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.
Industries · IT services
You sell delivery. The buyer sits inside someone else’s industry.
An IT services or outsourcing firm sells capacity, and the person who buys it runs technology at a manufacturer, a hospital group or a retailer. The titles repeat across sectors. The organisations around them do not. Three published engagements mapped exactly that buying centre.
3 delivered engagements · 1,010 verified leads · 270 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
Three engagements, published in full.
You are an IT services, software development or outsourcing firm — the second 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 |
|---|---|---|---|---|
| Manufacturing and industrial | Jacksonville and Tampa, Florida | Growth lead generation | 120 | 450 |
| Healthcare and pharma | UAE and the wider GCC | Growth lead generation | 60 | 240 |
| E-commerce and retail | Texas and New York, USA | Market Research and lead generation | 90 | 320 |
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.
- CIO
- Named on all three published engagements.
- VP Engineering
- Named on the Florida manufacturing engagement.
- Director of Digital Transformation
- Named on the Florida manufacturing engagement.
- VP of Automation
- Named on the GCC healthcare engagement.
- Head of Applications
- Named on the Texas and New York retail engagement.
- VP of Digital
- Named on the Texas and New York retail engagement.
Why this vertical is hard
The titles repeat. The organisations do not.
A CIO at a Florida manufacturer, a Director of IT at a Gulf hospital group and a Head of Applications at a US retailer are all buying delivery capacity. What they own, who they report to and who else has to agree differs in each. That reading is the research.
- Accounts are qualified on the band in the brief — the Florida engagement ran a $100M–$300M revenue benchmark, checked per company.
- Persona depth is set per account rather than one contact per company.
- Accounts with no active programme are dropped at sourcing, not delivered as filler.
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.
Our SDRs can build this themselves.
They can. It costs a week
Salesforce puts 60% of a rep’s time on non-selling tasks (State of Sales, 7th ed., 2026). List building is the part of that you can hand over without losing anything. The brief takes 30 minutes; the file arrives in 5–7 days.
We need enterprise logos, not mid-market.
Name the band, then
The band is a field on the brief, not an assumption we make. The published Florida engagement ran a $100M–$300M benchmark because that is what the client sold to. Set it wherever your delivery practice actually wins, and accounts outside it are dropped rather than delivered.
We do not know that industry.
That is the engagement
Three published engagements ran into manufacturing, healthcare and retail on behalf of technology firms who did not work in those sectors. The market research brief exists for exactly this: territory map, personas and competitor landscape, before you commission a list.
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
- US, UK and EU enterprises buying outsourced technology services
- Company band
- Set per project. $100M–$300M revenue on the published manufacturing engagement
- Buying centre
- CIO · VP Engineering · Director of Digital Transformation
- Sectors
- The industries your delivery practice already has references in
- Qualifier
- An active programme or transformation budget, evidenced before the account qualifies
Nearby verticals
Adjacent work, published the same way.
Industries · Manufacturing and industrial
Mid-market plants, not enterprise accounts
A revenue band is a qualification, and it has to be checked per company. One published engagement across the Jacksonville and Tampa corridor.
FAQ
What IT services firms ask before briefing us.
Can you map enterprise IT buyers in a sector we have never sold into?
Yes, and it is most of what the published engagements are. Where the territory is new, start with the market research brief: 100+ companies mapped, five to ten personas profiled, ten or more competitors analysed. $300 per territory. Then commission the list against what it finds.
Do you find staff augmentation and dev partner buyers specifically?
We map the technology function that owns the budget: CIO, VP Engineering, Director of Digital Transformation. Whether a given account is currently shopping for a delivery partner is a signal we can look for where one is public, not a status we will claim on every row.
We sell into the US from India. Does that change anything?
Not to the research. Our clients are in India, the US, the UK, the GCC and the EU, and the markets we research into are the US, UK, Europe and the Middle East. Invoices are raised in INR or USD, with GST added at 18% only on domestic invoices.
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