| A | B | |
|---|---|---|
1 | Ideal Customer Profile #1 | |
2 | Segment: | SMEs & Startups (B2B) |
3 | Sub-Segment: | B2B Startups |
4 | Product or Service Offered | AI SDR Sales Automation & Prospecting Tool |
5 | Standard criteria | |
6 | Location | USA (Primary focus), with additional presence in Europe and APAC |
7 | Industry focus | B2B Technology Startups and SaaS Companies |
8 | Sub-industry focus | Cloud Solutions, AI/ML Startups, Cybersecurity, and FinTech |
9 | Search keywords | - Sales operations - HubSpot operations - Prospecting operations - SDR process - Account Based Sales - Outreach personalisation |
10 | Annual revenue | $500K - $10M |
11 | Number of employees | 10-100 |
12 | Sales team size | 3+ sales reps (SDR. BDR. AE...) OR have 1+ openings for client facing roles |
13 | Team composition | Sales Manager/Director/VP |
14 | Custom criteria | |
15 | Priority technologies | HubSpot Sales Pro Zoom info Albacross, Clearbit |
16 | Secondary techonologies | DocuSign Leadfeeder Any other CRMs |
17 | Team structure | Sales Manager, CRO, CSO, Sales Director, SDR Manager, Outbound Manager, Marketing Automation Specialist, Outreach Manager |
18 | ACV | $10k - $50k ARR |
19 | Maturity stage they are at | Manager have overall +3 sales and marketing experience |
20 | E.g. Funding received | pre-Seed to Series A funding stage, Bootrstrapped with 3+ sales team |
21 | E.g. Specific products, services they do | AI-driven SaaS solutions, Cloud Computing Platforms, Machine Learning Tools, FinTech Solutions, Cybersecurity Products, IoT Platforms, Data Analytics Solutions, Enterprise Software Solutions. Exclude if they only offer simple services: Basic IT Support, Website Design, WordPress Development, Basic App Development. |
22 | Type of sales | Consultative sales with a 6-12 month sales cycle, focusing on long-term, high-value contracts rather than quick transactional deals. |
23 | E.g. Expansion plans, business goals | Scaling into international markets, expanding product offerings |
24 | E.g Hiring outsourcing outside the organisation | Prefers in-house teams after experiencing challenges with external agencies, seeking greater control and alignment in sales and marketing efforts. |
25 | E.g Position on the market | Highly competitive market, thrives in industries with a high demand for differentiation. The more specialized and competitive the market, the better for their niche solutions. |
26 | E.g Significant events | They've recently secured funding, expanded their sales team with new SDRs, and launched a new AI-driven product. They've also started participating in industry conferences and hosting virtual product demos. |
27 | E.g Effected by the economy/market changes | They’ve recently experienced budget cuts, paused hiring, and scaled back on non-essential projects due to market uncertainty. Focus has shifted to core product development and customer retention. |
28 | E.g Trade, groups associated they belong | Y Combinator Startup School, Techstars Alumni, SaaS Alliance, Founder Institute, B2B Sales Community, and Sales Hacker. |
29 | E.g Distribution channels they use | They utilize content marketing through blog posts, run Google Ads, LinkedIn Ads, and Facebook Ads. Additionally, they leverage outbound sales, participate in industry webinars, and use product comparison sites like G2 and Capterra. |
30 | E.g Tech sophistication | Moderate tech adoption. They use basic CRM tools like HubSpot or Pipedrive but are starting to explore more sophisticated sales and marketing automation platforms like Salesforce or Outreach as they scale. Tech stack isn't a major focus yet, but growing interest in AI and automation tools. |
31 | E.g Specific activities/projects performed | They have completed several large-scale projects with notable clients and showcase at least 5 detailed case studies on their website and reviews on platforms like G2 and Capterra. |
32 | E.g Size of their customer base | Minimum of 50 clients, typically small to mid-sized B2B companies, with a growing focus on enterprise-level accounts. |
33 | What are the things we can research with publicly avaialble data such as their website, linkedin, google research, financial reports, projects, current clients that will indicate that they are the right fit? | Do they have a dedicated sales and marketing team (e.g., hiring history, leadership turnover)? Are they publishing marketing content (webinars, whitepapers, case studies, e-books)? What technology or industry expertise do they focus on (e.g., AI, cybersecurity, SaaS)? Are they affiliated with key partners or technology providers (Google Cloud, AWS)? Have they received awards or recognition for growth (e.g., "Fastest Growing Startup")? Does the leadership team (CEO, CMO) have a background in sales, marketing, or product development? |
34 | Pains and needs | |
