StartupGTM.com | I help b2b founders hack traction | Profitable founder (YC)

Transforming a startup from early to repeatable sales is HARD.

If you’re a B2B founder with early sales, then you've done many things right to win your first customers.

BUT - to raise a round A, your startup will need to have a product that's ready to scale because it can be 𝙨𝙤𝙡𝙙 𝙧𝙚𝙥𝙚𝙖𝙩𝙚𝙙𝙡𝙮 𝙖𝙣𝙙 𝙧𝙚𝙡𝙞𝙖𝙗𝙡𝙮.

To get repeatable sales - there are four blockers. 
 
You'll need to change each one from "not working" to "working": 
 
1️⃣ Consistently creating a 𝙨𝙩𝙧𝙚𝙖𝙢 of conversations with customers 
 
2️⃣ Converting these conversations into a 𝙨𝙩𝙧𝙚𝙖𝙢 of first meetings 
 
3️⃣ Converting these meetings into a 𝙨𝙩𝙧𝙚𝙖𝙢 of trials 
 
4️⃣ Converting trials into a 𝙨𝙩𝙧𝙚𝙖𝙢 of deals. 
 
These blockers need to be removed 𝙨𝙚𝙦𝙪𝙚𝙣𝙩𝙞𝙖𝙡𝙡𝙮 - i.e. one by one. 
 
💡 𝗙𝗼𝗰𝘂𝘀 𝗼𝗻 𝗖𝗥𝗔𝗖𝗞𝗜𝗡𝗚 𝘁𝗵𝗲 𝘀𝘁𝗮𝗴𝗲 𝘆𝗼𝘂'𝗿𝗲 𝗮𝘁 𝗥𝗜𝗚𝗛𝗧 𝗡𝗢𝗪. 𝗗𝗼𝗻'𝘁 𝗼𝘃𝗲𝗿𝘁𝗵𝗶𝗻𝗸 𝘁𝗵𝗲 𝗼𝘁𝗵𝗲𝗿𝘀.

—

I'm a former co-founder and CEO at ApolloShield - a profitable YC startup.

I work hands-on with B2B founders on turning their early sales into repeatable sales through a combination of disciplines:

1️⃣ 𝗠𝗮𝗿𝗸𝗲𝘁 𝗥𝗲𝘀𝗲𝗮𝗿𝗰𝗵 𝗮𝗻𝗱 𝗔𝗻𝗮𝗹𝘆𝘀𝗶𝘀: Understanding the market, identifying target customers, and analyzing competitors.

2️⃣ 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗣𝗼𝘀𝗶𝘁𝗶𝗼𝗻𝗶𝗻𝗴 𝗮𝗻𝗱 𝗠𝗲𝘀𝘀𝗮𝗴𝗶𝗻𝗴: Defining how the product fits into the market and crafting compelling messages to appeal to the target audience.

3️⃣ 𝗦𝗮𝗹𝗲𝘀 𝗮𝗻𝗱 𝗗𝗶𝘀𝘁𝗿𝗶𝗯𝘂𝘁𝗶𝗼𝗻 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗲𝘀: Developing strategies for selling the product, including choosing sales channels and partnerships.

4️⃣ 𝗖𝗼𝗹𝗱 𝗢𝘂𝘁𝗿𝗲𝗮𝗰𝗵, 𝗖𝗼𝗻𝘁𝗲𝗻𝘁 𝗮𝗻𝗱 𝗖𝗮𝗺𝗽𝗮𝗶𝗴𝗻 𝗘𝘅𝗲𝗰𝘂𝘁𝗶𝗼𝗻: Creating and executing campaigns to build brand awareness and generate leads.

5️⃣ 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴 𝗮𝗻𝗱 𝘀𝗮𝗹𝗲𝘀: Managing discovery and commercial discussions with clients and partners to get their business.

5️⃣ 𝗢𝗻𝗴𝗼𝗶𝗻𝗴 𝗜𝗻𝗻𝗼𝘃𝗮𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗔𝗱𝗮𝗽𝘁𝗮𝘁𝗶𝗼𝗻 𝘁𝗼 𝗙𝗲𝗲𝗱𝗯𝗮𝗰𝗸: Gathering customer feedback and continuously adapting the product and strategies accordingly.

