Identify companies similar to existing companies in the target niche.

• Start with a small seed list of verified companies operating in the niche.
• Use lookalike tools to expand the list:
  • DiscoLike: identify companies with similar ICP characteristics
  • Ocean.io: perform AI-based company similarity discovery
  • Clay: discover lookalike companies using AI and data sources

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Centralize all discovered companies into one system.

• Import results from all discovery tools.
• Normalize company names and domains.
• Remove duplicate accounts.

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Filter the list to only companies relevant to the target niche.

• Use “Use AI” inside Clay with a ChatGPT model to review:
  • Website content
  • Product and service pages
  • Pricing or use-case pages
• Keep companies that clearly operate in the defined niche and sell to the intended customer type.
• Remove companies that fall outside the niche, such as unrelated products, agencies, marketplaces, or infrastructure tools.

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Add structured context to each qualified account.

• Use Clay to enrich:
  • Industry and category
  • Company size
  • Location
  • Website and key pages
• Identify the technology stack using BuiltWith.

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Prioritize accounts based on relevance and potential.

• Tier accounts using:
  • Strength of niche alignment
  • Company size and maturity
  • Use-case complexity
• Tier definitions:
  • Tier 1: Strong fit, high priority
  • Tier 2: Good fit, medium priority
  • Tier 3: Broad or early-stage fit

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Create the execution-ready target account list.

Include only:

• Qualified companies
• Fully enriched accounts
• Accounts with assigned tiers

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Identify the right people within each account.

Use Apollo, Clay, and Ampleleads to find:

• C-level executives
• Founders
• Functional leaders relevant to the niche (finance, operations, product, etc.)

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Prepare contacts for outreach.

• Find and verify emails using Findymail
• Capture LinkedIn profiles and seniority

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Route accounts into the appropriate outreach motion.

• Tier 1:
  • Manual cold calling
  • LinkedIn outreach via HeyReach
  • Identify warm connections using The Swarm
  • Create customized decks or presentations using Gamma
  • Launch personalized landing pages or microsites using HubSpot Microsites
• Tier 2 & Tier 3: Automated email campaigns via Instantly

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Centralize all GTM activity.

• Push accounts and contacts into HubSpot
• Associate contacts with companies
• Track outreach and deal activity

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Setup Slack alerts to monitor replies and meetings booked

Use insights to:

• Refine qualification logic
• Adjust tiering
• Improve future TAM builds

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