Situation
The team had a large purchased database and a small pipeline. Most of the records were out of date, and nobody could say which accounts were worth attention this quarter.
The question
Which accounts fit, which of them are worth attention now, and who inside them should we speak to?
What LeadStrategus did
- Rebuilt the target universe from the ICP outward and verified the buyers in each account.
- Researched competitor-user accounts and public buying signals.
- Turned the signals into account briefs a rep could act on.
Evidence and deliverables
- Account and buyer universe, verified
- Competitor-user and buying-signal research
- Account briefs for priority accounts
Outcome
14 accounts were moved into active pursuit in the first month, and 9 of them accepted a first meeting.
What changed in the GTM motion
Prioritisation moved from fit alone to fit plus timing, so effort went to accounts worth attention now.