The GTM Engineer Podcast

In today's episode, I chat with Aivers from Growth SDR about building automated outbound engines using tools like Clay and Smartlead.  We dive deep into his collaborative approach with clients, exploring how he validates company databases and identifies high-quality prospects through AI-powered filtering. Aivers shares two compelling case studies: validating a 4,000-company government database (di...

In today's episode, I chat with Nico Gillard, co-founder of medialab, about building intelligent GTM systems using Clay and data-driven ICP definition. We explore Nico's approach to going beyond basic firmographics to identify the ideal client situation (ICS) - not just who your customer is, but when they're ready to buy. Nico shares examples like targeting ERP software buyers who've outgrown Xero...

In today's episode, I chat with Pranam Lipinski, co-founder of Email Outreach Company, about building effective cold email campaigns and the role of AI in modern outbound. We explore Pranam's journey from selling a tech startup through cold email to building an agency that sends millions of emails monthly. He shares his team's creative approaches, including their unique "advice-based" messaging st...

In today's episode, I chat with Kamil, a GTM engineer who works with Apex Fractional, about building precision targeting systems that achieve exceptional contact-to-deal ratios.  We explore his unique approach of working with just 3-4 clients at a time to build boutique outbound machines using Clay automation and data intelligence. Kamil shares a detailed breakdown of his most creative campaign fo...

In today's episode, I chat with Pierre Patrouillard from GTM Partner about building effective cold email infrastructure and outbound systems for B2B SaaS companies.  We discuss his approach to working with high-ticket clients (minimum $10K ACV), focusing on deliverability-first services before creative campaigns. Pierre shares his process for mapping total addressable markets, using funding data a...

In today's episode, I chat with Alexis from OneThousandPieces about building automated GTM systems using Clay to help B2B scale-ups increase pipeline quality and reduce manual research time.  We dive deep into his agency's approach to account intelligence, exploring creative use cases like AI-powered buying signal tracking, comprehensive account research dossiers that replace traditional AE work,...

In today's episode, I chat with Matteo Fois from TAM Acceleration about building revenue-generating systems that delivered over 1,000 leads in four months for a $20M transportation company.  We explore his complete onboarding process from setup to scaling, and how his team achieved $175,000 in generated revenue within the first four months while sending 100,000 emails per month across four countri...

In today's episode, I chat with Enrique, a GTM engineer at BEMO, about building a partnership-led outbound motion that generates $1.5M in pipeline per month with just one BDR. We explore how Enrique engineered a system combining Clay, Crossbeam, and HubSpot to identify companies using compliance platforms like Vanta and Drata, thenreach out with highly relevant messaging about reducing compliance...

In today's episode, I chat with Bharatt Arorah, Head of GTM at Growth Engine X about building personalized outbound campaigns that scale to thousands of prospects while maintaining genuine relevance.  We explore his agency's approach to B2B cold email, from setting up email infrastructure to launching multiple test campaigns in the first 60 days to find message-market fit. Bharatt shares specific...

In today's episode, I chat with Kevin Patrick from Astris Partners about building premium fractional outbound systems that crack notoriously difficult markets like pharma and life sciences.  We explore their unique onboarding process involving three 1-hour workshops to deeply understand client triggers, and Kevin shares a fascinating case study about helping a molecular testing company reach poult...

In today's episode, I chat with Gilbert from Enablement.ch about building scalable go-to-market systems that blend automation with human expertise.  We explore his agency's unique approach to outbound - combining done-for-you services with an enablement platform that teaches clients to implement their own systems. Gilbert walks through his client onboarding process, explaining how he uses AI to co...

In today's episode, I chat with AJ Cassata from Revenue Boost about building effective cold email and LinkedIn outreach systems for B2B companies. We explore his agency's evolution from consulting to done-for-you services, and how they've adapted their strategies as deliverability challenges have intensified over the past year. AJ shares his comprehensive onboarding process, including the 20-page...

In today's episode, I chat with Bill from SalesCaptain about building a go-to-market agency that prioritizes ROI over vanity metrics.  We discuss his three-phase approach to launching outbound campaigns within 3-4 weeks, focusing on targeting, messaging, and infrastructure. Bill shares his perspective on the ongoing battle between AI and spam filters, explaining why message-market fit is becoming...

