prospecting

Core Philosophy

Modern B2B outbound prospecting is not buying a list of 10,000 unverified email addresses and blasting them with generic AI sales sequences. That approach destroys domain reputation and yields $< 0.1%$ response rates. Precision prospecting is an investigative discipline: building high-conviction account lists filtered by verified technographic stack signals, firmographic trigger events, and disqualifying bad fits before reaching out.

4-Step Precision Prospecting Framework

Step 1: Technographic & Firmographic ICP Definition

The 4 ICP Filters:
- Firmographics: Company headcount (e.g. 50–250 employees), ARR stage ($5M–$30M), geography, industry.
- Technographics: Exact software tools installed (e.g. uses Next.js, AWS EKS, Snowflake, Stripe).
- Regulatory / Compliance: Subject to SOC 2, HIPAA, GDPR, or PCI-DSS requirements.
- Org Structure: Has at least 1 dedicated DevOps/Platform engineer or Head of Security.
Explicit Disqualification Criteria:
- Immediately exclude: Freelancers, agencies, bootstrapped teams with $< 5$ engineers, companies using non-supported legacy tech stacks (e.g. on-premise mainframe).