Hey folks. I'm sharing something that worked for my client (B2B SaaS, Security Tech, Midmark deals $50k+)
Hope this helps all of you doing outbound.
I like to segment TAMs into 3 buckets: Tier 1, 2, and 3. This is not new for most of you. However, my GTM to each Tier is nuanced. Here's how:
- 1.
Tier 1 is decided based on the current signals stacked on top of each other. So we're bringing the signals in from different intent platforms and the top 3% of market is identified as Tier 1
- a.
GTM Strategy: Personalised Outreach using a bottom-up strategy + ABM Ads
- 2.
Tier 2 is decided based on high value accounts that do NOT display signals. These are accounts that we know are ICP and we also haven't received any response from them / had conversations with them.
- a.
We will still reach out to them using some creative offline campaigns. Stuff that Dale Dupree taught me (Crumbled letter, Trophies, etc,.)
- 3.
Tier 3 are accounts that we're not sure on ACV, or Brand. These accounts are given to Marketing for low-touch nurturing.
This approach got us ~$2M qualified pipeline in 3 months and 1 SDR. Feel free to ask any questions here or on DM.
