SDR FLOW
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SDR FLOW
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Most ICP services turn one methodology into a static document. The Foundation builds one targeting framework from two evidence layers: a Strategic Fit Evidence Layer that measures where the product should win, and a Performance Evidence Layer that measures where it has won, activated when usable CRM history exists. This evidence is composed into a rigorous Targeting Framework: who to pursue, how to pursue, and the competitive landscape — with provenance on every claim.
Whether it's your first product or your fifth, the question is the same: who actually buys this, and how do we know? The Foundation answers it the same way at Series A with no CRM as it does at Series D launching a new SKU.
The strategic source of truth. Answers who, why, and how, backed by evidence rather than assertion. Every section traces to source.
The boardroom version of the strategy. Built to defend the ICP in front of a CRO, a CFO, or a buying committee. Not a glossy pitch.
Every account is graded on three layers, with a transparent score and an evidence trail.
Bound to the same ICP definition and tier the scorer assigns. Performance is always measured against the strategy that produced it.
Each asset is triangulated from product truth, buyer-role intelligence, market structure, customer voice, competitive pressure, and GTM research. The rigor is structural, not stylistic.
What buyers praise, what they complain about, which company sizes are satisfied, where competitor products create frustration. So sellers know what to say, and to whom.
Firmographic qualification, TAM viability, buyer-committee logic, need–solution mapping, competitive positioning. Benchmarked against Gartner, McKinsey, Forrester, GTMnow, Census, BEA, and NAICS. So the thesis defends itself in front of a CFO.
Each claim is tested against buyer pain, role relevance, proof strength, customer sentiment, competitor capability, and market validation. So sellers carry claims that hold up under pressure.
Every output traces to a source family: company context, capabilities, pains, value props, USPs, proof anchors, persona intelligence, buyer-decision patterns, customer evidence, competitor intelligence, benchmarks, TAM data, enrichment, and outcomes. So nothing is asserted without provenance.
The Foundation creates value before the first Dossier. It removes poor-fit accounts from the motion, clarifies which prospects matter, and gives your reps a pursuit standard they can actually operate against.
Tell us about your ICP, your motion, and your team. We'll scope the Foundation, recommend the operating plan that fits, and show how Dossier capacity maps to your reps.