipeline is in the prep and the post - booked second meeting within 24 hours, with context.

Discussion prompts

Prompt 01
Walk us through what literally happens after a form fill at your company. What fires? Who gets pinged? In how many minutes does a human respond?
Prompt 02
When did you last pull your last 50 won deals and rebuild scoring against what those buyers actually had in common - not what a working group decided 'qualified' means?
Prompt 03
Before your last event, did your team have a named target list with a hypothesis per person, or did they work the booth?

Per-table protagonist

Table 1 - Strategic ISVsElite DynamicsMicrosoft AppSource lead vs direct web lead. Channel-driven inbound routed differently from direct.
Table 2 - Operational ISVsYaveonDynamicsCon, Directions, first Partner Event with 100+ partners. Events as architecture, not as booths.
Table 3 - Complex EnterpriseEvitecDetection, not conversion. The "raised hand" is a CIO change, a regulatory deadline, a competitor migration.
Table 4 - Smart Mobility (RFP)Telematrik / Lightfoot / MINew-market inbound. Bootstrap a regional scoring model from a parent UK closed-won pattern.
Table 5 - Smart Mobility (SME)Asolvi11 acquisitions, 11 inbound funnels. Unify into one architecture without losing existing relationships.
The Monday Test
On Monday, submit a test lead through your own website form. Time how long until someone responds. Then ask: was it routed to the right person? Was the response written for them, or templated? Did the rep walk in already loaded with context, or starting from zero?
●Your day, mapped

Your five minutes in the spotlight.

Every company in the room is the worked example in at least one rotation. Pick yours below to see when, where, and what to bring to the conversation.

I'm from
●Demonstrated on the day

What you saw built.

The architectures and workflows shown across the five sessions. These are demonstrations - short proofs of concept assembled for the room, not finished production systems plumbed into your stack. Installing one properly inside your business is a separate conversation.

Demo · ArchitectureS1

Condition-Based Account Detection

Stitch 2-3 public sources to detect the existential data point that separates "has to buy" accounts from "interested" ones.
Demo · WorksheetS1

Existential Data Point Map

A walkthrough that names the buying-window condition for your market. Three signals, one recipe.
Demo · ArchitectureS2

Three-Component ICP Builder

Firmographic × technographic × behavioral. Weighted score, ERP verification (HG Insights), migration signals, native Clay signals + Claygents for fuzzier news. Per-signal conditional and AI snippet messaging.
Demo · PatternS2

Ideal Partner Profile (IPP)

Same scoring engine, applied to channel. Are they a partner? Business Central practice? Existing process manufacturing customers? Reselling competitors? The list build for partner recruitment, not direct.
Demo · WorkflowS3

AE → CS Handoff Brief

Auto-populated from sales-call transcripts. Deal context, buying committee, competitive notes, timeline pressure.
Demo · WorkflowS3

QBR Pre-Read Generator

Product usage signals, customer news, support themes, expansion triggers. Four hours of prep compressed to four minutes.
Demo · AuditS4

The positioning audit

A pre-built audit per anchor company. Profile (niche markets, buyer personas, competitors), the last 30 days of LinkedIn ads with CTAs and headlines extracted, customer review sentiment with top keywords and themes, AEO mention counts on niche-market questions, and a single headline takeaway plus an outbound demo email rebuilt in the language the audit found.
Live demo · In productionS5

Inbound Meeting Capture Workflow

The four-table Clay system Engineered GTM runs on its own website. Meeting booked → HubSpot deal → webhook → parallel company + contact enrichment → synthesised Sales Lead summary → Slack ping to sales channel + CRM updated. The protocol, in production.
Free · TestS5

The Monday Test

Run this on your own systems on Monday. Submit a test lead through your own form. Time it. Three questions to ask.
Demo · WorkflowS5

Event CSV → CRM record

Badge scans + messy notes in. Claude extracts the companies, Clay verifies domains and enriches firmographics, HubSpot is updated where the record already exists or created with full context where it doesn't. The messy note becomes a CRM record sales can act on.
Reference

The CRM × Clay × Claude stack

How the three layers compose: system of record, orchestration, reasoning. The order is the discipline.

The pattern, applied.

The demos here are short proofs. The real work is calibrating one of these patterns to your ICP, your CRM, your closed-won data, the team that has to live with it. The Engineered GTM section walks through how that comes together.

How Engineered GTM works →
●Live demo · this page

Enrich me.

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●Hosts & chairs

Your chairs.

Who's at the front of the room.

