Jade

GTM @ EverMind. Writing about shipping AI: what actually converts.

[Jade @JadeeeeZh]

@typesafeai Oh nooooooo

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@revenumaxxing I resonate with the objection timing. Often it’s not the words at the end — skepticism still open, not that urgent, or value wasn’t strong enough.

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@siamakfr Feels like Clay is moving from enrichment tool to advertising tool. Ugly creative.

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@brendanjshort A good GTM system takes time: pick the stack, test what works, cut what doesn’t. A lot of teams want results in a minute, skip the compare, then bolt an agent onto a messy stack.

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@JohnKutay Got it. When the definition drifts, who updates the skills/semantic layer, or is that still a human call?

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@thedealdirector Feels less like a brand-new role and more like SDR + AE + FDE got compressed because AI shortened each loop. Then it gets sold as one person who can do it all.

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@shubh19 I see SWE and FDE as different roles more than a spectrum. Customer proximity is real for FDE, but the comparison still feels a bit apples to oranges to me.

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@nitinkanchi Curious take: if close is the only hard result, does forecast category even need to live in the schema? Stage can stay. The confidence call might belong in the forecast meeting instead.

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@nitinkanchi Still waiting on software that makes that process actually light. 🫠

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@yacinelearning Coming from industrial robotics PM work, it’s interesting. Manufacturing puts people on site because unit price is high. Software is doing it because AI made customization cheaper.

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@YashSwaminathan Yeah, a lot of PMs are trying to jump into FDE. Still feel like totally different roles though. Roadmap work and sitting next to the customer shipping are not the same muscle.

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@bhayani_vedant Fair on the overhead. It’s not as heavy as training a model. For smaller projects, getting the motion running still matters more than building out the full stack.

[Jade @JadeeeeZh]

Whether eng should prioritize internal GTM/sales tooling also depends on what you sell, and whether the market tools already cover it. If off-the-shelf is enough, building another sales stack inside eng is a weird #1. If you think the market tools are bad, curious what your ideal sales tooling looks like.

[Jade @JadeeeeZh]

Listening matters more than talking in sales.

Not rushing every fancy feature. Hearing what they actually need, the deeper why under a thin answer, what they’ll do next, and the skeptical points they never say out loud.

I lost a deal before by rushing the demo. I heard the words and still missed the concern.

[Jade @JadeeeeZh]

Retrieval isn’t separate from memory. It’s the management layer: tenant isolation plus a shared knowledge base, narrative summaries that keep process / intent / causality, continuous updates on the same account, and only verifiable facts when you pull. You don’t recall everything. TTL, timestamps, and confidence decide what still counts.

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@shubhamz90 @TrungTPhan I’d rather one place that actually takes the messy ops work than another enrichment seat next to the last one.

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@dan__rosenthal Agree duplicates look small until reporting breaks. What still feels hard for me is the whole CRM management layer, not just one cleanup. Still waiting on software that makes that process actually light.

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@davidsenra @mati Friends doing FDE land in two places. Some feel proud that a PM at the customer can’t ship the product, and they can. Others feel stuck, wondering how this differs from old onsite outsourcing. Curious how you see that line, especially with the “bring it back to product” piece.