The Work

Frameworks, scoring models, and systems for the upstream layer.

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.

Featured

Framework

Core Account Profile

The program that defined what GTM-ready account data means: tiered field standards, gated scoring, vendor benchmarking, hierarchy automation, Salesforce write-back, and live monitoring across approximately 100,000 accounts.

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Framework

The Vendor Report Card

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.

AI-assisted automation

HG Insights Hierarchy Auto-Population

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.

Systems build

Lead-to-Account Data Quality Engine

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.

Coming soon

More case studies from the messy middle of CRM data quality, GTM systems, Salesforce operations, and AI-ready governance.

Coming soon

CRM data architecture

Rebuilding Account Trust Across the GTM Stack

Cleaning the account layer beneath routing, reporting, CPQ, and GTM strategy.

A large-scale Salesforce account restructure across 70K+ records, focused on hierarchy cleanup, lead-to-account matching, enrichment, segmentation, duplicate reduction, and governance across the account layer beneath routing, reporting, CPQ, and GTM strategy.

Coming soon

CPQ + revenue systems

Pricing Operations at Renewal Scale

Protecting renewal pricing accuracy when standard automation could not safely carry the motion.

A revenue systems execution project across Salesforce CPQ, e-commerce, and NetSuite: quote cloning, line-item updates, custom discount logic, downstream price sync, and renewal-readiness checks when the normal automation path was not enough.

Coming soon

CRM data governance

CRM Data Glossary for Revenue Teams

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.