Viraj Parmar

Viraj ParmarSep 5, 2026

I think GTM has a new problem. Too many signals. You can now track: Website visits Funding Hiring Job changes LinkedIn activity Tech changes Intent data. AI research And then you end up with 15 reasons to email someone. But that’s the problem. Not every signal means they want to buy. A company hiring 20 people might be a great signal. Or it might have nothing to do with your product. Someone visiting your pricing page might be interesting. Or they might just be doing research. I think the real advantage now is not finding more signals. It’s figuring out: Which signals actually mean something? Because once you know that, GTM gets much simpler. You know who to target. You know why now. You know what to say. And you don’t need a giant list of “intent” accounts sitting in your CRM. Basically, I’d rather have 50 accounts with a real reason to reach out to than 5,000 accounts with random signals attached to them. That feels like where signal-based GTM is heading. Thoughts?

Viraj ParmarSep 26, 2026

I think GTM Engineers are going to have to care less about how much they build. How many Clay tables? How many workflows? How many automations? How many agents? Honestly, none of that matters much if pipeline isn't moving. I've seen some GTM Engineer roles starting to call this out too. The focus is more on pipeline, demos, conversion... not how many automations you shipped. And I actually like that. Because it's really easy to build something and think: “Damn, this is a cool workflow.” But then you have to ask: Did it actually help sales? Did reps save time? Did conversion improve? Did we create more pipeline? That's the part that matters to me. I think GTM Engineering is going to be less about how much you build and more about what changed because you built it. Because basically... you can build the coolest GTM system in the world. Someone still has to buy. Thoughts?

Viraj ParmarSep 28, 2026

I think a lot of people are building GTM agents too early. They open Claude. Connect a few tools. Give it a prompt. And start automating. But I think there's a step missing. Watch your best rep first. See how they actually research an account. What they notice? What they ignore? What makes them interested in an account? What makes them change their mind? How they decide who is worth reaching out to? A lot of that never makes it into Salesforce. It's just years of experience sitting in their head. And honestly, that's probably the most valuable part to capture. Because if you automate a bad process, you just get a faster bad process. But if you can turn the way your best people think into a system... now you're building something useful. That's what I find really interesting about GTM Engineering. Don't start with the agent. Start with understanding what your best rep already knows. I mean... why build another agent before understanding how your best people actually work?