6️⃣ 𝗜𝗧 𝗮𝗻𝗱 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀: Building support systems to holistically orchestrate and manage your GTM efforts.

7️⃣ 𝗥𝗮𝗽𝗶𝗱 𝗜𝘁𝗲𝗿𝗮𝘁𝗶𝗼𝗻: Developing a method to move forward quickly, iterate and get market feedback - doubling what works and tossing what doesn’t.

🚀 Let's connect and accelerate your startup together!

Nimo Shkedy

Abbas Somji👋🏽

Helping Founders Scale Fast & Create Outbound That Works | Start-Up Advisor 🚀

I'm the co-founder of The Playbook Agency and started the business as we saw so many start-ups & scale ups making avoidable mistakes when it came to their Go-To-Market. 

I managed to become the Head Of Sales of a start-up when I was just 3 years into my career, and have continued to operate as a Fractional Head Of Sales ever since for multiple businesses.

Challenges we solve:

🟣 Your sales team is wasting time on manual research, poor data & not having enough opportunities in pipeline
🟣 You have inconsistent top of funnel resulting in revenue & pipeline spikes 
🟣 You want to instill AI & automation within your process but don’t know where to start
🟣 You’re doing outbound out of a singular domain which is resulting in landing in spam
🟣 Current data providers have “dirty data” which means high bounce rates, leading to blacklisting
🟣 You want to test new markets, before getting sales teams to allocate resource to it

Co-Founder

We help founders get their GTM right, the first time, without having to hire an expensive sales team.

We just launched something I've wanted to build for a while
 
It's called GTM Operators Club
 
Here's why:
 
At InboxKit, we see data from over a billion cold emails a year
 
That means we see what's working, what's dying, and what's about to break - before most people even notice
 
And the best insights we've picked up? They didn't come from reports
 
They came from conversations with other operators in the trenches
 
People running outbound at scale. People breaking deliverability. People testing sequences across 50+ inboxes and figuring out what actually converts in 2026
 
So we built a space for exactly that
 
GTM Operators Club is a group chat for the people actually doing the work
 
Just real operators sharing:
→ What's landing in inboxes right now (and what's getting killed)
→ Deliverability shifts before they hit the mainstream
→ Sequences, frameworks, and workflows that are producing results today
→ Learnings from billions of data points across cold email, LinkedIn, and calling
 
Think of it as your unfair advantage in outbound
 
If you're running cold outreach, building GTM systems, or scaling pipeline - this is where the real conversations will be happening
 
Plus you might even get some deals on GTM products we're building too ;)
 
Comment "operator" and I'll get you in!

We already have some of the top GTME's and operators in there, extended the invite ✌️

CRO of InboxKit | Driving New Revenue for Cold Email Agencies 🛠️

POV: Your co workers after you tell them you're fasting

I came to dodge taxes 

Now I’m dodging missiles 🥲

Jokes aside, for the first time, many of us in the UAE caughlt a tiny tiny glimpse of something too many families around the world live with every single day

We are fortunate to be in the UAE and relatively safe

But in those moments today, many people are juggling with a bunch of “what ifs?”:

What if my child was in danger?
What if my home was hit?
What if this was my reality - not just today, but tomorrow, and the day after?

For far too many people, these aren’t hypotheticals

They are Monday 

And yet - we’ve grown so comfortable consuming conflict as content

We get rage-baited into dehumanising people we’ve never met

We pick sides on wars we’ll never fight, over land we’ll never walk, about lives we’ve never tried to understand

Today we got a tiny tiny grain of that feeling in Dubai where many of us are expats & on holiday etc 

And I hope in all this it has cracked open empathy

For the children in Gaza. In Sudan. In Ukraine. In Yemen and I’m sure many more places 

For every family living in the shadow of a war they never chose and can’t escape

It’s crazy this is all happening in 2026 where we have AI able to replace jobs, but we’re still fighting like cavemen

We are all one “what if” away from their reality & incredibly lucky to be born where we are 

And move where we have 

hope everyone is safe in whatever country they are in & their families too 🙏🏽

UAE has this covered 💪🏽 panicking is an unhelpful trait

No point worrying about things you can’t control

No alternative text description for this image

Day 7 as CRO: Building the boring stuff that unlocks $50M

Spent today on enablement and KPIs 
Not sexy. But necessary.