35 | Core challanges they couldn't solve themselves | - Struggling with ineffective outbound efforts (low engagement, minimal deals closed). - Difficulty in scaling sales operations and accurately tracking SDR performance. - Lack of clarity on Ideal Customer Profile (ICP) and Product-Market Fit. - Underutilizing their tech stack, resulting in low return on investment (ROI). - Absence of clear sales frameworks or methodologies to streamline processes. - Uncertainty on how to integrate with external sales agencies and when to engage them. - Inefficient onboarding of SDRs, leading to delays in ROI. - Difficulty in finding, hiring, and retaining top-performing SDRs or sales agencies. |
36 | Strategic goals relates to our product | - Getting better results from outbound - How to fit outbound in my Go To Market Strategy - Setting up the right outbound execution team OR increasing the current team efficiency - Get ROI from outbound |
37 | Their potential initiatives right now | - Hiring SDRs - Currently working with an agency OR hiring an agency - Getting a new CRM - Hiring Sales Managers, Directors, etc. |
38 | Differentiation | |
39 | Competitive alternatives | Online learning platforms (LinkedIn Learning, Udemy, Coursera). Sales blogs, whitepapers, and free online resources. Consulting firms (SalesWise, NordStar Consulting). Hiring new sales leadership (managers, directors). Sales engagement platform courses (e.g., Outreach, SalesLoft training). Communities and networks (Pavilion, Slack communities like RevGenius). Podcasts, sales books, and industry webinars. Emerging methodologies like HypeCycle. |
40 | Why did they choose us | They chose us because of our expertise in automating and scaling outbound sales processes. Our AI-driven platform significantly enhances lead generation and personalization, making it easier for businesses to reach the right prospects efficiently. Additionally, our deep understanding of B2B sales and ability to integrate outbound efforts into broader growth strategies resonated with their need for a comprehensive solution. Our track record of helping businesses optimize their sales efforts, combined with cutting-edge technology, made us the preferred choice. |
41 | Our unique value they appreciate the most | They value our deep segment-specific expertise and holistic approach to Revenue Operations (RevOps). We go beyond just managing SDRs—our expertise spans across high-value deals and booking meetings with a wide range of companies, from corporate to mid-market. Our ability to seamlessly integrate marketing efforts with SDR processes ensures a cohesive strategy that drives results. This comprehensive approach, rather than focusing on isolated tactics, sets us apart and makes us a trusted partner in their growth journey. |
42 | Our unique knowledge and expertise | B2B DemandGen, ABM, RevOps, Positioning (ICP, SMF), understanding the sales cycle for IT Service Providers, CEE context |
43 | Tailored or ready made products/solutions | - Examples of ICPs tailored to B2B Tech Startups and SaaS companies - Case study frameworks specific to outbound sales success in B2B SaaS - Account Research Frameworks for SDRs targeting tech-focused clients - MIRO ready-made playbooks for scaling outbound campaigns and lead nurturing strategies |
44 | Business imperatives and context | |
45 | What is the market context? | The B2B SaaS and tech startup market is highly competitive, with many companies struggling to stand out in a crowded space. Many businesses are overwhelmed by the sheer number of sales and marketing tools available, leading to decision fatigue. Additionally, the fast pace of technological innovation and economic uncertainty forces companies to continuously adapt their strategies. With increasing pressure to achieve predictable growth, businesses are looking for efficient solutions that can automate outbound efforts, reduce complexity, and deliver measurable results. |
46 | Why we talk about it now? | The landscape has shifted, and companies are seeking ways to simplify their tech stacks and eliminate inefficiencies. Tools like HubSpot (HS) have evolved, allowing businesses to streamline operations while maintaining robust functionality. The growing importance of hyper-personalization and positioning as a Subject Matter Expert (SME) is now critical to standing out in a market flooded with generic marketing tactics. The rise of intent data has also opened new avenues for highly targeted prospecting, making it easier to focus on leads that are genuinely interested, and reducing wasted effort on cold outreach. |
47 | Their potential initiatives right now | Reducing staff through layoffs, particularly in non-core functions. Pausing or reducing marketing and sales budgets to conserve cash. Seeking strategic partnerships to share resources or co-market services. Holding off on major investments or expansion plans due to market uncertainty. Adopting a short-term, cautious approach to growth, focusing on immediate needs and ROI rather than long-term initiatives. |
48 | Impact | |
