Richard F. Purcell

Jump - Advisor AI

90% less meeting admin | AI notetaker trusted by 15K+ financial advisors

“If Jump came back and told me that they’re raising my price from like $96 a month to $500 a month, I would apologize to my youngest daughter and tell her she has to pay for her own college. It’s so good.”
- Andrew Carman, Wealth Advisor, Professional Wealth Advisors

"Jump AI does a better job than anyone sitting in your meeting."
- Mike Crews MBA, CFP®, CEO at North Texas Wealth Management

“It’s actually kind of scary how good Jump is. The summaries have been fantastic. Overall, the #1 thing is that it saves so much time.”
- Kim C, Wealth Advisor, Cook Wealth

Jump’s AI saves you time by automating meeting prep, notetaking, and follow-up. Then it helps you maximize saved time, uncovering hidden client needs in your data.

Send me a DM if you'd like to get started on a trial.

GTM Advisor

MoxieGTM

Know who to call next and what to say.

Scan your product data, CRM, and public info to spot the hottest leads.

Drop them right into the tools your team already uses.

Move faster and close bigger deals by nudging buyers to the moments that matter.

Identify the top 20% of your pipeline in under 48 hours. ROI in under 30 days.

Founder

The Swarm 🔆

Operationalizing referrals and warm intros using the freshest and most accurate people data.

Rebel Fund

Tasked with replicating the go-to-market processes used by SaaS companies for Rebel's $65M Fund I and $100M Fund II.

Rebel’s mission is to identify and invest in the top 0.1% of the 40,000 tech startups that apply to each batch of Y Combinator, the #1 accelerator in the world, and is supported by founders of some of the most accomplished ‘unicorns’ (Reddit, Instacart, Cruise, and others) to ever graduate from the program.

Associate

Revenue Collective

Revenue Collective is a private, invite-only, membership organization for commercial growth operators.

Membership consists of 500+ leaders from Sales, Marketing, and Operations. 

Chapters in New York, Los Angeles, London, Denver, Boston, Toronto, Indianapolis, San Francisco, and Amsterdam.

Executive Member

Ocurate

(acquired by Fenix Commerce in 2024)

Challenge: Large proprietary database & deep machine learning sold to political campaigns needed to expand to eCommerce.

Solution: Built the entire foundation of product, sales, and marketing. Results within the first six months: Closed 6 enterprise deals, ACV $60K, avg sales cycle <30 days, 100% of pilots converted to annual, 75% of deals sold without discounting, every customer was referenceable

Challenge: In Q4 2022, the company moved up-market with a new product. 

Solution: Devised and executed over 30 new GTM experiments to get more pull from the market through organic conversations instead of a push from the seller through cold outreach. With a lower headcount powered by Generative AI and a Virtual Assistant, company saw only a minor reduction in meetings booked, higher conversion rate from first meeting to close, and 75% of new meetings booked were from target accounts generating over $1B in revenue.

Co-Founder

CrowdAI

(acquired by Saab in 2023)

Challenge: Company sold technology as project-based revenue for three years to US Government. Needed to take a cutting-edge computer vision deep learning technology with no repeatable product and find a way to sell to commercial enterprises. 

Solution: Conducted initial market research to validate Oil & Gas, Manufacturing, and Insurance as key verticals to go-to-market. Worked backwards to find the biggest pains of each vertical and tie them back to the company’s solutions. Ran end-to-end sales cycles to close marquee logos.

Head of Enterprise Sales, Founding Team

Hustle

(acquired by Social Capital in 2020)

Challenge:  Series A funded company with product adopted by political campaigns and non-profits needed a leader to propel Enterprise expansion.

Solution: Led efforts to turn the product into an Enterprise platform adopted by the Fortune 50 and some of the most valuable companies in the world. Created a systematic process to validate and invalidate new use cases based on product/market fit which became the company’s engine for operational efficiency and future growth.
- Built and managed an organization of salespeople to turn a hypothesis into initial market analysis then into the first customer wins in a new market and ultimately to finding repeatability and predictable revenue.
- Navigated a highly regulated market by leading cross-functional teams to pro-actively de-risk Enterprise compliance and data security blockers such as GDPR, TCPA, SOC 2 Type II, and customer data deletion.

Hustle is a campaign-based, peer-to-peer messaging platform designed empower to organizations to humanize communication with their audiences while maintaining data privacy and compliance.  Texting with Hustle compliments other communication strategies and brings real human connection back in the digital era when people ignore bots and prefer to talk to real people.

Hustle is the leader in transforming how individuals and institutions build meaningful, long-lasting relationships.

Backed by world-class venture firms including Insight Venture Partners, Google Ventures, Social Capital, Salesforce Ventures, and Kapor Capital.

Director of Enterprise Sales

Partnerize

Challenge:  UK-based company built a repeatable business in the EU. First non-executive salesperson hired to expand the product into NA. Required an enterprising agitator to instill best practices and prove product/market fit.  Lean start-up mentality with no BDRs/SDRs, no sales engineers, very little brand awareness, and minimal support from marketing.

