In today's episode, I chat with Neil Milne, who runs his own GTM agency about running B2B GTM systems for newly funded startups.
Neil breaks down how his agency steps in when founders are trying to decide between hiring a VP or a rev ops person, and instead helps them segment their ICP and build a repeatable system from scratch. He shares his favorite recent campaign for a London-based client: instead of pitching services cold, they built an event-based outbound campaign, inviting high-ticket prospects to in-person gatherings where the real conversions came from conversations on the floor, not RSVPs. We trace his path from a university clothing brand with zero marketing knowledge, into SEO, then rev ops, and finally GTM engineering as the label that tied it all together. Neil's prediction is that the engineers who stay ahead won't be the ones chasing every new tool, but the ones who stay curious and keep adapting. His advice for anyone starting out: don't wait to have it all figured out, get in and run your first campaign, since burning through a few thousand tokens on a failed test teaches you more than any amount of reading.
Enjoy 🙂
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0:00) Introduction to The GTM Engineer Podcast
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0:44) What Neil's Agency Does: helping newly funded B2B startups build a GTM system and refine ICP
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3:02) Neil's Standout Campaign: an event-based outbound campaign for a London client
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4:44) Why Trust Ladders Beat Cold Pitches: applying old marketing principles to modern GTM
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7:35) The Multi-Touchpoint Journey: lessons from e-commerce and D2C marketing
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7:39) Neil's Journey: from a university clothing brand to SEO to rev ops to GTM engineering
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10:37) Predictions: why curiosity, not tool mastery, will define the best GTM engineers
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12:54) Advice: get in and run your first campaign, learn by doing
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What is The GTM Engineer Podcast?
GTMEs didn't think they would evolve this way. They just kept automating things until it became their whole job. Now the tooling is moving faster than anyone can keep up with, there's no real playbook, and half the advice online is either too vague or written by someone who hasn't actually done it. This podcast is for you if you're in the middle of figuring it out - real workflows, numbers, and mistakes from expert GTMEs at startups, mid-market, and enterprise. If you're wiring up Clay, rethinking your outbound stack, or trying to make AI actually useful in your pipeline, welcome to the The GTM Engineer Podcast.