GTM Engineering Programme

GTM engineering that starts with your own sales history.

For SaaS teams with years of CRM data and a list that's run dry.

Book a 30-minute GTM diagnosis Or see an example lead brief

Sales teams we've built for

The situation

Your CRM holds years of history. Your reps still build their own lists.

They research names before they can sell, then reach the same people every month before they're ready to buy. GTM engineering (the data, scoring and signals that tell reps who to contact next) moves that work out of their week and into a system you own.

Find your gaps: take the scorecard

Outcomes

What changes for your team.

The same reps and the same market, with the research and timing done by the system.

  • Finding accounts

    TodayReps build their own lists, week after week.

    After week 12A scored TAM, SAM and SOM in your CRM, ranked by fit and intent.

  • Timing

    TodayThe same accounts get contacted every month until they buy.

    After week 12Signal plays live, so reps reach accounts when a buying window opens.

  • First calls

    TodayHours of research before each conversation.

    After week 12A lead brief per account: why now, the angle and the first question.

  • Who you target

    TodayAn ICP based on a best guess.

    After week 12An ICP and scoring tested on your own won and lost deals.

  • Ownership

    TodayHow it works lives in a few heads.

    After week 12Documented, built in your accounts, with a trained team and a Handover Pack.

What you get

What you get, month by month.

Twelve weeks, then run

  1. Month 1 Weeks 1–4

    Diagnose

    Map your GTM end to end, validate who you actually win, and find the visibility gaps.

    You get
    • Diagnosis Report

  2. Month 2 Weeks 5–8

    Build

    Market database, segmentation and scoring, sharper positioning, and a sales motion built around signals and warming.

    You get
    • Scored market database
    • Scoring model

  3. Month 3 Weeks 9–12

    Hand over

    Your first live target list, the basics stood up and your team trained.

    You get
    • First live target list
    • Handover Pack

  4. Then, optionally

    Run

    Ongoing support to operationalise, maintain or fully manage the system. Agreed after the project.

After week 12: GTM as a Service

Example deliverables

Three things you'll actually get.

Lead brief

One account, why now, the angle and the first question, ready for a rep.

Sales-ready lead brief

Varnhollow Freight

Segment
Mid-market freight and logistics
Contact
Head of Sales (new in role)
Fit
92
Intent
81
Signal

New Head of Sales, 3 weeks ago. Also hiring two SDRs this month.

Why now

A new sales leader is setting next quarter's plan and building a team to hit it.

Suggested angle

Help the new team see which accounts to work first, instead of inheriting last year's list.

Questions to ask (SPICED)

  1. Situation How do your reps decide who to contact each week today?
  2. Impact What does the new team need to prove by next quarter?
  3. Critical event When does the new plan go to the board?

Scored market

Every account ranked by fit and intent, with the next action in plain words.

Scoring matrix: six accounts from a scored market

Scoring matrix: six accounts from a scored market. Example data with fictional companies.
AccountFitIntentSignalNext step
Varnhollow Freight 92 81 New Head of Sales Contact now
Olvenhurst Health 88 74 Hiring 2 SDRs Contact now
Quillvane Pay 85 68 Funding round Contact now
Brackmoor Couriers 83 31 None yet Warm up
Tallybird 46 72 Pricing page visits Watch
Marula Billing 38 19 None yet Not now

Diagnosis Report

Month 1's written findings: who you win, where deals come from and where the gaps are.

Diagnosis Report · extract

Quorvel Software

  1. Who you actually win

    68% of won revenue came from freight and courier companies with 50–250 staff, a segment that gets 20% of outbound effort.

  2. Where deals come from

    3 of 4 wins started from a referral or an inbound request. Outbound produced few wins, all in the same segment.

  3. Market headroom

    1,284 accounts match the profile of your best customers; 61% have never been contacted.

  4. Signal and warming gap

    No signal layer None of the last 20 won deals was warmed before the first call. Timing was left to chance.

Recommendation Score the 1,284 best-fit accounts first, add hiring and leadership-change signals, and warm the top segment before outreach.

Book a 30-minute GTM diagnosis

30 minutes · we'll look at your own data

Marlon Dickerson working on a laptop

Yours to keep

All of it is yours.

Built in your own accounts and documented as it's built, so your team can run it without us.

  • Diagnosis Report

    Who you win, where deals come from, where the gaps are.

  • Scored market and model

    Your TAM, SAM and SOM, scored on your own history.

  • Signal rules and warming

    The events that open a buying window, and how you get known first.

  • Handover Pack

    Documentation, access, your first live target list and team training.

Built in Clay, HubSpot, Attio, Notion and LinkedIn Sales Navigator, and most major CRMs.

Questions

Before you start

Cost, time, fit and what happens after week 12.

What does a HeyThere engagement cost?

Pricing generally starts from R20,000/month for an initial 3-month project (excl. VAT): Diagnose, Build and Hand over. Every engagement is quoted after a 30-minute diagnosis, because the scope depends on your data, your team and your market. Ongoing support after the project is optional and quoted separately.

Is this a fit for our team?

It works best when you sell B2B SaaS, have three or more years of sales data in a CRM, a sales team with reps and a manager, and a sense the team could produce more. Just raised or launching, without that history? The GTM Launch Programme is built for that. Not sure? Book the diagnosis: in 30 minutes we'll tell you which start makes sense.

How much of our time will it take?

It depends on the phase. Plan on about 4 hours a week from your project lead, and 4–8 hours a week across your team on average. Your salespeople give more time during onboarding and training, when they learn to work from the new system.

Our CRM data is a mess. Is it even usable?

Messy data is normal after three years of selling. The first month tells you what's usable and what to fix before anything is built on it. That's what the audit is for.

My reps won't use another tool. Will this work?

Leads land where your reps already work, in your CRM. Month 3 trains the team on the new way of working, and the optional onboarding support after the project exists to make it stick.

Do we have to continue after the initial project?

No. Ongoing support is optional and agreed after the project, once you've seen the system working. Everything built during the project is yours either way.

Why not hire a GTM engineer instead?

You can, and for some teams you should. Weigh the cost, the time it takes to hire and ramp, and the risk of one person holding the whole system. Whichever you choose, the system should live in your own accounts and be documented, which is how we build it.

We already pay for a contact data tool. Why pay you?

Data tools give you names. The work is deciding which names matter, when to contact them and what to say. HeyThere uses your data tools; it doesn't replace them.

Will it work with our CRM and tools?

Very likely. We build in Clay, HubSpot, Attio, Notion and LinkedIn Sales Navigator, and we've integrated with most major CRMs. The diagnosis confirms it for your stack.

What do the tools cost on top?

Tools run on your own accounts and are billed to you, so they stay yours after handover. We look at the tools you already pay for during the diagnosis.

Has this worked for a team like ours?

We don't publish client results yet, and we won't invent them. We can show you the method, example deliverables and the industry data behind the approach, with sources. The diagnosis checks the approach against your own situation before you commit to a build.

Are you a Clay partner?

No. HeyThere is independent. We build in Clay because it suits this work, and we build it in your account, so you keep it.

Resources

Free template: the sales-ready lead brief

Next step

See what your sales history says about your market.

In 30 minutes you'll get a straight read on your data, your market and your signal gap, and which start fits.

Book a 30-minute GTM diagnosis

You'll talk to Marlon