Anti-Fragile GTM

Playbooks

Set up warehouse-first enrichment pipelines

Enrich in the warehouse, validate, then sync to CRM. Not the other way around.

Steps

  1. Define field requirements. Which fields, minimum coverage, accuracy floor.
  2. Build waterfall in warehouse. Provider chain per field with cost tracking.
  3. Validate on ingest. Email and phone validation before staging.
  4. Sync to CRM. Only validated, complete records write back.
  5. Coverage dashboard. Per-field, per-provider coverage reports.

Success criteria

Enrichment coverage above 80% on priority fields. Zero unvalidated emails in outbound.