2026 GTM AI Summit

Private event.

Enter the access code to continue.

2026 GTM AI Summit · Tuesday 5 May

Thank you to everyone who was in the room.

Photos from the day are now available.

See the photos →
●Volpi Capital · Tuesday 5 May 2026

A working day on AI-native revenue infrastructure.

For the CEOs, CROs and revenue leaders in the room. Portfolio operators and the wider Volpi network sitting alongside them. 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

Three layers behind every build. CRM, orchestration, reasoning, in that order.

HubSpot Salesforce
01 - System of record

CRM

Everything writes back here. Whatever runs above only holds up if this is clean.

Clay
02 - Orchestration

Where the signals fire

Where signals are detected, lists are built, enrichments stitched, and the right work fires at the right moment. Clay is one example. The pattern matters more than the tool.

Claude
03 - Reasoning

Where the model decides

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

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 workflows, real CRM data, real LinkedIn pulls.

02 - Anchored

Real companies

Each rotation features one company in the room as the worked example. The architecture stays the same, the company changes.

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

What we'll cover and how the rotations work.
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

Building lists worth working, and the architecture behind keeping them current.
Thomas Mears-Alcaide, Volpi Capital
S2
16:00

Session 3 - CS & Expansion

Why aren't your existing customers buying more?
Ferran Puig & Kashif Jeelani, Clay
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 grouped by how each company sells, not by sector or 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.
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 FleetProduct-led buying, 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 anchor 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
When your TAM fits on a whiteboard, lead generation isn't the job. Detection is. Who in your known universe is moving right now, and what would have told you 30 days ago.
Full walkthrough in Resources →

Live workflow - Condition-Based Account Detection

A named-account universe per table, enriched with 6-8 signal columns watching for the specific buying-window condition that matters to that market. Sortable by proximity to the condition, so the rep opens the table and sees who is moving today.

Architecture condition_based_detection
01 - Universe
Named-account list
The whiteboard TAM. 65-80 rows per table, hand-curated to the segment that matters.
02 - Signals
AI-driven prompts
6-8 columns per table: regulatory deadlines, leadership change, hiring signals, RFP releases, funding events, M&A.
03 - Score
Proximity to buy
Days-to-condition, severity, fit overlay. The list orders itself around who is actually moving.
04 - Surface
Account + trigger
A morning view the rep can act on: who, what fired, what to say, who to call.

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?

What this session unlocks per table

Table 1 · Strategic Dynamics ISVsSysco SoftwareAircraft leasing. 65 lessors as the named universe, 7 signal columns watching the buying window. The "TAM fits on a whiteboard" anchor: every account already known, the work is detecting which one is moving today.
Table 2 · Operational Dynamics ISVsSysco SoftwareSame lessors, operator lens. A filtered view tuned for the SDR running the daily play, plus the morning prompt that turns the list into the next call.
Table 3 · Complex Enterprise SalesEvitec65 Nordic banks as the universe. 8 signal columns, including a DORA tracker. Every prospect known by name. Detection, not discovery, in the regulatory window the bank's own programme has to hit.
Table 4 · Smart Mobility · RFP-heavyTelematrik · Cyclomedia · Visionsense · Lightfoot · MIA live RFP monitor watching public procurement portals across Europe, fed into 5 portco-specific tables. The existential data feed is the RFP itself - written before it goes to market.
Table 5 · Smart Mobility · SME FleetLightfoot · MI Leasing/Rental~80 named fleet operators across two cohorts: Lightfoot dream customers (UK bus, parcels, utilities, councils, police) plus MI's leasing/rental cohort (Europcar, Hertz, Sixt, Avis, Arval, Ayvens). 7 signal columns: fleet count, electrification commitment, depot openings, telematics-related hiring.
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 is a workflow 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.
ICP enrichment
Three-component build: firmographic, technographic, behavioural. Weighted score against closed-won data.
Full walkthrough in Resources →
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 →

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
Hiring, job postings, news, leadership change. The signals that show pain is real now.
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?

