Focused, account-based GTM
Win the accounts you actually want
Chasing the whole market spreads you thin. Expedite GTM concentrates your go-to-market on a focused set of accounts, builds the motion to reach them, and turns them into pipeline you can predict. AI in the engine, senior judgement at the wheel.
B2B SaaS and fintech teams going upmarket, and founders building their first 100 accounts.
Built pipeline for teams at
Warden AI
Cambridge Energy
+ enterprise clients under NDA
Two ways in
One answer for two very different starting points
Whether pipeline runs through the founder or the move upmarket keeps stalling, the job is the same: pick the accounts that matter and build a motion that keeps producing.
Founder-led sales has hit its ceiling
Selling it yourself got you paying customers, which is proof the product works. But pipeline still runs through you in every conversation, and there's no marketing function to take it off your plate.
What we do: build the foundation, positioning, demand gen, outbound infrastructure and a focused account motion, so pipeline holds when you step back.
Take pipeline off your plateThe move upmarket keeps stalling
The motion that got you here, self-serve, SME, founder relationships, won't win enterprise. Longer cycles, more stakeholders, different value conversations, and pressure to prove ABM scales past a pilot.
What we do: stand up the account-based motion at exactly this inflection point, prove it in weeks, and hand it to your team, with fewer expensive mistakes on the way up.
Scale ABM into enterpriseStrategic context
The questions keeping leaders awake
The cost of waiting
Every quarter without a motion is a quarter your competitors have one
Each month of delay makes the eventual build more expensive.
Buying windows are closing
Your target accounts have budget cycles, board meetings, and renewal dates right now. Miss the window and the next one is two quarters away.
Someone else gets the meeting
While you're still deciding how to go to market, a competitor with a focused list and a clear message is already in the room with your best accounts.
The founder stays the bottleneck
Every deal still runs through one person. Product decisions, hiring, fundraising all wait while the founder closes the next contract.
Your first marketing hire has nothing to inherit
No ICP, no account list, no playbook. They spend six months building foundations instead of generating pipeline.
Where we fit
What to do before you hire in-house
You'll build a marketing team eventually. Here's how a focused programme compares with the usual routes, so whoever you bring on later inherits something real.
| Expedite GTM | CMO hire | Agency | Freelancers | |
|---|---|---|---|---|
| Time to first pipeline | 4 to 6 weeks | 6+ months to ramp | 2 to 3 months | Varies by brief |
| Market knowledge | Built into the work | Learning on your payroll | Same playbook, new logo | Brief by brief |
| Strategy + execution | Both, together | One brain, every problem | Execution, no strategy | Only what you brief |
| System your team owns | Every engagement | If they stay long enough | Not their problem | Never |
| Account focus | Your first 100 | Spray, then pray | Their playbook, your budget | Whatever fits the SOW |
| Cost to get moving | £5k to £6k | £120k+ loaded | Big retainer, long lock-in | Invoice by invoice |
The order is what matters. Get the account motion producing first, and the hire, agency or freelancers you add later plug into something that already works.
The Saturation Method
How we build your pipeline, in four stages
When you spread budget across a whole market, nothing gets enough attention to convert. We concentrate on the accounts worth winning and work them until pipeline is moving.
Focus
Nail the ICP and pick the accounts that matter: your first 100, worked hard, rather than fifty thousand reached badly.
Build
Stand up the data, the infrastructure and the messaging that make those accounts reachable in the first place.
Activate
Signal-led, AI-backed outreach built around your big rocks: events, launches, the moments buyers already care about.
Compound
Align sales and marketing on one list, document it, and hand the engine to your team so it keeps running.
Fewer channels, run harder. AI handles research, list-building and initial outreach at a scale a small team can't match on its own. People decide what's good enough to send and what ships. Our outbound, event and email maturity models nest inside these four stages, so you always know which level you're operating at.
Proof
What focus produces
Documented results across ABM, enterprise outbound and event-led pipeline.
Fintech · Growth
Pipeline ran on founder relationships and gut feel. No system to compare which motion worked and no data to back the decisions.
- Transaction-volume growth in a year
- Top-tier clients went from 31% to 60% of volume, drove 78% of total growth
- Built the data and experimentation foundation the team still runs on
Engineering AI · Event-led
Spending on events with no pre-event targeting. The booth did the work, not the outreach. No way to measure which attendees were ICP-fit.
- Pipeline from about $15k of event spend
- 64 companies that fit the ICP, 9 meetings booked before doors opened
- Account selection and pre-event outreach did the work, not the booth
Zero presence in an industry that ignores cold outbound. No contact data, no messaging that resonated with Tier-1 manufacturers.
- Pipeline across Tier-1 manufacturers in under 90 days
- 550 contacts built from scratch, three deals progressing to close
- Cold outbound into an industry that doesn't respond to generic messaging
Warden AI
HR-tech · Webinar
Needed pipeline fast but no marketing function, no budget for a long ramp, and pressure from the board to show traction.
- To live pipeline from a focused webinar
- 3 critical prospects in active pipeline, 4 more re-engaged
- Topic built around what target accounts already cared about
"Expedite GTM helped us build the data and experimentation foundations to compare GTM motions and make confident, evidence-based decisions. That discipline changed how our whole team thinks about growth."
"The right balance of strategic and execution-focused. We pulled off a webinar that strengthened our pipeline and put us in front of the market the right way."