InboxKit went $0→$12M in 7 months because the team could move without structure

The product spoke for itself

Sales happened in WhatsApp & Slack DMs

Customer success was whoever jumped in to help

That doesn’t scale to $50M. Or $100M

So here’s what I spent the day building:

Client enablement - video tutorials they can clone for their own teams

Agency partners need to train their clients without looping us in

Every use case, documented. Every workflow, repeatable 🫡

Sales enablement - calculators and frameworks that help prospects make the decision themselves

Less pitching, more evidence. ROI tools that show the math before the demo

KPIs - leading indicators that predict revenue. Time-to-value, deal maturity timeline - how we report and hold the team accountable 

The pattern: what got you here won’t get you there 👀

Early stage rewards speed over structure

Scale rewards structure (doesn’t mean we can’t go just as fast!)💨 

The hard part is knowing when to make the shift

We’re making it now 🫡

Pic of me recording a tonne of videos for “InboxKit university” this morning 

LFG

Day 30 of being a CRO

Here's the honest month 1 review 👇🏽

Day 1 I shared my tech stack and what I was building & now we're all the way at day 30

Month 1 was supposed to be: CS, RevOps, Sales and Marketing all up and running

In my head? Possible

In reality? Not a chance

So here's what actually happened 👇🏽
What we got done
→ Bolstered the CS team - went hardest here, it needed it most 
→ Launched our Creators Program - one of my favourite things we've built so far 
→ Started partnering with some of the top agencies in the space (& converting them, very proud to have them as partners)
→ Built out the CRM, sales strategy and targets from scratch

The stack I landed on (updating you from day 1)
→ Clay - still my first instinct for anything enrichment or list building 
→ Claude - more than I expected. Briefs, copy, meeting notes. Connective tissue for everything 
→ Inboxkit - drinking my own champagne 
→ SendKit - built by one of our ex-engineers. Underrated af. 
→ Attio - Easiest CRM out of the box 
→ Prospeo - for list building & TAM mapping 
→ Calendly - Scheduling 
→ Canva - Visuals and Decks 
→ HeyReach.io -  LinkedIn Automation 

What's still on the table
→ Enablement assets - didn't get there 
→ Prospecting myself - I thought I could do everything. I cannot. Leading from the front on this in month 2 
→ Cultural alignment - still adapting to the team, they're still adapting to me. Not rushing it

My super critical score: 6.5/10

This month I'm aiming for an 11

The trajectory feels right. The team constantly surprises me. 

Getting back on content and in front of customers is part of how I hold myself accountable publicly

Three things I'd love your help with:
→ Guests for the podcast - founders, agency operators, tool builders in the GTM space 
→ Intros to sending platforms, AI SDRs and sequencers open to integration conversations (We already work w the top ones in the space)
→ Agencies doing outbound at scale - let's talk

Month 2, let's go ✌️
________________

My name is Abbas Somji 👋🏽 CRO of InboxKit & exited Clay agency founder

I talk about GTM, AI & Entrepreneurship - follow if you're into it!

10 days (maybe I'm on 9?) into my role as a 28 yo CRO 

And I'm getting lots of things wrong 

Here's what I got wrong (and what I'm fixing this week):

The mistake:

I spun up way too many projects at once

New GTM motions. Hiring agencies. Creator programs. Infrastructure builds. CRM. Merch. Community building. You name it, I probably started it.

Classic founder move → see opportunity everywhere, chase everything

More initiatives ≠ more progress

This week's reset:

Instead of starting new things, I'm focused on getting the existing things RIGHT

Here's where my time is going:
1️⃣ Building organisational muscle

We're doing £12M ARR with less than 12 people.
That only works if our systems are bulletproof
This week:
↳ CRM setup (finally)
↳ ClickUp implementation
↳ Clear roles & responsibilities
↳ Department leads, not everyone-does-everything chaos

2️⃣ Back to fundamentals

Before we scale anything, we need to know WHO we're scaling for.
This week:
↳ Finalizing our ICP (for real this time)
↳ Building our Dream 100 list
↳ Getting crystal clear on our ideal buyer

3️⃣ Partner conversations
Growth happens through leverage.
Meeting with as many strategic partners as possible

4️⃣ Time-blocking my own prospecting
Can't preach GTM if I'm not in the trenches myself

Blocking dedicated hours to actually prospect

(Because the best way to understand our ICP is to talk to them)

The lesson:
Doing less, better > doing more, mediocrely

Especially when you're building at pace

What's one thing you're STOPPING this week to focus on what matters?

