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Inbound Overview (Current Situation)

How we build and qualify target account and contact lists based on campaign type.

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Current Overview

  • What: Intent signals (website visitors, LinkedIn post engagers, LinkedIn ads) are captured and enriched.
  • How Qualified: Companies are segmented into 4 categories based on size and business characteristics:
  • How Distributed: All qualified companies are assigned to BDRs by region. Use outbound HubSpot sequences + BDR outreach.
  • Who Owns:
    • GTM: Enrichment, segmentation, qualification
    • BDR Team: Engagement and campaign (sequence) building in HubSpot

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Intent Signals

All leads come from intent signals:

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Current Flow

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Process Steps

  1. Intent Signals Captured: Website Intent, LinkedIn Post Engagers, LinkedIn Ad signals flow into Baseloop
  2. First Tiering: Companies must have 200 FTEs to proceed (first tiering threshold)
  3. ICP Filtering: Auto-exclude for blocklist (customers/deals) or by further analysis (Movement —onboardings + offboardings >5/month, International Presence —operations in 2+ countries)
  4. Company Segmentation: Companies classified into one of four segments (Rapid Growth, Tech Scale-Up, Mid-Sized, Large Enterprise) - see Company Segmentation
  5. Contact Discovery: LinkedIn Sales Navigator used to search for Champions and Decision Holders (CTO included for Rapid Growth only) - see Sales Navigator Boolean Searches
  6. Email Enrichment: Email addresses found for all contacts (enrichment continues)
  7. Push to HubSpot: Enriched contacts pushed with campaign attribution
  8. BDR Assignment: Companies assigned to BDRs by region (round-robin based on HQ country)
  9. Engagement:
    • Large Enterprise: HubSpot sequences only (not email sequencer e.g. Smartlead)
    • Other segments: Direct BDR outreach (calling) + automated emails under Victor’s name (fully stopped)
    • AI email suggestions are fully stopped

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Regional Assignment

6 BDRs split by region:
  • EMEA (Amsterdam): 4 BDRs
    • Sava - Certain EMEA territories
    • Lorenzo - Germany
    • Cenay - Other EMEA
    • Aleksandra - Eastern Europe, Baltics, France
  • US: 2 BDRs
    • Pablo - US
    • Graham - US
Distribution Logic:
  • Companies assigned at company level (not contact level)
  • Primary field: Country of HQ (HubSpot property)
  • Countries outside specific BDR regions → round-robin between EMEA BDRs

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Company Segmentation & Contact Tiering

First tiering threshold: Companies must have 200 FTEs to proceed with segmentation. Companies are then segmented into 4 categories (not tiers):
  • Rapid Growth: 250-500 FTEs, VC-backed tech companies
  • Tech Scale-Up: 500-1500 FTEs, established tech companies
  • Mid-Sized: 500-1000 FTEs, traditional businesses
  • Large Enterprise: 1500+ FTEs, public companies
Contact tiering refers to Champions vs Decision Holders (persona-based). The process is: Champions first, then Decision Holders. CTO inclusion varies by company size: Rapid Growth startups include CTO in Decision Holders, while bigger companies (Tech Scale-Up, Mid-Sized, Large Enterprise) do not include CTO. See Company Segmentation for detailed classification logic.

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Email Generation

  • Email enrichment (finding emails) continues for all segments
  • AI email writing/generation has stopped completely
  • Large Enterprise: Uses HubSpot sequences only (not Smartlead)
  • Other segments: Direct BDR outreach + Smartlead automated emails under Victor’s name
Last updated: Dec 12, 2024 · By: Alex - GTM Team