ICP & targeting strategy
Customer Profile ✓ → Strategy ✓ → Campaigns → Results · 2 customer profiles · strategy refreshed 08-04
Customer profiles
How these were built →| Profile | Built from | Matching accounts | Win-rate evidence | Feeding | |
|---|---|---|---|---|---|
| Series B SaaS ops leadersRevOps / Ops heads · 50–200 FTE · US/EU | 9 closed-won deals + CRM history | 1,240 | 6 of 9 wins fit | 2 campaigns | OpenEdit |
| Mid-market logistics operatorsSupply-chain VPs · 200–2,000 FTE | Harborline win + 14 sales calls | 680 | 2 of 9 wins fit | 1 campaign (draft) | OpenEdit |
Current strategy
Version history →| Recommended segment | Why | Play | Status |
|---|---|---|---|
| Churned AI-SDR buyerswithin Series B SaaS profile | Proven intent — already bought the category oncebased on your 3 fastest-closing wins | Signal-based outbound, churn trigger | ● Running |
| Teams hiring their first RevOps leadwithin Series B SaaS profile | New owner, no incumbent tooling loyalty6 of 11 replies last month came from this segment | Cold outreach, hire-trigger opener | ● Running |
| Logistics cos adopting analyticswithin logistics profile | Category spend confirmed, wedge vs incumbentmodeled on the Harborline win | New campaign — sequence awaiting your approval | Awaiting approval |
What changed in the last refresh (08-04)
| Added logistics segment after the Harborline reply thread turned into a meeting | 08-04 |
| Deprioritized financial-services segment — 0 replies from 28 sends, wrong-persona rejections | 08-04 |
| Tightened Series B profile to companies with ≥ 2 ops hires in last 90d | 07-28 |