01Phase 1
Audit
Sit with sales for ICP modeling. Map key data points, what's actually used, where it lives, and how to balance quality vs. cost.
Engagement plan · v1
Prepared for Fable SecurityA GTM stack & motion designed around how Fable actually operates.
Fable Security has incredible tribal knowledge — fragmented across pockets. We build the architecture that captures it, scales it across your GTM team.
HubSpotOctaveApolloClayClaude
What we do
An embedded GTM engineering team for Fable.
We build the data layer, write the plays, run the tooling, and partner with your reps so every touch is informed, on-brand, and timed to a real signal.
Data layer
ICP modeling, enrichment, signal capture
The plays
Signal-based playbooks reps can actually run
The tooling
HubSpot · Octave · Apollo · Clay · Claude
The work
Two projects. One foundation for scaled revenue motion.
Project 01
Foundational work
Capture best practices in systems — so Fable's tribal knowledge becomes durable, queryable infrastructure.
02Phase 2
The build
Stand up the ICP table & audience in Clay. Define accounts to monitor and wire triggers: job hiring, new hire, fundraise.
03Phase 3
Quality data
Push enriched fields into HubSpot. Set refresh cadence (batch every ~3 months — to confirm).
04Phase 4
Enable on Claude
Automated call prep, automated multi-threading, skill development. Scope to be defined collaboratively.
Ongoing · Monitoring
Congregate all data in Claude for monitoring. Monthly notifications. Every account uploaded to HubSpot is enriched on arrival.
Project 02
The kinetic — automate the redundant
Once foundations are live, the system swarms accounts on signal — enrich, route, and notify reps with the right context, automatically.
- 01Account marked Tier 1
- 02Kicks to ICP table
- 03Triggers contact enrichment
- 04Contacts pushed to HubSpot
- 05Guardrails for recently touched
Requirement
Integrations
HubSpot · Apollo · Octave
Requirement
Reliability
Error handling & deduplication
Requirement
Pricing
Scalable & predictable
How we partner
Weekly sprints. Embedded operators. Real shipping.
We operate as a GTM engineering extension of your team. Most engagements run on a weekly sprint cadence with a mid-sprint check-in. Month one: ICP table, signals, and enrichment — live.
1h
Weekly meeting
Sprint planning & review
24/7
Slack connect
Async collaboration
Month one outcome
ICP table generated · signals wired · enrichment pipeline live in HubSpot.
Path forward
Playbooks we'll layer in over time.
Layer · Always-on
Claude as a platform
We work with you to implement Claude's skills, agents & integrations so it operates as a sidekick — not a chatbot — with activities happening async & conditionally.
Skills
Reusable capabilities the team invokes on demand — call prep, account briefs, message drafting.
Agents
Long-running workers that monitor signals and act conditionally — async by default.
Integrations
Wired into HubSpot, Apollo, Octave & Slack so Claude reads and writes where work already happens.
Priority 1
Assess week 4 – 8- Buying team on dealsVisibility into who we should be speaking to.
- Website visitor engagementAuto-prospect into website visitors.
- Signal-based campaignsJob posts, champion changers, new hires.
- Automated multithreadingOutbound to execs after stage 1 → 2.
Priority 2
Assess week 8 – 12- Prospecting pagesPer-account engagement pages from research.
- Outbound to frontlineBTL messaging to extract pain.
- Automated collateralLiving engagement plans from calls + CRM.
- Event outboundSeamless outreach prior to events.
Priority 3
Assess week 12+- Tech stack campaignsCompetitive takeout & partner outreach.
- Auto post-call emailsRecordings → Fable best-practice format.
- CRM enrichmentOngoing critical-info refresh.
- Lead routingAutomated responses for inbound leads.
Next step