EPISODE 39 | December 12, 2025
Signal-Based GTM Strategy Deep Dive
Discover how AI will revolutionize go-to-market strategies by 2025
Key Takeaways
- ABM practice vs ABM tech: ABM as a strategy (engaging buying committees) remains valuable, but ABM technology is stuck at company-level while person-level signals are now possible
- Person-level signals superiority: Unlike traditional ABM that only identifies accounts, signals hub provides full PII - email, LinkedIn URL, enriched firmographics for actual visitors
- Waterfall enrichment for data quality: Multiple data partners cascade to ensure complete, fresh records - checking LinkedIn for latest work email, filling firmographics, scoring deliverability
- Buying group expansion from leads: Start from an actual website visitor (person-level) and expand to the entire buying committee at that account - traditional ABM only starts from accounts
- End-to-end workflow automation: From signals capture to campaign launch - segments auto-populate, leads flow to Clay/N8N, personalization happens, then delivers to Instantly/Outreach - no manual intervention required
Guest
Raabia Thakur, Head of Product
Kwanzoo
Kwanzoo
Key Topics
Signals Hub Architecture, ABM Technology Evolution, Buying Group Expansion, Workflow Automation, Person-Level Intent, Salesforce Integration
Tags
signals hub, abm migration, buying group expansion, workflow automation, person level intent, salesforce integration
OUR BLOG
Latest on Buyer Identity and Signal-Based GTM
Strategies, insights, and best practices for person-level visitor identification and AI-powered go-to-market.
