SMYS 3 | From Clay Tables to Intent HQ: Building the BDR Action Layer
Rick Koleta’s GTM Vault episode spotlights Garrett Wolfe’s end‑to‑end BDR action layer built on Clay tables and a custom Intent HQ web app. By scoring tens of thousands of accounts with firmographic and technographic data, the system filters out low‑fit prospects before signal monitoring. The single‑pane interface replaces the manual shuffle between CRM, LinkedIn Sales Navigator and Apollo, letting reps focus on outreach. The workflow drove Unify’s outbound effort from zero to roughly $15 million in pipeline within a year.
Show Me Your Stack
Show Me Your Stack is a weekly, free‑to‑watch video series where GTM engineers dissect their production stacks in 20‑30‑minute episodes. Each episode follows a three‑card format—Problem, Build, Results—showcasing quantified bottlenecks, live screen‑shares of multi‑tool workflows, and before‑after metrics such as...
MCPs vs APIs in a Production Enrichment Pipeline
Rick Koleta’s GTM Vault episode shows how Skyp’s enrichment pipeline combines Claude Code’s plan mode with the Apollo API to deliver high‑quality leads at roughly fifty cents each. The build demonstrates that while MCP connectors (Gmail, Stripe, Grain, Slack) provide...
Review Intelligence as a GTM Signal Layer
Slang AI, a voice‑AI reservation platform, is using restaurant reviews as a direct go‑to‑market (GTM) signal layer to pinpoint eateries that lose bookings due to phone‑answering gaps. The company built a five‑tool pipeline—Serper.dev for Google Maps discovery, Clay as a...
GTM Engineer Series: Show Me Your Stack
GTM Vault has launched a new weekly video series called “Show Me Your Stack,” where a GTM engineer walks through their actual revenue‑operations tech stack in a 15‑20 minute screen‑share. Each episode follows a three‑part structure—identifying a specific GTM bottleneck,...
GTM 42 | When Dashboards Divorce the P&L
In this episode of GTM Vault, Rowan Thonkin, CMO of Planful, explains why go‑to‑market (GTM) dashboards often diverge from financial reality as companies scale, pinpointing the CRM as the root cause of misaligned metrics. He highlights early warning signs such...
Revenue Architecture Advisory
The post warns that product‑market fit alone does not guarantee scalable revenue; fragile go‑to‑market architecture leads to rising CAC, softening win rates, and fragmented messaging. It proposes a revenue‑architecture advisory that diagnoses structural constraints and installs a unified system across...
Channel Accumulation Is Not Distribution Architecture
The post argues that marketing failures stem from a missing distribution architecture, not from the number of channels deployed. It defines distribution as an architectural layer that must connect identity, motion, and market, and outlines five structural truths about how...
Function-Level Optimization Is System-Level Debt
The post argues that optimizing individual GTM functions without system‑level coherence creates structural debt that stalls revenue growth. It outlines five structural truths, emphasizing that coordination alone is insufficient and that coherence is an architectural, not cultural, issue. As companies...