Industries · IT services
Delivery capacity sold to a CIO
Your buyer is a technology function inside an industry you do not work in. Three published engagements mapped that buying centre in three sectors.
Industries · B2B SaaS
Software is evaluated by a committee. Map all of it.
A B2B SaaS purchase is run by the people who will use it and signed by someone else. One named contact per company is not a list a campaign survives. Two published engagements mapped the full committee across 210 California companies.
2 delivered engagements · 980 verified leads · 210 companies mapped
- 92%+
- Deliverability target
- Stated guarantee · 2026
- 750
- Verified leads, Pilot
- 250 companies · 3 contacts each · 2026
- 5–7d
- Turnaround
- From a confirmed brief · 2026
Delivered work
Two engagements, published in full.
You are a B2B SaaS product company — the first of the three client types on the industries page. This is a page about your buyers.
Each row below is a project that shipped, and each opens the case study it came from. A vertical with nothing behind it would be a claim rather than a capability, so this table is generated from the engagements — not written.
| Engagement | Market | Package | Companies | Verified leads |
|---|---|---|---|---|
| Venture-backed startups | California, USA | Market Research, then Growth lead generation | 110 | 480 |
| Technology and SaaS | California, USA, with India R&D mirror | Growth lead generation | 100 | 500 |
Who we work with — see how the two lists are told apart.
The buying centre
The titles an analyst actually researched.
Not the titles this vertical probably has. Every row below appears in the persona research on an engagement above, and each says which one.
- CTO
- Named on both California engagements.
- VP Engineering
- Named on both California engagements.
- Head of Data
- Profiled on the Series B AI and data SaaS engagement.
- Head of AI
- Profiled on the developer tooling engagement.
- CEO or Co-Founder
- Reachable at this company size, and often the signer.
- Head of Talent Acquisition
- Mapped where hiring signals qualified the account.
Why this vertical is hard
One contact per account is not a SaaS list.
Software is adopted by an engineering or data team, budgeted by a function head, and signed above both. A file with one contact per company puts your first email in front of whichever of the three the database happened to hold.
- Three contacts per company on a Pilot, five across three seniority levels on Growth.
- Titles are mapped by function, not by seniority alone — a VP Engineering and a Head of Data are different reads on the same account.
- Where hiring was the buying signal, the roles doing the hiring were mapped alongside the evaluators.
How we verify
Four stages. A person at every one.
| Stage | What happens | Artifact produced |
|---|---|---|
| 01 Brief | A 30-minute Project Brief call with a senior analyst — not an SDR — to scope the ICP, territory, titles, volume and timeline. Ten fields, all required before research begins. If the brief shows we are not a fit, we say so before any work starts. | The signed research brief |
| 02 Source | Analysts map the territory across twenty-plus sources — ZoomInfo, Apollo, Clay, LinkedIn Sales Navigator, Cognism, Lusha, Crunchbase, PitchBook and company websites — triangulated rather than exported. Accounts outside the brief are dropped here. | The raw master source sheet |
| 03 Verify | Every contact is cross-checked by a person against LinkedIn and the company website: current role confirmed, employer matched, email format validated. The date of that check is recorded on the row. SMTP-only verification is the floor, not the ceiling. | The LinkedIn cross-check log |
| 04 QA and deliver | A 10% spot-check by a second person, with zero QA failures permitted — anything that fails goes back to the analyst. Records that cannot be confirmed are removed, not shipped as Pending. Then a CRM-ready XLSX and CSV with a count summary. | The QA spot-check sheet |
What buyers ask first
Three trade-offs we do not make.
We already export from a database.
Export is not a check
An export tells you a record existed when the database last crawled it. It does not tell you the person still holds the title. A researcher opens the profile and the company site, confirms both, and writes the date of that check on the row.
Our ICP moves every quarter.
So does the brief
The ICP is pressure-tested on the Project Brief call before any sourcing starts, and it is re-agreed on every project. On a Scale subscription there is a quarterly ICP review built in. Nothing is sourced against last quarter’s definition.
We only need the technical evaluator.
The evaluator rarely signs
On both California engagements the client asked for the buying committee rather than one title, because an engineering lead who likes the product still has to route it upward. You can scope the file to one title. We will tell you what it costs you in reply rate.
What the brief locks
Agreed in 30 minutes, before any sourcing starts.
A senior analyst runs the Project Brief — not an SDR. These are the fields that decide the file in this vertical. If the brief shows we are not a fit, we say so before any work begins.
- Geography
- California and the wider US on the published engagements; UK, EU and GCC on request
- Company band
- Series B and C under $200M revenue, on the developer tooling engagement
- Buying centre
- CTO · VP Engineering · Head of Data · Head of AI
- Signals
- Hiring signals matched to your ICP, where they change which accounts qualify
- Cross-border
- India R&D leadership mirrored for US firms running split engineering
Nearby verticals
Adjacent work, published the same way.
Industries · EdTech
Districts and institutions buy on a committee
A single named contact per district is not a usable list. One published engagement across two of the largest US education markets.
FAQ
What software companies ask before briefing us.
Can you map buying committees at pre-IPO software companies?
Yes. The two published engagements ran at Series B and C companies and averaged between four and five contacts per account. Below roughly 50 employees the committee collapses into the founders, and we say so rather than pad the file with three variations of the same person.
Do you cover engineering leadership in India for US software firms?
Yes. On the developer tooling engagement, where a startup ran R&D in two countries, we mirrored the persona research across both geographies rather than flattening the account into a single US record. Ask for it on the brief — it changes the sourcing, not the price.
What does a SaaS list actually contain?
Company name, domain, employee band, HQ country and sector; contact name, exact job title and LinkedIn URL; a verified work email and a direct line where one exists; the date the LinkedIn cross-check was completed; and the verification status. Same fields on every package.
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