GTM knowledge: signals, cost and basics

GTM engineering is building the systems that sales and marketing use to find, score and contact their target customers at the right moment, with data, automation and AI on top of the CRM. The three articles build on each other.

Basics: what a GTM engineer does, where the term comes from and how it differs from RevOps, sales ops and marketing automation.

Signals: which hints show that something is moving at a target customer, from your own data such as visits to the pricing page and from outside such as new sales hires, how reliable they are and what the GDPR says about them.

Cost: what the three routes cost, hiring yourself, buying freelancers and tools, or having it run for you, with sources and with our own prices.

Written for B2B teams with a CRM and their own sales team who are asking whether a system pays off for their target market. If you want to see what it looks like in practice first, read How the signal engine works.