Platform · Sales prospecting
In SAGARIS, your ICP has more than one buyer
A prospect list is only as good as the definition behind it. Yours becomes an ordered list of segments, each carrying the people who really buy at that size. The founder of a small company and the VP at a large one are both right answers, so your reps stop throwing away good names on a title rule.
Included at $499 per seat per month
One ICP, three buyers
first match wins
Revenue at or above $200M
Revenue $30M to $200M
Revenue under $30M
Segments are checked in order and the first one to match decides which buyer to look for. The smallest segment carries the highest seniority floor, because at that size the founder signs. A flat filter cannot say that. Segment names and revenue bands above are an example ICP; the floor numbers are the ordinal seniority scale.
How it runs
Define who you sell to. The list follows.
Write down what a good prospect looks like once, and the list is derived from it every time. The definition lives in your workspace instead of in the head of whoever built the filter. Every name on the list can tell you which segment it matched and which role it filled.
01
Match the segment
The account is tested against your segments in order and the first match wins. No match is a real answer, and it is kept distinct from an account that matched but scored low.
02
Resolve the people
Inside that segment, each buying role has its own seniority floor, function set and title tests. A required role with nobody in it caps the account rather than quietly passing.
03
Order what is left
Only then does anything get ranked, by what the person did and what happened at their company, each decaying at its own rate.
What moves someone up the list
points before decay
What they did
Halves every 7 days. A click last week is worth half a click today.
What happened at their company
Halves every 21 days. A funding round two weeks ago still matters.
Each signal is capped so a runaway tracking pixel cannot dominate a score, and at most four company events count at once so a week of press cannot bury a real reply. Every contributing signal is returned as a named driver, so the list can always say why a name is where it is.
Eight levels, one scale
Seniority is an ordinal, which is what lets an ICP say at or above VP and mean it. Words like owner, founder and partner describe ownership rather than level, so they are mapped onto the scale above instead of sorted as text. A value that does not map is reported as unmapped, so nobody quietly gets scored as an intern.
- Intern5
- Entry10
- Senior IC20
- Manager30
- Director40
- VP50
- C-suite60
- Chief executive70
Why this is different
We research the person, not just the name.
Identity is settled before the search runs, not checked afterwards. A finding has to corroborate at least two identity anchors before it is kept. So the brief your rep opens is about the person they are actually calling, so your reps open with facts the engine could corroborate, not guesses.
Research from a bare name
A name goes in, a search runs, and whatever comes back is treated as being about your prospect. Nothing downstream can tell a namesake from the real person.
SAGARIS
two anchors minimum
A finding is kept only when its source page corroborates at least two identity anchors. One anchor is not close enough, so it is discarded and recorded as discarded. Where the company name and the domain disagree the domain wins, because it is the more precise anchor, and the conflict is written down rather than silently resolved.
It refuses before it guesses
Without a company or a domain to anchor on, the research engine holds the contact rather than searching a bare name. That is what keeps a famous namesake's biography out of your rep's opener, and it is built to refuse a claim it cannot corroborate rather than guess.
One ICP, one buyer per segment
Segments are evaluated in order and the first match decides which personas to look for, so selling to the CRO at a large account and the founder at a small one is one definition rather than two lists nobody keeps in sync.
A modelled number is labelled modelled
No private company files its revenue, so a revenue figure on a private account is always a model output. Ours carries where it came from, and a segment boundary widens for a modelled number. Your reps stop losing good accounts to a rounding error at the edge of a band.
The questions buyers actually ask.
- MOST ASKED
From a definition rather than a search. An account is tested against your segments in order and the first one to match decides which buying roles to look for inside it. Each role carries its own seniority floor, function set and title tests, so the people it returns are the people that segment actually buys through. An account that matches nothing is reported as outside the ICP, which is kept distinct from an account that matched and scored badly.
Yes, and that is the main structural difference. Most ICP filters are flat: one title set and one size band for the whole list, so selling to the CRO at a large account and the founder at a small one has to become two lists that drift apart. Here an ICP is an ordered list of segments and each segment has its own personas. Segments are checked by order and the first match wins, so an overlapping pair resolves the same way every time, and overlapping pairs are reported when you author them rather than discovered when a persona silently never fires.
It settles who the person is before it searches for anything. The record's anchors are resolved first, and without a company or a domain plus one more anchor the engine declines to research at all rather than searching a bare name. When it does run, it looks for verifiable public material such as talks, press quotes, funding news, published writing and hiring signals, and it keeps a finding only when the source page corroborates at least two anchors. Everything else is discarded and recorded as discarded. Results are cached per contact and reused per company domain, so the same company is not researched again for every person at it.
Company events, matched to a contact by company domain and carrying the source behind each one. Funding, hiring surges, leadership changes, product launches and acquisitions. Funding is worth 30 points, a leadership hire 22, an acquisition 20, a hiring surge 18 and a launch 16. The weight halves every twenty-one days. So a round raised last month still moves somebody up your list.
Two layers, kept separate because they age differently. What the person did in your own system carries a reply at 30 points, a click at 12, a website visit at 8 and an open at 3, halving every seven days. What happened at their company carries funding at 30, a leadership hire at 22, an acquisition at 20, a hiring surge at 18 and a launch at 16, halving every twenty-one days because a funding round two weeks ago still matters. Each signal is capped, at most four company events count at once, and every contributing signal comes back as a named driver so the ranking can be explained rather than trusted.
By labelling it rather than rounding it off. Revenue carries whether it was filed, self-reported or modelled, and since no private company files revenue, most of it is modelled. A modelled figure widens the segment boundary instead of being tested against it exactly, because a hard cutoff applied to a model output is a coin flip near the line. Seniority works the same way: every incoming value maps into one ordinal scale, and a value that does not map is reported as unmapped instead of quietly scoring as the bottom of the ladder.
It is included in the $499 per seat per month. There are no credits and no per-record charge, so the list does not quietly get smaller in the last week of the month. Research is cached per contact and shared across a company domain, which is what keeps that sustainable.
Tell us who buys at each size. That is the whole demo.
Come with the accounts you actually sell to and the people you actually close through. We will turn them into segments and personas on the call, in front of you. You leave that half hour with your real ICP written down, in a shape your whole team can point a list at.
In this topic
CRM, pipeline and revenue data
- The SAGARIS CRMA pipeline that updates itself from your calls, email and SMS.
- Lead generation softwareThe lead and the first touch, minutes apart.
- Forecasting and analyticsForecasts that show their confidence, learned from your closed deals.
- Marketing attributionOne deal scored under six attribution models at once.