GTM engineering is usually built by technicians who have never sold. Shortlist inverts that: systems built with a closer’s understanding of how deals are actually won, delivered by the principal, with a deliberately limited client roster and no hand-offs.
Spent his career in enterprise B2B sales running complex, multi-stakeholder deals, which is where the observation behind this firm came from.
tom.kiehn@shortlistgtm.comThe firm exists because of one observation from inside enterprise sales: buyers changed how they build their vendor list, and almost nobody selling to them has noticed yet.
The shortlist used to be assembled by a human doing research. Now it is assembled by a machine reading whatever it can parse about you, and most companies have never checked what that machine can actually see.
The work is to make sure that when the question is asked in your category, you are one of the three names that comes back.
The person you meet is the person who builds it. No hand-off to a delivery team you have not met.
A limited number of clients at a time, so attention is real rather than promised.
Everything shipped is documented and maintainable by your team without a retainer.