__________________________

I'm Abbas Somji👋🏽 I sold my Clay agency (2nd ever exit of a clay agency) to Inboxkit and am documenting my journey as a first time CRO 

Follow along if you're interesting in sales, entrepreneurship & AI

Everyone keeps asking me "how's it going?"

And normally I have a really laser focussed response

But this time the honest answer is: everything's going 😅

The last 60 days have been some of the fullest of my life

On one side: 
→ Spinning up multiple projects at Inboxkit (partner programmes, creator programmes, CS overhauls (our CSAT increased 30% in 2 weeks!), RevOps, sales campaigns and more
→  Watching the amazing team step up into new levels of responsibility & being the support where I can
→ Meeting amazing people & growing a network of builders

On the other side: 
→ Life has thrown curveballs I didn't see coming, the kind you just have to sit with

And somewhere in the middle, I'm sat at lunch alone at a restaurant on a random Monday feeling completely at peace with it

A friend (shoutout Jordan) recently gifted me Robin Sharma's "The Wealth Money Can't Buy" and one of his habits for living a genuinely rich life stuck with me

Sharma says: eat alone at restaurants. Regularly.

Not because you have to. Because most people won't.

Sitting in a crowded restaurant, no phone, no escape route, surrounded by people laughing and connecting - it forces you to be comfortable with just yourself

And being okay / fearless in one small area trains you to be like that in every area

Here's the thing — I've been doing this since my final year of uni - I chose to commute to lock in on self improvement & most of my friends had either dropped out, or were on their placement year

On the way out of the train station I'd grab a quick scran on my own, and same on my way back home 

Turns out that habit quietly taught me something I keep coming back to:

If you can sit with yourself when everything is quiet, you can handle it all when everything is loud.

And right now? Everything is loud. But it's a good loud.

You don't have to feel one thing

You can be grateful and challenged. Excited and exhausted. Building and processing at the same time.

So if you ask me "how's it going?"

Everything's going, and I'm going with it 🫡

____________

Back to regularly scheduled tactical content for tomw - but sometimes I use this as a live journal because I want to show what it's really like building in public ✌️

I'm back podcasting! 

Life got super busy at the end and start of this year as many of you know

But my favourite part of running my agency was the conversations with founders, leaders and other agency owners alike

Now I've settled in a little bit (4th week at InboxKit) it's time to crank it up a gear 

The podcast is focused on one thing: real conversations with the people actually building the GTM space

Top agency founders. Tool builders. The operators behind the companies who are arming the next wave of sellers and how they'll be enabled

If you're building something serious in the GTM world - an agency, a tool, a product that sales and marketing teams depend on - I want to talk to you!

Drop a comment, DM me, or tag someone who should be on

I've already got some mind blowing guests lined up & looking forward to some epic conversations

One of the reasons I was able to sell my agency 

Was churn 

Most agencies treat email infrastructure like a utility bill

Most cold email agencies see their tech stack as a COGS (Just a cost of doing business) 

They look at their Smartlead, Instantly, Clay and email infra bills and try to minimise them

They’re missing the biggest opportunity in the game

Infrastructure isn't a cost. It’s a revenue engine.

When I was building The Playbook Agency (Acquired by Inboxkit), one of the core reasons our exit was so successful was our churn or rather, the lack of it. 

We didn't just "lose" clients when they finished their high-ticket GTM engagements.

We turned churn into a profit center.

How? By understanding that even if a client stops their full-service retainer, they still need the foundation:
→ The aged domains
→ The deliverability setup
→ The warming protocols.
→ The reduced headache of monitoring it all for them

Instead of a "goodbye" email, we offered them Managed Infrastructure

It became our most powerful downsell.

If a prospect wasn't ready for a full-service GTM build, we sold them the infra. 

