How Sensified rebuilt its GTM foundation through structured vertical testing, replacing scattered activity with a clear laboratory entry market.
CLIENT
Sensified.io
CATEGORY
COLD CHAIN · IOT · LIFE SCIENCES
ENGAGEMENT
Embedded GTM Partner
DATES
2024 – Present
Sensified had built a genuinely different cold-chain verification product: instant, smartphone-based, and requiring no reader devices. Despite this, the company had no repeatable route into the market. A failed sales hire, broad and unfocused targeting, and outreach without structured follow-up had produced activity without usable learning.
The mandate was clear: rebuild the GTM foundation, test focused market hypotheses, and let real buyer response reveal where urgency existed.
THE BREAKTHROUGH
LAB WORKFLOWS → COMPLIANCE CONFIDENCE → AUDIT READINESS → PILOT CONVERSATIONS
01 — EXECUTION
GTM foundation
Stood up lean outbound infrastructure. Instantly for email, Sendio for LinkedIn, and Clarify as the lean CRM, to track every conversation and feed learning back into the process.
Structured vertical testing
Ran focused experiments across labs, wine, vaccine logistics, and broader cold-chain workflows to compare urgency, workflow fit, and objection patterns.
Pilot-first sales motion
Shifted early conversations from product samples and feature walkthroughs to live workflow validation through pilots.
Founder-led content
Advised on founder visibility strategy and brought in a content partner, supported by Buttondown for newsletter touchpoints, to reinforce trust with buyers, partners, and conference contacts.
MARKET FOCUS
Lab market identified
EARLY TRACTION
Pilot conversations established
GTM FOUNDATION
Lean GTM system rebuilt
I help early-stage B2B founders identify where urgency exists, build the initial GTM system, and turn live buyer response into a repeatable direction.