One engine. A playbook tuned to how your market actually buys.
You do not pay for a bespoke build or an implementation project. The scoring model, the priority queue and the outreach sequence stay the same everywhere - only the weighting, the pace and the angle change, configured once in Settings rather than rebuilt from scratch.
Four things a playbook changes
Nothing about the platform is rebuilt per vertical. A playbook is a starting configuration for four things you can already edit in Settings.
The ICP
Which roles, company sizes and geographies count as a fit for this vertical, and which are automatic disqualifiers.
The weights
Which of the nine scoring factors carry more, or less, weight for this vertical - and why.
The pace
How fast or slow the four-day outreach sequence needs to run to match a genuinely faster or slower buying cycle.
The angle
What the AI-drafted opener prospects with - the outcome this buyer actually cares about, not a generic pitch.
Twelve industry playbooks
Each one re-weights the nine scoring factors, re-orders the ICP disqualifiers, and re-paces the outreach sequence for how that market actually buys.
SaaS & Software
CTO, VP Engineering, Head of Product, VP Sales
Weighs technical fit and seniority over company size - SaaS buyers range from ten-person startups to thousand-person platforms, and the person who says yes is usually an engineering or product leader, not a title on an org chart.
View the playbookFintech & Payments
Head of Compliance, CTO, VP Risk, Director of Payments
Weighs industry-specific regulatory fit and verified contact detail over company size, because a compliance officer with the wrong licence type is a wasted conversation no matter how senior they are.
View the playbookEcommerce & Retail
Head of Growth, VP Marketing, Ecommerce Director, Director of Merchandising
Trades some emphasis on seniority and company size for geography and outsourcing probability - retail decisions are made further down the org and vary hugely by region and by whether the brand already outsources its marketing.
View the playbookHealthcare & MedTech
VP Clinical Operations, CMIO, Director of IT, Chief Compliance Officer
Pushes weight hard onto industry match and verified contact detail, because healthcare gatekeeping means a partial or generic contact record almost never converts into a real conversation.
View the playbookLogistics & Supply Chain
VP Operations, Head of Supply Chain, Logistics Director, Director of Procurement
Leans harder on company size and geography than the default model, because logistics buying power tracks fleet and warehouse footprint, and route coverage decides whether a vendor is even relevant.
View the playbookManufacturing
VP Operations, Plant Manager, Director of Procurement, COO
Pushes weight onto role and company size, and pulls it hard off AI/digital-transformation fit - manufacturing decisions sit with a small number of senior operators and digital maturity varies enormously by plant.
View the playbookProfessional Services
Managing Partner, COO, Head of Business Development, Practice Lead
Raises role and services-to-needs alignment above default and pulls weight off company size, because in a professional-services firm the partner is almost always the real buyer, whatever the firm’s headcount.
View the playbookMarketing Agencies
Founder/CEO, Head of Client Services, VP Growth, Agency Owner
Raises outsourcing probability well above every other factor, because an agency’s entire model is reselling capability it does not build in-house - everything else, including geography and size, matters far less.
View the playbookStaffing & Recruitment
VP Talent Acquisition, Head of Recruiting, Agency Owner, Director of People
Raises industry match, outsourcing probability and contact completeness above default, because staffing firms live and die on headcount volume and a verified direct line to the recruiter, not a generic HR inbox.
View the playbookEdTech & Education
Head of L&D, VP Product, Dean of Academic Affairs, Director of Technology
Raises geography and AI/digital-transformation fit above default and softens company size, because education budgets are tied to region-specific funding cycles and buyers are actively evaluating AI adoption right now.
View the playbookReal Estate & PropTech
VP Operations, Director of Technology, Broker-Owner, Head of Portfolio Management
Raises geography and company size well above default and pulls weight off technology and AI fit, because real estate decisions are made market by market and digital maturity still varies widely across the industry.
View the playbookTravel & Hospitality
VP Revenue Management, Director of Operations, Head of Guest Experience, General Manager
Raises geography and services-to-needs alignment above default and softens role slightly, because hospitality decisions are destination-specific and often made by an operations team rather than a single senior title.
View the playbook
Built around how you sell, not just what you sell
The same platform, configured for the shape of your team rather than the industry you're selling into.
For sales teams
Turn a shared spreadsheet into a ranked, owned queue that every rep works from the same way.
Learn moreFor agencies
Run a distinct ICP and weighting per client, without building a separate process for each one.
Learn moreFor recruiters
Score candidates and hiring companies against the same explainable model, not a gut feeling.
Learn moreFor founders
Run your own first sales motion without hiring a team before you know what a good prospect looks like.
Learn more
From one outreach owner to a distributed team
Distribution and daily limits scale with the team - the scoring model underneath never changes.
Solo & founder-led
1 outreach owner
One person, one queue. The scoring model replaces the judgement call you would otherwise be making alone.
Small team
2–10 outreach owners
Round-robin or capacity-based distribution keeps the queue fair without a manager slicing a spreadsheet by hand.
Distributed team
10+ outreach owners, multiple segments
Criteria-based allocation and multiple ICP configurations keep segments and territories from colliding.
Questions about the playbooks
How much actually changes between them, and what to do when none of them is your business.
Not sure which one fits?
Tell us what you sell and who buys it. We will point you at the closest playbook, or tell you it is a poor fit.
How different are the industry playbooks, really?
The engine is identical - the same nine factors, still totalling 100. What changes is the weighting. For marketing agencies, outsourcing probability goes from 10 points to 22 because an agency’s whole model is reselling capability. Every playbook shows what moved and why, so you can judge whether we read your market correctly.
My business does not match any of these. Does it still work?
Yes. A playbook is a starting set of weights, not a requirement. Start from the closest one, run a real list, and adjust from what the scores tell you - that is how the tuned playbooks were arrived at in the first place.
Can different segments have different weights at the same time?
Yes. A team selling into two markets can run both, each with its own ICP and its own weighting, and each queue stays sorted on its own terms.
How long until the weights are right for us?
Usually one real list and one honest conversation about which prospects you would actually have called. Most teams change two or three weights after the first run and then leave them alone.
Start here
Bring one export. Leave with a ranked queue.
Tell us how your team sources and qualifies today, and we will show you the scored, ranked, owner-assigned queue that comes out the other side - and what it replaces.
Not ready to talk? Start the 14-day trial on your own list instead.
- 14-day free trial
- No credit card
- A person replies within 24 hours