49 | Can we increase their efficiency somehow? | - Accelerate SDR onboarding and reduce ramp-up time with automated, personalized training and tools. - Faster go-to-market execution by streamlining ICP development, buyer persona creation, and sales strategy planning. - Improve SDR performance, enhancing contact-to-meeting and meeting-to-deal conversion rates with data-driven insights and personalized outreach. - Increase the volume of engaged accounts and contacts per week through intelligent prospecting and prioritization. - Speed up prospecting by using AI to find and target fit accounts and contacts more efficiently. - -Reduce time to revenue by focusing efforts on the right leads and accounts, shortening sales cycles. - Minimize time wasted on unqualified leads with smarter lead scoring and prioritization, ensuring focus on high-value opportunities. |
50 | Can we increase their quality somehow? | - Enhance Ideal Customer Profile (ICP) accuracy, ensuring better fit by selecting the right accounts and contacts. - Support SDR upskilling with tailored training, enabling them to perform at a higher level and be more successful. - Improve personalization of outreach, delivering more relevant and targeted communication to prospects. - Implement clear tracking and ROI measurements, providing visibility into performance and ensuring continuous improvement in outreach efforts. |
51 | Do we biring profit or cost cut? | - Increased resource efficiency, allowing them to do more with fewer resources by automating and optimizing outreach processes. - Faster deal closures and quicker time to profit, improving conversion rates and reducing the sales cycle, ultimately driving higher revenues. |
52 | What is the value we are creating for them? | - Strategic alignment: Providing a clear framework for integrating outbound outreach with their overall go-to-market strategy. - Operational excellence: Helping structure and streamline outreach processes while offering tools to measure and optimize performance. - Fast new business generation: Offering a solution that enables rapid market entry and the ability to pivot service offerings effectively. - Predictable growth channel: Establishing outbound sales as a reliable, scalable channel to support consistent growth. |
53 | Summary of tangible benefits (quantitive) | - Launch a high-quality outbound campaign in as little as 2 hours. - Double your conversion rates on outbound sales campaigns. - Boost SDR output by 100%, increasing the number of prospects engaged and leads generated. |
54 | Summary Intangible benefits (qualititive) | - Achieve operational excellence in your outreach strategy while having clear ROI measurement tools. - Gain expertise in training and enabling SDR teams for long-term success. - Build a high-performing SDR team, equipped with the skills and tools to excel. - Master remote SDR team management, ensuring productivity and success regardless of location. - Create a predictable and evergreen channel for consistently generating new business. |
55 | Buying journey & buying committee | |
56 | What triggers their search? | - A recent investment in outbound sales and the need to maximize ROI. - Failing outbound efforts, prompting them to look for better solutions or frameworks. - The need to scale outbound operations and improve overall efficiency. |
57 | Intent data keywords | - AI-powered prospecting tools - Sales automation strategies - How to scale outbound sales - AI SDR team management - AI-driven lead generation - Sales engagement automation - Outbound campaign templates - AI outreach personalization - Best practices for sales automation - How to increase SDR efficiency - AI in outbound sales sequences - Lead scoring automation |
58 | What is the decision making process? | 1. Is this AI sales automation tool relevant to my business needs right now? 2. Am I ready to invest money and effort into adopting this technology at this stage? 3. Should I start considering this solution immediately or wait for a better time? 4. Is this tool a better alternative to hiring additional sales staff, using other software, or testing our own internal processes? 5. Do I have the budget readily available for this initiative, or do I need to seek approval from finance or management? 6. Is the pain or need significant enough for me to justify purchasing this AI-driven solution? 7. Do I trust the company and its team to deliver real value and results? 8. Can I see product demos, previews, or case studies that demonstrate exactly what I will get and how it will work? 9. Can I test part of the product (free trial or demo) before committing to a full purchase? 10. Is the implementation timeline aligned with my current operational needs? 11. Are there any other businesses or users I can network with who have successfully used this solution? 12. If I purchase, can I back out if my needs change, and will I be eligible for a refund within a specific time frame? 13. Does the company offer a guarantee if I am not satisfied with the results? 14. Once I commit to purchasing, I want an immediate confirmation and assurance that everything is smooth and professional. |
