GTM Engineering · Partner channel · Pilot design

Ten accounts, 45 days, one number.

A pilot on the partner pre-pipeline: GTM Engineering works a small cohort of registered accounts the way it works new logo, and the read comes from the Salesforce stage fields Partnerships already keeps.

0pre-pipeline records today

$0Mpre-pipeline ACV, $46M qualified

0%+registered lead to 12-minute meeting

0 daysthe window the benchmark is read in

ForHaresh Gangwani, Frank Ciccone

StatusDesign. Account list review Tue Sep 1, 1:30 CT.

ByDallas Andrews, GTM Engineering

First partner3xG (Verint whitespace list). Five9 next.

In one screen

The test. Five to ten accounts Frank picks, worked with sourced buying committees, per-account briefings, and multi-channel sequences, against the same benchmark Partnerships already holds itself to: 25%+ of registered leads reach the 12-minute meeting inside 45 days.
The read. Nothing new to track. Pilot accounts get one flag in Salesforce; the stage fields and their dates do the rest. A holdout of similar accounts stays on the current process so the comparison is like for like.
What runs in the background. A weekly update back to each partner on the accounts they gave us, and a nurture drip for registered accounts that aren't ready yet. Both drafted by the engine, both sent on Frank's say-so until they've earned autopilot.

The funnel, as Salesforce keeps it

Four stages already on the record. The pilot adds work at each one, not fields.

Stage names below are the pre-pipeline values as they read today; the exact API names get confirmed with Sales Ops when the report is shared.

Stage 1

Registered leadPartner registers the account; prospect, partner rep and partner account are captured.

Pilot addsBuying committee sourced (VITO, champion, evaluator, gatekeeper), verified emails, one-page account briefing.

Stage 2

CAM to AE intro deliveredChannel manager hands the account to the AE.

Pilot addsSequence starts the same day: email, LinkedIn, call prompts, partner named where 3xG agrees.

Stage 3

12-minute meeting scheduledPartner intro, then the partner-to-customer intro. This is the benchmark stage.

Pilot addsPrep note per attendee; sequence pauses automatically on the stage change.

Stage 4

Customer meeting (40 minutes)The conversion to qualified opportunity. Disqualified is the other exit.

Pilot addsSecond-read metric. Disqualified reasons feed the next cohort's targeting.

Reference record for what a fast conversion looks like: Five9 to Automated Health Systems, registered and converted to opportunity Aug 18, engagement notes attached in Salesforce. That file is the pattern the briefings and sequences are written against.

Benchmark and cohort

Partnerships' own number, read on a small cohort with a holdout.

Benchmark

25%+ to the 12-minute meeting inside 45 days

Primary read. The 40-minute customer meeting is the second read, on the same clock. Speed is reported alongside rate: median days from registered lead to 12-minute meeting scheduled.

Baseline comes from the existing 249 records: trailing conversion and median days by stage, computed from the same fields, once the report is shared.
Cost per meeting sits next to the Cold row on the council view when the first meetings land, in the council's own units.

Cohort

Five to ten accounts, picked by Frank on Sep 1

From the 3xG whitespace list, operational visualizer accounts first (a first back-office deployment, then nothing), then real back-office deployments, then desktop-analytics-only.

Not current Intradiem customers; any that are get held for the account manager, never worked cold.
Enough seats to matter and a findable operations leadership layer; both checked before the pick, at no credit cost.
3xG's sensitive columns are stripped before the list touches any tool.

Holdout

A matched set of similar accounts (same segment band, similar seats) stays on the current partner process for the same 45 days and is read from the same fields. If the picked list is too small to split, the comparison falls back to the trailing twelve months of the same stages, stated as such on the readout. Either way the pilot is judged against Partnerships' own history, not against a number GTM Engineering chose.

Measurement

Read from the pre-pipeline stage fields. One flag added, nothing else.

Metric	Read from	When
Reached 12-minute meeting by day 45	Stage = 12-minute meeting scheduled, stage date minus registered date	Weekly, final at day 45
Median days to 12-minute meeting	Same two dates, cohort and holdout side by side	Weekly
Reached customer meeting (40 minutes)	Stage = customer meeting, or opportunity created	Day 45 and day 90
Touches to first reply	Lemlist activity per account, joined on domain	Weekly
Disqualified, with reason	Stage = disqualified plus the reason field where filled	Weekly; feeds cohort two

Pilot flag: One way to identify pilot accounts in Salesforce, proposed as a campaign membership (campaign: GTM Engineering, partner pilot, 3xG) so it also carries the GTM Engineering lead source the council asked for. Sales Ops picks the mechanism.
Access: Read access to the pre-pipeline report and the reference record is the only Salesforce ask. GTM Engineering reads; it does not write to the pre-pipeline object.
Readout: One weekly line in the Friday readout and the partner update; a one-page day-45 read for Haresh and Frank. Surfaced and realized stay separate, as everywhere else.

Weekly partner update

The partner hears what happened with the accounts they gave us, every week, without anyone writing it.

