diff --git a/AGENTS.md b/AGENTS.md index 003f55d..f9418d9 100644 --- a/AGENTS.md +++ b/AGENTS.md @@ -23,7 +23,7 @@ You are a messaging architect for Affirma. Build evidence-based outbound messagi | Opportunity data | data/opportunities/Oops.csv | Win rates | | Inbound | data/Inbound/ | Ask patterns | | ATX/Open leads | reports/Open Leads Best to Target.md | Austin contacts | -| Company Target Matrix | reports/Company Type Target Matrix.md | Company type → service → phrase | +| Company Targeting Report | reports/Company Targeting Report.md | Company type → service → phrase | | Case studies | assets/case-studies/ | Client names, services | **Scripts:** company_target_matrix.py, deep_parse_inbound.py, analyze_atx_leads.py diff --git a/README.md b/README.md index e7b0454..5d9afca 100644 --- a/README.md +++ b/README.md @@ -49,15 +49,14 @@ Sales prospecting analysis, messaging framework, and value-first outbound assets | `assets/case-studies/Creative/` | Video, webinar, design | | `assets/case-studies/Other/` | Mixed, proposals | -### Reports +### Reports (consolidated) | Path | Contents | |------|----------| -| `reports/Company Service Title Patterns.md` | Company × Service × Buyer Title (no channel) | -| `reports/Case Study Value Prop Mapping.md` | Case studies → value props | -| `reports/Case Study Cadence Mapping.md` | Case studies → cadences | +| `reports/Inbound Report.md` | Inbound leads — what they want, ask/title patterns, messaging (consolidated) | +| `reports/Case Study Mapping.md` | Case studies → value props + cadence (consolidated) | +| `reports/Company Targeting Report.md` | Company type × service × messaging (consolidated) | +| `reports/Leads to Target.md` | Open Leads, Texas CRM, ATX, Austin — prioritized contacts (consolidated) | | `reports/Vendor Channel Persona Service Analysis Report.md` | Channel/vendor analysis | -| `reports/Inbound What They Want.md` | Inbound ask/title patterns | -| `reports/Company Type Target Matrix.md` | Company type × service | ### Scripts | Script | Purpose | @@ -132,9 +131,9 @@ python3 scripts/company_target_matrix.py | [outbound/Value First Message Templates.md](outbound/Value%20First%20Message%20Templates.md) | 10 value-first messages (no meeting ask) | | [outbound/value-first-campaigns/](outbound/value-first-campaigns/) | 31-day cadences (10 campaigns × 31 templates) | | [reports/Analysis Report.md](reports/Analysis%20Report.md) | Opportunity segmentation by service/industry/source | -| [reports/Inbound Analysis Report.md](reports/Inbound%20Analysis%20Report.md) | Why qualified inbound leads come in | -| [reports/Inbound What They Want.md](reports/Inbound%20What%20They%20Want.md) | Deep parse: Company Type × Ask, pain language | -| [reports/Company Type Target Matrix.md](reports/Company%20Type%20Target%20Matrix.md) | Company type → service → phrase | +| [reports/Inbound Report.md](reports/Inbound%20Report.md) | Inbound leads — what they want, patterns, messaging (consolidated) | +| [reports/Company Targeting Report.md](reports/Company%20Targeting%20Report.md) | Company type → service → phrase (consolidated) | +| [reports/Leads to Target.md](reports/Leads%20to%20Target.md) | Prioritized contact lists (consolidated) | | [reports/Messaging Framework Summary and Conclusion.md](reports/Messaging%20Framework%20Summary%20and%20Conclusion.md) | Consolidated messaging conclusions | | [reports/Deep Parse Report.md](reports/Deep%20Parse%20Report.md) | Deep parse of data files | | [outbound/Enterprise Legacy On-Prem Sales Motion.md](outbound/Enterprise%20Legacy%20On-Prem%20Sales%20Motion.md) | Enterprise sales motion (Champion, DM, etc.) | @@ -178,15 +177,14 @@ python3 scripts/company_target_matrix.py | `assets/case-studies/Creative/` | Video, webinar, design | | `assets/case-studies/Other/` | Mixed, proposals | -### Reports +### Reports (consolidated) | Path | Contents | |------|----------| -| `reports/Company Service Title Patterns.md` | Company × Service × Buyer Title (no channel) | -| `reports/Case Study Value Prop Mapping.md` | Case studies → value props | -| `reports/Case Study Cadence Mapping.md` | Case studies → cadences | +| `reports/Inbound Report.md` | Inbound leads — what they want, ask/title patterns, messaging (consolidated) | +| `reports/Case Study Mapping.md` | Case studies → value props + cadence (consolidated) | +| `reports/Company Targeting Report.md` | Company type × service × messaging (consolidated) | +| `reports/Leads to Target.md` | Open Leads, Texas CRM, ATX, Austin — prioritized contacts (consolidated) | | `reports/Vendor Channel Persona Service Analysis Report.md` | Channel/vendor analysis | -| `reports/Inbound What They Want.md` | Inbound ask/title patterns | -| `reports/Company Type Target Matrix.md` | Company type × service | ### Scripts | Script | Purpose | @@ -211,7 +209,7 @@ python3 scripts/company_target_matrix.py **Date:** 2026-02-15 **Purpose:** Methodical analysis of reports, case studies, Affirma services, and data to identify niches, value propositions, and 100 companies to target for cloud migrations. -**Sources:** All files under `reports/`, `data/affirma-services/affirma_what_we_do.md`, `data/patterns/*.json`, `data/austin-chamber/`, Case Study Value Prop Mapping. +**Sources:** All files under `reports/`, `data/affirma-services/affirma_what_we_do.md`, `data/patterns/*.json`, `data/austin-chamber/`, [Case Study Mapping](reports/Case%20Study%20Mapping.md). --- diff --git a/outbound/Messaging Framework.md b/outbound/Messaging Framework.md index 6fccb5e..8204fcc 100644 --- a/outbound/Messaging Framework.md +++ b/outbound/Messaging Framework.md @@ -97,7 +97,7 @@ Use these when speaking to Director+ or C-level. Budget owners need one of four ### 3b. Service-Specific Phrasing (Use Instead of "This Investment") -**Choose the phrase that matches the service you're selling.** See [Company Type Target Matrix](../reports/Company%20Type%20Target%20Matrix.md). +**Choose the phrase that matches the service you're selling.** See [Company Targeting Report](../reports/Company%20Targeting%20Report.md). | Service | Say This | |---------|----------| @@ -130,7 +130,7 @@ Use these when speaking to Director+ or C-level. Budget owners need one of four ## 5. Company Type → Who to Target With What -*(From inbound: Company Type × Ask × Service. See [Company Type Target Matrix](../reports/Company%20Type%20Target%20Matrix.md).)* +*(From inbound: Company Type × Ask × Service. See [Company Targeting Report](../reports/Company%20Targeting%20Report.md).)