GTM engineering
Treating go-to-market as a system: data, signals, AI and automation wired together so pipeline scales without adding headcount.
In our builds → GTM EngineeringGlossary
The 2026 GTM & AI glossary.
Plain-English definitions of the terms you keep hearing — and where each one shows up in the systems we build.
Signal-based selling
Reaching out when a buyer does something — visits pricing, hires, raises funding — instead of working a static list.
In our builds → Signal AgentIntent data
Evidence an account is researching a problem you solve, from web visits, content engagement or third-party sources.
In our builds → Account scoringEnrichment waterfall
Querying data providers one after another until a field is found — more complete and cheaper than a single source.
In our builds → Lead enrichmentICP scoring
Rating each account against your ideal customer profile so effort goes to the best-fit prospects first.
In our builds → TargetingAI SDR
An agent that researches prospects and drafts personalised outreach for a human to review and send.
In our builds → OutboundRevOps
Revenue operations: aligning sales, marketing, delivery and finance on one set of systems, data and processes.
In our builds → RevOpsSpeed-to-lead
The time between a buyer raising a hand and someone responding. Minutes, not days, win deals.
In our builds → Lead routingLead routing
Rules that assign every new lead to the right owner instantly, with alerts when an SLA is missed.
In our builds → CRM automationPipeline hygiene
Keeping every deal with a stage, owner, amount and next step so forecasts can be trusted.
In our builds → DashboardsQuote-to-cash
The path from proposal to contract to invoice to payment — automated so revenue does not leak between tools.
In our builds → Billing flowsPost-SaaS
Moving from renting one-size-fits-all software per seat to owning custom systems built around your process — now affordable because AI makes building fast.
In our builds → replace costly SaaS with a system you ownIndustry 5.0
Technology personalised to each organisation and built around people — humans and AI working together, rather than one-size-fits-all automation.
In our builds → custom systems on your stack, owned by youAgentic workflow
A chain of tasks where AI agents plan steps, use tools and hand work to each other or to people.
In our builds → Agentic WorkflowsHuman-in-the-loop
Agents draft and prepare; a person approves anything that sends, signs or spends.
In our builds → Every buildMulti-agent orchestration
Several specialised agents coordinated under one set of rules, logs and approvals.
In our builds → Complex workflowsAgent guardrails
Action limits, audit trails and escalation paths that keep an agent inside the boundaries you set.
In our builds → Every buildEvals
Tests that score an agent’s output against examples, so quality is measured and regressions are caught.
In our builds → Quality controlMCP
Model Context Protocol — the open standard that lets Claude securely read from and act inside your apps.
In our builds → Claude AutomationsClaude Skills
Reusable instruction packs that teach Claude your playbooks, templates and house style.
In our builds → Custom playbooksClaude Cowork
Anthropic’s desktop workspace where Claude carries out multi-step tasks across your files and tools.
In our builds → Team rolloutClaude for Small Business
Anthropic’s package of prebuilt workflows and business connectors that runs inside Claude Cowork.
In our builds → SMB setupClaude Code
Anthropic’s agentic coding tool — we use it to build and maintain internal automations fast.
In our builds → Internal toolingMissed-call text back
An automatic text sent from your business number when a call goes unanswered, offering help or a booking link so the caller doesn’t move on to a competitor.
In our builds → Missed-call text backAI receptionist
An AI agent that answers or texts back callers, asks qualifying questions, books appointments and logs details in your CRM — handing off to a person when needed.
In our builds → AI front deskClient onboarding automation
A system that moves a new client from “yes” to ready-to-work without manual handoffs: engagement letter, intake, documents, folders, access and kickoff.
In our builds → Client onboardingVibe coding
Building software by describing what you want to an AI tool — like Lovable, Bolt, Cursor or Claude Code — and iterating on the result, often without writing code by hand.
In our builds → Vibe-code tune-upWant these working in your firm, not just defined?
We turn the glossary into live workflows in your stack.