Sectors
Outsourced SDRs for deep tech selling to enterprise.
A technical product, a large buyer, and a sale that has to be account-based from the first call. We took an edge-AI framework from uncertain product-market fit to a validated enterprise pipeline. What is different, and what it took.
Deep tech sells to a few hundred accounts, not a few thousand, and each one has several people who have to agree. The work is account-based from the start: the right accounts, the whole buying group inside each, and a cadence that reaches all of them with one consistent story. Volume outbound does not work here; considered outbound does.
What is different about this market
- Product-market fit is often still being found. The first quarter of outbound is as much research as selling: which accounts respond, which titles, to which framing.
- The buying group is wide - engineering, product, procurement, sometimes a partner - and the sequence has to reach several of them without reading as a campaign.
- Attendance matters more than volume. A booked meeting with a senior engineer who does not turn up costs more than no meeting.
- The story has to be technical enough to be credible and simple enough to be repeated inside the account by someone who is not an engineer.
What running it taught us
For LGN.AI, creators of a continuous-learning framework for edge AI, we ran an account-based programme that took the company from uncertain product-market fit to a validated enterprise pipeline: £22.2m built from the accounts opened, £2.8m closed from it, an 87 per cent attendance rate on booked meetings, and a seven-figure account, among the largest in the client’s pipeline - right up to the point the technology was acquired. The client’s own words are on the case study.
Who gets called
A named list of accounts, agreed with you, and inside each the engineering lead, the product owner and the person who signs. The reason to call is specific to the account - a hiring pattern, a public commitment, a partner announcement - and the same reason runs through every touch to every person in the group.
How the discovery work found the market, step by step, is in using outbound to find product-market fit.
How technical are your reps?
Technical enough to hold the first conversation with an engineering lead and to know when to hand over. The depth is your founders’ and belongs in the meeting.
How many accounts does an account-based programme work at once?
Fewer than you would think and more than you would run by hand. The board is built from a named list and worked in waves, so every account gets the whole cadence rather than one email.
Can you help us find product-market fit?
We can tell you quickly which accounts and titles respond to which framing, which is most of what finding it consists of. The engagement above started there.
The other markets we have sold into: B2B software and SaaS, healthcare and the NHS, technology firms and Microsoft partners, finance software, agencies and estate agents. All of them are on the sectors page.
Enterprise pipeline, account by account.
Fifteen minutes on the accounts, the titles and the first reason to call.
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