* | Company Type | Primary Service to Message | Phrase | |--------------|----------------------------|--------| @@ -260,7 +260,7 @@ Use these when speaking to Director+ or C-level. Budget owners need one of four ## 11. Inbound Insights (Apply to All Messaging) -**Source:** 550 qualified inbound leads. See [Inbound Analysis Report](../reports/Inbound%20Analysis%20Report.md) and [Inbound What They Want](../reports/Inbound%20What%20They%20Want.md) (deep parse: industry × ask, pain language, size bands). +**Source:** 550 qualified inbound leads. See [Inbound Report](../reports/Inbound%20Report.md) (consolidated: industry × ask, pain language, size bands). ### Why they come in (top categories) - **SharePoint** (25%+) — General, migration, intranet, restructure @@ -296,8 +296,8 @@ Outbound messaging for IT Director, Modern Workplace, Infrastructure should echo - Persona normalization: `scripts/persona_normalization.py` - Full analysis: `scripts/run_analysis.py` -- Inbound analysis: `reports/Inbound Analysis Report.md` -- Inbound deep parse: `reports/Inbound What They Want.md` (run `scripts/deep_parse_inbound.py`) -- Company type target matrix: `reports/Company Type Target Matrix.md` (run `scripts/company_target_matrix.py`) — Company Type × Ask × Service; service-specific phrases to replace "this investment" +- Inbound: `reports/Inbound Report.md` +- Inbound: `reports/Inbound Report.md` (run `scripts/deep_parse_inbound.py`) +- Company targeting: `reports/Company Targeting Report.md` (run `scripts/company_target_matrix.py`) — Company Type × Ask × Service; service-specific phrases to replace "this investment" - Segment packs: `Segment Packs Outbound.md` - Financial framework: System Prompt.pdf diff --git a/outbound/SDR Starter Guide.md b/outbound/SDR Starter Guide.md index fd8539d..540f454 100644 --- a/outbound/SDR Starter Guide.md +++ b/outbound/SDR Starter Guide.md @@ -155,7 +155,7 @@ Book a quick audit call. ## Inbound Language (Use in Your Copy) -Qualified inbound leads use: "looking for," "partner," "migrate," "guidance," "build." Mirror that — say "partner" not "vendor." Top themes: SharePoint, Power Platform, migration, support. See [reports/Inbound Analysis Report.md](../reports/Inbound%20Analysis%20Report.md). +Qualified inbound leads use: "looking for," "partner," "migrate," "guidance," "build." Mirror that — say "partner" not "vendor." Top themes: SharePoint, Power Platform, migration, support. See [reports/Inbound Report.md](../reports/Inbound%20Report.md). --- diff --git a/outbound/Value First Message Templates.md b/outbound/Value First Message Templates.md index 9d64c1c..0fbb0c1 100644 --- a/outbound/Value First Message Templates.md +++ b/outbound/Value First Message Templates.md @@ -6,7 +6,7 @@ **31-day cadences:** Full free-value campaign cadences (1 template per day, 31 days, 10 campaigns) are in [value-first-campaigns/](value-first-campaigns/). Each day offers a unique free resource. -**Inbound insight:** Qualified inbound leads (550) say they're "looking for a partner," need "guidance," or "migration" help. Mirror that language — "partner," "guidance," "help you build." Top themes: SharePoint, Power Platform, migration, support. See [reports/Inbound Analysis Report.md](../reports/Inbound%20Analysis%20Report.md). +**Inbound insight:** Qualified inbound leads (550) say they're "looking for a partner," need "guidance," or "migration" help. Mirror that language — "partner," "guidance," "help you build." Top themes: SharePoint, Power Platform, migration, support. See [reports/Inbound Report.md](../reports/Inbound%20Report.md). --- diff --git a/reports/ATX Leads Best to Target.md b/reports/ATX Leads Best to Target.md deleted file mode 100644 index 46e0c43..0000000 --- a/reports/ATX Leads Best to Target.md +++ /dev/null @@ -1,93 +0,0 @@ -# ATX Leads — Best to Target - -**Source:** [data/Inbound/atx leads/](https://github.com/chehaba/prospecting/tree/2b4da6298189aedac0adc1a3776c0303955ab45b/data/Inbound/atx%20leads) (Open Leads + Directors, Finance and Marketing) - -**Data:** My Open Leads (1,342 Austin contacts) + Directors, Finance and Marketing (368) - -**Best to target:** 16 Modern Workplace | 28 Marketing Services (after dedupe and persona scoring) - ---- - -## Modern Workplace / Cloud Migration (SharePoint, M365) - -Top contacts by title fit: IT Director+, infrastructure, cloud, ServiceNow, business systems. - -### Tier 1 — Contact First - -| # | Name | Company | Title | Email | Why | -|---|-----|---------|------|-------|-----| -| 1 | **Jill Easlick** | Center for Internet Security | Technology Director, Member Engagement | jill.easlick@cisecurity.org | IT/infrastructure ownership | -| 2 | **Shane Martin** | ClearDATA | Manager, Information Technology | shane.martin@cleardata.com | IT/infrastructure ownership | -| 3 | **Todd McPartlin** | Command Alkon | Vice President, Engineering & Command Cloud Platform Chief Architect | tmcpartlin@commandalkon.com | IT/infrastructure ownership | -| 4 | **Anila Dominic** | Deltek | Delivery Engineering Director, Cloud | aniladominic@deltek.com | IT/infrastructure ownership | -| 5 | **Aimee Ferguson** | Eaton | Manager, Campus Engineering & Information Technology | aimeeferguson@eaton.com | IT/infrastructure ownership | -| 6 | **Clint Augustine** | Home Depot | Senior Director, Technology Home Depot Digital, Mobile Engineering & Cloud Platform | clint_augustine@homedepot.com | IT/infrastructure ownership | -| 7 | **Stanley Wood** | Kyndryl | Engineer and Vice President, CTO-as-a-Service | stanley.wood@kyndryl.com | IT/infrastructure ownership | -| 8 | **Ganesh Jayaramakrishnan** | Optum | Executive Vice President & Chief Information Officer I, Uhc E | ganeshkumar.jayaramakrishnan@optum.com | IT/infrastructure ownership | -| 9 | **Nathan Follen** | Ramp | Head of Business Systems | nfollen@ramp.com | IT/infrastructure ownership | -| 10 | **David Corry** | State of California | Manager I, Information Technology | david.corry@edd.ca.gov | IT/infrastructure ownership | -| 11 | **John Porterfield** | TD | Testing, Tdb Manager, Information Technology | john.porterfield@td.com | IT/infrastructure ownership | -| 12 | **Allison Freeman** | Tempus | IT & Servicenow Engineering At Tempus Ai Director, Project Management Office | alison.freeman@tempus.com | IT/infrastructure ownership | -| 13 | **Paul Ollivier** | Ulta Beauty | Manager, Information Technology | paul.n.ollivier@ulta.com | IT/infrastructure ownership | -| 14 | **Frank Freeman** | Visa | Chief Information Officer, Business & Security Operations Corporate Information Technology ( Office) | frfreema@visa.com | IT/infrastructure ownership | -| 15 | **Prijesh Bhaskar** | Mastercard | Senior Program Manager, Salesforce & Business Applications | prijesh.bhaskar@mastercard.com | Influencer, execution focus | -| 16 | **Amber