Selling to technical buyers is a different game.
A company might seem like a great match for what you're looking for. They're in the right field, have the right number of employees, and are at the right stage with their funding.
But that doesn't mean they're a potential customer.
Imagine being able to take a peek at what's going on inside their engineering team before you even make contact.
I have been working on a project at Technography.ai, here is what we are building.
For every account, the platform pulls together:
Opportunities
It finds jobs that are currently open and related to what you're selling.
Identifies technology adoption and infrastructure changes.
Connects multiple signals to surface potential use cases.
Buying Committee
Identifies relevant people within the organisation.
Matches technical decision-makers to the opportunity.
Evidence Timeline
GitHub activity.
Technology adoption and migration.
Product launches.
Hiring movements.
Developer discussions and other technical signals.
Rather than just saying a company is a good match, it explains to your sales team why they might really need what you're offering at this moment.
Contextual outreach
This is the part I particularly care about.
It looks at the signals and creates outreach messages that talk about what the company is really working on, the systems they are using, and the challenges they might be dealing with.
Tired of getting emails that start with "Hey, we've noticed you're doing great work at X".
The idea is simple:
Don't just look for companies that match your ideal customer profile. Find ones where what's going on in their engineering department gives you a good excuse to reach out to them.
I'm curious about a few things:
If you're creating a company that focuses on AI or tools for developers, having insights like this could be really helpful for the people in charge of sales. They could use this information to better understand their customers and make more informed decisions.
Would you use this to prioritise outbound accounts?
So what changes would you make to this? What's missing that would make it really useful and something you can't live without?
I want to hear straight-up honest thoughts from people who have started companies and those working on getting their products to market in this area. Founders and GTM teams, what do you really think?
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