Solution:  Exceeded quota within the first year by closing deals with Fortune 500. Responsible for end-to-end sales process including prospecting, executive summaries, RFPs, sales presentations, demos, etc.
- Forged co-selling relationship with a strategic technology partner.
- Sold complex enterprise product at 2-3x the nearest competitor’s price using STRONGMAN methodology.

Performance Horizon is a technology company replacing the traditional networks connecting advertisers to their digital partners.  Clients are empowered to drive online traffic and sales based on strategic objectives such as margins, inventory, seasonality, geography, new vs. returning customers, and more.

We do this for some of the largest, most complex enterprises including Uber, Google, Expedia, Spotify, Virgin Australia, Marriott, Square, Burberry, Tommy Hilfiger, Nike, and British Airways.

Our platform drives $3B+ in advertiser top line revenues across 120,000+ marketing partners in 170+ countries processing payments in 50+ currencies and providing support in 50+ languages.

Mithril (Thiel Capital) is lead investor.

Sales Director

Medallia, Inc.

(IPO'ed in 2019)

Sales Pioneer of first SMB product
Challenge:  Medallia’s first foray into SMB market.  Product was two years old and never had a full time sales person and needed to escalate revenue and process improvements.
Solution:  Led efforts to simplify sales price, update contracts, extend subscription length, optimize outbound sales activities, refresh sales messaging, and streamline sales cycle.

Catalyst for Lead Gen
Challenge:  Second lead gen rep ever hired for the company and went six months without a manager.  Needed someone to help scale the operation and efficiently (and creatively) generate pipeline.
Solution:  Tested innovations and scaled them across the sales ecosystem including sales tools, C-level messaging, prospecting blitz, a system to source leads from employees, and “chaski” deliveries to executives.

Tech Inclusion
Challenge:  As company grew, needed to increase inclusion and access to opportunities for underrepresented talent.
Solution:  Co-founded "Medallia Medley".  Galvanized grass-roots, cross functional teams and later earned executive sponsorship from Head of HR and co-founder/President.  Led weekly meetings to drive institutional change including hiring FT D&I resource, rebuilding unconscious bias workshops to include race, and expanding talent pool.

New Business

Build better businesses by taking action on lifetime value

Richard Purcell's Leadership Purpose:

"Build and maintain meaningful, long-lasting relationships that help individuals live up to their full potential."

+++

In 2014 Richard Purcell came to Silicon Valley from North Carolina to follow the 21st-century gold rush with nothing but his car and his clothes. 

Richard has turned his experience leading GTM at venture-backed SaaS startups into systematic processes to scale efficient growth.

His creative approach to sales & marketing has closed new business with Fortune 500 companies and some of the most valuable private companies in the world: AXA, Expedia, Square, Comcast, Verizon, WeWork, Priceline, Air Canada, RingCentral, Airbnb, Bally's, Live Nation, Affinity Gaming, and more.

"Superior sales and distribution by itself can create a monopoly, even with no product differentiation. The converse is not true." 
- Zero to One

Just as your product is constantly tested and updated, your distribution strategies should too.

Go-To-Market (GTM) tactics aren't meant to last forever. GTM has evolved from “dialing for dollars” off of printed spreadsheets to the automated personalization we see today.

The democratization of knowledge, channel over-saturation, and the rise of automation inevitably depreciates even the best strategies.

Most companies struggle to objectively test, validate, and scale GTM experiments due to the lack of creativity and unnecessary complexity.

Think about the resources needed for experimentation:

1. Marketer for crafting messages

2. Sales engineer for testing against a control group using objective success criteria

3. SDR for outbound efforts

4. New tools to facilitate campaigns

5. Sales Ops to put all the pieces together

For more mature companies, redirecting these resources from core functions poses uncertain risks many aren't willing to take. 

For less mature companies, these resources are sparse.

It's time for a new era of GTM.

GTM 3.0

If you're seeing depreciating performance in your Go To Market tactics or if you're not sure if you're ready to scale, we are here to help.

🚀 We help you know when & how to scale by objectively measuring Product-Market fit as a spectrum

🚀 We manage unconventional GTM experiments from end-to-end through strategy, messaging, technologies, outbound efforts, and measurement.

Sign up for the weekly newsletter to get step-by-step instructions on how to run unconventional experiments that will supercharge your GTM.

https://moxiegtm.substack.com/

If one more person tells me "at least you have the learnings" as a consolation prize for business failure, you'll see me on the next episode of Law & Order: SVU.

*clears throat*. Ahem. Let me tell you about my "learnings". . .



Financial Learnings:
- 3 years of lost earnings
- Held off buying a car and other major purchases
- Depleted my savings
- Tapped my 401K/IRA
- Ranked up business loans and credit cards

Meanwhile:
- Windsurf employees got 9 months' severance and cashed out all their shares
- Google employees got 1 month of severance for every year worked



I learned that GTM tech is an unwinnable market where:
1. Clients hire you, refuse to execute, then blame you for poor performance
2. You can deliver high reply rates and a bunch of qualified meetings, but they'll still churn at month 4 because of their inability to execute
3. You spend weeks negotiating deliverables and SOW for a prospect who pulls the plug because they had "had a change of heart" at the 11th hour
4. Everyone is so excited to talk to you…AFTER they leave the company you were trying to sell to 


I learned there are:
- 30K GTM consultants/fractionals/agencies chasing 5K opportunities (6:1 ratio)
- Infinite founders who think consultant #101 will deliver miracles after 100 failed attempts


Out of 12 clients who churned this year, here's what I learned. . .

