Building verified IAM account and buyer lists for outbound in the US and India
Outbound was about to start in the US and India without a researched list. Country-specific ICP rules and verified security buyers give sellers accounts worth calling.
- Challenge
Outbound starting in the US and India with no researched accounts or buyers.
- Approach
Separate ICP rules per country, buyer research and human verification of every contact.
- Result
Verified account and buyer lists for each market, ready for sequencing.
The situation
Managed IAM providers sell to regulated organisations that need strong identity controls but lack a deep in-house identity team. In the US and India those organisations differ: regulators, group structures and the title that owns identity all vary. A generic list sends sequences to the wrong role, or to firms that run identity themselves. In a small, regulated buyer pool, each wasted touch costs credibility that is hard to win back.
The question that mattered
Which regulated organisations in the US and India need outside help with identity, and who owns that decision in each?
What we did
- 1
Set ICP rules per country
Define fit separately for each market: regulated sector, workforce spread, identity tooling visible in public sources and signs of an outsourced IT model.
- 2
Research accounts in both markets
Build each list from databases, regulator registers, company sites and security job posts. Link US parents to their Indian capability centres so neither is worked blind.
- 3
Find the identity owner
Identify the CISO, IAM lead and IT infrastructure head in each account. Record where identity sits under the CIO or CTO instead.
- 4
Verify every contact
Have researchers confirm each person's current role and the public source behind it. Flag accounts whose hiring shows a large in-house identity team.
What we delivered
The evidence and working documents the team kept.
- ICP rule sheet for each market
- US account list with sector, regulator and fit notes
- India account list with sector, regulator and fit notes
- Verified buyer file with CISO, IAM and infrastructure roles per account
- Parent and subsidiary links across both markets
The outcome
Both markets
researched against their own ICP rules
Identity owners
named and verified in each account
Cross-border groups
linked, not worked twice
Sequences
built on verified records, not scraped contacts
Sellers open with the account's regulatory pressure on identity and reach the person who owns it, not a generic security inbox.
What changed in the GTM motion
Outbound in each country runs on its own researched list, with a recorded reason for every account and a verified owner for every sequence. The ICP rules and verification steps become the standard for adding accounts as the team grows.
Services in this programme
Case studies
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