GTM Planning + Kickoff

Date: February 2, 2026 Source: Granola Meeting ID: 86e22822-51bf-434b-872d-7d54676c3aee URL: https://notes.granola.ai/t/86e22822-51bf-434b-872d-7d54676c3aee

Participants:

Summary

January actuals vs forecasts showed pipeline gaps
- MQL pipeline significantly lower than expected (only 1 lead from content)
- Overall pipeline volume below targets
Adjusted February targets based on learnings
- Lowered MQL expectations but maintained 30% MQL→SQL conversion
- Rebalanced pipeline sources: 50% partners, 50% direct outbound (previously 75%/25%)
- Kept SQL pipeline target at 420 (≈10 leads/week)
Key insight: Initial targets were unrealistic, recalibrating for achievable goals

LinkedIn engagement showed 4x reach improvement with minimal effort
- Increased from 9 to 46 engagements
- Only 12 comments over the week generated significant amplification
Profile visit campaign generated 1 MQL through manual outreach
- Currently manual process, automation being explored
Critical gap: High engagement (1200+ eyeballs) but zero lead magnet downloads
- Need CTAs on every other post minimum
- Mix of DM requests and downloadable assets required
Content feedback examples
- Edge-to-activation posts attracting enterprise interest (Fastly partnership inquiry)
- Need better ICP targeting vs general tech interest

Pipeline movement showing positive trends
- Multiple deals progressing with dollar amounts set
- Direct outbound proving effective (15-minute Upwork RFP → Tuesday call)
HubSpot integration completed over weekend
- No more spreadsheet excuses for pipeline updates
- Automated cursor workflow deployed
Target: Increase from 2-3 SQLs/week to 5 SQLs/week (18 total this week)

Restructured partner tiers with new “Calibration” category
- Gold: Weekly touchpoints (Snowflake, Amplitude, Mixpanel)
- Silver: Bi-weekly check-ins
- Bronze: Monthly contact
Key partner progress
- Snowflake: Weekly deal discussions, building broader org tracking system
- Amplitude: Setting up demo instance, potential content collaboration
- Mixpanel: Austin event logistics finalized, working on customer invite lists
- Mother Duck: New partnerships hire engaged, planning March/April Austin event
Contextual insurance campaign ready to launch
- 4-5 insurance demos built, legal and real estate verticals next
- Stalled due to Gabe’s reduced capacity