Herve Soursou | GTM Systems Architect & Engineer

Architect fixing broken GTM system stacks | Tie Outbound to Revenue, Not activity | ex- Maersk, YouSee, Mercedes-Benz | 4x SaaS Startup Co-founder

[Herve Soursou | GTM Systems Architect & Engineer @hsoursou]

Fix 1: MEDDPICC-lite audit on 3 signals:
M: hard cash savings
E: CFO re-approved budget in last 15d
I: cost of inaction

🤖 Fix 2: automate the same audit with tool like @claap_io call transcripts > flag at-risk deals

Impact:
⏱️ ~30% AE time back
🎯 ~90%+ forecast accuracy

[Herve Soursou | GTM Systems Architect & Engineer @hsoursou]

⚡ Energy pricing shock is creating ghost SaaS deals.

👻 Buyers go dark. AEs burn cycles. Forecasts drift.

🎥 Short walkthrough: 2x fixes (DIY) to spot ghost deals early and protect your ARR.

[Herve Soursou | GTM Systems Architect & Engineer @hsoursou]

I’ve documented the math behind this 12% leak and the "GTM Control Tower" framework to fix it.

Stop paying for data archaeology. Start building for velocity.

👉 Full breakdown in my Substack here: https://t.co/QdFVBztq8u

[Herve Soursou | GTM Systems Architect & Engineer @hsoursou]

Series A startups are losing 12% of revenue to an "Invisible GTM Tax." 📉

It’s not a tool cost. It’s a system failure.

When data is fragmented across HubSpot, Apollo, Instantly, reps become "Human Middleware."

The cost:
💸 54% Enrichment Waste
🧩 70% Rep Capacity loss

👇

[Herve Soursou | GTM Systems Architect & Engineer @hsoursou]

@ChrisMbanta GTM Engineer with power dialer is the next level,

25-300% more effective than click-2-dial while giving enough time between 2 calls to remind last status of lead being called.

No parallel dialer unless you want to blast and waste your TAM and get banned by telco.

[Herve Soursou | GTM Systems Architect & Engineer @hsoursou]

Your GTM stack is charging you an Invisible GTM Tax.

Data is split across CRM, email (main domain email sender), sequencers and Clay,... so reps become human middleware.

The fix: a unified GTM data layer that preserves signal → revenue.

[Herve Soursou | GTM Systems Architect & Engineer @hsoursou]

Seed-A-B outbound doesn’t need more volume.

It needs GTM architecture that connects to revenues.

[Herve Soursou | GTM Systems Architect & Engineer @hsoursou]

Back on X after a while.
Here’s what most Seed-A-B Outbound sales dashboards collapse in the boardroom.

Because they report activity.

Not revenue.

Here’s what actually builds CRO trust:

👇

[Herve Soursou | GTM Systems Architect & Engineer @hsoursou]

If you can’t trace:

Signal → Outreach campaign variable → Closed-won ($)

You’re not optimising.

You’re guessing.

[Herve Soursou | GTM Systems Architect & Engineer @hsoursou]

Just received my GTM certificate for Rev Tech Essentials 🙌 course by @austinahay at @getclarify. Highly recommend it to dive into assessing and optimizing your Sales & Marketing Tool Stack 🛠️🛠️.

Check out this cohort-based course from @mavenhq 👇

https://t.co/dl2omL9BvP

[Herve Soursou | GTM Systems Architect & Engineer @hsoursou]

Emails should not be stuck in the past.

Sign up for the @newdotemail waitlist today.

https://t.co/aZJMtKG5X2

[Maersk @Maersk]

By understanding and preparing for disruptions, on a smaller and larger scale, we can help minimise the negative impacts on supply chains. Read the three key take-aways from the Maersk’s Supply Chain Management Forum 2022: https://t.co/6FwwNUzXK5

[Herve Soursou | GTM Systems Architect & Engineer @hsoursou]

@MobilityDaimler Well done Teams, Swiss colleagues and MB Auto Center Zug AG dealer to offer to your customers the next level of #MBRent experience with online search & booking capabilities to rent their favorite Mercedes-Benz cars at #MBRent

[Herve Soursou | GTM Systems Architect & Engineer @hsoursou]

Great [Infographic] on how Uber Chinese competitor, Didi is comparing to Uber, already beating Uber in number of rides and riders on its platform while preparing for an international expansion started via M&A since 2015 #ridehailing https://t.co/jcQfeuHvmB

[Herve Soursou | GTM Systems Architect & Engineer @hsoursou]

After sold-out its #Dropcam for cars in few weeks, #Owlcameras is raising $10 million to expand its sales. Another example of Video Security combined with great ease of use continues to represent big monetization opportunity like Dropcam did #DashCam https://t.co/ZuOINej0CE

[FreshCar @FreshCarHQ]

2001 – Carsharing.
2009 – Ridesharing.
2018 – Car Subscriptions.
Another decade, another exciting evolution in mobility-as-a-service. Are you in yet? #CarSubscriptions #Techstars #Mobility

[Herve Soursou | GTM Systems Architect & Engineer @hsoursou]

Interesting now Flight ticket is also on #Subscription with SkyHi: Claim last minute seats on planes for a low monthly subscription fee https://t.co/Rv1dxPtSaC

[Herve Soursou | GTM Systems Architect & Engineer @hsoursou]

#CarSubscription vendors are considering going after long-stay travelers while expanding their service in multiple cities. Providing their subscription customers the extra convenience to pick-up their car at their travel destination instead of renting one https://t.co/53w2rkNHg3