After 90 days
What you walk away with
Every engagement produces working infrastructure your team can operate the day we step back.
A named account list
Scored, segmented, and loaded into your CRM with contact-level data for every account on the list.
Live outbound infrastructure
Sequences built, sender reputation established, deliverability tuned. Ready to send on day one of the handover.
One anchor asset
A report, diagnostic tool, or benchmark specific to your market that earns the outreach a reply.
A documented playbook
Step-by-step documentation so your team runs the motion after we step back. No tribal knowledge left behind.
Pipeline moving
Meetings booked and conversations started with accounts on your target list. The motion is live, not theoretical.
Who does the work
Strategy, led by Kartik
Sets the ICP, the accounts and the plan, and stays close to the work throughout.
A lean delivery team
Campaign build, infrastructure, content and reporting, run by people rather than handed to juniors.
AI in the engine
Research, segmentation and messaging at a scale a small team could never reach by hand. Governed, never on autopilot.
Your team, at the end
Documentation and handover so the motion becomes yours.
Pricing
Three ways to work together
Strategic input when you need it. A full ABM campaign when you're ready to move. Or the complete GTM function, built and handed to your team.
GTM Advisory
Senior GTM input when you need it. By the hour for focused sessions, or a monthly day rate for ongoing strategic oversight.
What you get
- Your go-to-market plan reviewed and stress-tested
- ICP, positioning, and messaging critiqued directly
- Hiring briefs and stack decisions pressure-tested
- A clear read on what to fix and in what order
How we work
- Directly with Kartik, one-on-one
- Written notes and action items after each session
- Book by the hour or a standing monthly day rate
ABM Programme
The full account-based motion, stood up in 60 to 90 days. For teams going upmarket or building pipeline into their first 100 target accounts.
What you get
- A named account list built from your ICP
- Sending domains, sequences and audience segments built and ready to run
- One asset that earns the outreach a reply
- Your team trained on the playbook so the motion runs without us
How we work
- Weekly strategy calls with Kartik
- Shared workspace, every decision documented
- Direct Slack access during the engagement
Fractional GTM Build
The complete GTM function, built over several months and handed to your team ready to run without us.
What you get
- Full GTM audit and ICP defined
- Infrastructure and first experiments live
- Playbooks written and your team trained to run them
- Hiring plan for the GTM roles you need next
How we work
- Weekly calls and monthly pipeline reviews
- Shared workspace with full documentation
- Direct Slack access throughout
B-Corp, mission-driven startup, or building toward a real social or environmental mission?
It's the work we're proudest to take on.
Recommendations
In their words
Recommendations from the founders and leaders we've worked with, written on LinkedIn.
Expedite GTM helped us bring more structure to our go-to-market at Centuro. They put solid foundations in place around target accounts and ABM, and helped better align sales and marketing. Even in a fractional role, they were practical, thoughtful, and focused on execution rather than theory. I'd happily recommend them to founders looking to professionalise demand gen without overcomplicating things.
We had strong domain expertise and a clear point of view, but no system for getting it in front of the market. Expedite GTM took our Capital Stack Academy content and turned it into a structured, reusable distribution engine. We went from a bank of great material to having a tagged content library, a year-long ABM playbook, and outreach frameworks our team can run.
Kartik joined us when Onfido was still a small team and has been a key player in helping us grow. In the early days he used his online marketing nous to get traffic to our site and blog. When we needed to focus on enterprise clients he switched to demand generation and was instrumental in helping us segment and qualify leads and then working with the sales team to outbound to the appropriate prospects.
I worked with Expedite GTM at Centuro Global when I was the outgoing fractional CMO, and they stepped in to provide interim demand generation and revenue operations support at a critical time. They quickly got to grips with our data, fixing broken workflows, enriching segmentation with Clay, implementing a preference centre, and optimising scoring models. Sharp strategic thinking with hands-on execution, and strong relationships built with sales while unblocking some tricky HubSpot and process issues. Their work directly improved lead flow and email engagement, and gave me confidence that demand generation was in safe hands.
Working with Expedite GTM has been invaluable. Their expertise in ABM marketing, the collaboration with sales, and a deep understanding of the business and the marketplace are clear. Great leadership and ability to learn, especially whilst taking on ownership of Global Campaigns through a changing market landscape. Their background in paid digital added real depth to our strategies. Well organised, hard working and collaborative. Any team would be lucky to work with them.
Working with the team behind Expedite GTM was a formative experience. We collaborated closely on a range of projects, often tasked with delivering ambitious results under challenging circumstances. What could have been intimidating and stressful was more often fun and exciting. They motivated the whole team and rolled up their sleeves to contribute alongside us. Built the Growth team from the ground up, creating a positive team atmosphere and delivering results.
The team behind Expedite GTM is the kind you won't forget. Driven, focused, persuasive and fierce growth marketers with passion, sincerity and a positive mindset. They came in, hustled, brought energy and made an impact. They contributed to the success of the company and the team, cultivating a culture where everyone felt safe, appreciated and valued. I thoroughly enjoyed working with them and hope to have the opportunity once again.
Start with a focused conversation
Find out which accounts are worth your whole attention
A focused conversation where you'll leave with a clear read on your biggest gap, specific recommendations for your market, and an honest answer on whether we're a fit.
- A working session on your GTM, not a generic sales pitch
- A view on which accounts to concentrate on first
- Tailored to your motion, your stage and your stack