Client Type 1: "Your solution doesn't work"
--> We gave them hot leads
--> Their SDRs let tasks sit for 10+ days
--> They ignored our templates and wrote AI slop
--> Conversion rates tanked

Client Type 2: "We need faster results"
--> Pulled the plug at week 3
--> Wanted 3-year pipeline problems solved in 30 days
--> Said they wanted to experiment, but didn't have the patience
--> Meant: "Deliver miracles or we're out"

Client Type 3: "Outbound doesn't work for us"
--> Refused to give us access to critical tools
--> CRM was a dumpster fire
--> Lead routing was broken
--> Blamed us for performance issues



I learned that posting on LinkedIn for a year gets you:
--> 360K impressions
--> 125K people reached
--> Not enough inbound leads to generate a high return on effort
--> Endless, pointless debates in the comments
--> 500+ connection requests from people selling the exact service as me



I learned that when established companies fail, employees get severance packages. When bootstrap founders fail, they get: "At least you tried!"

I learned that building a "lifestyle business" became an insult.

I learned that I should have just gotten a W2 job, collected my salary, and waited for my severance package when they inevitably laid me off.



There. I have the learnings.



P.S. - MoxieGTM is moving from my FT job to my part-time one. Looking for fractional or FT roles in sales, GTM, growth, and/or enablement.

Ideal company profile:
- NOT GTM tech
- Established revenue ($3M+ ARR)
- Vertical SaaS
- PE-backed


P.S.S - Despite the rant, there is so much to be grateful for (health, community, family, housing, food, etc)

Richard Purcell's Leadership Purpose:

"Build and maintain meaningful, long-lasting relationships that help individuals live up to their full potential."

+++

Ten years ago Richard Purcell came to Silicon Valley from North Carolina to follow the 21st-century gold rush with nothing but his car and his clothes. 

Richard has turned his experience leading GTM at venture-backed SaaS startups into systematic processes for objectively measuring product-market fit and running unconventional growth experiments. 

His creative approach to sales & marketing has closed new business with Fortune 500 companies and some of the most valuable private companies in the world: AXA, Expedia, Square, Comcast, Verizon, WeWork, Priceline, Air Canada, RingCentral, Airbnb, Bally's, Live Nation, Affinity Gaming, and more.

Founder @ MoxieGTM

A GTM Engineer blocked me after I showed him he wasted $200K and 3 months of work.

A former client insisted on hiring a GTM Engineer.

They tasked him with:
1. Connect Clay to 5 data providers
2. Integrate The Swarm for relationship mapping
3. Write custom scrapers and APIs
4. Debug when providers go down
5. Manage credits across platforms
6. Rebuild workflows when they break

Timeline: 3+ months 
Cost: $200K+ (salary + tools)

I sent him a Loom video showing how to build the same thing in 2 hours at 10% of the cost.

He blocked me.

(See screenshot for the receipts)

Should I pull a Karen and speak with his manager?



Let’s not kid ourselves. . .
The need for a GTME is an admission of failure.

Product failure: Missing critical workflows

Enablement failure: Buyers can't execute

Before: Claude + Sales Nav + Swarm + Clay + 2-3 other tools + prospecting tool + CRM + GTME to stitch it together

Now: CRM + The Swarm integrated to Claude + prospecting tool

One API. 
One prompt. 
No new tabs. 
No six-figure specialist. 
And 15X cheaper than Clay.

In 18 months, tools requiring another login will be a  🚩 .

The infrastructure shift is here. You can either adapt now or block people who show you how.



Don’t believe me? Test it out for yourself.

Comment below with ‘let’s get canceled’ and I’ll send you the link.

#NoMoreGTME

How to save $200K and fire your GTM Engineer in one prompt.

Old GTM: Switch between 5 tabs to build a list.

New GTM: One conversation with your data.

What GTM Engineers actually do:
1. Connect Clay to 5 different data providers
2. Build enrichment waterfalls because no single source has fresh data
3. Write custom scrapers and APIs
4. Debug when one provider goes down
5. Manage credits across multiple platforms
6. Rebuild workflows when something breaks

Year One Cost:  Clay license & credits at $30K + GTM Engineer salary at $150K + Other tech to make it operational at $20K

= $200K+

What you get: A workflow that's obsolete in 6 months.



The Swarm 🔆 looked at this and asked: "What if all of that just... didn't exist?"

"The best UX is no UX" - Justin Bailie, CEO of Mosaic

Here's what one prompt can do now:

-> Account risk: "Show me accounts where engagement is declining AND our champion's team is actively engaging with competitors on LinkedIn"

--> Warm intros: "Which of our top 50 target accounts have employees who previously worked with our existing customers?"

--> Competitive intel: "Are any decision-makers at our pipeline accounts actively engaging with [Competitor X] employees on LinkedIn?"

