Fixing broken GTM stacks, Building the GTM system | ex- Maersk, YouSee, Mercedes-Benz | 4x SaaS Startup Co-founder | GTM Systems Architect & Engineer
Copenhagen, Denmark
Joined February 2009
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Looking for the best Technographic vendors for sales stack identification?
I checked BuiltWith, Sumble, TheirStack, PredictLeads... but they all struggle to identify 25% max of a company’s sales stack.
🔎Interested in the new ones that can > 55% .
⚡ Energy pricing shock is creating ghost SaaS deals.
👻 Buyers go dark. AEs burn cycles. Forecasts drift.
🎥 Short walkthrough: 2x fixes (DIY) to spot ghost deals early and protect your ARR.
Fix 1: MEDDPICC-lite audit on 3 signals:
M: hard cash savings
E: CFO re-approved budget in last 15d
I: cost of inaction
🤖 Fix 2: automate the same audit with tool like @claap_io call transcripts > flag at-risk deals
Impact:
⏱️ ~30% AE time back
🎯 ~90%+ forecast accuracy
Series A startups are losing 12% of revenue to an "Invisible GTM Tax." 📉
It’s not a tool cost. It’s a system failure.
When data is fragmented across HubSpot, Apollo, Instantly, reps become "Human Middleware."
The cost:
💸 54% Enrichment Waste
🧩 70% Rep Capacity loss
👇
I’ve documented the math behind this 12% leak and the "GTM Control Tower" framework to fix it.
Stop paying for data archaeology. Start building for velocity.
👉 Full breakdown in my Substack here: open.substack.com/pub/herves…
Your GTM stack is charging you an Invisible GTM Tax.
Data is split across CRM, email (main domain email sender), sequencers and Clay,... so reps become human middleware.
The fix: a unified GTM data layer that preserves signal → revenue.
Back on X after a while.
Here’s what most Seed-A-B Outbound sales dashboards collapse in the boardroom.
Because they report activity.
Not revenue.
Here’s what actually builds CRO trust:
👇
If you can’t trace:
Signal → Outreach campaign variable → Closed-won ($)
You’re not optimising.
You’re guessing.
Just received my GTM certificate for Rev Tech Essentials 🙌 course by @austinahay at @getclarify. Highly recommend it to dive into assessing and optimizing your Sales & Marketing Tool Stack 🛠️🛠️.
Check out this cohort-based course from @mavenhq 👇
maven.com/clarify/revtech
Emails should not be stuck in the past.
Sign up for the @newdotemail waitlist today.
new.email
Herve Soursou retweeted
By understanding and preparing for disruptions, on a smaller and larger scale, we can help minimise the negative impacts on supply chains. Read the three key take-aways from the Maersk’s Supply Chain Management Forum 2022: bddy.me/3kM2mCx
Great [Infographic] on how Uber Chinese competitor, Didi is comparing to Uber, already beating Uber in number of rides and riders on its platform while preparing for an international expansion started via M&A since 2015 #ridehailing buff.ly/2w3aRzf
After sold-out its #Dropcam for cars in few weeks, #Owlcameras is raising $10 million to expand its sales. Another example of Video Security combined with great ease of use continues to represent big monetization opportunity like Dropcam did #DashCam buff.ly/2OU3hi5
Herve Soursou retweeted
2001 – Carsharing.
2009 – Ridesharing.
2018 – Car Subscriptions.
Another decade, another exciting evolution in mobility-as-a-service. Are you in yet? #CarSubscriptions #Techstars #Mobility
Interesting now Flight ticket is also on #Subscription with SkyHi: Claim last minute seats on planes for a low monthly subscription fee buff.ly/2qHJicV
#CarSubscription vendors are considering going after long-stay travelers while expanding their service in multiple cities. Providing their subscription customers the extra convenience to pick-up their car at their travel destination instead of renting one buff.ly/2z64TlR
Lyft Is Trying to Become the Next Subscription Business for Mobility Services, to create loyalty among its casual buyers like Amazon Prime, Netflix or Spotify succeeded to do. But ensuring profitability of this model remains unsolved and challenging buff.ly/2K7039i
