Using outbound to find product-market fit, not just to scale it.

Outbound can find product-market fit as well as scale it. Instead of choosing a vertical on a hunch, run short, honest conversations with buyers in several candidate sectors at once, listen for which ones recognise the problem in their own words, and move the whole effort there. It is quicker than a workshop and it produces pipeline while it answers the question.

When it is the right tool

• The product is credible but the buyer is not settled - it could sell to manufacturers, utilities or logistics, and nobody knows which first.
• Deals are large and few, so a wrong guess costs a year.
• There is someone senior who can take the conversations the discovery opens.

If the product itself is not yet working, outbound will not fix that - the readiness check is a quick way to tell.

How we ran it for LGN.AI

1. Test several sectors with real messaging.

   LGN.AI’s Neuroform keeps edge AI models accurate after deployment. Rather than pick a vertical, we took real messaging to enterprise buyers across a range of candidate sectors.

2. Let the answers decide.

   Mining and manufacturing came out strongest, with other industrial and infrastructure sectors on the same profile: distributed hardware, harsh conditions, and a high cost when a model drifts.

3. Go account-based where it lands.

   At that deal size the job is finding the one or two people inside a large organisation who can champion a change, and earning the first conversation on relevance, not persistence.

4. Stay in the room.

   We sold alongside LGN’s team, so nothing learned in discovery was lost in a handover.

What it produced

£22.2m of pipeline and £2.8m closed, contracts from six figures to eight, a seven-figure account among the largest in the pipeline, and 87 per cent of booked meetings attended - before LGN.AI’s acquisition. The case study has the detail.

What to measure while you are still looking

• Which sector answers, not how many dials were made.
• The words buyers use for the problem - they become the script.
• Who inside the account takes the second meeting; that is the real buyer.

More on selling technical products to large organisations is on deep tech selling to enterprise.