The Call
You speak. We listen.
A 30-min call about your ICP.
Walk us through how you qualify and evaluate fit — who shows up as a good customer for your sales team, and why. Pair the call with a CRM export, closed-won list, or closed-lost list (any one of these is enough) to ground the conversation in real accounts.
Try the ICP capture flow → See the exact questions we'd ask on a call — the interactive ICP definition tool.- Auto-transcribe via Fathom — and extract every insight from the call
- Pull out dozens of signals from natural speech — facts, frustrations, and what you meant but didn't say
- Classify each as must / should / nice
- Identify the named accounts you cited as true-fits
- Cross-reference against your CRM and closed-won / closed-lost (if shared)
The ICP
Capturing the attributes of your ICP.
Evaluate the compiled ICP.
Every attribute carries its rule, its priority, and the reason it's in the ICP. Read it line by line — confirm what's right, flag what's wrong. This document becomes the contract for everything we build downstream, so it's worth getting precise.
- Compile a precise ICP rule-set — each attribute with its rule, priority, and stated rationale
- Cross-reference against thousands of prior builds for reusable patterns
- Map your true-fits onto our 200M-company graph
- Pre-flag where coverage will need supplementation
| ATTRIBUTE | RULE — WHY IT'S IN THE ICP | PRIORITY |
|---|---|---|
| Geography | US + CanadaCES's service install footprint — outside it, we can't deliver. | MUST |
| Industry | NAICS 31-33, 48-49 (mfg + warehouse)Energy-intensive verticals where CES's solutions move the needle. | MUST |
| Facility sqft | ≥50K per siteBelow this, retrofit economics don't pencil out — CES walks away. | MUST |
| Multi-site | ≥5 locations under one ownerOne sale, multi-site rollout — the deal shape CES wants. | SHOULD |
| Personas | VP Facilities · COO · Dir. SustainabilityOwners of the energy P&L and sustainability mandate — the ones who can sign. | SHOULD |
| Regulatory trigger | State energy disclosure law or LEED targetExternal deadline creates urgency — shortens the sales cycle. | NICE |
The Gap
We map what we have, what we'll layer in, what's outside scope.
Approve the coverage map. Sign off on the binding constraint.
We walk you through what's natively in our graph, what we'll layer in from validated 3rd-party sources, and what sits outside scope. The binding constraint is the one signal that decides whether the engagement is viable — getting it right here protects you from a sample that looks good on paper but doesn't actually fit. Your sign-off gates the build.
- Three-bucket coverage matrix across every captured signal
- Identify the binding constraint — the single signal that decides whether the engagement is viable
- Rank candidate 3rd-party datasets to layer in — including satellite imagery, permit registries, and verified firmographics
- Pre-design the validation probe before any record is built
The Sample
We prove it works before you commit.
Receive a 1,000-record hand-tiered sample. Validate the tiering.
Before any scale-up, we deliver the first thousand records — tiered, address-matched, persona-attached. Spot-check across tiers; push back on anything that doesn't look right. We only scale once you've signed off. This step exists so you prove the build works on real records before committing to the production engagement — no leap of faith.
- Run validation probe on 200 accounts first — hard pass gate at 50% resolution
- If a source fails, we pivot and re-probe. You only see the version that works.
- Build the full 1,000-record sample across 5 quality tiers
- Address-match, persona-attach, dedupe
- Quality spot-check every tier before delivery
Production
Your ICP, productionized into the workflow that fits the pain.
Select the workflows. Approve the productionization plan.
Your ICP is now articulated, validated, and proven on real records. From here it powers any number of motions — comprehensive TAM coverage, an always-on stream of in-market accounts, CRM hygiene against current truth, or complex multi-source account search. Pick the workflows that match where the pain is. We productionize, slice by geography/segment/persona, trigger on real-time signal, and deliver into your CRM, sequencer, or webhook.
- A locked ICP unlocks the full product surface — pick the workflow that fits the pain
- TAM Mapping · Always-On Lists · CRM Refresh · Complex Queries — each a distinct motion off the same ICP
- Slice into focused audiences by geography, segment, persona
- Trigger on real-time signals — hiring, funding, intent, tech adoption
- Deliver straight into your CRM, sequencer, or webhook