Sectors
Outsourced SDRs for technology firms and Microsoft partners.
Automation, reporting and platform propositions sold to IT leadership inside established firms: law, investment, recruitment, private equity. A considered sale to a sceptical buyer who has heard every pitch. What is different, and what it took.
Technology firms selling into established businesses face a buyer who is busy, technical and tired of being sold to. The first conversation has to be specific to their systems and their problem, or it does not happen. That specificity is research, and research is what the platform does before anyone dials.
What is different about this market
- The buyer is IT leadership - Partner and Head of IT, IT Director, CTO - and they can tell within a sentence whether the caller understands their stack.
- The proposition is usually a change to how work is done, not a product. The conversation is about the manual process, the report that takes a week, the data across three systems, not the licence.
- Established firms move deliberately. The cadence has to survive a long quiet and stay specific when it comes back round.
- Partner ecosystems help. A Microsoft partner has a shared language with the buyer’s existing estate; the opener should use it.
What running it taught us
For HG Technology, a Microsoft partner delivering business improvement through Power Automate and Power BI, we built the targeting and the messaging from scratch and took the proposition into UK professional services - five hundred accounts worked, every meeting reached IT leadership, and the meetings landed inside established law, investment, recruitment and private equity firms. The client’s own words are on the case study.
Who gets called
The person who owns the systems and feels the manual work: Head of IT, IT Director, CTO, and in partner-led firms the Partner with the technology brief. The board is built from signals - a new ERP or CRM, a finance system migration, a reporting hire, an office move - that say the work is about to be done one way or another.
The playbook from this campaign, written up for anyone selling technology into the mid-market, is in how to get meetings with IT directors.
Do you work with SaaS companies as well as services firms?
Yes. The case studies include a platform company selling to enterprise and a Microsoft services partner; the method - a board built from signals, a rep who knows the language, a manager on the calls - is the same.
Do your reps understand the technology?
They understand the buyer’s problem and the language of the stack well enough to open a conversation and qualify it. The technical depth belongs to your closer, in the meeting.
Which firms are worth calling?
The ones with a signal. Size and sector put a firm on the long list; a migration, a hire, a merger or a new office puts it on the board.
The other markets we have sold into: B2B software and SaaS, healthcare and the NHS, finance software, deep tech selling to enterprise, agencies and estate agents. All of them are on the sectors page.
Selling to IT leadership? Bring the market.
Fifteen minutes on which firms, which titles and which signal to open with.
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