Serie de 12 partes
The GTM engine, built end to end
Going to market in a company under a thousand people is twelve pieces of work, held together by whoever is not travelling that week. This series builds each one so that the next happens by itself: the sentence about who you sell to, the ICP a machine reads, the two channels worth keeping, the calendar that publishes on its own, the form that keeps the click, the CRM that fills itself, the sequence that stops when a human replies, the meeting that moves a stage, the pipeline that is true on Monday, the forecast that is written once, the screen that shows all twelve, and the twenty minutes that end on a decision.
Artículos en esta serie
- 1→
GTM engine
How do you actually write the one sentence that decides who you sell to, so that the ICP writes itself?
A market definition that lives in one head drifts between Monday and Thursday. Written as one sentence with an exclusion, it becomes a gate later work reads.
- 2→
GTM engine
How do you actually turn that sentence into an ICP a machine reads, so that channel choice happens by itself?
A tier column typed from memory decides nothing. Stored as an object with a negative gate, the buyer becomes a score every later stage can read.
- 3→
GTM engine
How do you actually pick the two channels that matter, so that the content calendar fills itself?
Five small experiments, each stopped before it could say anything. Counting leads by channel with a total beside each one turns the choice into arithmetic.
- 4→
GTM engine
How do you actually run a content calendar that publishes without you, so that capture happens by itself?
A scheduling tool buys you the timing and leaves you every other job. Four rules in front of the publisher make an unattended calendar safe to run.
- 5→
GTM engine
How do you actually capture a reader into a system, not an inbox, so that the CRM fills itself?
The click knew where it came from. A form that emails you throws that away, and no later repair exists, because the browser that knew has closed.
- 6→
GTM engine
How do you actually make the CRM fill itself, so that the sequences start by themselves?
A CRM that is full and untrue is worse than an empty one, because people act on it. One write path in, and a stage derived from facts, fixes both.
- 7→
GTM engine
How do you actually run sequences that stop when a human replies, so that a meeting gets booked by itself?
A person answers, the sending tool marks the thread finished, and the rest of the company carries on as though nothing was said. The stop has to become a fact.
- 8→
GTM engine
How do you actually book meetings without the back-and-forth, so that the pipeline stays true by itself?
Scheduling is close to free. A booking that moves the stage, writes the brief and notices a no-show is the half nobody sells, and the half the pipeline reads.
- 9→
GTM engine
How do you actually keep a pipeline that is true on Monday, so that the forecast writes itself?
Typing a stage pays the typist nothing, so it gets dropped first. Stop storing the stage, store the facts, and derive it each time the pipeline is read.
- 10→
GTM engine
How do you actually forecast from the pipeline without a spreadsheet, so that one dashboard fills itself?
The probability column is typed from memory, multiplied, and presented as data. A stored number with its reasons can be reviewed three weeks later.
- 11→
GTM engine
How do you actually see the whole engine on one screen, so that the weekly review runs by itself?
A missing number looks exactly like a low one. One event writer, one number per stage and a total beside each count is what makes a screen worth reading.
- 12→
GTM engine
How do you actually run a weekly review that changes something, so that next week starts by itself?
Most reviews spend the hour on outputs nobody can act on. Twenty minutes, input numbers only, and one dated decision the tool will not let you skip.
Acerca de esta serie
Each chapter has the same seven parts: how the stage is done by hand today, what it costs each week, the build in plain words with the exact prompt, what it feeds, what stays with a person, the tools you already pay for, and the door to the next stage. Read them in order, or open the stage that is leaking.
The whole engine, in order and in one place, is the book Building a real GTM engine with Claude Code and Codex, end to end. A free starter edition for firms under fifty people is coming through the 100k programme.
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