Jake Gill

Jake Gill

Co-host · Session 01 chair
Engineered GTM · Founder
Commercial operator turned technical. Carried a quota at Revolut, led territory at Unifrog, founded Engineered GTM in 2025 to install AI-native revenue infrastructure inside funded fintech, regtech and SaaS scaleups.
LinkedInEmail
Tom Mears-Alcaide

Thomas Mears-Alcaide

Co-host · Session 02 chair
Volpi Capital
Sources, structures and supports Volpi's portfolio companies on commercial and operational growth. Driving force behind this summit and the bridge between Volpi's GTM ambitions and the operators executing in each portco.
LinkedInEmail
Ferran Puig Kashif Jeelani

Ferran Puig & Kashif Jeelani

Session 03 chairs
Clay · Head of Partnerships EMEA · Product Support
Ferran runs Clay's EMEA partner channel. Kashif works the front line on product support, talking to Clay customers every day. Two views into how teams expand on Clay and where the friction shows up first.
FerranKashifclay.com
Richard Blakeborough

Richard Blakeborough

Session 04 chair
Good Sakana · Founder
Twenty years across the full B2B spectrum - SME IT, service provider, tier-1 oil & gas, enterprise SaaS, payments. Senior commercial leadership in SaaS and FinTech. Now fractional, working with growth-stage B2B on positioning that holds under 12 months of buyer-committee handling.
LinkedIngoodsakana.com
Jess Rose

Jessica Rose

Session 05 chair
Engineered GTM
Builds the Clay and HubSpot orchestrations on Engineered GTM's live engagements. Where signal, enrichment and routing become an actual lead a rep can act on. Every workflow shown today she has already shipped in production.
LinkedInEmail
Engineered GTM

Engineered GTM

Day designers
engineeredgtm.io
We design and build AI-native revenue infrastructure for venture and PE-backed B2B teams. The systems behind the playbook. We build it, hand it back, the client owns what we built.
engineeredgtm.ioEmail
Engineered GTM

The systems shown today, built for your team.

Engineered GTM designs and builds the AI-native revenue infrastructure demonstrated across the day. We work with venture- and PE-backed B2B teams to install the data layer, the orchestration layer, and the agentic workflows that move pipeline. We build it. We hand it back. You own what we built.

What we ship

01 - Data & orchestration

Clay on top of HubSpot or Salesforce

Signal detection, enrichment waterfalls, scoring engines, routing logic. The orchestration layer that turns CRM data into pipeline actions.

02 - Inbound architecture

Form to first-touch, end to end

Capture → enrich → qualify → route → context-load → human. End-to-end raised-hand activation. Running on engineeredgtm.io and across portfolio engagements.

03 - ABM & expansion

Named-account intent and cross-sell

Intent detection. Cross-portfolio cross-sell engines. AE → CS handoff briefs. QBR pre-reads. The full lifecycle, automated where it should be.

Selected work

A few engagements relevant to this room. Each one is here because something in it is likely worth borrowing.

Volpi portfolio · Bluestar PLM

Inbound architecture, end-to-end

Auto-enrichment, fit × engagement quadrant scoring against actual closed-won data, multichannel activation. US sales team before: "we're really expensive BDRs." After: they trust the leads enough to act on them.

Series A fintech · Casap

Pre-call deep dive + scaling

Designed the data infrastructure and automated intelligence systems that powered scaling across 750+ US financial institution accounts. Mapped the fintech TAM, stood up a new segment.

Growth-stage data platform · Orchestra

Bi-directional intelligence engine

Real-time signal detection, automated CRM enrichment, zero manual data maintenance. Live, in production, running every day.

Deeptech AI · Arwen

Repeatable revenue engine

RevOps and sales team structure. Engine surfaced opportunities including Match.com Group and Hinge - Arwen's first non-founder-sourced deals.

What a Phase 1 looks like

Most engagements start with one named workstream - the highest-leverage system to install first. Concrete, scoped, deliverable in 4-6 weeks.

01 - Diagnostic

Where it leaks

One week. Where your GTM is leaking, ranked by impact and effort.

02 - Design

Architecture

One week. Architecture, integrations, scoring logic, owner per stage.

03 - Build

Production-ready

2-4 weeks. System inside your CRM, with documentation.

04 - Handover

You own it

Your team owns what we built. Available for refinement, not retention by default.

If something here matches what you're seeing

Engineered GTM works with a small number of teams at a time, on one named bottleneck at a time. engineeredgtm.io has the longer write-ups, the case studies, and the way we structure each engagement. If a piece of this maps to a problem inside your business, that's the easiest place to start.

engineeredgtm.io jake@engineeredgtm.io