Tom Krassowski

Tom KrassowskiSep 15, 2026

US B2B SaaS Posted just bootstrapped to $2,000,000 in revenue with just two sales reps. David Krassowski and I spent 24 months automating most of the customer acquisition pipeline to get there. The 10 automations doing the work: 1. Know your leads and customers and report on them. Who enters the pipeline, who starts a trial, who sticks. We keep a live list of our top 50 spenders in Clay and score every new brand against it. 2. Score your leads and route by score. Posted is PLG, so the funnel gets everyone from indie devs to billion-dollar companies. Anything scoring 7/10 or higher gets a human touchpoint, not just an email sequence. Volume into a sales team does nothing on its own. You want to reach the right lead a few times rather than everybody once. 3. Treat your sign up flow as one onboarding journey with an early submit point. First name, last name and email is the first capture point. Drop off there and the first campaign still starts. Keep going and the answers route you somewhere more specific. Every step asks for the smallest next action, not the whole product. 4. Speed to lead. We recover big companies that bounce off the paywall by dialing them fast. 5. Let support volume go to AI, then own the quality. Fin handles 79% of requests instantly. Ben reads the tickets to see what people ask and whether the answers help, and keeps tuning it. Without that, deflection turns into churn quietly. 6. Connect your SaaS backend to your CRM, we use Close at Posted. Sales has to know the moment a user throws a scale or churn signal. Wire the events, set the alarms. 7. Mine the data you already have. Almost every revenue team sits on gold it never opens: call transcripts, support tickets and email threads holding the objections, the feature requests and the shape of who actually buys. We report on it and decide product, funnel and messaging against that instead of gut. 8. Keep the sequences current with where the lead actually is. When someone progresses, the running campaign stops and the next one starts. Build each campaign around the real struggles customers have at that stage. They only get what is relevant to their stage, which is why it does not read as spam. 9. Go multi-channel. Email alone is not enough. iMessages through Sendblue gets replies email never sees. 10. Track everything end to end, on a clean data foundation. Without it the other nine never connect properly and none of them drive real impact. Clean foundations are the difference between a stack that scales and slop. The data for most of the above already sits between your CRM, your backend and your communication. It collects on its own. Most teams dont get this right, even with AI on every roadmap. That is what RevOps is for, and growing SaaS teams need it most. Using what you have is how you scale lean. One example: We scored the untouched leads in the CRM, already paid for by marketing, and dialed the high scorers. Over 250 extra demo calls in under a month.

Tom KrassowskiDec 26, 2023

👋 Hello LinkedIn! Enthusiastic about #B2BMarketingStrategy, #OutboundSuccess, #CRMInnovation, #EmailCopywriting, and #USMarketingAgencies. Open to connecting and exploring opportunities in 2024. 🚀 ✨ Let's find some synergies! 📬

Tom KrassowskiSep 18, 2026

I went into the CRM of every founder-led SaaS company we have worked with over the last few years. Then I wrote down everything that was broken: The same 31 things keep coming up. Everything about GTM changed in the last two years. Outbound got rebuilt around Clay and signals. Content became the acquisition channel. Half the stack is agents now. Every founder and revenue leader I talk to is rethinking how they reach people. Almost none of them are looking at what the leads land in. They are building the next agent. Your leads will never perform better than the pipeline they go through. Every time, somebody opened with some version of the same sentence: our pipeline is a bit messy, or we have outgrown what we set up a while back, nobody owns the CRM. Attio, Close, HubSpot, Pipedrive, a few running on a spreadsheet or a Notion database. It made no difference. Every broken part of your CRM costs you revenue you already paid for through ads, content, SEO or years of brand building. Fixing them will win you more customers without a single extra lead or dollar spent on marketing. The surprising part was the overlap. Different products, different stages, different team sizes, and mostly the same items every time. They cluster into six. - Rot: outdated fields, tasks and pipelines - Blindness: unlinked calls, disconnected backend - Drift: forgotten follow-ups, no owner on the deal - No triage: enterprise and solo founder, same pipeline - Slow: big leads come in hot and go cold - Generic: same welcome flow even after four calls and twelve emails All 31 are in the image. Blindness is the cheapest to fix and almost nobody has done it fully. A company pays Amplitude, Stripe and Intercom to capture everything a user does, then sales works from a CRM that knows none of it. Somebody signs up, onboards, invites four colleagues, and their record does not move. The data exists. It is two systems away from the person whose job depends on it. Underneath all 31 is the same thing. At some point the team stopped trusting the system, so they started working around it. Reports rebuilt in spreadsheets. Deals tracked in somebody's head. Clay, Apollo.io and Instantly.ai running on lists nobody reconciles back. The CRM becomes a place you file things after the fact, not where the work happens. Two patterns cost more than the rest. The first is having no clean cockpit for the sales team. Open your CRM and try to answer eight questions in ten seconds. Which deals are live. Who owns them. What came in this week. Who you spoke to yesterday. Who you speak to tomorrow. When each was last touched. What the next step is. Which are stuck and for how long. The second is having no special treatment for the leads that match your key accounts. Spot them, route them to a person fast, give them a hands-on experience. That is the one I would set up first. Building agents is more fun than fixing fields. But a great GTM motion only works as well as the pipeline it feeds.