How to Build a GTM Engine in 2026 with Alex Vacca

​Join your host Eoin McGuinness (Head of GTM @ Instantly.ai) with Alex Vacca (CEO of Frontal) Alex is the founder of Frontal and former co-founder of ColdIQ, which he helped scale to $7M ARR. He now helps fast-growing B2B companies build and run the revenue systems behind outbound, ads, content, and RevOps. His perspective comes from working with +275 companies.

​The GTM playbook is being rewritten in real time. Most outbound doesn't fail at the send. It fails upstream — the list was never right, the segments were never scored, and nobody could tell you which accounts were actually worth the effort.

​This session works backwards from that. Alex Vacca will build a GTM engine live, on screen, using Frontal's own setup — not a slide deck version of one.

​What he'll walk through:

• ​Closed-won analysis — reading your existing revenue to find the pattern you're already winning on

• ​ICP definition — turning that pattern into criteria you can actually filter against

• ​TAM mapping — sizing the real addressable market, not the LinkedIn number

• ​Account tiering — deciding where effort goes before you spend it

• ​Signal tracking — the triggers worth watching, and the ones that waste your time

• ​Signal scoring — turning signals into a queue your team can work top-down

​Then the execution layer: how Instantly runs the outbound part of the system once the targeting logic is in place.

​Q&A runs throughout, so bring your setup and ask about it.

​Format:

​30 minutes of core content - Optional 15-minute Q&A. Come for the half hour, stay on if you want more.

​Powered by Instantly.ai — the all-in-one outbound platform trusted by 45,000+ teams. Sequences, warmup, AI and lead database in one place, set up in hours, not weeks.

​📌 Details

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