Happy to share from my experience. We sell into mid-market and enterprise accounts, and timing makes a big difference for us. 1. How do we prioritize accounts? Mostly based on ICP fit, deal potential, existing relationships and what’s happening inside the account right now. A great-fit account isn’t necessarily a priority if there’s no reason to engage today. 2. What signals make us reach out? New projects, hiring, expansion, leadership changes, funding, acquisitions, technology changes and previous conversations. Hiring is particularly useful when it’s directly related to the services we provide. 3. What works and what’s noise? Real business events are the strongest signals. Generic intent data and things like a single website visit are usually too noisy on their own. Context matters much more than an isolated signal. 4. Have we found opportunities too late? Definitely. We’ve found out about projects after the client had already selected a vendor or started implementation. In many cases, the trigger was actually visible earlier, we just didn't connect the dots quickly enough. 5. How much is in the CRM? The CRM has the relationship history, previous conversations and opportunities. But most of the useful “what’s happening right now” intelligence still comes from LinkedIn, job postings, company news, referrals and conversations with people in our network. 6. What’s hardest? For me, it’s knowing when to approach and why now. Finding accounts and contacts is relatively easy. Understanding what changed inside the company and having a genuine reason to start the conversation is much harder. The ideal would be something that tells me: “This account just changed in a way that creates a potential opportunity, and here’s why.”
Hi everyone, I’m Kunal Sharda, Co-Founder at Newlight Solutions, where we build and implement automation solutions across AI, low-code and enterprise technology. Over the last few years, I’ve spent most of my time working with engineering and enterprise teams on how to automate software delivery and make complex technology easier to build and operate. I’m also building Stride 🚀, an AI-native workspace for software teams. Stride brings AI agents, software development, testing, and collaboration into one workspace, helping teams move from an idea to production faster. It can generate test cases, work with your existing tools and APIs, and use AI agents to take on parts of the software delivery lifecycle rather than simply acting as another coding assistant. Would love to connect with other founders, engineering leaders, developers, RevOps/SaaS folks and AI builders here, especially anyone exploring how AI can fundamentally change the way software teams work. 🔗 LinkedIn: linkedin.com/in/kunalsharda 🚀 Stride: stride.page Always happy to connect, exchange ideas, and learn what others are building.
Hi everyone, I’m Kunal Sharda, Co-Founder at Newlight Solutions, where we build and implement automation solutions across AI, low-code and enterprise technology. Over the last few years, I’ve spent most of my time working with engineering and enterprise teams on how to automate software delivery and make complex technology easier to build and operate. I’m also building Stride 🚀, an AI-native workspace for software teams. Stride brings AI agents, software development, testing, and collaboration into one workspace, helping teams move from an idea to production faster. It can generate test cases, work with your existing tools and APIs, and use AI agents to take on parts of the software delivery lifecycle rather than simply acting as another coding assistant. Would love to connect with other founders, engineering leaders, developers, RevOps/SaaS folks and AI builders here, especially anyone exploring how AI can fundamentally change the way software teams work. 🔗 LinkedIn: linkedin.com/in/kunalsharda 🚀 Stride: stride.page Always happy to connect, exchange ideas, and learn what others are building.
