Kevin White runs GTM Strategy at Common Room, a platform helping GTM teams find intent signals, track users across platforms, and turn that data into full funnel campaigns. Before Common Room, Kevin was head of marketing at Retool and worked in growth at Segment, giving him deep insight into how modern GTM teams operate.
Kevin believes that while AI avatars and personalization get the attention, the real differentiator for GTM teams is how they track, store, and use data. We explore how to find and harvest demand in the watering holes your prospects already live in, why identity resolution is the "unspoken linchpin" of go-to-market, and how to stack signals to create micro-campaigns that break through the noise.
In this pod, we discuss:
Why proprietary data is your biggest GTM differentiator in the age of AI
How to build micro-campaigns by stacking multiple intent signals
The rise of dark social channels and why traditional MQL tracking is no longer the entire answer
Identity resolution as the foundation for modern GTM
What GTM problems AI hasn't solved yet and why humans remain critical in the loop
How to find the specific triggers that indicate your prospects are in-market for your solution
Episode highlights:
Kevin advocates for micro-campaigns with highly specific commonalities rather than broad campaigns covering one generic intent signal (like funding or job change). He argues that specificity is what breaks through pattern recognition in crowded inboxes.
Modern marketing's role is expanding beyond driving form fills or event badge-scans into generating trackable signals in dark social channels. Prospects often indicate they are in-market to buy on the “dark social channels” where they already operate — places like LinkedIn, Slack communities and GitHub.
Identity resolution is the unspoken linchpin of modern GTM. The increasing number of signals across dark social channels are only as valuable as your ability to tie them back to a specific user. You can level up identity resolution with modern software (like Common Room) or thoughtfully-orchestrated internal tooling.
The best GTM teams Kevin works with have a lot of first-party data, they know it's a competitive advantage, and they obsess over finding ways to put it to good use.
Kevin warns that shiny object syndrome distracts even the best companies from the fundamentals needed to build a strong foundation of buyer data, intent and identity resolution.
Kevin and his teammate Josh Lind built playgent.ai, which intakes a company’s domain and returns suggested intent-based campaigns they can run.
Where to find Kevin:
LinkedIn: https://www.linkedin.com/in/kevbosaurus/
Transcript details:
(00:00) Introduction, Kevin’s background, and the journey to Common Room
(07:46) Why data infrastructure is the real GTM differentiator
(10:24) Building effective micro-campaigns through signal stacking
(21:51) Real examples of non-obvious data points that drive results
(24:32) Dark social content and the evolution of marketing's role
(29:38) Identity resolution as the unspoken linchpin of GTM
(37:12) What sets apart the best GTM organizations
(42:08) Getting started when you're behind on modern GTM practices
(44:25) Building playagent.ai with AI orchestration
(46:48) Evaluating which GTM companies will win long-term
(48:36) The most important unsolved problems in GTM tech
(50:43) Favorite tools, predictions for GTM engineering and conclusion
For inquiries about sponsoring the podcast and to recommend any guests, email noah@thegtmengineer.ai
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