FounderTest a market thesis without buying another seat stack
Describe a narrow segment, required evidence, and exclusions. Review a small shortlist before deciding whether the thesis deserves more research. Founder-led outbound benefits from context-rich messages, but it also needs restraint: a public event is an observation, not proof of urgency.
- Small evidence-backed account set
- Short message with a defensible reason
- Manual approval before each send
SDR leaderCoach a consistent research standard
Turn discovery habits into explicit checks for firmographic fit, technographic context, seniority, source freshness, and suppression status. Reviewers can challenge the reason an account entered the list rather than reverse-engineering an opaque score.
- Shared acceptance criteria
- Unknown fields remain visible
- Review notes support coaching
RevOpsDesign enrichment before CRM write-back
Map providers, field precedence, refresh windows, retries, and correction behavior. Test duplicates and conflicting values with known records. A waterfall can improve coverage, but only when provenance and overwrite rules remain auditable.
- Source-aware field mapping
- Scoped credentials and permissions
- Deletion and correction workflow
Outbound agencyKeep client rules from bleeding together
Separate each client’s ICP, exclusions, suppression list, sender configuration, approvals, and reporting. Document which claims came from client material and which came from external research, then keep uncertain context out of the message.
- Client-specific boundaries
- Approval record per campaign
- Outcome learning without false attribution
