ICP data acquisition
Solutions
The B2B revenue problems we solve, sorted by stage.
Each is a problem revenue teams have brought to our workshops, written the way they said it. Start with the one that costs you most.
The capability wheel
39 solutions in six disciplines, around your tech stack.
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Six areas
39 solutions, and the problems behind them.
01 · Data Foundation
Know who to sell to
Know every account and person worth selling to, and keep that data clean.
Total account mapping
“We cannot say how many companies could buy from us, let alone name them.”
Enrichment and verification
“Our contact data is out of date and our emails bounce.”
CRM hygiene
“Our CRM is full of duplicates and nobody trusts it.”
Customer lookalike modelling
“We cannot say which prospects look like our best customers, so every account gets the same effort.”
Warm path mapping
“We cold-call accounts where someone on our side already knows someone.”
02 · Signal Intelligence
Know when they are ready to buy
See the change that makes an account ready to talk: a hire, a raise, a new tool, a job move.
Hiring and open roles
“We cannot see which accounts are hiring for the problem we solve.”
Organisational scaling
“An account opens a new office or quietly cuts back, and we hear about it last.”
Technographic insights
“An account switches tools, and we hear about it after the new contract is signed.”
Competitor LinkedIn monitoring
“Buyers comment on our competitors' posts every week, and we cannot see who they are.”
Anonymous website visitors
“Target accounts visit our website and we never know.”
03 · Outbound
One sequence across email, LinkedIn and calls
Run email, LinkedIn and calls as one sequence, aimed at the people who buy.
Email outbound
“Our outbound email is generic and reply rates keep falling.”
LinkedIn outbound
“Our LinkedIn outreach is one rep sending connection requests by hand, when they have time.”
Voice and calling
“Calling is slow, and nobody knows which accounts to call first.”
Multi-channel sequencing
“One prospect gets our email, a LinkedIn request and a cold call in the same week, from three different people.”
Event promotion
“We run events, and the room fills with people who will never buy.”
Merchandise and gifting
“Someone worth winning watches our video or fills in a form, and all they get back is another email.”
Partner recruitment
“We want more partners, and we find them one at a time, through whoever we already know.”
Personalised landing pages
“Every prospect lands on the same home page, whatever we emailed them about.”
Reply and bounce triage
“Real replies sit under the bounces and out-of-office messages, and nobody reads them for days.”
Ads
“The people we want to win have never heard of us until a seller finally reaches them.”
04 · Inbound and Reply
Never leave a lead waiting
Answer every lead and reply within minutes, and route it to the right person.
MQL to SQL
“Inbound leads arrive with a name and an email and nothing else.”
Lead scoring and routing
“Inbound leads land with the wrong person, or with nobody.”
Meeting booking
“Interested prospects fall away between the reply and the calendar invite.”
05 · Sales Enablement
Walk into every meeting prepared
Send reps into every conversation already briefed on the account and on who else is in the deal.
Account briefing packs
“Reps walk into first meetings having read the company's home page and nothing else.”
Battle cards by competitor
“Reps are caught out when a prospect names a competitor.”
Competitive intelligence
“We learn about competitor moves from our own prospects.”
Buying group mapping
“We sell to one contact while five people make the decision.”
Discovery call follow-up
“A good discovery call ends, and the follow-up goes out a week later.”
Deal risk flags
“Deals stall and we find out at the forecast call.”
06 · Expand and Retain
Grow the customers you already have
Keep the customers you have won, and find what else they could buy from you.
Champion job changes
“Our champions move companies and we find out months later.”
New joiners in target roles
“A new leader arrives at a target account, and a competitor gets the first meeting.”
Cross-sell campaigns
“Customers buy one product and never hear about the rest.”
Upsell triggers
“A customer grows, and nobody on our side notices until the renewal.”
Whitespace mapping
“Our customers buy from competitors things they could buy from us, and we do not know which.”
Closed lost reactivation
“Lost deals are never revisited, even when the buyer's situation changes.”
Renewal and churn signals
“We find out a customer is leaving when they give notice.”
QBR and account reviews
“Account reviews take days to prepare and say little.”
Partner enablement
“Our partners' field sellers hardly know we exist, so they never bring us into their accounts.”
Stage by stage
Every solution, at every stage.
What pays back first depends on where your go-to-market is today. Find your stage, then read down.
