Industries · B2B SaaS
Software sold to a committee
Engineering, data and product leaders evaluate the same purchase. Two published California engagements mapped all three at every account.
Industries · EdTech
One contact per district is not a usable list.
K-12 districts and university institutions mapped across Texas and California for a learning platform vendor. Institutional education buys on a committee and on a budget cycle, so the file has to carry the committee and arrive with the cycle.
1 delivered engagement · 300 verified leads · 75 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
One engagement, published in full.
You sell learning software. This is a page about the market you sell into, not about your own company.
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 |
|---|---|---|---|---|
| EdTech | Texas and California, USA | Demand generation campaign support | 75 | 300 |
What we research into — 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 the Texas and California EdTech engagement.
- VP of Applications
- Named on the Texas and California EdTech engagement.
- Head of Digital Learning
- Named on the Texas and California EdTech engagement.
Why this vertical is hard
The committee is the account.
A district evaluates a learning platform across technology, applications and academic leadership, then buys on a budget cycle that does not move for your quarter. The client on the published engagement arrived holding data with one contact per district, which is why it had not worked.
- Four contacts per institution on average across the published engagement — 300 leads across 75 institutions.
- Delivered on a campaign cadence rather than as one drop, to sit with the buying cycle.
- K-12 districts and university institutions researched as different structures, not one education segment.
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.
Institutional cycles take a year.
So the list is dated
A file built for a cycle that starts in two quarters has to still be right when it starts. Every row carries the date of its LinkedIn cross-check, and a hygiene pass re-verifies the file before the cycle opens, at $145 per 1,000 records.
Public directories already list every district.
They list the switchboard
A district directory gives you the institution and a general contact. It does not give you the person evaluating learning software this year, their exact title or a work email that reaches them. That gap is what the engagement closed.
Academic leadership will not answer cold email.
Which is why titles matter
The published engagement mapped CTOs, VPs of Applications and Heads of Digital Learning — the committee that actually evaluates learning SaaS at institutional scale. We research who evaluates. What you send them stays your call, and we do not send it for you.
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
- Texas and California on the published engagement; other states on request
- Account type
- K-12 districts and university institutions, researched separately
- Buying centre
- CTO · VP Applications · Head of Digital Learning
- Cadence
- Campaign cadence, aligned to the academic budget cycle
- Depth
- The evaluating committee, not the single procurement contact
Nearby verticals
Adjacent work, published the same way.
Industries · System integrators
Programmes sold to a sponsor and an evaluator
A programme sale needs the territory mapped before the list is built. Two published engagements ran the research first, then the contacts.
FAQ
What EdTech vendors ask about institutional buyers.
Do you research K-12 districts and universities differently?
Yes. They are different structures with different committees, and the published engagement covered both across Texas and California. A district is mapped through its technology and academic leadership; a university institution through its applications and digital learning functions.
Can the file be delivered in batches across a campaign?
Yes. The published EdTech engagement was delivered on a campaign cadence rather than as a single drop. A Scale subscription formalises that at 1,000 verified leads a month in weekly 250-lead batches.
Do you provide student or parent contact data?
No. We build business contact data for B2B outreach — named decision makers at institutions, sourced from public business directories, company websites and licensed platforms. Consumer data is outside what we research, and we will say so on the brief rather than after it.
Book a project brief