--> "Intent": "Which target accounts hired a new VP of sales and have the most employees who have work overlap with an existing customer?"

To build these audiences the old way, you'd need:
--One tool for LinkedIn engagement
--Clay for waterfall enrichment + lead scoring
--The Swarm for relationship mapping
--One tool for job tracking

...And a GTM Engineer to stitch it all together.



💡 New way: One prompt in Claude.



Brendan Short and HubSpot are right: The future of outbound isn't about lists. It's about microcampaigns with smarter segmentation.

By the time you've spent 3 weeks building a microcampaign, too much time has passed for those signals to be relevant.

And since GTM strategies are not meant to last forever (and GTM is the only moat nowadays), the savviest operators need to be ruthless with their speed and experimentation.



In 18 months, "connect all my GTM tools" won't require an engineer.

It'll just work.

Fire yours now. Not in 18 months.



Check the comments for the full Loom showing exactly how this works in Claude (no GTM Engineer required).


#NoMoreGTME

I just spent $199/month to save ~$3K/month and 20+ hours a month. 94% cost savings. (Not clickbait and not a lead magnet…I have the receipts.)



The future of GTM is not switching tabs, managing multiple SaaS licenses, building complex workflows, and hiring a GTM Engineer.

The future of GTM is consolidation, having a conversation with the data, a single UX, and no need for specialists.

The tools requiring GTM Engineers are evolving from:

- Multiple tabs >>> Single interface
- Complex workflows >>> Natural language commands
- Manual connections >>> Native integrations
- Technical setup >>> Zero configuration

This is not just my experience. The market is quickly seeing the light.

"Just got off a call with 2 founders saving their clients between 50-90%+ on tech stack costs alone. And that's not even including savings from employees they don't have to hire and time they don't have to spend." 
- Recent LinkedIn post from Jared Robin, Founder of RevGenius



Here is how we used to generate lists for micro campaigns:

1. Data scraping tool: $200/month 
2. The Swarm for relationship mapping: $99/month 
3. LinkedIn Sales Navigator: $80/month 
4. Clay: $500/month (license + credits)
5. Time: ~20 hours/month
6. Offshore ops to stitch it together: $2,000/month 

Total: ~$2,880/month + 20 hours

This is how we generate lists today:

[see screenshot of the ONE prompt we type into Claude]

1. The Swarm 🔆 API: $99/month 
2. Claude Pro: $100/month 
3. Time: ~3 minutes

Total: $199/month + 3 minutes

Then:  Download as CSV → Upload into LGM For Sales & GTM → Ship



If you're a GTM Engineer not thinking about how to automate yourself out of this role... you're in trouble.

If you're a founder hiring a GTME to maintain complexity... you're building for a world that's disappearing.

If you're a tool company requiring specialists or new logins... your moat is melting.

The people who win simplify. They don't solve complexity by adding more complexity.

#NoMoreGTME

Everyone is excited about AI for sales, but very few are getting a positive ROI. And it’s not just my opinion. It’s also Charles Tenot, CEO of Lemlist (outbound prospecting tool). And at least 195 other people.

Kyle Poyar and Maja Voje surveyed 195 software leaders.

TL;DR:
1. Adoption remains the #1 problem to make AI use cases ROI-positive

2. Everyone has use cases with AI, but very few are convinced by the total net impact vs. costs (time spent, tools, etc.)

This validates the data we're seeing on a macro level:

—> MIT reports that 95% of AI pilots fail

—>Gartner estimates that 40% of AI agent projects will be canceled by 2027

—> “66% of sellers say they are drowning in tools” - Forrester

—> “Only 12% of organizations report sustained, significant financial benefits from AI” - MIT Sloan

—> “AI-generated outbound effectiveness has already dropped by 71%.”
- Bridge Group



Meanwhile, SDRs do something AI still sucks at: reading the room.

AI can't tell that your prospect just got funding, but their CEO is on the way out. 

AI can't hear the exhaustion in someone's voice and pivot the conversation. 

AI can't build trust in 10 seconds on a cold call.



3 lessons for every founder and revenue leader. . .

1. Stop hiring for complexity. Every GTM Engineer you hire is admission that your tools have failed. Start measuring Return on Effort, not just ROI. If a tool requires a specialist to operate, the ROI better be undeniable.

2. Design your process first, then choose tools. Not the other way around. We live in abundance when it comes to data and technology. The only limit is creativity and our tolerance for manufactured complexity.

3. Ask the uncomfortable question: Is this tool solving our process problem or making it worse?


#TeamHuman

#NoMoreGTME

First, ChatGPT came for the interns. Then it came for the engineers. And now it will come for the salespeople who think they are engineers.

2 years ago, I wrote about why your GTM team is too damn big. Now, that same logic can apply to your tech stack. 

In 2 years, we'll look back at GTM Engineers the same way we now look at 10-person SDR teams doing manual list building. 

Unnecessarily expensive symptoms of broken processes.



Today, we just moved the complexity from PEOPLE to TECH STACKS.

2 years ago: "We need a 10-person SDR team to hit quota."

Today: "We need Clay + Apollo + Sales Nav + Harmonic + 4 other tools + a GTM Engineer to hit quota."