In today's episode, I chat with Ben Reed, founder of RevyOps, about solving the data fragmentation problem that prevents GTM agencies from scaling beyond 5-10 clients.  We explore the "yo-yo effect" that plagues agencies when they try to grow, and why the real constraint isn't sales but fulfillment and data operations. Ben shares his unconventional journey from philosophy major to oil & gas da...

In today's episode, I chat with Ben Holley from Cyft AI about building a comprehensive TAM of 20,000+ MSPs and why cold email should be treated as a private ad network rather than one-to-one sales outreach.  Ben shares his multi-source list building strategy using BuiltWith, Clutch, and lookalike models, explaining why MSPs are notoriously difficult to find through traditional database searches. W...

In today's episode, I chat with Mohan from Spring Drive about building modern B2B outbound systems that prioritize strategy over tactics.  We explore his journey from BDR to agency founder, discussing how he discovered Clay over two years ago and why sales fundamentals matter more than fancy tech. Mohan shares a creative campaign that landed 28 meetings in the first month by scraping product data...

In today's episode, I chat with Orestas, VP of Accounts at A-Sales, about running successful multi-channel outbound campaigns across Europe and globally.  We explore their comprehensive approach that combines cold email, cold calling, and LinkedIn outreach, diving into how they've booked over 3,000 meetings by sending 5+ million emails. Orestas shares fascinating case studies, including their work...

In today's episode, I chat with Rishabh Gupta, Product Lead at Partao and freelance GTM engineer, about building foundational outbound systems for early-stage startups.  We dive deep into his approach to GTM engineering, exploring how he discovered that email-only campaigns don't work and why multi-channel outreach (email, calls, SMS, WhatsApp) is critical for Fortune 500 targets. Rishabh shares h...

In today's episode, I talk to Louis Deslus from Era B2B about building full-service outbound systems that achieve exceptional results through natural, human-centered prospection.  We dive deep into his agency's multi-channel approach and explore how they achieved 180 meetings per month with a 7% conversion rate for a client. Louis shares his unique philosophy on creating genuine conversations rath...

In today's episode, I chat with Nayab Osaf, a GTM engineer at StackOptimise, about her journey from HR recruiter to outbound expert and how her team achieves remarkable results through high-volume testing and AI-powered personalization. We dive deep into StackOptimise's aggressive testing methodology, where Nayab launched 13 different campaigns in one day to rapidly discover message-market fit. Sh...

In today's episode, we talk to Leslie from Sales Led GTM Agency about building effective outbound strategies through micro-segmentation and buyer-centric thinking. We dive deep into Leslie's approach to territory management and ICP refinement, exploring why most companies' ICPs are too broad and how to apply at least five layers of segmentation to create highly targeted micro-campaigns. Leslie sha...

In today's episode, we talk to Malo Brinquin from Palladio GTM about building complete GTM engines for companies using Clay and modern automation tools. We explore how Palladio approaches client work differently based on company size, from helping smaller startups automate outbound and save time for salespeople, to breaking down silos between marketing and sales teams in larger organizations. Malo...

In today's episode, I talk to Georgios from Relevance about building outbound systems for early-stage startups and why focusing on accelerator-backed companies became their winning niche. We explore how Relevance evolved from list building to full-service outbound strategy, and why they specifically target "builder" founders who excel at product development but struggle with sales. Georgios shares...

In today's episode, we sit and talk to Alex from Launchyfi about the emerging role of go-to-market engineers and how they're reshaping B2B sales for startups. We dive deep into Alex's journey from failed first startup to Chief Revenue Officer at age 20, and how those experiences led him to build Launchyfi, first as a fractional GTM engineering agency, now evolving into an AI-powered platform. Alex...

In this episode of the Outbound Wizards podcast, I sit down with Niklas Huetzen, founder of Automindz Solutions, an AI and automation agency specialized in the recruitment space.  Nik shares his journey from running a failed e-commerce business during COVID to building recruitment systems for a Dubai-based agency that grew from 14 to 100 people. We explore his unique approach to recruitment outbou...