The 10-Step GTM Playbook

This is the definitive Go-To-Market lifecycle of BasaltCRM. Every entity in the system maps to a phase in this playbook.

Phase 1: Foundation (Workspace & Strategy)

The critical infrastructure setup and initial campaign definition.

Admin Setup: Configure providers — Resend (Email), BasaltECHO (Voice), S3 (Storage).

Campaign Created: Every lead, account, and list is tied to a Campaign for ROI tracking.

ICP Defined: The Campaign defines the Ideal Customer Profile that AI agents use to find companies.

Phase 2: Discovery (LeadGen & Population)

Turning vision into a targeted work queue using autonomous research agents.

LeadGen Wizard (Step 2): Runs against companies based on campaign parameters. Populates the Accounts table and builds targeted Lists.

Lists & Assignment (Step 3): Discovered accounts are segmented into curated Lists (e.g., "SaaS Founders - California") and assigned to specific Reps.

Phase 3: Engagement (Outreach & Discovery)

First contact and discovery of individuals within targeted companies.

Outreach (Step 4): Team members contact companies using the integrated Dialer or AI Emailer via Sequences.

Contact Discovery (Step 5): During outreach, specific decision-makers (Contacts) are found and attached to the Account record.

Promotion (Step 6): When a contact shows interest, they are promoted — manually or via intent signals — to a Lead.

Phase 4: Qualification (Pipeline Mastery)

Transforming interest into formal opportunities and revenue-ready deals.

Qualification (Step 7): The lead is vetted. If they match the "Success Path," an Opportunity is created.

Closing Sequence (Step 8): The rep generates a Quote, flows into a Contract, and deploys the Invoice.

Close Won (Step 9): Payment secured, deal marked "Close Won."

Phase 5: Delivery & Enrichment (The Loop)

Converting sales success into operational delivery while maintaining a perfect data record.

Project Creation (Step 9): A project is automatically created upon closing, moving data from Sales to Delivery.

Deep Enrichment (Step 10): Throughout the lifecycle, every signal, contact, and interaction enriches the Account record — creating a permanent source of truth.

Key Principle

Account is the Parent. Leads, Opportunities, Contacts, and Projects all orbit the Account record. It is the fundamental anchor of BasaltCRM.