Same problem. Different costume.

Instead of managing a big team, you're now:
--Managing 7 tool subscriptions
--Debugging enrichment waterfalls
--Maintaining complex workflows
--Hiring specialists to operate basic systems

Are you running the machine, or is the machine running you?

You just replaced "VP of Sales managing 10 SDRs" with…

"GTM Engineer managing 7 integrations and 10 AI agents.”

That GTM Engineer has every incentive to keep things complex.

More tools = More job security 

More workflows = More indispensability

More maintenance = More reason to keep the person who built it

Sound familiar? That's exactly what the bloated GTM team did 2 years ago.



Yesterday, I did one prompt in Claude connected to The Swarm:

"Find people who left CRM companies in the last 90 days, now work at funded AI startups, and have strong relationships with my existing customers and following our competitors on LinkedIn.”


See the screenshot. 3 minutes. Less than 10% of the cost. No hallucinations.
That's what infrastructure looks like when it's built right.


No enrichment waterfall. No GTM Engineer. No 7-tool Frankenstein.



Why do we keep solving complexity with MORE complexity?

Bigger team = Hire more managers 

Bigger tech stack = Hire GTM Engineers



If you're building a machine that requires a GTM Engineer to maintain, you're building the wrong machine.

The lesson from 2 years ago still applies: Ships sail faster with less weight.

Cut the tools. Keep the outcomes.


#NoMoreGTME

GTM tech is a no-win market. And it’s not the tech’s fault…it’s the client’s fault. 


“But but but…Clay! Look at Clay! GTM tech is alive and well!”

That’s what all the doubters say (ahem - and all the people secretly on Clay’s cap table - ahem).

One of the biggest reasons Clay earned so much VC money is that there's nowhere else in the space to put it.



Yes, GTM tech companies can grow, but most are left with only two options:

Option A: Get profitable, but then slow product development, have another VC-backed startup come along and out-innovate and out-spend you....and increase churn.

Option B: Raise money. Give up more of the company. But less likely to have a meaningful exit due to low multiples... and churn will still be an issue.

This POV resonates among current and former founders of GTM Tech companies and VCs who have evaluated the space.

One Series A founder selling GTM tech told me: "We are at ~$5M ARR with strong growth, but it's just not worth a great multiple in this market."

One VC told me: "Your positioning needs to be dumb enough to understand but not so dumb you sound like everyone else."

That's impossible when 10,000 companies sell the same "We generate hot leads based on signals" product.

The Swarm is one of the few outliers because they are selling the picks and shovels to GTM tech and are aligned with the future of GTM (Consolidation + MCP).



Me in 2023 just starting the business: “"We average $4K/month per client. Two new clients per month, less than one churn per month... that's $1M ARR with just 20 customers! That’s easy! Let me cash the commission check now and book a trip to the Maldives!”

Me now: “OH FFS! Screw GTM tech!”

Two recent stories have played out countless times over 2.5 years:

Series A FinTech startup
1. Strong leading indicators
2. Enablement issues on the client's side limited performance (inadequate follow-ups by reps, poor data hygiene, and not getting access to systems)
3. Client churns and blames poor performance, not realizing they are their own worst enemy

Series A DevOps startup
1. Made a strong business case
2. All parties signed off (Co-founder, Head of GTM, Head of Marketing, Finance)
3. At the 11th hour, the CEO overrules everyone, has an irrational change of heart, and pulls the plug




GTM tech doesn't fail because the tech doesn't work.

It fails because:
--> Clients won't give you access to the tools you need
--> Their reps won't follow the playbook
--> Their CRM is a dumpster fire
--> No one has the patience for experimentation 
--> They want miracles in 30 days, but won't invest in enablement



You can build the perfect GTM tool.

You can deliver the perfect leads.

You can create the perfect playbook.

But you can't make clients execute.

And without execution, nothing works.

This isn't sustainable. For anyone.



Anyone else considering a Plan B?

I got rejected for a GTM Engineer role because I told them I wanted to automate myself out of a job.

Applied for a GTME position. My cover letter thesis:

"I don't think this role should exist in 3 years. GTM Engineers are a symptom of tooling failure. I want to build systems so clean they don't require specialists to maintain."


Hiring Manager: "We want to hire someone to eventually build out a team of GTME to fuel a growing sales team."

Me: "The person you hire should automate themselves out of a job. You don't want someone who creates more complexity. GTMEs will be obsolete in 18-24 months."

Hiring Manager: "That's not what we had in mind."


Translation: "We want someone to maintain complexity forever, not eliminate it."



You're hiring someone based on technology from 12 months ago to:

--Build enrichment waterfalls that need constant maintenance
--Stitch together 7 tools that should talk natively
--Write 100+ prompts 
--Debug workflows

Today, Claude + The Swarm can do that work in one prompt.

If your GTM Engineer isn't trying to automate themselves out of a job, they're not a systems thinker. 

They're a complexity manager.

And complexity managers have every incentive to keep things complex.

GTME thinking: "How do I connect Clay to Salesforce to Marketo to 4 other tools and maintain all these workflows?"