Day oneDay one: pays back straight awayWhen readyWhen ready: once the basics are in placeNot yetNot yet: nothing for it to act on
| Solution | Entering | Establishing | Scaling | Mature |
|---|---|---|---|---|
| Data Foundation | ||||
| ICP data acquisition | Day one | Day one | When ready | When ready |
| Total account mapping | Day one | Day one | When ready | When ready |
| Enrichment and verification | Day one | Day one | Day one | Day one |
| CRM hygiene | Not yet | When ready | Day one | Day one |
| Customer lookalike modelling | Day one | Day one | When ready | When ready |
| Warm path mapping | Day one | When ready | Not yet | When ready |
| Signal Intelligence | ||||
| Hiring and open roles | Day one | Day one | Day one | When ready |
| Organisational scaling | Day one | Day one | Day one | When ready |
| Technographic insights | Day one | Day one | Day one | Day one |
| Competitor LinkedIn monitoring | Day one | Day one | When ready | Day one |
| Anonymous website visitors | Day one | Day one | Day one | Day one |
| Outbound | ||||
| Email outbound | Day one | Day one | Day one | When ready |
| LinkedIn outbound | Day one | Day one | Day one | When ready |
| Voice and calling | When ready | When ready | Day one | When ready |
| Multi-channel sequencing | Not yet | When ready | Day one | Day one |
| Event promotion | Day one | Day one | When ready | Day one |
Merchandise and gifting | Not yet | When ready | Day one | Day one |
| Partner recruitment | Day one | Day one | When ready | When ready |
| Personalised landing pages | When ready | When ready | When ready | When ready |
| Reply and bounce triage | Day one | Day one | Day one | Day one |
| Ads | When ready | When ready | Day one | Day one |
| Inbound and Reply | ||||
| MQL to SQL | Day one | Day one | Day one | Day one |
| Lead scoring and routing | When ready | Day one | Day one | Day one |
| Meeting booking | Day one | Day one | Day one | Day one |
| Sales Enablement | ||||
| Account briefing packs | Day one | Day one | When ready | When ready |
| Battle cards by competitor | Day one | Day one | Day one | Day one |
| Competitive intelligence | Day one | Day one | Day one | Day one |
| Buying group mapping | Day one | Day one | When ready | When ready |
| Discovery call follow-up | When ready | Day one | Day one | When ready |
| Deal risk flags | Not yet | When ready | Day one | Day one |
| Expand and Retain | ||||
| Champion job changes | When ready | When ready | Day one | Day one |
| New joiners in target roles | When ready | When ready | Day one | Day one |
| Cross-sell campaigns | Not yet | Not yet | When ready | Day one |
| Upsell triggers | Not yet | Not yet | When ready | Day one |
| Whitespace mapping | Not yet | Not yet | When ready | Day one |
| Closed lost reactivation | Not yet | When ready | Day one | Day one |
| Renewal and churn signals | Not yet | When ready | Day one | Day one |
| QBR and account reviews | Not yet | When ready | When ready | Day one |
| Partner enablement | Not yet | When ready | When ready | Day one |
Questions
Asked most often.
What does The GTM Studio do?
We are a GTM engineering agency in Singapore. We build and run the systems behind B2B revenue generation: account data, buying signals, outreach, inbound follow-up, sales enablement and growth from existing customers. We work with B2B companies at every stage, from entering a market to mature, wherever they sell.
Who do you work with?
B2B companies in any industry, at any of four stages: entering a market, establishing it, scaling or mature. We work with all four, and the stage decides where we start.
How does it start?
With a 20-minute call. A Co-Founder hears where your revenue stands and says what we would do first. If we all agree, the next step is a complimentary 60-minute workshop, one to one, and you leave with a written plan. If there is a fit, a statement of work follows for you to review.
Do you do lead generation?
Yes. We build the target account list, run the email, LinkedIn and calling, and book meetings for your sales team. It is often the first thing we run.
Are you a Clay agency in Singapore?
Yes. Clay sits at the core of how we build and run your revenue engine for clients, with more than 20 vetted partner tools around it. Our Co-Founder Charles Tidswell hosts Clay Club Singapore.
Do you work in our CRM?
Yes, whichever CRM you use, HubSpot and Salesforce included. We work inside it, with Clay alongside as the data and signal layer.
Which stage are we at?
Most teams can tell from the four descriptions: Entering (no repeatable revenue engine yet), Establishing (a few wins that need to repeat), Scaling (it works, and needs volume and a system) or Mature (growing from share and existing customers). If you sit between two, the 20-minute call settles it in the first few minutes.