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How we work · What we build · Step 02

Spend rep time on accounts with a real reason to talk

Signals back-tested on your own deals, then checked on accounts the analysis never saw. Signal testing works today. Custom intent models are being built.

Book a call30 min · no prep needed
Step 01ConnectStep 02PrioritizeStep 03ShipStep 04Improve

What you're after

01

The right accounts this week

"Which accounts have a new reason to talk this week?" answered from signals that held up.

02

Signals you can defend

Each one tested on your own history before a rep acts on it.

03

The right touch for each account

For your best-fit accounts the question is which message and which channel, right now.

04

Less spend on noise

Signals that don't predict anything get dropped, including ones you pay for.

What a back-test shows

Every candidate signal is checked against past deals, then on accounts the analysis never saw. Illustrative. Companies, people and numbers are fictional.

SignalMeeting rate vs baseline on past dealsHeld up on unseen accounts?What we do with it
New VP Operations in the last 90 days3.1×YesKeep. Route to SDRs within the week.
2+ pricing-page visits in a week2.4×YesKeep. Combine with the fit tier.
Webinar attendee, last 6 months1.6×WeakUse only alongside a stronger signal.
Third-party intent topic1.1×NoDrop it.

What a rep sees on the account

The signals that hold are written to the CRM with the reason, so a rep knows why the account is flagged. Illustrative:

Account: regional distributor, 900 employees, tier 1
Flag: New VP Operations, started 41 days ago
Why it matters: 3.1x meeting rate on past deals,
  held up on unseen accounts
Timing: peak-season planning window (Q3 into Q4)
Argument to use: peak-season readiness
Owner: SDR, first touch due this week

What runs today, and what's coming

Account intelligence

What's happening at each target account, researched and summarized where reps and agents can use it.

Candidate signals from your own deals

Pulled from won and lost calls, websites, job posts and the data you already pay for.

The back-test

Each signal checked against past deals, then again on accounts held back from the analysis.

Account tiering

Tiers from fit plus the signals that held, refreshed on a schedule.

Custom intent modelsIn progress

Signals that hold, combined into a model of in-market behavior built on your own wins.

Next action per accountIn progress

What to do next on each account, from what has worked before.

From a signal to a rep's queue

Part of step 2, Prioritize by revenue impact.

  1. Step 011

    Connect your data

    Signals land in the warehouse next to your activity and deals.

  2. Step 022

    Prioritize by revenue impact

    Signals that hold decide which accounts a play goes to.

  3. Step 033

    Ship into the tools your team uses

    Flagged accounts and the reason reach reps in the CRM and their queue.

  4. Step 044

    Keep improving

    Each signal is retested at each review.

Teams that act on it

Sales development

A short list each week of accounts with a reason to talk.

Read more

Marketing

Ad and nurture audiences built on signals that held.

Read more

Sales

Which open deals show new movement, and why.

Read more

Why reps ignore intent data

A vendor score
  • A number you can't inspect
  • Tested on somebody else's customers
  • Tells you who, never why
Your own back-test
  • Tested on your own deals
  • Checked again on accounts it never saw
  • Every flag shows the signal behind it
Where to start

GTM AI Bootcamp

Signal back-tests run inside the bootcamp's play analysis, on your own deals, and decide which accounts the first play goes to.

Book a callSee GTM AI Bootcamp

Before you book

Do you have a custom intent model running today?

Not yet. Signal testing and tiering work today. We'll show you where intent models stand before you buy anything.

Do we have to drop our intent vendor?

No. We test their signals next to yours and keep what predicts movement.

How much history does a back-test need?

We use your full history where it exists, because a signal has to be tested on accounts the analysis never saw. If your volume can't support that test, we tell you before we start.

Will reps get flooded with alerts?

No. Only signals that held up reach them, with the reason attached.

Where's your line stuck?

Find out which signals predict your deals

30 minutes. Bring the signals you already pay for, and we'll tell you how we'd test them.

Book a call