Strategic infrastructure thinking: "How do I eliminate the need for those 7 tools and 47 manual steps entirely?"

One creates job security through complexity.

The other creates business value through simplification.



So here's my offer to any company that is actually serious about efficiency. . .

If you're adamant about hiring a GTM Engineer, hire me full-time.

You get GTM infrastructure that scales without scaling headcount and ballooning your investment in the tech stack.

I get to prove that the best GTM Engineers make themselves obsolete.


#NoMoreGTME

How to run high-velocity GTM Experiments without Clay, without a GTM Engineer, without 5+ tabs open, and without a 6-figure tech stack.

The GTM Engineer role won’t disappear overnight. But it will evolve the same way Systems Administrators evolved after AWS launched.

The skillset still exists. It just got absorbed into DevOps roles.

GTM Engineers will follow the same path. The skills become table stakes for any growth role. The full-time specialist role disappears.

Technology evolves, and so do roles.


The winning companies aren’t building more tools. They’re building infrastructure that eliminates the need for tools.


Before: Claude + Sales Navigator + The Swarm + Clay + 2-3 data tools + prospecting tool + CRM + GTM Engineer ($150K+) to stitch everything together

Now: CRM + The Swarm integrated to Claude + prospecting tool

One API. One prompt. No new tabs. No specialist.



Here’s the exact step-by-step process for integrating The Swarm's infrastructure with Claude (which eliminates the need for complex workflows and a six-figure specialist).

What You Need:
--> Claude Desktop 
--> The Swarm API key
--> 10 minutes

Step 1: Install Claude Desktop

Download and install Claude Desktop. This gives you access to Claude’s desktop app with MCP integration capabilities.

Step 2: Get Your Swarm API Key

Sign up for The Swarm trial. You’ll receive an API key that connects their relationship mapping, job tracking, and data enrichment infrastructure directly to Claude.

Step 3: Connect The Swarm to Claude

In Claude Desktop settings, add The Swarm as a connected data source using your API key. Copy and paste. That’s it.

Step 4: Add Connectors

Add relationships to Connectors into the Swarm's app. Include power users of your product, customer advocates, loyal social media followers, investors, Besties, employees, and more.

Step 5: Run Your First Prompt

Instead of building enrichment waterfalls across 5 tools, just ask Claude:
“Using The Swarm’s data, identify which of my target accounts recently hired a Head of Sales AND have employees with strong connections to my existing customers. Give me the top 20 with decision maker contact info.”

Claude queries The Swarm’s API, processes the relationships and job changes, and returns a clean CSV ready to upload to your prospecting tool.


Comment below with your Ideal Customer Profile (get creative! be detailed!), and I'll reply with the output from Claude so you can see how it works.


#NoMoreGTME

How to save $200K and 3 months of work with one prompt (yes, really...not clickbait).

The jig is up for GTM Engineers, agencies, and Clay. They created a problem so they could sell you the solution.

Classic complexity arbitrage.



Here's how the savviest operators optimize for Return On Effort. . .

Every good GTM team knows their ideal customer profile. They've analyzed product data, CRM patterns, and buying signals.

The founder says something like:

"Our best customers are Product or Data Engineers who just left CRM companies to work at well-funded tech companies. They understand relationship data, they've worked with our existing champions, and they're building AI agents. We need to reach them within 90 days of starting because that's when they make tech stack decisions."

Old way to do targeting:

Costs....
--> Crunchbase Pro API: $29K/year (funding data)
--> Apollo: $5K-30K/year (people data)
--> LinkedIn Sales Nav Team: $10K-20K/year (relationship data)
--> n8n or Make: $500-2K/year + dev time 
--> OpenAI Pro plan: $500-5K/month 
--> GTM Engineer to stitch it together: $150K 

Time...
--> Implementation: 2-3 months 
--> Maintenance: ongoing nightmare
--> Timeline: Month 1-3: Build the infrastructure 
--> Month 4-5: Debug why it doesn't work as expected 
--> Month 6: Realize you built a machine that's too big, expensive, and cumbersome


New way:
1. Type that exact founder quote into Claude (connected to The Swarm).
2. Results: 6 perfect matches in 30 seconds.

(See screenshots for actual output)



"But that's only 6 leads!"
- That's what your average outbound agency would say

Exactly.

This is the perfect volume for a skilled seller to do 1:1 personalized outreach.

Not mass spray campaigns. Not AI-generated slop. Real research-backed messages from one human to another who actually match your ICP.

Then you set an alert to flag new matches weekly. Same play. Repeatable motion.

💡 AI is best at automating research, not automating outreach.

💡 The GTM Engineer role exists because tools are too complex and workflows are too broken.



The Swarm + Claude eliminates both problems:
--One API instead of 7 subscriptions
--One prompt instead of 3 months of implementation
--One tab instead of switching between platforms
--Zero maintenance instead of full-time specialist
--No complexity arbitrage. Just infrastructure that works.


Try it yourself. Connect The Swarm 🔆 to Claude Desktop (takes 10 minutes).

 Ping me if you need further full step-by-step instructions.

#NoMoreGTME

This is what your calendar looks like when every client churns. 

