§03
Ideal Customer
The accounts worth pursuing, then the people to reach at them. Company profile stated once, decision-makers listed separately, so nothing repeats.
Accounts we target
Ideal fit
A
chase first
Industries
B2B SaaSPropTechAI/ML PlatformsVertical SaaSGTM/Sales Tech+ industry
Examples
PipelinerTruebuiltBennie+ company
Strong fit
B
worth the dial
Industries
B2B SaaSPropTechFintechVertical SaaS+ industry
Examples
BenniePipeliner+ company
Not a fit
skip
do not reach out
Pre-seed / no funding, enterprise 1000+ employees, non-B2B, and agencies. No systematic outbound need, or the buying motion does not fit.
Who to reach at them
CEO / Founder or CRO
Convert capital into qualified meetings without an SDR team
›
Predictable outbound pipeline infrastructure that converts capital into qualified meetings without hiring expensive SDR teams, and lifts the founder sales burden.
Pain
- Raised capital but lack systematic outbound infrastructure to convert it to pipeline
- CEO doing own sales; no dedicated SDR/BDR team
- Existing tools (ZoomInfo, Apollo, SmartLead) underperforming at 1% conversion ceilings
Signals, when to strike
- • Recently hired first VP Sales or Head of Marketing
- • Recently raised Seed, Series A, or Series B
- • CEO posting about growth/pipeline on LinkedIn, or doing own outreach
VP Sales or Head of Sales
Scale outbound systematically, reduce founder dependency
›
Scale outbound systematically, improve conversion on existing efforts, and reduce dependency on founder-led sales.
Pain
- Inherited an outbound motion that does not convert
- Team ramping slowly; pipeline coverage thin
Signals
- • New in seat (under 6 months)
- • Hiring SDR/AE roles
VP Marketing or Head of Growth
Own outbound pipeline, show marketing's revenue contribution
›
Own outbound revenue pipeline generation and demonstrate marketing's contribution to pipeline and revenue.
Pain
- Under pressure to show pipeline contribution
- Demand gen plateaued on inbound alone
Signals
- • Marketing-sourced pipeline targets newly set
+ Add a decision-maker
Why company-first. The old layout repeated industries and example companies under every persona (A: CEO, B: VP Sales, B: VP Marketing), so the same chips appeared three times. Here the account profile is stated once per tier, and the people are a separate, deduped list with their own outcome, pain, and signals. Industries and examples live at the company level; titles and outcomes live at the person level.
Old: persona-first, industries + examples repeated per persona. New: accounts (A/B/skip) then decision-makers by title.