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 · Manufacturing and industrial
The revenue band was the whole brief.
Mid-market manufacturers mapped across the Jacksonville and Tampa corridor for an industrial software vendor, against a $100M–$300M revenue benchmark. Funded enough to run a transformation programme, and operationally nothing like an enterprise account.
1 delivered engagement · 450 verified leads · 120 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 industrial or manufacturing technology. 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 |
|---|---|---|---|---|
| Manufacturing and industrial | Jacksonville and Tampa, Florida | Growth lead generation | 120 | 450 |
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.
- CIO
- Named on the Florida manufacturing engagement.
- VP Engineering
- Named on the Florida manufacturing engagement.
- Director of Digital Transformation
- Named on the Florida manufacturing engagement.
Why this vertical is hard
A filter cannot express a revenue band.
Manufacturers large enough to fund a transformation programme behave nothing like enterprise accounts and take a different pitch. The band is the qualification on this brief, and a database filter applied once is not the same as a band checked per company.
- Every account measured against the $100M–$300M benchmark rather than filtered into it.
- Three roles mapped per account — the technology owner, the engineering lead and the transformation sponsor.
- Accounts outside the employee band, sector or geography in the brief are dropped at sourcing.
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.
Plant contacts are not online.
The buyers are
The roles that sign for industrial software — CIO, VP Engineering, Director of Digital Transformation — maintain current profiles and appear on the company site. Those are the titles the published engagement mapped, and they are the titles we will confirm.
We want the whole corridor.
Bounded, then counted
The published engagement mapped 120 manufacturers across two Florida metros against a revenue benchmark. Widening the geography without widening the band produces a longer file at the same quality. Widening both produces a longer file at lower quality, and we will say which one you are asking for.
Can you match our existing account list?
That is hygiene, not new work
If you already hold the accounts and the contacts have decayed, database hygiene is the cheaper answer: $145 per 1,000 records, 3–5 days, with a per-record diagnostic rather than just a cleaned file. New territory is a lead generation project. Most industrial vendors need both, in that order.
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 industrial corridors — Jacksonville and Tampa on the published engagement
- Company band
- $100M–$300M revenue, checked per account rather than filtered once
- Buying centre
- CIO · VP Engineering · Director of Digital Transformation
- Depth
- Three roles per account, not one contact per company
- Exclusion
- Enterprise accounts above the band, where your pitch does not fit
Nearby verticals
Adjacent work, published the same way.
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.
FAQ
What industrial vendors ask before briefing us.
Can you qualify manufacturers on revenue rather than headcount?
Yes, and the published Florida engagement did exactly that — a $100M–$300M revenue benchmark rather than an employee band. Revenue, headcount and funding stage are all fields on the brief, and whichever you set is the one accounts are measured against.
Do you cover industrial IoT and factory automation buyers?
The published engagement mapped the technology leadership funding digital transformation at mid-market plants, which is the buying centre for industrial IoT and automation software. Name the initiative on the brief and it narrows which accounts qualify.
How many contacts do we get per manufacturer?
Three per company on a Pilot and five across three seniority levels on Growth. The published Florida engagement delivered 450 verified leads across 120 companies, a little under four each. We deliver the roles we could confirm, not a fixed quota per account.
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