If a client was off-boarding, we kept the foundation running for them.

The result: 
→ We stayed "sticky" within their organization. 
→ We maintained high-margin MRR  
→ We kept the "heartbeat" of their outbound alive so we were the first choice when they wanted to scale again

We’re now empowering the top 1% of agencies to do exactly this. 

We’ve scaled from $0 to $12M ARR in 7 months because we don’t just provide servers - we provide a way for agencies to build enterprise value through resalable infrastructure.

My advice to agency owners: 
Stop looking for ways to cut your infrastructure costs. 

Start looking for ways to productise them.

Infrastructure is your retention strategy. 
It’s your downsell. It’s your next revenue stream.

With that I'm excited to say we've started partnering with some of the best in the business & giving them the tools to help build this service line 

I'm partnering with just 5 agencies this quarter, and 10 total this year 

If you're running over $1M ARR - would love to speak - I can help you add 20-30% to your bottom line 

________________

P.S New merch dropping for InboxKit customers - comment if you want a hat! 

________________

My name is Abbas Somji👋🏽 a 28 yo CRO of Inboxkit & exited agency founder 

I talk about all things GTM, AI & Entrepreneurship - follow if you're into it!

Saturday is investment day 

But not in traditional stocks 

But in the S&Me 500 (lol cringe)

I try and do one new thing every Saturday whether it’s 

Trying a dish I’ve never had for the first time 

A new location to work

A new restaurant

A new book 

A new workout routine 

Or treating myself to something - Clothes, barbershop etc 

I try and be off my phone for the first half of the day 

Seek a little peace, invest in my wellbeing then get back to it 

I spent years punishing myself and not enjoying the journey because I thought suffering = progress 

But the journey is the reward if you take a balanced approach 🤙🏽

P.S first time trying a pineapple bun & Hong Kong milk tea, 8/10 - 852 bakery pop up at Juns Downtown if curious!

This math proves cold email isn't dead 

And those who claim it is, just suck at it

I get asked this almost daily: "How many inboxes do I need to hit my revenue goals?"

And right after: "Isn't cold email dead anyway?"

Here's a scenario I walked through in the video:
🏆 Goal: 10 closed deals per month
Working backwards through the funnel:
→ Close rate: 30%
→ Show rate: 70%
→ Reply to meeting: 50%
→ Positive response rate: 1% (being conservative)

The infrastructure needed:
→59 inboxes
→30 domains
→1,500 sends per day

Total monthly cost: $206.50
The return:
→With a $5K ACV, you're looking at:
→$50,000/month in closed revenue
→$600,000 annual revenue
→10,000%+ ROI

Cost per closed deal: $20.65 (infrastructure only)

That's the math that kills the "cold email is dead" argument

The issue isn't that cold email doesn't work.
It's that people:
→ Under-invest in infrastructure
→ Over-burn their reputation
→ Don't calculate their actual needs
→ Give up before the math compounds

At InboxKit, we deliver full infrastructure in under 30 minutes

Google Workspace inboxes, Azure domains, ready to send.

The real question isn't "Is cold email dead?" It's "Are you willing to invest in doing it properly?"

Comment Calculator below & I'll DM you the link! 👇🏽👇🏽

Welcome to roast my email copy ep 1 🦃🍗

First up to bat is Instantly.ai 

I love Instantly it's a great tool, but the cold email I received, could do with a lil love 

Here's what they got wrong and how I'd fix it 👇🏽

I'm not here to bully anyone

I've definitely sent shockers in my time too

Probably got emails in people's inboxes right now making them cringe 😅

But after 8 years in sales and running a cold email agency for 3 years, a now a billion sends at Inboxkit - I notice things

Here's what I changed and why:

🟩 Show me you know me
→ Original: "We're looking to align with a small number of agencies / operators"

→ Rewrite: "Seen you've been approaching 15k followers on LI & most of your audience are cold email freaks"

→ Takes 30 seconds in Clay. No excuse not to do it

🟩 Name the pain directly

→ Original talked about "core software" and "recurring commissions" generically
→ Rewrite said "a lot of them are already using Instantly & have probably converted via your content but you're not getting paid"
→ That's a real pain point

🟩 Use a case study with a name
→ Original: "Partners earn recurring commissions on both"
→ Rewrite: "Tom at Red Lion Agency earns up to 40% per referral and cashed out circa $6k last month passively"
→ Specific name. Specific number. Specific outcome. That's what gets replies.