What this session unlocks per table

Table 1 · Strategic Dynamics 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 Dynamics ISVsYaveonSame build, operator lens. Inside sales and CSM looking at how the score becomes the next conversation.
Table 3 · Complex Enterprise SalesXalientLong-cycle managed services. ICP is small and named, the technographic and behavioural layers do the heavy lifting.
Table 4 · Smart Mobility · RFP-heavyLightfoot & MIEuropean expansion. Bootstrap from UK closed-won, layer regional regulatory signals as the behavioural input.
Table 5 · Smart Mobility · SME FleetLightfoot & 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 existing customers buying more?

"What would have to be true for this to actually get used in your company?"

Ferran Puig & Kashif JeelaniClay
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.
Full walkthrough in Resources →

QBR pre-read

The reference workflow Clay walks the room through at the start of each rotation, then the conversation moves to what would have to be true for it to actually get used inside the room. Pulled from product usage signals, customer news (funding, leadership change, hiring, M&A), open support tickets, and expansion-trigger conditions. Four hours of CSM prep becomes four minutes.

Architecture qbr_pre_read
01 - Signals
Public + private
Customer news, leadership changes, hiring, funding, M&A. Plus product usage and support themes from inside.
02 - Score
Expansion triggers
Headcount growth, new use case emerging, leadership change, competitive migration. Risk flags too.
03 - Synthesise
One-page brief
Claude: what changed since last QBR, what to ask, what to pitch.
04 - Land
CSM inbox
In the calendar invite. Ready before the meeting opens.

Light conversation prompts

Prompt 01
Where does customer information live between AE and CSM today, and where does it tend to drop?
Prompt 02
After acquisitions, who sees the cross-sell opportunity and what gets in the way of acting on it?
Prompt 03
Which expansion signals does your team watch for today, formally or informally?
Prompt 04
If we sent you a QBR pre-read or handoff brief next week, what would have to be in it (or out of it) for your CS team to actually use it?

What this session unlocks per table

Table 1 · Strategic Dynamics ISVsBoyum IT300K+ daily users, 100+ countries, 500+ resellers. Three Volpi-era acquisitions (Paperflow, NETRONIC, Perfion) to cross-sell into the installed base. Cross-sell pathway from acquired products into a 500-reseller channel. Where does the signal surface, who acts on it?
Table 2 · Operational Dynamics ISVsYaveon~217 employees, life sciences and process manufacturing. Microsoft channel plus direct. Channel-based GTM and M&A in the Microsoft partner network is the named growth lever. When partners sit closer to the customer than you do, what would a handoff or QBR template need to look like to be useful through the channel?
Table 3 · Complex Enterprise SalesEvitec350+ employees, processes 50% of Finnish mortgages, Finland/Sweden/Estonia. Growth comes from deeper bank relationships, not new logos. Every customer is a multi-decade relationship. What does a useful QBR pre-read look like for that kind of account?
Table 4 · Smart Mobility · Hardware/RFPMoving IntelligenceNew CEO (Mathieu Chenebit, Apr 2025), 2030 European leadership mandate. 700K+ connected assets, 10 countries, dual-brand with Echoes, several acquired entities (PLT, Phantom Tracking, EuropeTrack, SlimmGPS). Customers bought from one acquired brand. With five brands in market, how do you introduce the rest in a way the customer welcomes?
Table 5 · Smart Mobility · SME FleetMoving IntelligenceSame parent, different ICP. SME fleets do not run RFPs. Buying is product-led, expansion is signal-led. What signals would tell you an SME fleet is ready to add vehicles, regions or modules, and what early-warning view would the team actually use?
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, the deadline that drove close, the explicit promise the AE made. How many of those crossed the handoff? If fewer than half, that is the template, and the brief that auto-populates from your transcripts is what stops the leak.
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 deal is created in the CRM, 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 orchestration 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?

What this session unlocks per table

Table 1 · Strategic Dynamics ISVsElite DynamicsMicrosoft AppSource lead vs direct web lead. Channel-driven inbound routed differently from direct.
Table 2 · Operational Dynamics ISVsYaveonDynamicsCon, Directions, first Partner Event with 100+ partners. Events as architecture, not as booths.
Table 3 · Complex Enterprise SalesEvitecDetection, not conversion. The "raised hand" is a CIO change, a regulatory deadline, a competitor migration.
Table 4 · Smart Mobility · RFP-heavyTelematrik / Lightfoot / MINew-market inbound. Bootstrap a regional scoring model from a parent UK closed-won pattern.
Table 5 · Smart Mobility · SME FleetAsolvi11 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, workflows and walkthroughs shown across the five sessions. Short proofs of concept assembled for the room, not finished production systems plumbed into your stack.