This is what your calendar looks like when you realize that GTM tech is an unwinnable market.

This is not unique to MoxieGTM.

Bluebirds and Koala both built incredible products by talented engineers… but they still couldn’t make them work.

You can generate the perfect lead, but only the seller can control the last mile of execution.

Don’t blame the product…blame the client.

Enablement > Tech

In the last 3 weeks, I've had calls with at least 10 founders in the GTM tech who echo my POV.



5 key learnings from 2.5 years building a GTM tech-enabled service where every client churned:

1. Two types of clients that churn: Ones that are successful and ones that aren't

2. Your clients will refuse to execute and blame you

3. The market is oversaturated, and buyers are fickle

4. Being right doesn't pay bills

5. LinkedIn impressions are vanity metrics and anxiety-inducing



The irony? The more I try to burn GTM tech down, the more inbounds I get.

People who are tired of:
--Consultants selling complexity
--Agencies promising miracles
--Tools that require translators
--Founders over-inflating their growth instead of admitting struggle

And somehow, being the only honest person in a sea of performance theater is becoming my unfair advantage.

Every founder needs a skeptic. Especially in an industry where everyone's lying.



Don't expect me to post screenshots of a full calendar to prove I'm valuable.



P.S. - I'm available for fractional or full-time roles. Ideal company profile: NOT GTM tech, established revenue, vertical SaaS, PE-backed preferred.

16% positive reply rate is a vanity metric if 0% convert to revenue.

We ran an outbound campaign for a faith-based non-profit reaching out to people we predicted to be high-intent.

405 contacted. 64 replies. 16% reply rate.

90% of responses were positive.

Donations: 0

What happened??



The typical playbook we run at MoxieGTM for our clients:
1. Test a bunch of intent signals
2. Target the right personas
3. Use the right channel*
4. Messaging designed to start a conversation

*LinkedIn outperforms email across every vertical we’ve tested. Every LinkedIn ping is attached to a billboard of the seller that shows their picture and credentials. No surprise why LinkedIn generates high reply rates, better conversations, and stronger relationships.

 If this works for B2B SaaS, it should work for non-profit fundraising, right?



Zach Stagner works with Launch Global, mobilizing the local church to send more missionaries to share the gospel of Jesus Christ. Zach Stagner graduated from Texas Tech in 2019. Met his wife there. After graduation, they became missionaries.

Zach needed 90+ monthly financial partners to continue his mission trip. After 6 months of grassroots fundraising through his personal network, he’d secured most of them.

But he wanted to scale. Speed things up. Test if there was a faster way.




We used The Swarm 🔆’s API connected to Claude to build the initial list in a few minutes without switching tabs between 2-3 tools. 

Prompt we used in Claude:

"Use The Swarm's API's to find people who have Christian signaling AND went to Texas Tech between 2014 to 2024 AND 3 to 6 years of work experience AND live in Austin OR Dallas"

Found 406 leads matching that criteria. 



Results:
- 405 contacted (99.8%)
- 160 connections (39% connection rate)
- 64 replies (16% total reply rate)
- 90% of replies were positive
- 3-4 actual interest
- 0 donations

Investment:
- $150 (LGM For Sales & GTM for outbound)
- $99 (The Swarm)
- $2,000 (consulting/setup time)
- 8 hours total
- Return on Effort = 0

While the LinkedIn experiment generated zero results, Zach’s grassroots approach secured 90 monthly financial partners in 6 months.

100% of his support base came from personal network referrals.

The investment: 25-30 hours per week for 6 months = ~660 hours total

The return: 90 monthly financial partners

Lesson. . .

If you have 8 hours to spend on fundraising, LinkedIn gets you 64 “love what you’re doing!” responses. Grassroots gets you ~1 donation.

In 30 days:
- LinkedIn generated 0 partners for ~$2,200
- Grassroots generated ~15 partners for $0

The LinkedIn experiment had better “metrics.” Higher reply rates. More engagement. Positive responses.

But it generated zero actual outcomes.


Remember: Sometimes the best GTM strategy is the one that doesn’t scale.



How You Can Help?

Zach is close to being fully funded, but not there yet. Please consider partnering with him. Donate using the link in the comments.

#GivingTuesday

Stop asking for warm intros to build pipeline. Start using them to accelerate existing deals.

The problem with warm intros isn't the concept. It's the execution.

Most warm intro requests aren't worth the social capital, time, or effort because:

1. ~80% of the time, your Connector doesn't have a strong relationship with the prospect (especially if you're just looking at 1st-degree LinkedIn connections)

2. You hit a ceiling on how many asks you can make to one person

3. If you're asking for an intro to a cold lead, conversion to revenue is low



The Better Play. . .

Reserve warm intros for:
1. Hot leads already showing strong intent
2. Deals stuck mid-funnel that need executive air cover

Before you ask, verify the relationship strength using actual data:
--> Work overlap (same company, department, city, years)
--> College overlap
--> Shared investors

Then leverage repeatable relationship types:
-->New loyal social media followers
-->New power users of your product
-->New customer advocates



The screenshot shows what used to require 5 tabs:
--CRM (find lapsed leads)
--Gmail (search conversations)
--The Swarm or LinkedIn Sales Nav (map relationships)
--Clay (job tracking)
--Claude (synthesize it all)

Now? One tab. Claude connected to Gmail + The Swarm's API.

