Go-to-market, engineered.
GTM engineering is the newest specialization inside GTM operations: the build layer that AI made possible. Enrichment that fills its own gaps, outbound that waits for a real signal, workflows that run before anyone opens a ticket. Most GTM work is still done by hand, which is why most of it does not scale. This is where I write down what actually works when you build it instead.
Signal beats spray
Reply rate on outbound
Reply rate climbs to 18% as every send waits for a real buying signal.
Everything GTM Engineering, in one place
Guides
How each system actually gets built: waterfalls, signals, agents, orchestration, from the first column to the last edge case.
Browse guides →Plays
Runnable build plays: what to build, the stack, the config, and the number each one moves.
Run a play →Patterns
The reusable engineering primitives every play is assembled from.
Study the patterns →Stacks
Concrete tool recipes: the exact stack for an outcome and how it wires together.
Wire a stack →Signals
The numbers I check before I trust a system: match coverage, spam rate, reply-to-meeting, cost per verified record.
See the signals →Tools
The five or so tools that run most of the engine, and the ones I have stopped paying for.
Articles
Field notes from systems I have shipped, including the parts that broke first.
Read the field notes →Glossary
The vocabulary of the discipline, defined plainly, from ARR to zombie deals.
Open the glossary →Resources
The books, newsletters, communities, and frameworks worth your time.
See resources →By the numbers
Tools run most of the engine
Email coverage from a waterfall
Spam rate you must stay under
Sources: Ebsta and Pavilion (2025), Aleph and Benchmarkit (2026), Clari, ZoomInfo, and Gartner. Full sourcing lives in the linked guides and articles.
From the field
All articles →Warm the Domain for 6 Weeks or the AI SDR Torches It in 9 Days
A cold domain dies in days under AI-SDR volume; a warmed one lands. The ramp is 6 weeks from 10 to 50 sends per inbox, on a send subdomain, under the 0.30% cap. Here is the schedule, the DNS, and the pool.
Read →Most AI-in-RevOps Pilots Die in 90 Days. Here's the Autopsy.
88% of teams use AI, only 38% scale past the pilot. The survivors are not running better models. They shipped four guardrails the corpses skipped, and shadow mode is the one that flattens the death curve.
Read →Lint Your Outbound Before It Lints Your Domain
AI slop reads fine to the sender and burns the domain by the thousand. Watch reputation fall off a cliff as the complaint rate climbs, then build the regex lint gate that catches slop before it ships, tied to the 0.30% cap.
Read →The GTM Academy Network
GTM engineering is the AI-native build layer of go-to-market. It runs on the systems the platform hub designs, inside the operating discipline the operations hub owns.
One email. Every week.
One email a week: a system I built or broke, with the config, the numbers, and what I would change. No roundups, no theory, unsubscribe whenever it stops being useful.
The newsletter opens soon.
Connect a provider in src/config.ts