Required reading for GTM teams

Hey there, Austin here 👋

Welcome to The Pipeline—the newsletter to help scale your revenue team’s creativity.

Happy New Year! I hope you got some time in the past 2 weeks to disconnect (as much as is possible in this world) and recharge for the new year. 2024 was a wild year for us — we grew our team from 7 to 26 and grew our customer base more than 20x. This was the year it felt like we put Unify on the map.

Today, I wanted to curate the 5 pieces I’ve written so far here on The Pipeline. I’ll be back next week with new content.

Let’s get into it.

📒 GTM Playbook

Required reading for GTM teams

5 essays to help you grow faster in 2025

Here are 5 essays to use as inspiration for your 2025 growth strategy:

(1) How to build a winning growth team. In this piece, I break down 3 traits that enabled Unify’s growth team to book 494 meetings in October.

(2) How Unify booked 494 meetings and generated $6.6M in pipeline in October. We announced our Series A in October. That fundraise announcement created an insane amount of pipeline. I give away the full playbook.

(3) How I run board meetings. The way we run board meetings at Unify has evolved a lot since we our first iteration. I shared my philosophy in this piece, along with how Connor and I are thinking about what Unify looks like as a $100M+ revenue company.

(4) How we booked 58 meetings per month with Google ads. We spent 8 weeks testing Google ads to crack the channel. It took some time, and 5-figures in budget, but we figured it out. I shared our learnings in this piece.

(5) Unify Year In Review. 2024 has been wild. We’ve grown our customer base more than 20X. And we’ve learned a lot from that journey. I included 5 key reflections in this piece.

I hope these shared learnings are helpful. It’s been a lot of fun putting out these first few editions of The Pipeline—I appreciate you reading and sharing!

WHAT’S NEW AT UNIFY

This play has generated 89 qualified meetings for Unify. Feel free to steal it.

Retargeting website visitors who haven't form filled via automated outbound emails.

Here’s how this play works:

1/ We identify companies on our site using 6sense and Clearbit website intent data

2/ Use an AI Agent to qualify that the account is B2B (not B2C, a school, etc)

3/ Prospect for new people using our in-house email waterfall. We enrich using many data providers to ensure the highest coverage possible

4/ Enroll prospects into sequences based on persona (sequences are native in Unify)

This play has been a consistent winner for us.

It works because often the companies visiting your site are telling you that they're thinking about buying. Happy prospecting!

If you want to use Unify to generate more pipeline, book time with our team here.

BEFORE YOU GO…

Thanks again for following along — the early reception to this content has been encouraging.

I’ll be back next week with a new piece. Think that one will either cover my LinkedIn playbook or how I grew out of founder-led sales.

Reply and let me know if you have a preference.

Austin

PS: If you want to use Unify to drive more pipeline in 2025, get in touch here.