The Work
Real GTM systems work, scrubbed of proprietary details and rebuilt into case studies people can actually understand. Core Account Profile is the flagship. More are coming as I untangle, structure, and write them up.
More entries
Framework
A field-level benchmark of six enrichment and prospecting vendors against a 200-company ground-truth reference set scrubbed directly from each company's own website, producing a Best Source by Field hierarchy that replaced vendor-reputation assumptions with evidence and fed the Vendor Source Strength lens of CAP Accuracy.
Read moreAI-assisted automation
A governed n8n workflow that populates Salesforce Parent Account relationships from enrichment hierarchy data, with no-overwrite safeguards, self-parent prevention, and a master-record selection waterfall. Designed with a Salesforce operator and implemented through Claude Code.
Read moreSystems build
An end-to-end automation for incoming GTM records: enrichment governance, normalization, a deterministic account-matching waterfall, deduplication, and a routing-readiness gate, built so messy top-of-funnel data could be trusted by the systems that act on it one record at a time.
Read moreGTM data strategy
A 6 to 12 month rebuild of the Salesforce account layer at a mid-market SaaS company: re-enrichment, corporate-hierarchy cleanup, governed mass updates, and a phased merge of duplicate accounts, so annual GTM planning finally had an account record it could trust.
Read moreRevenue data migration
Controlled paths for the pricing and renewal motions standard automation could not safely carry: a batched price-book migration, a non-CPQ path for usage revenue, a fix for invoices stalled on a missing field, and validated renewal-owner assignment.
Read moreComing soon
More case studies from the messy middle of data quality, GTM systems, and AI-ready governance, in CRM and product data alike.
Data governance
Defining the revenue data terms everyone uses, but not always the same way.
A CRM-agnostic glossary for translating business definitions into fields, objects, lifecycle stages, ownership rules, and GTM processes across Salesforce, HubSpot, and other revenue systems.
Customer data collection
Clean, billing-ready customer addresses without slowing the deal down.
A low-friction flow for collecting and correcting customer address data at the right moment, wiring e-signature, Salesforce, enrichment, and routing together so billing and tax fields are complete before anyone needs them.