Definitions for AI GTM, GTM engineering, AI CRM, AI native sales, and related terms. From Harp, the autonomous AI sales team for founders.
AI-powered go-to-market operations (prospecting, lead qualification, outreach, meeting booking, and pipeline management) run by AI agents instead of human SDRs. AI GTM removes the capacity constraint: a team of three can run what used to require 10-20 people. Harp is an AI GTM platform for founders and small teams.
The practice of building, configuring, and automating go-to-market workflows (data enrichment pipelines, outreach sequences, lead scoring, and handoffs between tools). GTM engineers typically use platforms like Clay, Swan, or custom integrations. Contrast with autonomous GTM, where AI runs the full flow without workflow configuration.
A CRM (customer relationship management) system augmented with AI features (copilots, auto-logging, suggested next steps). Examples: HubSpot, Salesforce, Pipedrive. AI CRM is human-centric: humans run the process, AI assists. Contrast with AI-native sales, where AI agents execute and humans approve.
Sales built around AI agents as primary executors, not humans with AI assistance. AI-native sales systems find leads, qualify, draft outreach, and book meetings; humans provide judgment, strategy, and approval. Harp is AI-native: Maestro orchestrates Prospector, Qualifier, Reacher, Booker, and Notetaker agents.
End-to-end go-to-market operations run by AI with human oversight. The AI handles prospecting, qualification, outreach, scheduling, and meeting capture; humans approve outreach, close deals, and refine strategy. Autonomous GTM delivers enterprise-grade pipeline at SMB cost ($39/mo vs $5K+ for human SDR).
An AI system that performs sales development representative (SDR) functions (finding leads, qualifying them, writing personalized outreach, and booking meetings). AI SDRs cost 1-2% of human SDR cost ($39-99/mo vs $5K+/mo) and run 24/7. Industry benchmark: human SDR costs ~$250/meeting; AI SDR can reduce that to under $15/meeting.
The practice of using AI to run outbound sales development (finding leads, qualifying, writing personalized cold email, and booking meetings) without manual prospecting. AI outbound shifts the bottleneck from capacity to targeting: ICP definition becomes the critical lever when AI can execute at scale.
Revenue operations, the function that aligns sales, marketing, and customer success with systems, data, and processes. RevOps teams often drive GTM engineering: building enrichment workflows, attribution models, and automation. Harp serves founders who don't have RevOps; the AI team runs the operation.
Harp runs your outbound end-to-end. Describe your customer, approve emails, show up to meetings.
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