Take the event-leads 'Chat to Clay' home, on us.

Anyone in the room can take the event-leads 'Chat to Clay' workflow home. We connect it inside your CRM, wire it up, hand it back. You own the build from there.

Get set up →
Demo · ArchitectureS1

Live RFP monitor

A scraper that pulls from a stack of public procurement and tender APIs across Europe and feeds portco-specific orchestration tables. The existential data feed is the RFP itself, written before it goes to market.
Demo · ArchitectureS2

Three-Component ICP Builder

Firmographic × technographic × behavioral. Weighted score, ERP verification (HG Insights), migration signals, native data signals + AI scrapes 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

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 orchestration Engineered GTM runs on its own website. Meeting booked → CRM deal created → webhook → parallel company + contact enrichment → synthesised Sales Lead summary → Slack ping to sales channel + CRM updated. The protocol, in production.
Demo · WorkflowS5

Chat to Clay

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.
Bonus · Crystal ballS1

Building ABM creatives with data plus an LLM

An aside from the ABM session: how the research you've already done on target accounts becomes the input for an LLM that drafts the entire creative campaign. Personalised landing pages, voice notes, ad copy, sequence variants, all rendered from account intelligence already sitting in your data layer. The crystal ball pattern, applied to ABM.

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.

Paste your LinkedIn URL. We'll send it through our go-to-market engine and the result lands here in 20-60 seconds. Refresh the page and it's gone.

Your LinkedIn URL
Your URL is sent once, not stored. The result lives only in this browser tab. Close or refresh the page and everything you see below disappears.
●Hosts & chairs

Your chairs.

Who's at the front of the room.

Jake Gill

Jake Gill

Co-host · Session 01 chair
Engineered GTM · Founder
UK #1, Clay Cup 2025. Multi-million revenue closed across IC and sales leadership roles. 0-1 territory build, land-and-expand, selling into public and private sector, structuring sales teams after funding and liquidity events. Took the operator playbook, went technical, founded Engineered GTM.
LinkedInEmail
Tom Mears-Alcaide

Thomas Mears-Alcaide

Co-host · Session 02 chair
Volpi Capital
Head of Origination at Volpi Capital. Sources, structures and supports the firm's portfolio across Europe. Prior: four years at Oracle covering ERP across London and Madrid, with experience in the same verticals the room sells into. The driving force behind this summit.
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
Engineer by training. Ran programmes inside Nissan and across UK public sector before co-founding Engineered GTM. Thousands of employees, millions in contract and compliance value. Leads ops, partnerships and Clay Club.
LinkedInEmail
Engineered GTM

Engineered GTM

Day designers
engineeredgtm.io
We design and build the revenue infrastructure behind venture- and PE-backed B2B teams. Built inside the client's stack, handed back, the client owns it.
engineeredgtm.ioEmail
Engineered GTM

The systems shown today, built for your team.

We design and build the revenue infrastructure shown across the day. The data layer, the orchestration on top of it, the workflows that fire on signal. Built inside the client's CRM, handed back, the client owns it.

What we ship

01 - Data & orchestration

Orchestration on top of your CRM

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

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. Specific systems, not whole-function automation.

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, target-list build, Agile PLM outbound

Three workstreams across HubSpot and Clay: inbound meeting capture and routing, named-account list build, and outbound to the Oracle Agile PLM migration window. Currently in build with the Bluestar GTM team.

Series A fintech · Casap

Pre-call deep dive + scaling

Built the account universe and intelligence layer for outbound across 750+ US financial institutions. Defined the fintech segment from scratch.

Growth-stage data platform · Orchestra

Bi-directional intelligence engine

Signal detection feeding CRM enrichment in real time. Live in production.

Deeptech AI · Arwen

Repeatable revenue engine

RevOps and sales team structure. Account intelligence engine across the deeptech installed base.

What a Phase 1 looks like

Most engagements start with one named workstream installed 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. We're around if you want to refine, but the build is yours either way.

If something here matches what you're seeing

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

engineeredgtm.io jake@engineeredgtm.io