FAQ
Questions, answered directly.
One page per question — indexed, linkable, no accordion hiding the good stuff.
Working with us
Engagements, pricing, fit, and what happens after handoff.
10 questions
Do you train our team to maintain the systems?
Full documentation, handoff, and optional monthly iteration.
Do you work with early-stage startups?
Yes, seed to Series D, especially when pipeline targets outpace data infrastructure.
How do you measure success?
System metrics that compound: coverage, accuracy, velocity, adoption.
How is Anti-Fragile GTM different from a traditional agency?
We build systems that compound under stress, not campaigns that decay when we leave.
How long does a typical engagement take?
Diagnose in 1-2 weeks, build in 2-4 weeks per system, compound ongoing.
How much does an engagement cost?
Scoped per system, not per hour. Book a call for a diagnostic quote.
What happens after you hand off the system?
You own everything. Optional monthly iteration for ongoing optimization.
What industries do you serve?
B2B companies seed to Series D with pipeline targets and CRM drift.
What is pilot-then-scale enrichment?
Test on 50 rows, measure coverage and cost, then promote to production.
What makes a company a good fit for Anti-Fragile GTM?
Pipeline targets, CRM drift, and a team done with duct tape.
What we build
Scrapers, agents, outbound, dialing, routing, deliverability.
10 questions
Can you build custom web scrapers?
Yes. Scheduled monitors with change detection for signals no vendor sells.
Can you fix our email deliverability?
Yes. Infrastructure, validation, warmup, and bounce monitoring as a system.
Can you fix our inbound lead routing?
Yes, by resolving identity before routing fires.
Do you build AI agents for GTM?
Yes, with staging tables and human oversight guardrails.
Do you build outbound systems?
Yes, but only after the data layer passes an accuracy floor.
Do you integrate with Instantly?
Yes. Validated contacts, scored accounts, and signal-triggered enrollment.
Do you replace our CRM?
No. We make your CRM trustworthy by fixing the data underneath it.
Do you sell data or lists?
No. We build systems that source, enrich, and score your market.
Do you work with Attio?
Yes. Attio-native pipelines with warehouse backup for scale.
Do you work with Clay?
Yes. Clay is our enrichment lab, not our production factory.
Data & systems
Dedupe, enrichment, scoring, TAM sourcing, freemail handling.
5 questions
How do you build a total addressable market list?
Multi-provider discovery, warehouse dedupe, ICP scoring, territory assignment.
How do you build account scoring models?
Trained on closed-won data, layered with live signals, with decay on stale data.
How do you handle CRM deduplication?
Never delete, always merge, always keep a map.
How do you prevent new duplicates after a cleanup?
Create-time webhooks check identity resolution and the merge-map.
How do you route inbound leads with Gmail addresses?
Name + enrichment resolves the employer, then matches your account universe.
Concepts
The vocabulary behind anti-fragile GTM systems.
14 questions
How do you set up parallel dialing?
Nightly-scored, validated queues so reps open a ready list at 9am.
What are niche signals?
Buying indicators specific to your market that no vendor sells.
What does warehouse-first mean?
Your warehouse is the source of truth, not your CRM.
What is a merge map?
An audit table of every dedupe operation: loser ID, winner ID, reason, confidence.
What is a signal engine?
An automated system that monitors, scores, and routes buying signals.
What is closed-won reverse engineering?
Extracting ICP, persona, and signal patterns from deals you already won.
What is CRM decay?
The gradual divergence of CRM data from reality as records age.
What is GTM engineering?
GTM engineering builds production data and automation systems for go-to-market teams.
What is identity resolution in GTM?
Matching messy records to canonical company and person entities.
What is tech stack independence?
GTM systems that survive vendor changes without rebuilding.
What is the difference between RevOps and GTM engineering?
RevOps aligns teams and tools. GTM engineering builds the systems underneath.
What is waterfall enrichment?
Chaining providers until a field reaches verified coverage.
Why do scores decay over time?
Stale signals create false urgency. Decay keeps rankings honest.
Why do you use Laplace smoothing in scoring?
To stabilize models trained on small samples of closed-won data.
Everything else
1 question