Targeting Hypothesis Validation (Onboarding)

Targeting Hypothesis Validation (Onboarding)

1. 01

   Define the ideal customer profile with the client before touching any tool

   Capture firmographic filters, decision-maker titles, and the trigger events that signal buying intent. This hypothesis is the strategy layer that separates a partner from a reseller.

2. 02

   Map the client's current lead sources and qualification criteria

   Review existing CRM data and past campaign performance to identify which sources produced revenue, not just volume. This baseline informs whether the tool should supplement or replace current channels.

3. 03

   Select a lead generation tool that matches the client's data needs and budget

   Compare options like AnyBiz for AI-driven prospecting, Leadinfo for website visitor identification, or Origami for natural language search. Prioritize tools that integrate with the client's existing stack.

4. 04

   Run a small-scale test list against the defined ICP

   Export 50 to 100 contacts and manually verify accuracy and relevance. Check email deliverability and firmographic match rates before committing to a full campaign.

5. 05

   Establish a qualification scoring model for inbound and outbound leads

   Define what makes a lead sales-ready, such as budget, authority, need, and timeline. Use this scoring to route leads to the client's sales team or nurture sequences.

6. 06

   Document the targeting hypothesis and scoring criteria in a shared playbook

   Create a one-page reference that the agency and client can revisit. This prevents scope creep and ensures the tool is used to test the hypothesis, not just generate lists.

7. 07

   Set a review cadence to refine the hypothesis based on early results

   Schedule a 30-day checkpoint to analyze which segments and triggers produced meetings or pipeline. Adjust the ICP and scoring as data comes in.