Platform · Sales prospecting
Your ICP has more than one buyer.
A prospect list is only ever as good as the definition behind it. Ours is an ordered list of segments, each carrying the people who actually buy at that size, so the founder of a small company and the VP at a large one are both right answers rather than one of them being a title miss.
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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
Sales prospecting that defines first and searches second.
Most prospecting starts at a search box, which means nobody ever writes down what a good prospect is and the definition lives in whoever built the filter. Here the definition comes first and the list is derived from it, so the list can always tell you why a name is on it.
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. The vocabularies this category ships are not ladders: owner, founder and partner are ownership facts that say nothing about level, so sorting that list puts a two-person agency above a global enterprise. Every incoming value maps into the scale above, and a value that does not map is reported as unmapped rather than scored as an intern.
- Intern5
- Entry10
- Senior IC20
- Manager30
- Director40
- VP50
- C-suite60
- Chief executive70
Why this is different
The category researches a name. We research a person.
Research that attaches the wrong person to a prospect does not look like an error. It reads well, it cites a real page, and the first time anyone finds out is when a rep quotes it back to someone who never said it. So identity is settled before the search runs rather than checked after, and a finding that cannot corroborate two anchors is discarded rather than kept quietly.
How the category researches
A name goes in, a search runs, and whatever comes back is treated as being about your prospect. Nothing downstream can tell a namesake apart 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 declines the contact rather than searching a bare name. Refusing is the behaviour nobody advertises, and it is the only thing that stops a famous namesake's biography from landing in your rep's opener.
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 every revenue figure in this category is a model output. Ours carries where it came from, and a segment boundary widens for a modelled number instead of treating a coin flip as a fact.
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.
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, and we will turn them into segments and personas on the call. Most teams find out in that half hour that their real ICP has never fitted in the filter they have been using.