If you run go-to-market at a mid-sized tech company, you know the drill: lots of moving parts, endless opinions, and never enough time. Everyone promises a silver bullet, but most tools just add noise. This guide digs into how Trustworthy can actually make your B2B go-to-market strategy less painful—and where you still need to put in the work yourself.
Who This Is For
- Mid-sized tech companies (about 50–500 people)
- B2B focus (selling to other businesses, not consumers)
- Teams that want less chaos and more visibility across sales, marketing, and onboarding
If you’re hoping for a magic button, this isn’t it. But if you want a clearer process and fewer headaches, stick around.
The B2B Go To Market Mess (and Why It Matters)
Let’s be honest: B2B go-to-market is messy. You’re juggling:
- Sales cycles that drag on forever
- Marketing promising leads that don’t convert
- Product teams waiting for real feedback
- Leadership demanding predictable growth
Most “solutions” are just more dashboards or another integration to manage. What you actually need is a way to see what’s working, spot bottlenecks, and keep everyone on the same page.
What Trustworthy Actually Does (and Doesn’t)
Trustworthy bills itself as a platform that “streamlines B2B go-to-market for tech companies.” That’s a nice promise, but here’s what it really means in practice:
The Good
- Centralizes customer info: Sales, marketing, and product can actually see the same data (finally).
- Tracks every stage: You get a clear view from first contact to closed deal—no more guessing where things get stuck.
- Automates reminders and next steps: Fewer dropped balls, less chasing people down.
- Customizable playbooks: You can adapt to your company’s real process, not someone else’s ideal workflow.
- Integrates with your stack: Plays (mostly) nice with Salesforce, HubSpot, Slack, and the usual suspects.
The Limits
- Doesn’t fix bad process: If your sales and marketing teams barely talk, no tool will solve that.
- Setup takes effort: You’ll need to map your stages and agree on definitions. If you’re looking for “plug-and-play,” you’ll be disappointed.
- Not a magic lead generator: It organizes what you have, but it doesn’t conjure up new prospects.
Step-by-Step: Using Trustworthy to Clean Up Your GTM Strategy
1. Map Your Real-World Process
Before you even touch Trustworthy, sketch out how deals actually flow at your company (not just how you wish they worked).
- Where do leads come from?
- What are the handoffs (marketing → SDR → AE → onboarding)?
- Where do things get stuck or lost?
Pro tip: Grab a whiteboard or Miro and bring in people from each team. Skip the “happy path”—focus on what actually happens.
2. Set Up Trustworthy to Match Your Flow
Trustworthy lets you customize stages, data fields, and automations. Don’t just use the defaults.
- Define your stages (e.g., “Demo Scheduled,” “Legal Review,” “Contract Sent”)
- Decide what data actually matters (skip vanity metrics)
- Connect your CRM and marketing tools—don’t try to migrate everything at once
Honest take: The more you try to automate right away, the more likely you’ll make a mess. Start simple.
3. Get the Right People Using It—Not Everyone
Rolling out a new platform is a pain if you invite the whole company.
- Start with your core GTM team (sales, marketing ops, CS)
- Set clear rules: Who updates what? How often?
- Use Slack or email integrations so people don’t have to log in just to get updates
Pro tip: People will ignore the tool if it feels like double-work. Make it the source of truth, not just a reporting layer.
4. Automate the Annoying Stuff
Trustworthy’s real value is in automating boring-but-critical tasks, like:
- Reminding reps to follow up on stuck deals
- Notifying marketing when a deal closes so they can trigger onboarding or case studies
- Surfacing “at-risk” accounts before they ghost you
What to ignore: Don’t automate everything. If you try to “set and forget” important steps (like contract negotiation), you’ll miss nuance that matters.
5. Use Reporting to Kill Guesswork (But Don’t Worship It)
Trustworthy gives you real-time dashboards. Use them to:
- Spot bottlenecks (e.g., deals always stuck in legal)
- Track conversion rates between stages
- See which channels deliver real pipeline, not just leads
But numbers aren’t everything. If conversion drops, dig into why—don’t just blame the tool or the team.
Where Trustworthy Shines (And Where It Doesn’t)
Where It Helps
- Visibility: You actually know where deals are, who owns them, and what’s next.
- Accountability: No more hiding behind “I thought someone else did it.”
- Speed: Less time chasing for updates means more time selling.
Where You Still Need to Work
- Alignment: If sales and marketing don’t agree on what a “qualified lead” is, Trustworthy won’t fix that fight.
- Simplicity: Overcomplicating your setup will just lead to more confusion.
- Change management: People hate switching tools. Expect some grumbling.
What to Watch Out For
- Overkill for tiny teams: If you’re under 20 people, a shared spreadsheet may honestly be enough.
- Integration headaches: If your CRM is a mess, clean it up first or you’ll just import bad data.
- Over-reliance on automation: Some follow-ups need a human touch.
Final Thoughts: Keep It Simple, Iterate Fast
Rolling out a tool like Trustworthy can absolutely help mid-sized tech companies get out of the go-to-market weeds. But don’t fall for the “set it and forget it” fantasy. Start small, get your core process working, and add complexity only as you need it.
If something’s not working, tweak it. Don’t be afraid to kill a workflow that just adds noise. The winning strategy is always: keep it simple, talk to your team, and fix what actually matters. The rest is just software.