Lewis** | symplr | Manager, Business Applications | amber.lewis@healthcaresource.com | Influencer, execution focus | - -### Tier 2 — Strong Influencers - -| Name | Company | Title | Email | -|------|---------|------|-------| - ---- - -## Marketing Services (Demand Gen, PPC, HubSpot, Creative) - -Top contacts by title fit: Marketing Director+, Brand, Communications, Content. - -### Tier 1 — Contact First - -| # | Name | Company | Title | Email | Why | -|---|-----|---------|------|-------|-----| -| 1 | **Kimberly (Kimmy) Kelley** | American Campus Communities | Executive VP & Chief Marketing Officer | kkelley@americancampus.com | Budget owner for marketing | -| 2 | **Robert Boeckmann** | Black Rifle Coffee | Director of Social | robert.boeckmann@blackriflecoffee.com | Budget owner for marketing | -| 3 | **Monica Yee** | DyeMansion | Head of Marketing, Brand & Experience (Interim) | monica@dyemansion.com | Budget owner for marketing | -| 4 | **Erika Szychowski** | Sol Strategies | Chief Marketing Officer | erika@solstrategies.io | Budget owner for marketing | -| 5 | **Neville Letzerich** | Talkdesk | Chief Marketing Officer | neville.letzerich@talkdesk.com | Budget owner for marketing | -| 6 | **Mathieu Limousi** | Thunes | Chief Marketing Officer | mathieu.limousi@thunes.com | Budget owner for marketing | -| 7 | **Kathryn McKeon** | Vital Farms | Chief Marketing Officer & General Manager, Butter | kathryn.mckeon@vitalfarms.com | Budget owner for marketing | -| 8 | **Jean Baladad** | ABC Home & Commercial Services | Brand Manager | jbbaladad@goanteater.com | Influencer | -| 9 | **Manny Amit** | ABC Home & Commercial Services | Art Director | manny.amit@abc.com | Influencer | -| 10 | **Annie Tseng** | Acer | Manager, Marketing Communications | anne.tseng@acer.com | Influencer | -| 11 | **Bri Morgaine** | Andreessen Horowitz | Marketing & Strategy Manager, Content Operations | bmorgaine@a16z.com | Influencer | -| 12 | **Elle Javorek** | Bath & Body Works | Art Director, Brand Creative & Video | eljavorek@bbwinc.com | Influencer | -| 13 | **Seth Louey** | Black Rifle Coffee | Art Director, Brand | seth.louey@blackriflecoffee.com | Influencer | -| 14 | **Alton Zenon** | Bringg | Manager, Marketing Communications | alton.zenon@bringg.com | Influencer | -| 15 | **Katie Decker** | Estee Lauder Companies | Art Director & Digital Designer | katie_decker@elcompanies.com | Influencer | -| 16 | **Raine Robinson** | FSG | Brand Manager & Graphic Designer | raine.robinson@fsgi.com | Influencer | -| 17 | **Christopher Brazell** | FSG | Art Director | christopher.brazell@fsgi.com | Influencer | -| 18 | **Craig Callison** | Glorious Gaming | Art Director & Studio Manager | craig.c@gloriousgaming.com | Influencer | -| 19 | **Camille Guice** | Kendra Scott | Art Director | camille.guice@kendrascott.com | Influencer | -| 20 | **Nicole O'Hara** | MRC | Manager, Marketing Communications | nicole.ohara@merchantriskcouncil.org | Influencer | -| 21 | **Erika Broadnax** | Ni | Senior Group Manager, Digital Content Delivery | erika.broadnax@ni.com | Influencer | -| 22 | **Boglarka Molnar** | Ni | Visual Lead and Art Director of NI Connect | boglarka.molnar@ni.com | Influencer | -| 23 | **Stefanie Pietkiewicz** | Stanford University | Global Manager, Communications, Studies Division | stefpiet@stanford.edu | Influencer | -| 24 | **Sonia Segal-Smith** | Tailored Brands | Senior Manager, Employee Communications | sonia.segal-smith@tailoredbrands.com | Influencer | -| 25 | **Cady Jackson** | Thermon Group | Global Manager, Communications | cady.jackson@thermon.com | Influencer | - -### Tier 2 — Strong Influencers - -| Name | Company | Title | Email | -|------|---------|------|-------| -| Alexandra Gusmer | Thrive Market | Brand Manager, Owned Brands | alex.gusmer@thrivemarket.com | -| Hailey DeSpain | YETI COOLERS, LLC | Senior Manager, Social Media | hailey.despain@yeti.com | -| Eva Reig | YETI COOLERS, LLC | Art Director | eva.reig@yeti.com | - ---- - -## Messaging - -**Modern Workplace:** Use 03 IT Director Ownership or 04 IT Director Drift. Hook: "Most waste comes from 'nobody owns this system anymore.'" CTA: "Worth a 15-min check if you have any orphan systems or drift right now?" - -**Marketing Services:** Use Marketing Creative or Attribution campaign. Hook: conversion leaks, attribution clarity, creative performance. - -**Channel:** Email first, then LinkedIn. Austin-based angle: "Austin consulting firm" for local coffee/call. diff --git a/reports/Austin Leads With Tech Stack.md b/reports/Austin Leads With Tech Stack.md deleted file mode 100644 index a4a78e5..0000000 --- a/reports/Austin Leads With Tech Stack.md +++ /dev/null @@ -1,15 +0,0 @@ -# Austin Leads — Tech Stack Detected - -**Source:** /workspace/data/austin-chamber/directory.json -**Scanned:** 2 URLs - ---- - -| Company | Website | Tech Stack | Categories | -|---------|---------|------------|------------| -| Ascension Seton | [link](http://www.seton.net) | Google Analytics, Google Tag Manager, Cloudflare, React | Health Care, Hospitals | -| Bailey Square Surgery Center | [link](http://www.stdavids.com) | Google Analytics, React | Health Care, Physicians | - ---- - -**Regenerate:** `python3 scripts/enrich_leads_with_tech.py` diff --git a/reports/Austin Registry Leads.md b/reports/Austin Registry Leads.md deleted file mode 100644 index 7a61e96..0000000 --- a/reports/Austin Registry Leads.md +++ /dev/null @@ -1,127 +0,0 @@ -# Austin Registry Leads - -**Source:** data/austin-chamber/directory.json -**Total:** 101 organizations - ---- - -## Lead List - -| # | Company | Website | Categories | Tier | LinkedIn | -|---|---------|---------|------------|------|----------| -| 1 | Ascension Seton | [www.seton.net](http://www.seton.net) | Health Care, Hospitals | Chairman's Circle | — | -| 2 | Bailey Square Surgery Center | [www.stdavids.com](http://www.stdavids.com) | Health Care, Physicians | Chairman's Circle | — | -| 3 | Dell Children's Medical Center of Central Texas | [www.seton.net](http://www.seton.net) | Health Care, Hospitals | Chairman's Circle | — | -| 4 | Heart Hospital of Austin | [www.stdavids.com](http://www.stdavids.com) | Health Care, Hospitals | Chairman's Circle | — | -| 5 | Lifeway Home Health | [www.stdavids.com](http://www.stdavids.com) | Health Care, Home Healthcare | Chairman's Circle | — | -| 6 | North Austin Medical Center | [www.stdavids.com](http://www.stdavids.com) | Health Care, Hospitals | Chairman's Circle | — | -| 7 | Oakwood Surgery Center | [www.stdavids.com](http://www.stdavids.com) | Health Care, Physicians | Chairman's Circle | — | -| 8 | Round Rock Medical Center | [www.stdavids.com](http://www.stdavids.com) | Health