A GTM engineer connects your sequencer, your infrastructure and your CRM so each does its whole job, puts suppression and eligibility in code between your CRM and every send, and turns each outbound, inbound and lifecycle play into a CRM list your team owns, with rep tasks that arrive with a draft.
HubSpot-first, no RevOps
Apollo, a sequencer and HubSpot each do a third of the job, and each keeps its own copy of the list. Nothing checks a batch against your customers and open deals before it goes out.
Ecosystem sellers and agencies
Your buyer is several companies at once, and account stage is kept in a spreadsheet. A deal won at one company changes nothing on the others, so nobody can say which accounts are in pursuit or what each one calls for next.
A suppression gate enforced in code decides who may be contacted and from where, and stamps the reason on the record for every contact it passes and every one it stops.
Every push starts as a plan listing the exact contacts, the counts by tier and by suppression reason, and the destination, and what reaches your sequencer is what the plan and your rules allowed.
Sequencer, infrastructure provider and CRM each do one job: a sequencer chosen for its API and master inbox carries cold volume, an infrastructure provider you can replace supplies domains and mailboxes, and your CRM is the contact of record and the path for warm email.
Where one buyer is several companies in your CRM, the account gets one stage on a ladder computed from the deals and meetings across its members, and each play is a CRM list your team owns.
When a signal or a stage change calls for one email soon, the contact passes the same gate and the owning rep gets a CRM task with drafted copy and the evidence under it, to edit and send from their own inbox.
The suppression policy, the tier rules, the stage ladder and each play are files in your repo, each with a version. Your sequencer connects at one point, so replacing it does not change the gate.
Every contact the gate has seen carries four fields: what it decided, why, the evidence, and when. Staging lists, plays and account stage are CRM lists and fields, and a sequencer list is a copy that can be rebuilt from them.
Involved when a play needs personalized lines or a rep draft. Each request carries what it needs, and what comes back is a draft your team reviews.
What you receive at exit
Inline writer on your keyAn inline implementation on your own key, handed over. Nothing upstream changes.
Involved only if you have no warehouse of your own and want reports and history kept in one.
What you receive at exit
pg_dump and CSVsA full export, or the warehouse re-pointed at your own database and backfilled.
A written scope, a typical timeline, and a deliverable you can inspect on day one. Timelines are typical, not guaranteed. The proposal sets the one for your stack. Every engagement starts with the Stack Audit: 1 week, and its readout proposes the next piece for your stack, priced in the proposal.
Typical timeline: 2 weeks
For the team that is about to email people they shouldn't; has no single gate between CRM and sequencer.
Typical timeline: 3–4 weeks
For the team that pays Apollo, a sequencer and a CRM for overlapping halves.
Used in GTM systems we've built for B2B SaaS clients running in production every day.
Yes. Every engagement starts with the Stack Audit, and there is only one: aimed at an outbound stack, it is the same audit. Its readout recommends one first piece for your stack. On this line, the entry offers are Suppression & Staging Setup and Stack Consolidation.
It does, and at small scale that is fine. It also ties your domains to your sequencer, so changing one costs you the other. In the split, domains and mailboxes come from an infrastructure provider in your name and the sequencer runs the campaigns, so either can be replaced on its own. Warmup traffic also stays out of your CRM.
It is one step where a play runs under review, and the plan does the reading: the counts by tier, the counts by reason, the exact contacts. A new play starts under review. Once it has proven itself, your team can let it run on the rules alone, with a weekly report, and a rep still reads and sends each warm email. The rules are what make that safe.
It does, per company. It cannot treat a franchise group, or an agency and the brands it represents, as one account, and it cannot compute a stage from the deals across them. The ABM Engine computes that stage, writes it with the reason to every company in the account, and leaves it in HubSpot where those features can use it. A rep can lock or disqualify an account, and that decision is never overwritten.
Every engagement starts with the Stack Audit: 1 week. Its readout says which piece to build first for your stack and prices it as a fixed fee.
Vendor spend stays yours: reported, never marked up.