One prompt: "Find lapsed leads from my inbox, identify which of my connectors have strong relationships with them, and flag any recent executive hires as re-engagement signals."

13 steps automated. No switching tabs. No GTM Engineer. #NoMoreGTME


Warm intros work when you:
>> Use them strategically (not spray and pray)
>> Verify relationship strength with data
>> Time them for maximum impact
>> And when your tech stack doesn't require 5 tabs to answer one question.


Try it yourself. Connect The Swarm 🔆 to Claude Desktop (takes 10 minutes). Ping me if you need full step-by-step instructions.


Because asking the right person at the right time beats asking everyone all the time.

There are two types of people who practice radical truth.

People who have FU money. 

People who have had it up to here and have nothing to lose. 

Guess which one I am. 

Follow the trial of the century: #NoMoreGTME

I'll forfeit my entire business if anyone can beat me in a livestream debate about why GTM Engineers will become obsolete before SDRs.

50K+ impressions. 200+ comments. No one has convinced me otherwise.

My Three Arguments:
1. Tools should either offer services to operationalize their tech OR build tech to close workflow gaps (they're doing neither)

2. GTME will evolve into a skillset, not a full-time role (just like Systems Administrators did after AWS)

3. Tech is evolving to eliminate the need: "vibe coding" meets GTME (possible now with The Swarm 🔆 + Claude integration)


The Best Counter-Arguments (and why they're wrong):

--> "OK, Elon! Don't be so obsessed with firing people! GTM Engineers are people, too! You're a meanie!"

= Rebuttal
Hiring a GTME has already led to the firing of countless SDRs. Orgs think they can downsize humans and scale up AI. Oh. . .the irony.

BTW - According to Bridge Group, AI-generated outbound effectiveness has already dropped by 71%.

--> "If you fire your GTME now, who's going to do the work?"

= Rebuttal
Before: Claude + Sales Nav + Swarm + Clay + 2-3 other tools + prospecting tool + CRM + GTME

Now: CRM + The Swarm integrated to Claude + prospecting tool

Hire an agency for 3-6 months, then light maintenance. Cheaper and faster than 2 months recruiting + 3 months building + $150K salary.

--> "Look at all the open GTM Engineer job reqs. They're not going anywhere!"

= Rebuttal
Remember Systems Administrators? AWS built infrastructure to eliminate the middleman. The skillset still exists, but got absorbed into DevOps.

Same thing will happen to GTMEs. The skills become table stakes for any growth role.


(lean in closer....let me tell you a little secret)



🤫 Clay created a problem so they could sell the solution. Complexity arbitrage.



The need for a GTME is a double admission of failure:

Failure #1 - Seller's product: Missing critical workflows that should just work
Failure #2 - Buyer's GTM team: Can't execute without a six-figure translator


So prove me wrong. Livestream debate. Loser forfeits their business.


(Or just keep scrolling and hiring GTMEs. Your choice.)


#NoMoreGTME

GTM Engineers will be obsolete before SDRs.

The need for a GTME is an admission of failure.

Failure of the product (missing critical workflows).

Failure of enablement (buyers can't execute).



Why do GTM Engineers even exist?

Clay created a problem so they could sell the solution. Complexity arbitrage at its finest.

Now buyers need a six-figure specialist just to make their tools work together.

Before: Claude + Sales Nav + Swarm + Clay + 2-3 other data tools + prospecting tool + CRM + GTME to connect everything

Now: CRM + The Swarm integrated to Claude + prospecting tool

In 18 months, Claude and GPT will natively integrate with real infrastructure like The Swarm.

When that happens, tools requiring another login or another tab become worthless.



What's possible today. . .

Use The Swarm's API connected to Claude for smarter segmentation and outbound templates.

One prompt. No tabs. No GTME.

Examples:

--> "Show me accounts where engagement is declining AND our champion's team is actively engaging with competitors on LinkedIn"

--> "Which of our top 50 targets have employees who previously worked at our existing customers?"

--> "Which accounts hired a new VP of Sales in the last 90 days AND have the most employees with work overlap to our customers?"

The New Workflow. . .

1. Insert prompt into Claude

2. Get CSV of segmented list

3. Upload to prospecting tool with templates

4. Ship campaigns

5. Feed results back to Claude (what worked, what didn't)

6. Iterate

7. Rinse & Repeat

No enrichment waterfalls. No debugging. No six-figure specialist.



You don’t need another chatbot or another tab. You need better infrastructure that eliminates the need for new chatbots and tabs.

The Swarm consolidates what used to require 5+ tools: relationship mapping, LinkedIn engagement, data enrichment, and job tracking.

One API. One prompt. No new tabs.



I'm supposed to end a post like this by saying, 'comment GTME and I'll send you something worthless that you’ll never get around to implementing.' 

But that's annoying. Just send me or David Connors a DM if you want to test this out yourself.

#NoMoreGTME

taplio

👨‍🔬 Richard F. Purcell's Linkedin Analytics