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 · System integrators
A programme sale needs the map before the list.
System integrators, consultancies and managed service providers sell programmes into enterprise IT. The sponsor who funds one and the technical evaluator who scopes it rarely sit in the same function. Two published engagements ran the research first, then built the list against it.
2 delivered engagements · 770 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 technology consultancy, system integrator or managed services provider — the third 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 |
|---|---|---|---|---|
| E-commerce and retail | Texas and New York, USA | Market Research and lead generation | 90 | 320 |
| Manufacturing and industrial | Jacksonville and Tampa, Florida | Growth lead generation | 120 | 450 |
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 both published engagements.
- VP of Digital
- Named on the Texas and New York retail engagement.
- Head of Applications
- Named on the Texas and New York retail engagement.
- Director of Digital Transformation
- Named on the Florida manufacturing engagement.
- VP Engineering
- Named on the Florida manufacturing engagement.
Why this vertical is hard
Research and list-building drift when bought apart.
The retail engagement was commissioned as market research and lead generation together, because the client needed to know where budgets were moving before deciding who to write to. Bought from two vendors, those two deliverables usually disagree — and the disagreement surfaces mid-campaign.
- One senior analyst carries the ICP from the research phase into the list, which is what removes the drift.
- The research brief covers 100+ companies, five to ten personas and ten or more competitors, at $300 per territory.
- The list is then built against the territory that was mapped, not against a fresh interpretation of it.
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 need partner and alliance contacts too.
Same research, different titles
Partnership and alliance leadership is mapped the same way as the buying centre: named on the brief, sourced across twenty-plus platforms, confirmed by a person against a live profile. What we will not do is infer a partnership function that the company does not publish.
We want the list first, research later.
That is the expensive order
A list built before the territory is defined gets rebuilt after the first campaign teaches you the territory. On the published retail engagement the research and the list were one engagement, and the brief still frames the client’s priorities two quarters on.
Our programmes are six-figure. This looks cheap.
It is one input
A Pilot is $420 for 750 verified leads in 5–7 days. It is priced as a research input to your pipeline, not as a proxy for the programme it opens. What it removes is the week your team spends assembling a list nobody checked.
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
- Enterprise IT buyers in the US, UK, EU or GCC
- Account type
- Set per programme — retail platforms and mid-market manufacturers on the published engagements
- Buying centre
- CIO · VP Digital · Head of Applications · Director of Digital Transformation
- Sequence
- Market research brief first where the territory is new, then the list
- Continuity
- The same senior analyst on both stages
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 integrators and consultancies ask first.
Should we start with market research or a lead list?
If the territory is new, research first. The published retail engagement bought both together and the brief still frames that client’s go-to-market two quarters later. If you already know the territory and only need the contacts, a Pilot at $420 is the shorter route.
Can one analyst carry both stages of our engagement?
Yes, and it is the point. On the featured California engagement one senior analyst carried the research context straight into the lead generation project. That is what removes the ICP drift when the two are bought separately.
Do you map partner and alliance networks?
We map the titles you name on the brief, including partnership and alliance leadership, against companies that publish them. Every record is confirmed by a person against the live profile and the company site before delivery, whichever function it sits in.
Book a project brief