Understand the sales motion.
Interview the people closest to your customers. Review the data you already have and make the assumptions explicit.
A focused, three-week engagement.
One product, market and sales motion. A practical plan built with your team.
- Up to six sales and marketing interviews
- ICP, buying signals and data-source assessment
- Sample research and a prioritized roadmap
- Working session and final team readout
What you receive.
- A customer profile you can challenge
- Review your current assumptions alongside what sales and marketing are seeing. Compare the segments worth pursuing, the reasons to exclude an account and the questions that still need evidence.
- Buying signals with a commercial reason
- Identify the changes that could make your offer relevant: a new location, a product launch, a change in ownership or something specific to your market. Define what to look for and where a signal could be misleading.
- A map of useful data sources
- Work together to assess public, licensed and company-owned sources. Look beyond standard databases for information that fits your sales motion, then evaluate access, coverage, freshness and cost.
- A research plan your team can use
- Receive an ICP brief, signal definitions, source assessments and a small feasibility sample. Leave with a prioritized roadmap showing what to research first, what needs validation and what a useful result should look like.
How the three weeks work.
Investigate the possibilities.
Test promising source and signal combinations against a small set of accounts. Show where the evidence is useful and where it runs out.
Choose what to pursue.
Work through the findings together. Prioritize the next research projects and give your team the brief, working files and recommendations.
A few questions.
Is this useful if we already have an ICP?
Yes. An existing profile is a starting point. We look for assumptions to challenge, overlooked segments and practical ways to identify the accounts that fit.
Does this include building the data system?
GTM intelligence strategy defines the plan and tests feasibility on a small sample. Production datasets, custom pipelines, paid data licenses and ongoing monitoring are scoped separately.
What do you need from our team?
A clear commercial question, access to the agreed company information and time with the people who understand your customers. We agree the scope and interview schedule before the engagement starts.
Can we take the plan to our own team?
Yes. You receive the research, working files and recommendations. Your team can use them directly, or we can scope the next phase with you.
Build your plan
for growth.
Define your ideal customers, buying signals and data sources. Leave with a practical research plan your team can act on.
$9,000Three-week engagement
Schedule a discovery sessionImplementation and ongoing research are scoped separately.