A GTM studio that builds, not just advises

Why the studio exists

Most B2B teams do not have a lead generation problem. They have a system problem. Targeting is vague, messaging is generic, follow up is inconsistent, tools are disconnected, and reporting measures activity instead of qualified pipeline. Effort goes up, results stay flat.

GrowthStack Advisory was founded in October 2024 by Shobhit Gupta and Ruchi Mittal to fix that with the methods they used running revenue teams at Locus, GoComet, Landmark Group, LocalOye, and Apollo.io: define who you sell to, build the qualification standard, run the motion with discipline, and report on what actually moves revenue.

Who you work with

The two people who scope the work are the two people who do it, and they have run a sales organisation together before. Both spent three years building the revenue engine at Locus, one leading global sales development, the other running inside sales. The split has not changed since: one owns what the strategy should be, the other owns whether it actually ran.

Shobhit Gupta, the strategist

Shobhit spent ten years building and running SDR and GTM functions rather than advising on them from outside. He led global sales development and revenue operations at Locus (an IKEA Group company) and GoComet, and built the GTM function from scratch at Landmark Group's Logistiq division. In an engagement he owns targeting, positioning, and the qualification standard.

Ruchi Mittal, the operator

Ruchi has spent more than ten years growing global technology, SaaS and media businesses from inside the company rather than from a slide. She was Chief Operating Officer at LocalOye, the Tiger Global and Lightspeed backed services marketplace, where she helped build the company from an idea to operations across five cities; General Manager for Growth at ShopX; Director of Inside Sales at Locus; and a Customer Success Manager at Apollo.io, which means she has seen the sales intelligence layer from the inside rather than as a licence most teams half use. She is a UCLA graduate and works from Portugal.

In an engagement she owns delivery: sequences in market, toolstack and workflow setup, data hygiene, and the weekly operating rhythm that keeps a campaign diagnosable.

AI led, human driven

AI does the work it is genuinely good at: account research, personalisation at volume, prioritisation, lead scoring, workflow automation, and campaign analysis. Human judgement stays in charge of positioning, qualification, conversations, and decisions. Teams that invert that order send more email and book fewer meetings.

How engagements run

Operator led

Recommendations come from running real sales development functions and carrying targets, rather than theory.

Data driven

Every engagement connects to defined funnel metrics: response rates, meeting quality, show rates, SQL conversion, pipeline created, and closed revenue. See how we structure that in GTM analytics and reporting.

Built for transferability

The goal is never permanent dependency. You keep the frameworks, messaging, workflows, reporting structures, and playbooks and can run them without us.

Who we work with

Growth stage B2B startups and sales teams, typically in SaaS, logistics technology, AI, e-commerce technology, and professional services. The common thread is a team that already has something worth selling and needs the machine that puts it in front of the right people consistently.

We are usually called in for one of three situations: converting existing inbound demand properly, building an outbound engine from scratch, or improving the output of an SDR team that already exists. The case studies cover all three.

What we do

• Lead generation engine setup multi channel outbound across email, LinkedIn, and calling
• ICP, persona and messaging frameworks clear targets and messaging that earns replies
• SDR coaching and playbooks personalisation, mock calls, objection handling, time discipline
• AI toolstack setup and enablement Apollo, Instantly, CRM workflows, and automations
• GTM analytics and reporting KPI dashboards, attribution, and rep level tracking