All plays

Guide / Start here

The ICP map

Turn a raw company list into a tiered map: write the ICP as a short list of facts, run four passes that remove companies at the cheapest check, and feed back what you learned into the source query.

Motion
Systems
Steps
8
Tools
Clay Search, SaasyDB, DiscoLike, Freckle, Clay, Supabase, Apollo, Prospeo, AI Ark, HubSpot, OpenAI
Where it stands
This runs our own pipeline. It is not a demo build.
The play, drawnRead in order. The lit step is where the play ends.

  1. 01

    Write the ICP and the source query

  2. 02

    Land every source in one table

    Clay Search, SaasyDB, DiscoLike, Supabase

  3. 03

    Pass 1, no provider credits

    Freckle

  4. 04

    Pass 2, find the people

    Apollo, Prospeo

  5. 05

    Pass 3, fill the facts

    AI Ark, Clay Search, DiscoLike, HubSpot, Apollo

  6. 06

    Pass 4, the paid read

    Freckle, OpenAI

  7. 07

    Run ten rows, then a hundred

  8. 08

    Feed back what you learned

In order: Write the ICP and the source query, then Land every source in one table, then Pass 1, no provider credits, then Pass 2, find the people, then Pass 3, fill the facts, then Pass 4, the paid read, then Run ten rows, then a hundred, and finally Feed back what you learned.

The steps.

  1. 01

    Write the ICP as a short list of facts, and the source query literally.

    Use only facts your sources fill on nearly every row. Then read the whole result, not the first page: the first page is ranked and looks nothing like the rest.

  2. 02

    Land every source in one table keyed on the company's main domain.

    Add a column for the source and a rule for which source wins on a duplicate. Never keep one table per cut. Cut with views.

    Tool Clay Search, SaasyDB, DiscoLike, Supabase

  3. 03

    Pass 1, no provider credits.

    Dedupe, probe for dead and redirected domains, run a word list over name and description, and apply the segment's industry exclusions. Write a reason word on every exit.

    Tool Freckle

  4. 04

    Pass 2, no provider credits.

    A people search restricted to the domain for sales, marketing-leader and owner titles. Record what you find. Disqualify nobody on it.

    Tool Apollo, Prospeo

  5. 05

    Pass 3, fill the facts.

    Country and exact headcount from a company preview by domain (ask ten at a time, then retry each miss alone). Size band and revenue band from Clay Search. Ownership from the LinkedIn company type. Pay for one company enrichment only where a fact is still unknown. Revenue is recorded and never filtered.

    Tool AI Ark, Clay Search, DiscoLike, HubSpot, Apollo

  6. 06

    Pass 4, the paid read.

    One research call over the home, about and product pages only, filling a fixed set of fields: sells to businesses (with a quoted sentence), what they sell in one sentence, segment. Unknown means undecided, never a pass.

    Tool Freckle, OpenAI

  7. 07

    Run ten rows and read the spend forecast.

    Then a hundred. Then the rest. Queued work cannot be recalled, so admit only what you are willing to wait out.

  8. 08

    Feed back what you learned.

    The top exit reasons become filters on the source query, the wrong calls from the fifty become prompt or rule fixes, and the counts go into the ledger.

Tools used.

The full guide has the board, the reasoning behind each choice and a spec to copy. Read the full guide

Plays that sit next to this one.

  • Outbound

    The hiring signal feed

    Job postings become a ranked daily call list, by testing the title against five rings and the company against the map.

  • Inbound

    The inbound qualification engine

    Every book-a-call form fills its own gaps, runs two stages of checks, and lands on one of three verdicts before anyone picks up the phone.

  • Systems

    The four-layer GTM stack

    One layer decides, one remembers, one records and one touches, with a contract between each pair.

All 28 plays

Or have us run it for you.

We build this play in your tools, run it with your team and hand it over.

Or call +1 317 414 1157, or pick a time without the form.