🟩 Kill the corporate fluff
→ "We handle execution. You keep the relationship. We align incentives properly."
→ Three lines saying the same thing. Say it once and move on!

🟩 Dangle a second carrot in the P.S.
→ Original had no P.S.
→ Rewrite: "P.S. We're doing a roundtable for agency pros in Europe - lmk if you'd like to be on"
→ Most read line in any email. Give them another reason to reply

🟩 The Dorito rule
→ My old co-founder Leo always said a great cold email looks like a Dorito
→ Starts simple. Gets a bit wider in the middle. Simplifies at the end.
→ The original was just a block of text with bullet points. No shape to it.

And the subject line? "Abbas and Instantly.ai" isn't terrible if you're a known brand

But "Abbas - you forgot $6k" would get me to actually open it

Watch the full breakdown in the video 🫡

_________________________

Who's up for being roasted next week? 

I'm Abbas Somji👋🏽 CRO of Inboxkit

I recently sold my cold email agency to be on this rocketship 🚀

Sharing everything I learn as we scale to $100M ARR

Here's what no one will show you about cold email

Everyone posts their highlight reel

The "we booked 30 meetings in a week" screenshots

Here's a realistic view instead

Last month we sent 13,898 emails across 11 campaigns

We got 164 total replies and 80 positive responses - we used 0 personalisation & AI. 

If you talk to any cold email "expert" they'll tell you that's a failure

1.18% reply rate? Terrible. 0.5% positive reply rate? Shut it down

But here's what they won't tell you:

Who cares?

Seriously. Who the hell cares whether you send 100 emails to get the pipeline or 10,000 emails to get the pipeline?

Cold email is the cheapest channel to scale. Period.

If you have a large TAM - and most B2B companies do - the math works at almost any reply rate as long as the pipeline value is there.

And in this scenario? We created real pipeline. Targeting different ICPs. 

Testing messaging across segments. Getting live data on what resonates and what doesn't

That's the fastest way to test messaging & find people in-market, today. 

Actual market feedback at scale

This is the first time I've run a SaaS sales function without cold callers

We're a cold email and LinkedIn-first company

We're drinking our own Kool-Aid. Using our own tooling. Running everything through Inboxkit

The advantage? We spin up new inboxes in minutes

Not days. We proactively monitor the health of every single inbox in real time. 

That's how we maintain high deliverability even at this volume

We keep it super simple

1️⃣ Calculate how many positives we need to get our bookings and therefore how many inboxes

2️⃣ Buy double the inboxes we need and get infra across Google and Azure inboxes

3️⃣ Use Set A for 14 day warm up and Set B for long term warm up (ready to slot in when mailboxes burn out) 

4️⃣ Build lead lists on Clay & some great copy (0 personalisation) 

5️⃣ Launch & watch the leads come in! Answer positives within 3 minutes

—
________________

My name is Abbas Somji 👋🏽 CRO of InboxKit & exited Clay agency founder

I talk about GTM, AI & Entrepreneurship - follow if you're into it!

Journalling has been something that has helped me tremendously over the past few years 

I've also been blogging too on Medium & some of you may or may not have enjoyed my weekend blogs

However I noticed with AI becoming my day to day norm, my creativity was rotting

The one place my creativity comes back is when I write my thoughts down without any intervention 

So I wanted to create my own space online - where I could put together "notes from the middle" 

I feel like everyone writes their "book" in the past tense, but not many write as they're going, their learnings etc. 

As I'm in the middle of my (hopefully) never ending journey to improve - I feel like it's the write time to start recording everything I can

It's where I talk openly about anything I want to - be it entrepreneurship, mindset, frameworks I find helpful and everything in between

So feel free to tune in - I just wrote my thoughts on why it's the easiest and hardest time in history to succeed - seems fitting w/ everything going on this week 

The path you go down is up to you 

Website is abbas (.) wtf 

Because sometimes life be wtf (and also because I couldn't justify the price of a .com) - the real reason

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