Live Event with GTM Engine Oct & Nov Release

The new era does not want more software, they want less drag

Last week I sat down with Josh Roten, pulled up a staging environment, and did what every founder secretly loves and dreads at the same time. I hit screen share, opened the hood on months of work, and tried to show that all the pain our team went through actually added up to something that matters for real humans.

The short version is simple.

October was about giving intelligence real teeth. November was about giving that intelligence hands. Together they move GTM Engine from helpful assistant to something closer to a GTM operating system that thinks, prioritizes, and acts with you.

At the center of all of it is a refusal I have carried for years. I do not want revenue teams drowning in shadow work. I want them operating with the same kind of support pilots get in the cockpit. Instruments, not guesswork. Systems, not spreadsheets.

In the live session we walked through how the October Strategic Intelligence release and the November Agentic Automation release snap together. This is the story behind that walkthrough, the why underneath each feature, and how it changes the day to day reality for sales leaders, RevOps, and AEs.

If you want the pure feature breakdown, the release notes are here

From static lists to living signals

The easy part in modern GTM is building a list.

Pick an industry, revenue band, employee count, tech stack, maybe layer some intent on top. A dozen tools will happily spit out a spreadsheet that looks serious. That is not the problem anymore.

The hard part is timing.

Who should we talk to right now. Who just moved from theoretical fit to active pain. Who is hiring in a way that lines up perfectly with our value prop. Who just raised money and now has pressure to make numbers work.

That is what our account research and propensity scoring work is trying to solve.

Here is what happens behind the scenes.

Any time a new account or contact hits your world through CRM, calendar, email, or a meeting recording, GTM Engine creates the record and runs research.
We enrich the basics, then go deeper into business model, product lines, competitive context, hiring, funding, earnings, AI initiatives, and more.
You define the buying signals that matter for your motion. We treat those as ingredients, not decoration.
Every signal rolls up into a propensity score on a hundred point scale. Not frozen, constantly reevaluated.
When an account crosses the line from interesting to ready, the system builds an account plan, suggests the right contacts, and can even waterfall enrich them with emails and phone numbers.

Josh said something in the session that stuck with me

You actually have the what, the why so that you can replicate the how

That is the key. Propensity scoring has been a black box in a lot of revenue stacks. A mysterious number shows up on a dashboard and everyone pretends to trust it. Here you can see exactly which signals fired, what changed month over month, and why an account jumped from a forty to an eighty.

That history matters. It lets you answer questions a forecast spreadsheet never will.

What changed right before this deal accelerated
Which triggers consistently show up in won deals, not lost ones
How long does it usually take between a key signal and first meaningful engagement

You stop guessing about timing and start treating it like something you can actually manage.

Meeting prep as a first class citizen

Once you have timing, the next fragile part of the motion is simple.

You have a meeting. You either show up prepared or you do not.

In the old world, preparation lived in scattered notes, half updated CRM fields, and a rep’s ability to pull context together while bouncing between tabs. In practice, that meant prep quality swung wildly based on energy level, meeting volume, and whether anyone had yelled about a bad call recently.

The October release changed that for us. Twenty four hours before a meeting, GTM Engine generates a prep brief so the rep does not have to.

Each brief pulls from

Opportunity status and stage
Known blockers and open questions
Meeting goals and suggested outcomes
Smart questions that probe directly into gaps in the deal
Contact level context, including roles and prior engagement
Account research, so you remember who they are and what matters to them

It is like handing every AE a mini enablement deck for each conversation. Except it is live, specific, and grounded in the data your team has already captured.

Then the calendar itself grows up. In the November release we shipped the intelligent calendar view, which turns your schedule into a command center.

When you look at a day in that view, you see

Which meetings tie to live opportunities
Key activity on those records
Whether follow up has happened yet
Draft follow up emails ready for review after each call

Your calendar is no longer a grid that tells you where to be. It is a lens into the real state of your pipeline. One place that shows who you are meeting, what has happened, and what you owe the deal next.

I called it the cockpit during the demo and I still like that metaphor. If you spend your day in meetings, this is the dashboard that keeps you honest about the work around those meetings.

Engagement health, or the art of seeing where deals are actually alive

Hope is not a stage in the pipeline, although a lot of sales processes would make you believe otherwise.

So we put a spotlight on engagement itself.

The new opportunity engagement health view looks at each deal through the lens of conversation, not just field values. That view tracks

Days since last inbound message from the customer
Days since last outbound touch from your side
How many outbound attempts you have made since the last time they replied
Simple bands that categorize each opportunity as healthy, needs attention, or critical

When that last number starts climbing, you know you are talking into a void. That is a very different situation than a deal that just entered a quiet internal evaluation period. One is ghosting. The other is momentum in disguise.

