Notes.
Working notes from the desk. Short writing on GTM engineering, signals, positioning, and the operator stack. Some are live, some are still on the writing desk.
Why the GTM Engineer role is half the answer
A GTM Engineer can automate the systems. The harder problem is figuring out what motion those systems should produce. A note on the gap, and the work that fills it.
In progressSignals beat lists. Here's the operating model.
Most outbound is still list-driven. The teams that win in 2026 are signal-driven. Firmographic. Technographic. Behavioral. Intent. Layered together. A first pass at the model I run.
PlannedICP is not a persona
Why account selection, buyer language, and positioning need separate jobs before any GTM system can produce useful feedback.
Planned