GTM Hub — Priorities & Team Bets

Source: Planning / WBR meeting (start of Feb 2026)
Last updated: 2026-02-04

Your priorities as GTM leader

SQL volume
- Drive net new SQLs to 18 this week.
- Pipeline was below expectation; you’ve recalibrated targets but execution has to improve.
- You’re “locking down” on filling pipeline — it takes ~a month to trickle through.
Meetings booked
- Meetings booked is the only metric that matters at the end of the day.
- Support Luke on this.
- Meeting with Vixel (tomorrow) on: moving deals faster + higher qualified SQL so you can book meetings off them.
Sales focus over new systems
- No new spreadsheets/Notion; leave system changes to you and Uttam.
- HubSpot is the bar: Uttam’s HubSpot–Cursor workflow is in place — “no more excuse for not updating HubSpot.”
- Single source of truth: Mark’s spreadsheet (you and Tom look at it at least 2x/week).
- Lead-level engagement → HubSpot. Account-level → tracker.
MQL → SQL (engagement)
- “Turning MQL into SQL” is a big priority.
- Hannah works closely with Luke; lead magnets must be integrated and tracked (no more untracked Lovable builds).
- Every other post should have a CTA; need more bottom-of-funnel lead engagement.
- Hannah is in sales standups so she and Luke stay in sync.
Trust the rest to owners
- You’re focused on sales; you’re not going to own partner ops.
- Pipeline is there; the team needs to execute on engagement so it turns around.

Who	Bet
Shaysu	Aligned with Uttam — “whatever bet he wants to work with,” partner along.
Rico	No bet yet. Blocked on Luke providing campaigns he’s auditing. You called out: “We’re bottlenecked on him not giving you the campaigns to execute on.”
Ryan	(1) If automation for profile-view campaign is possible, turn it on. (2) 2x engagement (it’s driving results). (3) Content batched and ready for review each week so no one needs to be pinged — posts scheduled.
Hannah	(1) Revisit OKRs and recalibrate/adjust metrics if needed. (2) Work with Luke to launch a campaign this week with a clear path to engagement (past campaigns lacked that). (3) Continue partnership events: Mixpanel, Corral Data, and others.
Uttam	(1) 3 weeks of partner spotlights built; if your account is open, 6 over 3 weeks. (2) Snowflake org stack in Cursor — track SEs and connections (~30 people). (3) Get Contextual insurance motion out (legal has been stalling; Gabe part-time). Partner tier: gold = weekly, silver = bi-weekly, bronze = monthly; add “calibration” for net-new (e.g. MoEngage, Fastly).
You (Robert)	Drive SQL volume to 18 net new SQLs this week; push on “turning things on” consistently so you hit the target.

Pipeline mix (recalibrated): ~30% new SQL from MQL, ~50% from partners, rest from direct outbound/other. MQL pipeline was slow (only one content-sourced lead); you lowered MQL expectations but kept SQL target.
Profile-view campaign: Manual for now (no HayReach scrape). You want it “always on” until automated — good way to see who’s viewing and send the standard message.
Engagement: Reach 4x’d with minimal commenting (e.g. 12 comments). You’re pushing for more CTAs, lead magnets with tracking, and testing both “DM us” and asset downloads.
Partner tracker: Confusion on “5 SQLs” — those were partner names, not leads. Uttam to resolve and align with lead-level tracking by next week.
Review cadence for you: Sales-related review = Mon–Wed evenings; delivery = mornings. Content review requests do best Mon–Wed evenings for fast response.

Rico: Luke to provide audited campaigns so Rico can execute.
Hannah: Define “high intent engagement” for Brainforge (you’re open to refreshing the list; numbers were all zero).
Uttam: You’re sending the MoEngage email after the call. Corral Data: Hannah setting up webinar call with Lauren; she’ll CC Uttam.
Contextual legal: Still stalled (Gabe part-time). Insurance demos are built; legal next, then consider home services vs insurance push with Luke.

Use this as your GTM hub reference when you’re in the vault and need to remember bets and what to prioritize.