Field notes / 08
Build from the system outward.
Reported analysis and practical playbooks for people building data, automation, AI workflows, and revenue infrastructure.
AI workflows / 10 min read
The AI Prospecting Workflow That Does Not Produce AI Slop
A governed AI research and prospecting workflow that separates evidence gathering, interpretation, message strategy, and human approval.
The library
Every field note
Systems / 9 min
Production-Grade GTM Automation: The Reliability Checklist
A reliability checklist for GTM automations covering idempotency, retries, observability, ownership, data contracts, cost controls, and safe rollout.
Career / 8 min
RevOps vs. GTM Engineering vs. Growth Engineering: Where the Work Actually Splits
A practical comparison of RevOps, GTM engineering, and growth engineering based on operating mandates, system boundaries, outputs, and success measures.
Data / 10 min
How to Build a GTM Data Enrichment Workflow You Can Actually Trust
A reliable enrichment architecture covering field contracts, provider waterfalls, confidence, provenance, cost controls, refresh policies, and QA.
Signals / 9 min
A Practical Account Scoring Model for GTM Engineers
A transparent scoring framework that separates fit, timing, evidence confidence, and actionability so teams can prioritize accounts without creating a black box.
Signals / 12 min
How to Build a Signal-Based Outbound System That Sales Will Trust
A production framework for capturing buyer signals, separating fit from timing, routing explainable actions, and learning from outcomes.
Systems / 10 min
The GTM Engineering Tech Stack: A Reference Architecture, Not a Shopping List
A practical architecture for designing a GTM engineering stack around data, decisions, execution, and observability instead of accumulating disconnected tools.
Foundations / 11 min
What Is GTM Engineering? The Practical Guide to the Role, Systems, and Skills
A plain-English guide to GTM engineering: what the discipline is, what GTM engineers build, and how the role differs from RevOps and growth engineering.