We surface all of this in one place so an AE can sit down in the morning and immediately see

Which deals are at risk
Where they owe a response
Where they are over communicating without getting anything back

Layer in the color coding from the calendar view, where past meetings show up as red, yellow, or green depending on whether follow up happened and received a response, and you get a surprisingly emotional effect. You can literally see where you dropped the ball.

That little sting is useful. It keeps the pipeline honest.

Genie, or what happens when your CRM grows a brain

If the October release was about intelligence with teeth, Genie is where the system grows hands.

Genie lives directly inside the opportunity. It is not a generic chat widget floating on top of your stack. It is an agent that understands

Your stages and exit criteria
Your account research
Your deal history
Your configuration for health scoring and next steps

From there, you can ask it for real help.

Draft a follow up email that reinforces the ROI we presented
Summarize this opportunity for my manager
Build a business case that connects our value to the metrics they care about
Suggest a path to close based on our process and what they have said so far

Under the hood, Genie has access to tools. Research workflows that hit external sources. Prospecting tools that find lookalike contacts. Custom tools you define. It can chain those tools together with real reasoning and show you the intermediate thinking as it works.

During the live session we created a new tool on the fly. A simple Slack message sender.

I wired up the workflow, told it what inputs to expect, added it to Genie’s toolkit, and then asked Genie to draft an email and send that draft to Slack. A minute later Josh’s Slack lit up with a well structured message from our GTM Engine bot.

That is the moment where people usually lean in. Not because sending a Slack message is impressive on its own, but because of what it represents.

You did not need engineering time to add a capability.
The agent discovered and used the new tool without special training.
If something failed, it would try to fix it rather than silently give up.

Agentic here is not a buzzword, it means the agent can think through the task, choose tools, recover from errors, and keep going until it either succeeds or hits a clear boundary.

You can feel the burden shift. Instead of a rep manually orchestrating ten tabs and four systems for every meaningful touch, they can describe the outcome they want and let the system handle the grunt work in the middle.

Build your own nervous system, not someone else’s best practice

Every revenue team has its own weirdness. It’s own internal math, rules of thumb, and superstitions that actually work. I am a big believer that software should adapt to that reality instead of forcing everyone into a templated funnel.

That is where the new Agents and workflow tools come in.

In Automations you can now

Build workflows for discrete tasks such as sending Slack messages, generating ROI models, finding contacts, or kicking off enrichment
Wrap those workflows in Agents that can reason, choose which workflows to run, and in what order
Control which data an Agent can see, which records it can modify, and which actions require human approval

Some examples we talked through in the session

An Agent that watches propensity scores and pings the account owner when a target account spikes
An Agent that reviews meetings, compares them to your playbook, and flags deals that are missing key discovery data
An Agent that keeps an eye on forecast dates that keep sliding, then alerts leadership and suggests concrete next steps

This is where RevOps gets to flex. You no longer need a backlog of internal tickets begging for small automations. You can design your own logic, attach it to the data that already flows through GTM Engine, and let the Agents execute.

The system becomes your proprietary go to market nervous system, not a generic template.

What comes next and why I care so much about this direction

We are not done. Not close.

In the near term we are taking Genie out of the opportunity silo and into the rest of the app. That means asking it from the dashboard to prioritize your day. Or from the accounts view to find the three moves that will actually move quota. Or from a stale deal to suggest a creative re entry path.

We are also giving you more control over the research engine itself, so the signals that drive propensity can get even closer to your unique motion. More granular calendars. Smarter revived deal workflows. Agents that trigger outreach automatically when the world shifts and a prospect suddenly looks ripe.

But zoom out a little and the bigger point is not roadmap bullet points. It is the shape of the work.

Revenue has always required human nuance. Reading tone on calls. Understanding politics in the buying committee. Framing value in a way that lands emotionally, not just numerically. That part is not going away any time soon.

What we can finally strip away is the layer of work that never deserved a human brain in the first place.

Copying notes from email into CRM
Hunting for context before every meeting
Forgetting follow up and then pretending the deal was never real
Sifting through lists to guess who might be ready
Manually stitching together systems that were never designed to talk

The October and November releases are our latest swing at removing that layer at the system level. Intelligence that updates itself. A calendar that understands deals. Agents that think, act, and improve over time.

If you want a clean checklist of everything that shipped, the release notes are there waiting. If you want to see it in your own world, our team can walk you through how it would sit on top of your stack.