The field notes
Notes from
the beat.
Practical guides for the people who build go-to-market systems: GTM engineering, enrichment, and turning research into pipeline.
FIELD NOTE · 6 MIN READ
What is GTM engineering?
GTM engineering is the fastest-growing role in go-to-market. Here's what it is, why it exploded in 2026, what these people actually do, and the tools they reach for.
FIELD NOTE · 5 MIN READ
Waterfall enrichment, explained
Waterfall enrichment is how modern GTM teams squeeze coverage out of many data providers. Here's how it works, where it wins, and why it's quietly turning into table stakes in 2026.
FIELD NOTE · 6 MIN READ
Lead enrichment: the complete guide
Lead enrichment turns a bare email or domain into a full, actionable profile. Here's how it works in 2026, the methods and tools, and the traps that quietly wreck your data quality.