Partner spotlight: Ted GTM

Ted GTM is built around a simple idea: go-to-market work should create revenue, not just activity.

Founded by Ted Glasnow, Ted GTM helps early-stage B2B startups move from founder-led selling to a repeatable GTM motion. The work sits at the intersection of GTM strategy, sales execution, data infrastructure, and automation: identifying the right accounts, building signal-based prospecting systems, connecting outbound and inbound workflows, and making sure the CRM reflects what is actually happening in the business.

Ted GTM is an OutboundSync partner because the systems Ted builds depend on clean CRM data. Clay helps identify and research the right accounts. Outbound tools help reach them. OutboundSync makes sure that activity lands back in HubSpot or Salesforce where founders, sellers, and operators can actually use it.

A GTM partner, not a GTM agency

Ted does not position Ted GTM as an agency.

I don’t run an agency. I help startups find, close, and keep customers.

That distinction matters. Most early-stage companies do not need a vendor to simply send more emails. They need to figure out who has the problem they solve, what buying signals matter, how to convert those signals into pipeline, and how to build a system the company can eventually own.

Ted has been the first go-to-market hire at four venture-backed startups. In those roles, he was responsible for turning early customer traction into a real revenue motion: finding customers, selling to them, building the playbooks, setting up the tools, and helping teams repeat the process.

Now, Ted GTM helps selling founders and founding sales teams do the same.

Who Ted GTM is built for

Ted GTM works best with seed to Series A B2B startups that are moving from founder-led sales into a more structured GTM motion.

The common pattern is not “we need more leads.” It is usually more specific: the founder is still too involved in every deal, the team has tried outbound but it has been too generic to trust, and the CRM is not a reliable source of truth. The company has some evidence of demand, but the GTM motion is still too founder-dependent, too manual, or too hard to measure.

Ted GTM helps companies turn that messy middle into a system. That can mean building a first outbound motion, improving an existing one, enriching inbound leads, designing account scoring, wiring sales and customer success workflows, or creating the CRM infrastructure needed to understand what is working.

The goal is not to create a black-box campaign. The goal is to build a GTM system that the company can run, improve, and eventually hand to a full-time team.

What Ted GTM actually builds

Ted GTM’s work usually falls into three categories.

Prospect lists that actually convert

Most companies are prospecting from the same generic data sets. That means their buyers are getting the same emails from everyone.

Ted uses Clay to build more precise account lists based on the customer’s ICP, market, product, and problem. The goal is not to find every possible account. The goal is to find the accounts most likely to care right now.

That often includes layering in proprietary data, public signals, job changes, hiring patterns, funding events, technology usage, expansion triggers, customer lifecycle data, or other clues that indicate a real reason to reach out.

Trigger-based outbound campaigns

Static TAM campaigns burn out quickly. You build a list, send a campaign, and then start over.

Ted GTM builds trigger-based workflows that keep running as new accounts show relevant buying signals. When a company hires for a certain role, opens a new location, changes systems, raises funding, expands headcount, or shows some other meaningful signal, the workflow can surface that account and trigger the right next step.

This is where Clay, outbound tools, and CRM workflows become more than a list-building stack. They become a repeatable GTM system.

Full-funnel GTM automation

Ted GTM does not treat Clay as only a top-of-funnel tool.

The same infrastructure can support inbound enrichment, lead routing, account scoring, sales handoffs, customer expansion, churn-risk flagging, and lifecycle campaigns.

That is where Ted’s background as an operator matters. He is not just building tables and automations. He is helping companies answer the GTM questions underneath them: who should we sell to, why now, what should sales do next, and how do we know if this is working?

How OutboundSync fits

Ted GTM’s work depends on the CRM being more than a place where activity goes to die.

If outbound replies, email activity, sequence events, and sales touches do not make it back into HubSpot or Salesforce cleanly, it becomes hard to manage follow-up, measure conversion, improve campaigns, or hand the motion to a team.

OutboundSync helps close that loop. Ted GTM can build the GTM system across Clay, outbound tools, and CRM workflows, while OutboundSync keeps the outbound activity connected to the records and reporting the company relies on.

For Ted’s clients, that means less manual cleanup, better visibility, and a GTM motion that is easier to measure and improve.

The kind of client Ted GTM is looking for

Ted GTM is a strong fit for early-stage B2B companies that want a practical GTM partner, not a lead vendor.

The best-fit clients are usually selling founders, founding sales leaders, or small GTM teams that want to build a repeatable revenue motion before hiring a large team or committing to a permanent executive hire.

They want strategy and execution together. They want someone who can help decide what should be built, then actually build it. They care about pipeline quality, CRM hygiene, customer learning, and whether the work can become an operating system for the business.

They are not looking for generic list-building, spray-and-pray outbound, or vanity metrics.

Why founders work with Ted

Ted’s clients tend to value that he has sat in the seat they are trying to fill.

He has had to own revenue when there was no playbook yet. He has built early sales motions, managed the transition out of founder-led selling, and helped teams move from scrappy execution to something more repeatable.

Ted was the most critical hire we made going from one market to two, and Ted helped our sales team and overall team transition from a pirate ship to a navy fleet. We would not have had the success we ultimately had without Ted's help, and I'm thankful I had the opportunity to work with Ted.

Ted GTM has worked with early-stage and growth companies including Tovala, Tide Cleaners, Arch Insights, and TruOps, alongside venture-backed startups across SaaS, fintech, ecommerce, real estate, construction, and other B2B markets.