GTM engineering for industrial manufacturers.
Industrial sales runs through OEMs, distributors and contractors, and most of the pipeline lives in the heads of a few senior sellers. Export markets are entered on trade-show contacts, and dormant accounts are never revisited. We build the engine behind it: clean account data, distributors recruited in new markets, and campaigns timed to the moment a plant, line or supplier changes.
A plant announced a capacity expansion in a category you supplyCapital spending · this morningPublic
A distributor lost a competing principal and has a gap in its rangeChannel opening · this weekLicensed
An engineering firm appointed a head of procurementDecision maker change · yesterdayPublic
A machine you installed reaches the age when service or replacement followsInstalled base · this monthYour data
A multi-site customer opened a facility that buys from someone elseWhitespace · this monthYour data
Illustrative, not client data. Every line is a signal we can collect: from a public source, from data we license, or from your own systems.
Who we work with
GTM engineering for industrial manufacturers
OEMs and equipment makers
Machines, systems and aftermarket
Long cycles, many decision-makers, and service revenue that depends on knowing the installed base.
Usually led by Sales director, head of aftermarket
Components, materials and parts
Selling into production
Being designed in early, and staying in when the buyer changes.
Usually led by Key account manager, business development
Industrial distributors
Principals and customers
Carrying many lines, and needing to know which customers are ready for which.
Usually led by General manager, sales manager
What manufacturing asks for first
8 of our 40 solutions, in your words.
The same engine we run in every industry, pointed at the moments that start a deal in yours. See all 40 on the capability wheel →
Data Foundation
CRM cleanup and deduplication
"Our CRM is full of duplicates from twenty years of trade shows."
Outbound
Partner recruitment
"We need distributors in export markets and we find them one by one."
Expand and Retain
Partner enablement
"Our distributors' sellers do not know our newest product lines."
Data Foundation
Territory and list build
"Territories are drawn by history, not potential."
Outbound
Event promotion
"We exhibit at trade shows and follow up weeks later."
Expand and Retain
Whitespace mapping
"Multi-site customers buy from us at one plant and not the others."
Expand and Retain
Closed lost re-engagement
"Dormant accounts are never revisited, even when they expand."
Signal Intelligence
Funding and expansion
"A customer opens a new plant and we hear about it last."
Where the evidence comes from
Every name on the list comes with a reason it is now.
Which plants
Facilities, capacity and expansion plans by market.
Who buys
Engineering, procurement and operations roles at each site.
Who distributes
Distributors and agents by market and category.
What changed
Expansions, new lines, supplier changes and leadership moves.
And here is where we get it
Public sources
Investment and capacity announcements, environmental and planning permits, tender notices, trade show exhibitor lists, leadership moves.
Data we license
Plant and facility databases, import and export records, industrial directories, distributor and agent listings.
Your own systems
Installed base and service history, spare part patterns, distributor sell-through, dormant accounts and the reasons they went quiet.
Every signal on this page is one we can collect. Some are public, some come from data we license, and some are already inside your systems. What is available varies by market and by licence, so the workshop settles what can be collected for you before anything is built.
Built in your CRM, with Clay as the data and signal layer. You see every approach and every reply, every week.
Questions
Asked by manufacturing teams.
Other industries we work in:
Is GTM engineering relevant to industrial companies?
Yes. Long cycles, many decision-makers and channel sales are exactly where a system does better than a spreadsheet.
Can you help us enter export markets?
Yes, by building the account list and recruiting distributors before the first trade show, not after it.
Do you work with our distributors?
Yes. Keeping distributors' sellers informed and active is part of the engine.
Where does the data behind these signals come from?
Three places. Public sources such as investment and capacity announcements, environmental and planning permits, tender notices, trade show exhibitor lists, leadership moves. Data we license: plant and facility databases, import and export records, industrial directories, distributor and agent listings. And your own systems: installed base and service history, spare part patterns, distributor sell-through, dormant accounts and the reasons they went quiet. What is available varies by market and by licence, so the workshop settles what can be collected for you before anything is built.
Start here
Twenty minutes. Then we decide together.
Tell us where you are and what you need, and a Co-Founder listens. If the call goes well and we all agree, we recommend a 60-minute workshop, where we map how your accounts, data and outreach work today and you leave with a written plan.
Hosted by Steve Dawson and Charles Tidswell, Co-Founders