59 | The buying committee | |
60 | Champion also Decision Maker for Bigger Companies | Sales/Marketing Managers Responsible for Outbound |
61 | Job role/job titles | Sales Manager/CSO/CMO/Marketing Manager/Head of Marketing/Head of Growth/Head of BD/VP of Marketing/CRO/ VP of Sales |
62 | Seniority | Manager |
63 | Location | USA |
64 | Key kpis and metrics for this role | - Revenue closed per month - Deals opened per month - Meetings scheduled/ SQLs with interested clients - Conversion rate from opened discussions to deals - Results from specific campaigns: outreach (meetings), ads (inquiries), seo (inquiries) - results from certain SDRs (contacts engaged, replies, meetings, deals opened) |
65 | Personal challenges and frustrations | - Difficulty in clearly articulating the value proposition, leading to prospects viewing them as just another SaaS or tech solution provider. - Sending large volumes of outreach emails but receiving very few replies or conversions, resulting in low meeting bookings. - Relying heavily on inbound leads and referrals, with repeated failures to launch a successful outbound campaign. - Operating within tight budgets, where management expects quick wins and fast results. - SDRs and BDRs lack deep industry expertise, making their sales pitches feel generic and less impactful. - Occasional outbound success, but lack of consistency—each campaign feels like starting from scratch instead of benefiting from an evergreen, scalable strategy. |
66 | Goals and personas needs | - Ensure there are enough deals in the pipeline to meet sales targets and support ongoing projects, especially for tech development teams that are underutilized. - Achieve quotas for scheduled meetings (Marketing) and delivered SQLs (Sales Qualified Leads) to keep the sales engine running smoothly. - Meet or exceed sales quotas on a monthly, quarterly, and annual basis, contributing to overall business growth. - Alleviate the pressure from management by consistently delivering results and hitting key targets, reducing uncertainty around the sales process. - Build a reliable, scalable outbound channel that consistently delivers results, allowing the team to focus on other strategic initiatives and growth opportunities. |
67 | Core value proposition/service offering | - For Marketing: Utilize our AI-powered sales automation platform to generate high-quality leads, driving marketing-influenced pipeline growth through personalized, data-driven outbound campaigns. - For Sales with SDRs: Empower your SDR teams to excel by automating outreach, prospecting, and engagement efforts, enhancing productivity and scalability with our AI-driven solution. - For Sales without SDRs: Implement a fully automated, predictable outbound sales channel using our technology to continuously drive new business and scale effectively, without the need for manual SDR efforts. |
68 | Purchase criteria, factors that influenced the decision | - Price and budget availability: Whether the solution fits within the company's allocated budget for sales and marketing initiatives. - Alignment with business needs: How well the features and capabilities of our AI-driven sales automation platform align with their current sales and marketing challenges. - Credibility of the solution: Trust in our technology’s proven track record, success stories, and ability to deliver tangible results. - Implementation timeline: How quickly and smoothly the solution can be implemented to start driving results. - Additional value provided: Beyond automation, factors such as personalized support, detailed playbooks, sales process optimization, and ongoing tech stack insights that further enhance their outbound sales efforts. |
69 | What are the things we can research with publicly avaialble data such as their website, linkedin, google research, financial reports that will indicate that they are the right person to talk to? | - Sales team size: Check for indications of a dedicated outbound sales team, including SDRs and BDRs, and assess their team composition. - Outbound/outreach responsibilities: Identify whether their role or the team's primary focus involves outbound sales, prospecting, or lead generation. - Tool stack: Look for information on the sales and marketing tools they are using (e.g., HubSpot, Salesforce, ZoomInfo, etc.) via their LinkedIn or job postings. - Agency collaboration: Determine whether they have worked with other outbound or sales engagement agencies in the past through case studies or partnership mentions. - SEO presence: Use tools like SEMrush to check their current SEO efforts and traffic. If their SEO is underperforming, they may need to boost outbound sales efforts. - Lead demand: Assess their lead generation volume by reviewing their marketing campaigns, published case studies, and client acquisition strategies to determine their demand for outbound solutions. |
70 | Decision maker for smaller companies | Management |