What it is: One short email per partner alliance manager (3xG: Jeremy), assembled Monday morning: accounts received, where each stands in the funnel, meetings booked that week, what we're doing next, and one line the partner can act on (an intro, a nudge, a date).
Sources: Pre-pipeline stage changes for that partner's registered accounts (read-only), lemlist activity for the same accounts, the pilot flag. Nothing typed by hand.
Who sends: Drafted by the engine into Frank's review; sent from Frank. After four consecutive weeks with no edits the checkpoint moves to "send unless stopped by 9:00", the same widening pattern used elsewhere. It never sends unreviewed in the pilot.
Content rules: Account status only; no pricing, no internal notes, nothing about other partners. Any Intradiem figure passes the verified-claims gate before it appears.
Logging: The job writes a log the daily rundown reads. It does not message anyone on its own.

Partner-seller side, separate track

Frank's other gap is staying visible to partner AEs and solution consultants. That's a monthly note to the partner-seller list Frank keeps (webinar recordings, the one-pagers, a customer story), sent from Frank, with the list held in Clay so the engine can see who opened and who went quiet. Same review gate. Marketing supplies the pieces.

Nurture drip

Registered accounts that aren't ready yet stay warm on a slow, light sequence.

Who enters: Registered accounts past the first sequence without a meeting, and accounts the partner says are not ready. Never a current customer, never an account with an open opportunity.
Shape: Four touches over 45 days (day 1, 12, 26, 40), email plus a LinkedIn profile view; no call prompts. Each touch carries one piece: the DMG webinar recording, the back-office one-pager, a short customer story, a partner-co-signed note where 3xG agrees to be named.
Exit: Stops automatically when the stage moves to 12-minute meeting scheduled or disqualified, or on any reply. Replies route to Frank and the sending rep the same hour.
Sender: Proposed: Nate's dedicated sending domain, Frank on reply-to. Frank confirms on Sep 1.
Copy: Drafted from the per-account briefing, sharpened and gated (verified claims, customer exclusion) before load. Frank reviews the four touches once; after that the sequence runs on its own.

Inputs

What comes from 3xG, and what GTM Engineering makes.

From 3xG, per account

Account name and headquarters (a domain is enough to resolve the rest)
Verint products deployed and roughly when (last 24 months), seat counts: already in the whitespace file
Which bucket: desktop analytics only, back-office deployment, operational visualizer
Whether 3xG is fine being named in outreach; the original deployment sponsor where they know one (name and title; email is a bonus)
One sentence on why the account stalled after the first deployment

GTM Engineering generates

The buying committee per account with verified emails and LinkedIn (VITO, champion, evaluator, gatekeeper)
A one-page briefing per account: what changed, who's who, the angle. Replaces the Gemini pass Jeremy was running.
The multi-channel sequences in lemlist, reviewed by Frank before anything goes out
The weekly update back to 3xG and the nurture drip
The day-45 read against the benchmark

Stripped before use

Pricing, margins, contract terms, 3xG's internal notes and people. The intake script drops these columns on read and writes a manifest of what it removed, so the scrub is on the record.

Next six weeks

Running by the all-hands, read at day 45.

Tue Sep 1Account list review with FrankCohort and holdout picked; sensitive columns agreed; who is named in outreach; Salesforce report shared.
Sep 2 to 4Committees sourced, briefings writtenCustomer-exclusion gate on every account; sequences drafted from the briefings.
Week of Sep 7Frank reviews copy; first wave loadsWeekly partner update drafts its first Monday email; pipeline council Sep 10 hears "running", no numbers yet.
Week of Sep 14All-hands: the 3xG engine is one of the nine runningFive9 intro through Frank and Haresh sets up cohort two.
Late OctoberDay-45 readRate and speed against the benchmark, cohort versus holdout, one page for Haresh and Frank.

What Sep 1 settles

The five to ten accounts and their holdout; which whitespace columns stay out; whether 3xG is named; the reply-to for the drip; and read access to the pre-pipeline report and the Automated Health Systems record. Everything after that is build.

Ten accounts, 45 days, one number.

Four stages already on the record. The pilot adds work at each one, not fields.

Partnerships' own number, read on a small cohort with a holdout.

25%+ to the 12-minute meeting inside 45 days

Five to ten accounts, picked by Frank on Sep 1

Holdout

Read from the pre-pipeline stage fields. One flag added, nothing else.

The partner hears what happened with the accounts they gave us, every week, without anyone writing it.

Partner-seller side, separate track

Registered accounts that aren't ready yet stay warm on a slow, light sequence.

What comes from 3xG, and what GTM Engineering makes.

Stripped before use

Running by the all-hands, read at day 45.

What Sep 1 settles

Ten accounts, 45 days, one number.

Four stages on the record. Work added at each one, no new fields.

Partnerships' own number, on a small cohort with a holdout.

The partner hears what happened. Nobody writes it.

Running by the all-hands. Read at day 45.