Field notes
Notes on the spaces between your GTM tools.
Practical writing on the handoffs where context, owners, and reporting break — and how to make the route hold.
June 24, 2026 · 11 min read
What is GTM? A technical guide to go-to-market strategy
Most GTM guides stop at market, message, and channel. This one follows the route: how leads enter, what fields must survive, who owns each handoff, and how the system reports truth.
Read the field noteJune 24, 2026 · 12 min read
GTM tech stack architecture: how leads move from source to revenue
A reference model for the technical GTM route: source, enrichment, outbound, CRM, alerts, reporting, field contracts, system-of-record rules, and integration patterns.
Read the field noteJune 24, 2026 · 10 min read
GTM engineering vs. RevOps vs. Sales Ops: who owns what?
Sales Ops optimizes sellers, RevOps aligns the revenue lifecycle, and GTM engineering builds the route. The ownership matrix for fields, handoffs, routing, alerts, and reporting.
Read the field noteJune 11, 2026 · 9 min read
What is GTM engineering? And do you actually need to hire one?
Job postings grew 340% in a year and salaries passed $130k. What the role actually does, why it exploded, and the honest decision rule for hiring one versus fixing your route as a sprint.
Read the field noteJune 11, 2026 · 9 min read
AI SDRs scaled your sending 6×. Your handoffs didn't survive it.
Volume rose to ~7,400 sends per rep while reply rates fell to 2.9% and 47% of deployments hit domain collapse. The constraint moved from sending to the route — the 2026 data, sourced.
Read the field noteJune 10, 2026 · 9 min read
What broken GTM handoffs actually cost: 11 statistics for 2026
Reps sell less than 30% of the week, contact data decays up to 70% a year, and average reply rates sit at 3–5%. The researched numbers behind broken workflows — with sources.
Read the field noteJune 10, 2026 · 10 min read
How to audit your GTM workflow in one afternoon
Trace one real lead from source to reporting, check all six handoffs, and leave with a marked-up route map and a fix list. The step-by-step method, with time budgets.
Read the field noteJune 9, 2026 · 8 min read
The six GTM handoffs where your pipeline quietly leaks
Most teams don't have a pipeline problem — they have a handoff problem. The route a lead travels, and the six seams where it loses context, an owner, or its status.
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