GTM Foundation & Outbound Infrastructure for Kitto

THE_PROBLEM

Kitto had a strong understanding of their market but no structured GTM process to act on it. TAM was undefined, outreach was ad hoc, and there was no repeatable system for converting market knowledge into booked conversations. They wanted to change that without building an internal sales team.

THE_ENGINEERING

We ran a full TAM mapping exercise using Clay to pull and enrich the addressable market. ICP was defined and scored against real data. An Instantly-powered outbound sequence was built on top, personalised by segment, monitored for deliverability, and connected to a simple HubSpot pipeline for tracking. The whole system was documented and handed over.

THE_RESULT

Kitto went from zero structured outbound to a running system within two weeks. The TAM gave them clarity on where to focus. Reply rates came in well above industry average from the first sequences.