71 | Job role/job titles | CEO/COO |
72 | Seniority | C-Level |
73 | Key kpis and metrics for this role | - Monthly Costs: Keeping track of operating expenses and budget adherence. - Monthly Profit: Ensuring profitability and sustainability on a month-to-month and quarterly basis. - New Deals Opened Per Month: Maintaining a healthy pipeline of opportunities to sustain revenue flow. - New Deals Closed Per Month: Ensuring deals are closed regularly to meet revenue targets and keep the business running smoothly. |
74 | Personal challenges and frustrations | - They often have to sell themselves, adding pressure to their already packed workload. - Sales unpredictability forces them to continuously push for new clients to ensure developers aren’t idle. - Their sales teams tend to focus on inbound leads and referrals rather than actively pursuing new outbound opportunities. - They observe other companies scaling rapidly, while they remain stuck as mid-sized companies for years. - Many leaders come from the IT sector, lacking business development and sales expertise, making them overly dependent on favorable market conditions. If demand in the IT market declines, their company is at risk. |
75 | Goals and personas needs | - Grow a company and make it sustainable so they don't have to struggle all the time - Have more time for personal life having a great managers team behind - Ideally sell a company some day and earn millions. |
76 | Core value proposition/service offering | - Build a predictable source of pipeline - Get on an offense instead of defense while the market is volatile - Increase resources efficiency and enable your team to succeed - Save time and money and learn on others failures and success stories |
77 | Purchase criteria, factors that influenced the decision | - Promise for the potential outbound results - Trustworthiness and authority - Seeing that this is different than what we've tried currently in the company - Price/value |
78 | Budget holder | Title |
79 | Job role/job titles | CEO |
80 | Seniority | |
81 | Location | |
82 | Linkedin profile | |
83 | Key kpis and metrics for this role | |
84 | Personal challenges and frustrations | |
85 | Goals and personas needs | |
86 | Core value proposition/service offering | |
87 | Department/organizational benefits | |
88 | Purchase criteria, factors that influenced the decision | |
89 | What are the things we can research with publicly avaialble data such as their website, linkedin, google research, financial reports that will indicate that they are the right person to talk to? | |
90 | Influencer | Title |
91 | Job role/job titles | SDR/BDR/Sales Specialists/Marketing Specialists |
92 | Seniority | |
93 | Location | |
94 | Linkedin profile | |
95 | Key kpis and metrics for this role | - Contacts engaged, replies, meetings scheduled, deals opened, revenue generated |
96 | Personal challenges and frustrations | I don't have or I have a bad ideal customer profile I don't have a clear value proposition I don't understand the market and insights, it's too technical - Developers and sales team doesn't help me to understand the market - I have to reach out to C-level and they ignore me - I have to prospect myself and it takes time - My sequences are not bringing me any replies - A lot of stuff is done manually and it takes me a lot of time to log and do things - When people reply to me I have issued in getting them to a call - Timezones are different and I have super random contacts and accounts - I am not trained nor supported to be successful, left on my own - I don't have anything tangible to offer to my contacts, no content, no insights, nothing new to the table, and still I need to get them on a call - It feels almost impossible to get the results or its super random, I am not actually controlling it - If I need to personalise, I don't really know how to personalise and bring something interesting for the prospect - Doing mass campaign on the other hand bring completely no results - I don't know how to reach my goals or have not enough competence but quotas and expectations are high so I go shortcuts and it doesn't work - We are a commodity and do things like everyone else. Hard to differentiate somehow |
97 | Goals and personas needs | - I need more guidance and better materials to be successful - Would like to see how someone else is bringing results to believe I can do it as well - Provide me with the contact list and tools so I clearly know how can I reach my quotas - If I will do a great job, would like to be appreciated for that and it will motivate me |
98 | Core value proposition/service offering | - See how other SDRs from IT services are hitting their goals - Learn how to open c-level discussions - Understand the value of great research and personalization - Get a sequence examples that worked for a similar organisation like yours |
99 | Department/organizational benefits | |
100 | Purchase criteria, factors that influenced the decision | |