Care, Hospitals | Chairman's Circle | — | -| 9 | Seton Edgar B. Davis Hospital | [www.seton.net](http://www.seton.net) | Health Care, Hospitals | Chairman's Circle | — | -| 10 | Seton Highland Lakes Hospital | [www.seton.net](http://www.seton.net) | Health Care, Hospitals | Chairman's Circle | — | -| 11 | Seton Medical Center Austin | [www.seton.net](http://www.seton.net) | Health Care, Hospitals | Chairman's Circle | — | -| 12 | Seton Medical Center Hays | [www.seton.net](http://www.seton.net) | Health Care, Hospitals | Chairman's Circle | — | -| 13 | Seton Medical Center Williamson | [www.seton.net](http://www.seton.net) | Health Care, Hospitals | Chairman's Circle | — | -| 14 | Seton Northwest Hospital | [www.seton.net](http://www.seton.net) | Health Care, Hospitals | Chairman's Circle | — | -| 15 | Seton Shoal Creek Hospital | [www.seton.net](http://www.seton.net) | Health Care, Hospitals | Chairman's Circle | — | -| 16 | Seton Southwest Hospital | [www.seton.net](http://www.seton.net) | Health Care, Hospitals | Chairman's Circle | — | -| 17 | South Austin Hospital | [www.stdavids.com](http://www.stdavids.com) | Health Care, Hospitals | Chairman's Circle | — | -| 18 | St. David's Emergency Center | [www.stdavids.com](http://www.stdavids.com) | Health Care, Hospitals | Chairman's Circle | — | -| 19 | St. David's HealthCare | [www.stdavids.com](http://www.stdavids.com) | Health Care, Hospitals, Austin Gives Mem | Chairman's Circle | http://www.linkedin.com/company/st-davids-healthcare | -| 20 | St. David's Medical Center | [www.stdavids.com](http://www.stdavids.com) | Health Care, Hospitals | Chairman's Circle | — | -| 21 | St. David's Occupational Health Services | [www.stdavids.com](http://www.stdavids.com) | Health Care, Occupational Therapy | Chairman's Circle | — | -| 22 | St. David's Pavilion | [www.stdavids.com](http://www.stdavids.com) | Health Care, Hospitals | Chairman's Circle | — | -| 23 | St. David's Rehabilitation Hospital | [www.stdavids.com](http://www.stdavids.com) | Health Care, Hospitals | Chairman's Circle | — | -| 24 | University Medical Center Brackenridge | [www.seton.net](http://www.seton.net) | Health Care, Hospitals | Chairman's Circle | — | -| 25 | AbbVie | [www.allergan.com/index.htm](http://www.allergan.com/index.htm) | Health Care, Health & Wellness | Advocate | https://www.linkedin.com/company/abbvie/ | -| 26 | Baylor Scott & White Health | [www.baylorscottandwhite.com/](http://www.baylorscottandwhite.com/) | Health Care, Hospitals | Advocate | — | -| 27 | Luminex Corporation | [www.luminexcorp.com](http://www.luminexcorp.com) | Health Care, Bio/Medical | Advocate | http://www.linkedin.com/company/luminex-corporation | -| 28 | PMI Global Services Inc. | [www.pmi.com](http://www.pmi.com) | Computers, IT & Technology, Computer Equ | Advocate | https://www.linkedin.com/company/insidepmi/ | -| 29 | Texas Oncology | [www.texasoncology.com/austin](http://www.texasoncology.com/austin) | Health Care, Health & Wellness | Advocate | — | -| 30 | ARA Diagnostic Imaging | [www.ausrad.com](http://www.ausrad.com) | Health Care, Laboratories, Physicians | Catalyst | — | -| 31 | Austin Radiological Association | [www.ausrad.com](http://www.ausrad.com) | Health Care, Medical Services | Catalyst | http://www.linkedin.com/pub/ara-diagnostic-imaging/28/a05/840?trk=cws-ppw-member-0-0 | -| 32 | Austin Radiological Association - Cedar Park | [www.ausrad.com](http://www.ausrad.com) | Health Care, Medical Services | Catalyst | — | -| 33 | Austin Regional Clinic | [www.austinregionalclinic.com](http://www.austinregionalclinic.com) | Health Care, Medical Services, Physician | Catalyst | https://www.linkedin.com/company/austin-regional-clinic | -| 34 | Capitol Anesthesiology Association | [www.capanes.com](http://www.capanes.com) | Health Care, Physicians | Catalyst | — | -| 35 | Hanger, Inc. | [www.hanger.com](http://www.hanger.com) | Health Care, Bio/Medical | Catalyst | — | -| 36 | Texas Children's Hospital Austin | [www.texaschildrensaustin.org](http://www.texaschildrensaustin.org) | Health Care, Health & Wellness, Hospital | Catalyst | https://www.linkedin.com/company/texas-children's-hospital/ | -| 37 | Texas Children's Pavilion for Women Austin | [www.texaschildrens.org/locations/te...](https://www.texaschildrens.org/locations/texas-childrens-pavilion-for-women/obstetrics-and-gynecology-north-austin-pavilion-for) | Health Care, Health & Wellness, Hospital | Catalyst | https://www.linkedin.com/company/texas-children's-hospital/ | -| 38 | Texas Children's Pediatrics Austin | [www.texaschildrens.org/locations/te...](https://www.texaschildrens.org/locations/texas-childrens-pediatrics/north-austin-campus) | Health Care, Physicians | Catalyst | https://www.linkedin.com/company/texas-children's-hospital/ | -| 39 | Texas Children's Specialty Care | [www.texaschildrens.org/locations/te...](https://www.texaschildrens.org/locations/texas-childrens-specialty-care/austin) | Health Care, Hospitals, Medical Services | Catalyst | https://www.linkedin.com/company/texas-children's-hospital/ | -| 40 | 100% Chiropractic Austin Rosedale | [100percentchiropractic.com/location...](https://100percentchiropractic.com/locations/austin-rosedale-tx/) | Health Care, Chiropractors | Build | — | -| 41 | 360 MD Integrative Primary Care | [www.360mdaustin.com/](https://www.360mdaustin.com/) | Health Care, Health & Wellness, Physicia | Build | https://www.linkedin.com/company/austin360md | -| 42 | Abbott | [www.abbott.com/](http://www.abbott.com/) | Health Care, Medical Supplies & Equipmen | Build | — | -| 43 | Advanced Pain Care | [www.austinpaindoctor.com](http://www.austinpaindoctor.com) | Health Care, Hospitals, Medical Services | Build | https://www.linkedin.com/company/advanced-pain-care/ | -| 44 | Alchemy Collective | [www.alchemycollectiveaustin.com...](https://www.alchemycollectiveaustin.com) | Health Care, Health & Wellness, Occupati | Build | — | -| 45 | Austin Sports Medicine - Central | [www.austinsportsmed.com](http://www.austinsportsmed.com) | Health Care, Medical Services | Build | — | -| 46 | BODYBAR Pilates South Lamar | [bodybarpilates.com/studios/south-la...](https://bodybarpilates.com/studios/south-lamar/) | Health Care, Health & Wellness, Sports & | Build | — | -| 47 | Carbon Health | [carbonhealth.com/](https://carbonhealth.com/) | Health Care | Build | https://www.linkedin.com/company/carbon-health | -| 48 | Central Texas Holistic Health | [www.ctxhh.com](https://www.ctxhh.com) | Health Care, Health & Wellness, Urgent C | Build | https://www.linkedin.com/company/central-texas-holistic-health/ | -| 49 | Fawne Acupuncture & Aesthetics - Central Austin | [HTTPS://fawneaustin.com](HTTPS://fawneaustin.com) | Health Care, Bio/Medical, Health & Welln | Build | — | -| 50 | Fawne Acupuncture & Aesthetics - Oak Hill | [fawneaustin.com](https://fawneaustin.com) | Health Care, Bio/Medical, Health & Welln | Build | — | -| 51 | Marbridge Foundation, Inc. | [www.marbridge.org/](https://www.marbridge.org/) | Family, Community & Non-Profit, Non Prof | Build | — | -| 52 | Meadows Behavioral Health | [meadowsoutpatient.com/locations/aus...](https://meadowsoutpatient.com/locations/austin-texas/) | Health Care, Hospitals | Build | — | -| 53 | Pearce Plastic Surgery | [www.pearceplasticsurgery.com...](https://www.pearceplasticsurgery.com) | Health Care, Physicians | Build | — | -| 54 | Sodalis Senior Living, Austin | [sodalissenior.com/austin/](https://sodalissenior.com/austin/) | Health Care, Home Healthcare | Build | https://www.linkedin.com/company/sodalis-elder-living/ | -| 55 | Suvida Healthcare | [www.suvidahealthcare.com/](https://www.suvidahealthcare.com/) | Health Care | Build | https://www.linkedin.com/company/suvida-healthcare/?viewAsMember=true | -| 56 | Texas Hair Restoration Center | [www.texashairrestorationcenter.com...](https://www.texashairrestorationcenter.com) | Health Care, Physicians | Build | — | -| 57 | TruFusion | [trufusion.com/southaustin](https://trufusion.com/southaustin) | Health Care, Health & Wellness | Build | — | -| 58 | VVater | [www.vvater.com](https://www.vvater.com) | Health Care, Bio/Medical, Other, Water T | Build | https://www.linkedin.com/company/vvaterglobal | -| 59 | Westminster | — | Health Care, Assisted & Independent Livi | Build | — | -| 60 | Williamsburg Therapy Group | [williamsburgtherapygroup.com/austin...](https://williamsburgtherapygroup.com/austin-tx) | Health Care, Counseling & Mental Health | — | https://www.linkedin.com/company/williamsburg-therapy-group/ | -| 61 | Alen Corporation | [alen.com](https://alen.com) | Health Care, Health & Wellness | Engage | — | -| 62 | Anthology Senior Living | [www.anthologyseniorliving.com...](https://www.anthologyseniorliving.com) | Health Care, Assisted & Independent Livi | Engage | https://www.linkedin.com/company/anthology-senior-living/ | -| 63 | Austin Ketamine Clinic | [www.austinketamineclinic.com...](https://www.austinketamineclinic.com) | Health Care, Counseling & Mental Health, | Engage | https://www.linkedin.com/company/austin-ketamine-clinic/ | -| 64 | Austin Radiological Association - Wilson Parke | [www.ausrad.com/contact-ara/](https://www.ausrad.com/contact-ara/) | Health Care, Medical Services | Engage | — | -| 65 | BetterWay blood tests by Babson Diagnostics | [betterway.com/](https://betterway.com/) | Health Care, Medical Services | Engage | — | -| 66 | Bluebird Local Nursing | [www.bluebirdlocal.net/](https://www.bluebirdlocal.net/) | Health Care, Home Healthcare | Engage | https://www.linkedin.com/company/bluebird-local/ | -| 67 | Bradford L. Picot, DDS PA | — | Health Care, Dentists | Engage | — | -| 68 | Celebrate Dental & Braces - South Austin | [celebratedentalaustin.com](https://celebratedentalaustin.com) | Health Care, Dentists | Engage | — | -| 69 | Curative | [curative.com](https://curative.com) | Health Care, Health & Wellness | Engage | https://www.linkedin.com/company/curativeinc/ | -| 70 | Deep Relief | [deeprelief.com](https://deeprelief.com) | Health Care, Health & Wellness | Engage | https://www.linkedin.com/company/deep-relief/?viewAsMember=true | -| 71 | Dell Laser Consultants | [dellvision.com](https://dellvision.com) | Health Care, Health & Wellness | Engage | https://www.linkedin.com/company/delllaserconsultants/ | -| 72 | Ellie Mental Health - Central NW Austin | [elliementalhealth.com/locations/cen...](https://elliementalhealth.com/locations/central-nw-austin-tx/) | Health Care, Counseling & Mental Health | Engage | https://www.linkedin.com/company/elliementalhealth/ | -| 73 | Enteave Counseling | [www.enteave.com](https://www.enteave.com) | Health Care, Counseling & Mental Health | Engage | https://www.linkedin.com/company/enteave-counseling | -| 74 | Fastest Labs of South Austin | [www.fastestlabs.com/south-austin/...](https://www.fastestlabs.com/south-austin/) | Health Care, Health & Wellness | Engage | https://www.linkedin.com/company/fastest-labs/ | -| 75 | Fyzical Austin Area Developers | [www.fyzicalfranchise.com/best-healt...](https://www.fyzicalfranchise.com/best-healthcare-franchise-austin) | Health Care, Hospitals | Engage | https://www.linkedin.com/company/fyzicalfranchise/ | -| 76 | Goldfinch Health | [www.goldfinchhealth.com](http://www.goldfinchhealth.com) | Health Care | Engage | https://www.linkedin.com/company/goldfinch-health/ | -| 77 | Greater Austin Pain Center | [www.greateraustinpain.com/](https://www.greateraustinpain.com/) | Health Care, Physicians | Engage | — | -| 78 | Happy Health & Wellness Medical Clinic | [happyhealthwellness.com/](https://happyhealthwellness.com/) | Health Care, Health & Wellness | Engage | — | -| 79 | Heavy Mettle Fitness | [www.heavymettlefitness.com/](https://www.heavymettlefitness.com/) | Health Care, Health & Wellness, Sports & | Engage | — | -| 80 | Integrative Creative Therapy PLLC | [integrativecreativetherapy.com/...](https://integrativecreativetherapy.com/) | Health Care, Health & Wellness | Engage | — | -| 81 | Intelligence Mill | [www.intelligencemill.com/](https://www.intelligencemill.com/) | Health Care, Research | Engage | https://www.linkedin.com/company/intelligence-mill/ | -| 82 | Just Mind | [justmind.org](https://justmind.org) | Health Care, Counseling & Mental Health | Engage | http://www.linkedin.com/in/schrowa | -| 83 | Levels | [levels.com](https://levels.com) | Computers, IT & Technology, Technology S | Engage | https://www.linkedin.com/company/levels | -| 84 | Lifebulb Counseling & Therapy | [www.lifebulb.com/austin](https://www.lifebulb.com/austin) | Health Care, Counseling & Mental Health | Engage | https://www.linkedin.com/company/lifebulb/ | -| 85 | Limestone Hills Orthodontics Austin - Braces & Invisalign | [limestonehillsorthodontics.com...](https://limestonehillsorthodontics.com) | Health Care, Dentists | Engage | https://linkedin.com/company/limestonehillsortho | -| 86 | Mann Eye Institute | [www.manneye.com/locations-direction...](https://www.manneye.com/locations-directions/lasik-austin/) | Health Care, Health & Wellness | Engage | https://www.linkedin.com/company/mann-eye-institute-and-laser-center/ | -| 87 | Next Level Urgent Care | [www.nextlevelurgentcare.com](http://www.nextlevelurgentcare.com) | Health Care, Urgent Care Clinic | Engage | https://www.linkedin.com/company/next-level-urgent-care-llc/ | -| 88 | Ninja Nation Austin | [www.austin.ninjanation.com](http://www.austin.ninjanation.com) | Health Care, Health & Wellness | Engage | — | -| 89 | One Medical | [www.onemedical.com/](https://www.onemedical.com/) | Health Care, Medical Services | Engage | https://www.linkedin.com/company/one-medical-group | -| 90 | Parmer Woods at North Austin | [www.pegasusseniorliving.com/parmer-...](https://www.pegasusseniorliving.com/parmer-woods-at-north-austin/) | Health Care, Assisted & Independent Livi | Engage | — | -| 91 | Recovery Unplugged | [www.recoveryunplugged.com](https://www.recoveryunplugged.com) | Health Care, Counseling & Mental Health | Engage | https://www.linkedin.com/company/recovery-unplugged/mycompany/verification/ | -| 92 | RESTART CBD | [restartcbd.com](https://restartcbd.com) | Health Care, Health & Wellness, Shopping | Engage | https://www.linkedin.com/company/34222909 | -| 93 | Samaritan Center | [samaritan-center.org](https://samaritan-center.org) | Health Care, Counseling & Mental Health | Engage | https://www.linkedin.com/company/samaritan-center-for-counseling-and-pastoral-care---austin/ | -| 94 | SenoPro | [seno.pro](https://seno.pro) | Health Care, Bio/Medical | Engage | https://www.linkedin.com/company/senoprotx | -| 95 | Sleep Cycle Center | [www.sleepcyclecenters.com/](https://www.sleepcyclecenters.com/) | Health Care, Medical Services | Engage | — | -| 96 | SonderMind | [www.sondermind.com](http://www.sondermind.com) | Health Care, Counseling & Mental Health | Engage | https://www.linkedin.com/company/sondermind/about/ | -| 97 | Strictly Pediatrics Surgery Center | [www.strictlypediatrics.com](http://www.strictlypediatrics.com) | Health Care, Hospitals | Engage | — | -| 98 | The Tox Austin | [www.thetoxtechnique.com](https://www.thetoxtechnique.com) | Health Care, Health & Wellness, Personal | Engage | — | -| 99 | The YMCA of Austin | [www.austinymca.org](http://www.austinymca.org) | Family, Community & Non-Profit, Non Prof | Engage | — | -| 100 | Tricity Pain Associates | [sapaindoc.com](http://sapaindoc.com) | Health Care, Physicians | Engage | — | -| 101 | VHA-Vocational Rehabilitation Services | [www.centraltexas.va.gov/](https://www.centraltexas.va.gov/) | Health Care, Rehabilitation & Hospice | Engage | — | - ---- - -## Regenerate - -```bash -# Use existing data -python3 scripts/export_austin_leads.py - -# Re-scrape then export -python3 scripts/export_austin_leads.py --refresh - -# Scrape specific categories (328=Health Care, 323=IT & Technology) -python3 scripts/export_austin_leads.py --refresh --categories 328 323 -``` diff --git a/reports/Case Study Cadence Mapping.md b/reports/Case Study Cadence Mapping.md deleted file mode 100644 index 03de93c..0000000 --- a/reports/Case Study Cadence Mapping.md +++ /dev/null @@ -1,69 +0,0 @@ -# Case Study → Cadence Mapping - -**Source:** assets/ (8 case study decks) -**Purpose:** Map case studies to outbound cadences and pains for targeted proof. - ---- - -## 1. Parsed Case Studies - -| Client | Service | Pains Addressed | File | -|--------|---------|-----------------|------| -| Alorica | AI / Automation | manual processes, HR inquiry volume, support volume/resolution, lead conversion, RFP response speed | `Alorica – Website Chat Bot & RFP Assistant.pptx` | -| CoPilot Case Studies | AI / Automation | manual processes, scattered knowledge/data, HR inquiry volume, repetitive inquiries, support volume/resolution | `CoPilot Case Studies.pptx` | -| Microsoft | Creative | HR inquiry volume, support volume/resolution | `MSFT_ZeroTrust-Onepage-CS.pptx` | -| Microsoft | AI / Automation | manual processes, scattered knowledge/data, compliance/regulated workflows, support volume/resolution, time-intensive | `Microsoft - Partner Support AI Agent .pptx` | -| Microsoft | AI / Automation | manual processes, compliance/regulated workflows, repetitive inquiries, HR inquiry volume | `Microsoft - Pharmaceutical AI Agent Proof of Concept.pptx` | -| Microsoft | Data & Analytics | support volume/resolution | `Microsoft AI Platform - JFK Files AI Search.pptx` | -| Microsoft | AI / Automation | manual processes, Excel/spreadsheet dependence, event data collection/prioritization | `Microsoft Bing - Calendar AI Agent.pptx` | -| St. Luke's | AI / Automation | manual processes, duplicate data entry, HR inquiry volume | `Saint Lukes - Medical Scribing AI Agent.pptx` | - ---- - -## 2. Case Study → Cadence Campaign Mapping - -Use the case study that matches the **pain** your prospect has. Attach or link in cadence emails where CTA or proof is relevant. - -| Case Study | Best Cadence(s) | Use When Prospect Says... | Cadence Days | -|------------|-----------------|---------------------------|--------------| -| Alorica (Website Chat + RFP) | 01 Marketing Creative, 02 Attribution | conversion, lead quality, RFP response, sales enablement | 5, 10, 15, 20 | -| CoPilot HR Agent | 07 Finance Director, 05 Decision Latency | HR questions, benefits, PTO, scattered policies, manual responses | 8–14 | -| CoPilot Customer Service Agent | 03 IT Director Ownership, 04 Drift | support volume, knowledge scattered, slow resolution, repetitive tickets | 5, 10, 15 | -| CoPilot Financial Analysis Agent | 05 Decision Latency, 10 C-level KPI | time-to-answer, manual reporting, decision speed | 1, 5, 15 | -| Microsoft Partner Support Agent | 08 IT Director Backlog, 03 Ownership | manual support, multiple data sources, partner/incentive questions | 11, 15 | -| Microsoft Pharmaceutical AI PoC | 05 Decision Latency, 10 C-level | compliance, regulated workflows, R&D, time-to-insight | 1–7 | -| Microsoft JFK Files / AI Search | 05 Decision Latency, Data & Analytics | search, findability, data discovery | 8–14 | -| Microsoft Bing Calendar Agent | 05 Decision Latency, 08 Backlog | manual data collection, Excel, event prioritization, scalability | 11, 20 | -| St. Luke's Medical Scribing | 05 Decision Latency, 08 Backlog | duplicate entry, manual EMR, clinical documentation, healthcare efficiency | 8–14 | -| MSFT ZeroTrust Webinar | 01 Marketing Creative (video/delivery) | webinar, demos, delivery, testimonial | N/A (Creative asset) | - ---- - -## 3. Pain → Service → Case Study - -| Pain | Affirma Service | Case Study to Use | -|------|-----------------|-------------------| -| Manual processes / duplicate data entry | AI / Automation | St. Luke's, Microsoft Partner Support, Bing Calendar | -| Repetitive inquiries (HR, Support, Partners) | AI / Automation | CoPilot HR, Customer Service, Partner Support | -| Scattered knowledge / multiple systems | AI / Automation, Modern Workplace | CoPilot agents, Alorica RFP | -| Time-to-answer / decision latency | Data & Analytics, AI / Automation | Financial Analysis, Pharmaceutical, JFK Search | -| Lead conversion / website discovery | Marketing Services, Creative | Alorica Website Chat | -| RFP response speed / sales enablement | AI / Automation, Custom Dev | Alorica RFP Assistant | -| Event/data collection, Excel dependence | AI / Automation | Microsoft Bing Calendar | -| Healthcare/clinical documentation | AI / Automation | St. Luke's Medical Scribing | -| Compliance / regulated workflows | AI / Automation | Microsoft Pharmaceutical | - ---- - -## 4. Cadence Day Recommendations - -**When to attach a case study:** -- **Days 5, 10, 15, 20, 25, 30** — Soft CTA days. Attach 1 relevant case study with the doc/checklist. -- **Days 8–14** — Deeper value phase. Use case study as 'proof' in body: 'We did X for [Client] — similar situation.' -- **Day 1** — Only if prospect already signaled the pain. Don't lead with case study; establish pattern first. - -**Rule:** Match case study pain to cadence theme. IT Director Drift → use Customer Service or Partner Support (scattered knowledge). Marketing Creative → use Alorica (conversion). - ---- - -**Regenerate:** `python3 scripts/parse_case_studies.py` \ No newline at end of file diff --git a/reports/Case Study Value Prop Mapping.md b/reports/Case Study Mapping.md similarity index 96% rename from reports/Case Study Value Prop Mapping.md rename to reports/Case Study Mapping.md index efd4d5a..abb814e 100644 --- a/reports/Case Study Value Prop Mapping.md +++ b/reports/Case Study Mapping.md @@ -1,10 +1,81 @@ -# Case Study Value Prop Mapping +# Case Study Mapping — Value Props + Cadence **Source:** assets/ (323 files) -**Format:** We help [industry] clients like [Client] do [service] which resulted in [outcome] +**Regenerate:** `python3 scripts/parse_case_studies.py` | `python3 scripts/parse_all_case_studies.py` + +This report consolidates case study value props and cadence mapping. **Part 1** tells you which case study to use for which pain/cadence. **Part 2** is the full value prop inventory by service. + +--- + +## Part 1: Cadence Mapping (Pain → Case Study → Cadence) + + +## 1. Parsed Case Studies + +| Client | Service | Pains Addressed | File | +|--------|---------|-----------------|------| +| Alorica | AI / Automation | manual processes, HR inquiry volume, support volume/resolution, lead conversion, RFP response speed | `Alorica – Website Chat Bot & RFP Assistant.pptx` | +| CoPilot Case Studies | AI / Automation | manual processes, scattered knowledge/data, HR inquiry volume, repetitive inquiries, support volume/resolution | `CoPilot Case Studies.pptx` | +| Microsoft | Creative | HR inquiry volume, support volume/resolution | `MSFT_ZeroTrust-Onepage-CS.pptx` | +| Microsoft | AI / Automation | manual processes, scattered knowledge/data, compliance/regulated workflows, support volume/resolution, time-intensive | `Microsoft - Partner Support AI Agent .pptx` | +| Microsoft | AI / Automation | manual processes, compliance/regulated workflows, repetitive inquiries, HR inquiry volume | `Microsoft - Pharmaceutical AI Agent Proof of Concept.pptx` | +| Microsoft | Data & Analytics | support volume/resolution | `Microsoft AI Platform - JFK Files AI Search.pptx` | +| Microsoft | AI / Automation | manual processes, Excel/spreadsheet dependence, event data collection/prioritization | `Microsoft Bing - Calendar AI Agent.pptx` | +| St. Luke's | AI / Automation | manual processes, duplicate data entry, HR inquiry volume | `Saint Lukes - Medical Scribing AI Agent.pptx` | --- +## 2. Case Study → Cadence Campaign Mapping + +Use the case study that matches the **pain** your prospect has. Attach or link in cadence emails where CTA or proof is relevant. + +| Case Study | Best Cadence(s) | Use When Prospect Says... | Cadence Days | +|------------|-----------------|---------------------------|--------------| +| Alorica (Website Chat + RFP) | 01 Marketing Creative, 02 Attribution | conversion, lead quality, RFP response, sales enablement | 5, 10, 15, 20 | +| CoPilot HR Agent | 07 Finance Director, 05 Decision Latency | HR questions, benefits, PTO, scattered policies, manual responses | 8–14 | +| CoPilot Customer Service Agent | 03 IT Director Ownership, 04 Drift | support volume, knowledge scattered, slow resolution, repetitive tickets | 5, 10, 15 | +| CoPilot Financial Analysis Agent | 05 Decision Latency, 10 C-level KPI | time-to-answer, manual reporting, decision speed | 1, 5, 15 | +| Microsoft Partner Support Agent | 08 IT Director Backlog, 03 Ownership | manual support, multiple data sources, partner/incentive questions | 11, 15 | +| Microsoft Pharmaceutical AI PoC | 05 Decision Latency, 10 C-level | compliance, regulated workflows, R&D, time-to-insight | 1–7 | +| Microsoft JFK Files / AI Search | 05 Decision Latency, Data & Analytics | search, findability, data discovery | 8–14 | +| Microsoft Bing Calendar Agent | 05 Decision Latency, 08 Backlog | manual data collection, Excel, event prioritization, scalability | 11, 20 | +| St. Luke's Medical Scribing | 05 Decision Latency, 08 Backlog | duplicate entry, manual EMR, clinical documentation, healthcare efficiency | 8–14 | +| MSFT ZeroTrust Webinar | 01 Marketing Creative (video/delivery) | webinar, demos, delivery, testimonial | N/A (Creative asset) | + +--- + +## 3. Pain → Service → Case Study + +| Pain | Affirma Service | Case Study to Use | +|------|-----------------|-------------------| +| Manual processes / duplicate data entry | AI / Automation | St. Luke's, Microsoft Partner Support, Bing Calendar | +| Repetitive inquiries (HR, Support, Partners) | AI / Automation | CoPilot HR, Customer Service, Partner Support | +| Scattered knowledge / multiple systems | AI / Automation, Modern Workplace | CoPilot agents, Alorica RFP | +| Time-to-answer / decision latency | Data & Analytics, AI / Automation | Financial Analysis, Pharmaceutical, JFK Search | +| Lead conversion / website discovery | Marketing Services, Creative | Alorica Website Chat | +| RFP response speed / sales enablement | AI / Automation, Custom Dev | Alorica RFP Assistant | +| Event/data collection, Excel dependence | AI / Automation | Microsoft Bing Calendar | +| Healthcare/clinical documentation | AI / Automation | St. Luke's Medical Scribing | +| Compliance / regulated workflows | AI / Automation | Microsoft Pharmaceutical | + +--- + +## 4. Cadence Day Recommendations + +**When to attach a case study:** +- **Days 5, 10, 15, 20, 25, 30** — Soft CTA days. Attach 1 relevant case study with the doc/checklist. +- **Days 8–14** — Deeper value phase. Use case study as 'proof' in body: 'We did X for [Client] — similar situation.' +- **Day 1** — Only if prospect already signaled the pain. Don't lead with case study; establish pattern first. + +**Rule:** Match case study pain to cadence theme. IT Director Drift → use Customer Service or Partner Support (scattered knowledge). Marketing Creative → use Alorica (conversion). + +--- + +--- + +## Part 2: Value Prop Mapping (Full Inventory by Service) + + ## AI / Automation (14 case studies) | Client | Industry | Value Proposition | Asset | diff --git a/reports/Company Service Title Patterns.md b/reports/Company Service Title Patterns.md deleted file mode 100644 index 591d639..0000000 --- a/reports/Company Service Title Patterns.md +++ /dev/null @@ -1,63 +0,0 @@ -# Company × Service × Buyer Title — Pattern Analysis - -**Focus:** WHO (company type, buyer title) buys WHAT (service). Channel-agnostic. - ---- - -## Top Patterns (by win rate, n≥2) - -| Company Type | Service | Buyer Title | n | Win Rate | Inbound Asks | Topics | -|--------------|---------|-------------|---|----------|---------------|--------| -| Healthcare | Modern Workplace | Finance / Director | 6 | 100% | — | migration, implementation, integration | -| Commercial | Infrastructure | IT/Tech / IC | 3 | 100% | — | — | -| Financial Services | Modern Workplace | Other / Manager | 3 | 100% | — | migration, implementation, integration | -| Manufacturing | Modern Workplace | Executive / VP | 2 | 100% | — | migration, implementation, integration | -| Energy / Utilities | Modern Workplace | Other / Director | 2 | 100% | — | migration, implementation, integration | -| Agriculture | Data & Analytics | Other / Director | 2 | 100% | — | implementation | -| Education | Infrastructure | Marketing / Director | 2 | 100% | — | — | -| Government | Custom Dev | IT/Tech / Director | 2 | 100% | — | — | -| Healthcare | Modern Workplace | Product/Program / Manager | 2 | 100% | — | migration, implementation, integration | -| Hospitality | Custom Dev | Executive / IC | 2 | 100% | — | — | -| Commercial | Modern Workplace | Executive / IC | 2 | 100% | SharePoint General, SharePoint Migration, Power Automate/Flows | migration, implementation, integration | -| Commercial | Modern Workplace | IT/Tech / C-Suite | 2 | 100% | SharePoint General, SharePoint Migration, Power Automate/Flows | migration, implementation, integration | -| Commercial | Custom Dev | Other / Director | 2 | 100% | — | — | -| Financial Services | Modern Workplace | Other / C-Suite | 2 | 100% | — | migration, implementation, integration | -| Government | Custom Dev | Other / IC | 2 | 100% | — | — | -| Technology | Modern Workplace | Other / IC | 2 | 100% | — | migration, implementation, integration | -| Education | Modern Workplace | Other / IC | 5 | 80% | — | migration, implementation, integration | -| Non-Profit | Modern Workplace | Other / Manager | 4 | 75% | — | migration, implementation, integration | -| Technology | Creative | Marketing / Director | 3 | 67% | — | — | -| Technology | Custom Dev | Other / C-Suite | 3 | 67% | — | — | -| Commercial | CRM | Other / C-Suite | 3 | 67% | Dynamics/CRM | migration, implementation, managed service | -| Commercial | Modern Workplace | Other / IC | 4 | 50% | SharePoint General, SharePoint Migration, Power Automate/Flows | migration, implementation, integration | -| Technology | Creative | Other / Manager | 4 | 50% | — | — | -| Technology | Custom Dev | IT/Tech / IC | 2 | 50% | — | — | -| Financial Services | Modern Workplace | Executive / VP | 2 | 50% | — | migration, implementation, integration | -| Healthcare | Modern Workplace | IT/Tech / Manager | 2 | 50% | — | migration, implementation, integration | -| Healthcare | Infrastructure | IT/Tech / Manager | 2 | 50% | — | — | -| Healthcare | Infrastructure | Other / Manager | 2 | 50% | — | — | -| Healthcare | Modern Workplace | Other / Manager | 2 | 50% | — | migration, implementation, integration | -| Healthcare | Modern Workplace | IT/Tech / Director | 2 | 50% | — | migration, implementation, integration | -| Technology | Custom Dev | Marketing / Manager | 2 | 50% | — | — | -| Commercial | Marketing Services | Marketing / Director | 2 | 50% | — | — | -| Commercial | Infrastructure | IT/Tech / C-Suite | 2 | 50% | — | — | -| Commercial | Modern Workplace | IT/Tech / IC | 2 | 50% | SharePoint General, SharePoint Migration, Power Automate/Flows | migration, implementation, integration | -| Cities, Towns, Municipalities | Modern Workplace | IT/Tech / Manager | 2 | 50% | — | migration, implementation, integration | -| Construction | Modern Workplace | Other / IC | 2 | 50% | — | migration, implementation, integration | -| Education | Marketing Services | Marketing / Director | 2 | 50% | — | — | -| Education | Marketing Services | Marketing / VP | 2 | 50% | — | — | -| Manufacturing | Marketing Services | Marketing / Director | 2 | 50% | — | — | -| Manufacturing | Infrastructure | IT/Tech / Manager | 2 | 50% | — | — | - ---- - -## Datasets (data/patterns/) - -| File | Description | -|------|-------------| -| company_service_title.json | Full patterns with inbound_asks, case_study_topics, service_notes | -| company_type_service.json | Company Type × Service win rates | -| inbound_language_by_segment.json | What inbound leads say they want, by segment | -| case_study_topics_by_service.json | Project themes from case study filenames | - -**Regenerate:** `python3 scripts/company_service_title_analysis.py` \ No newline at end of file diff --git a/reports/Company Targeting Report.md b/reports/Company Targeting Report.md new file mode 100644 index 0000000..da2b56b --- /dev/null +++ b/reports/Company Targeting Report.md @@ -0,0 +1,42 @@ +# Company Targeting Report — Company Type × Service × Messaging + +## Part 2: Company × Service × Buyer Title (Win Patterns) + +*Focus:* WHO (company type, buyer title) buys WHAT (service). Channel-agnostic. + +### Top Patterns (by win rate, n≥2)# + +| Company Type | Service | Buyer Title | n | Win Rate | Topics | +|--------------|---------|-------------|---|----------|--------| +| Healthcare | Modern Workplace | Finance / Director | 6 | 100% | migration, implementation, integration | +| Commercial | Infrastructure | IT/Tech / IC | 3 | 100% | — | +| Financial Services | Modern Workplace | Other / Manager | 3 | 100% | migration, implementation | +| Manufacturing | Modern Workplace | Executive / VP | 2 | 100% | migration, implementation | +| Energy / Utilities | Modern Workplace | Other / Director | 2 | 100% | migration, implementation | +| Healthcare | Modern Workplace | IT/Tech / Manager | 2 | 50% | migration, implementation | +| Healthcare | Modern Workplace | IT/Tech / Director | 2 | 50% | migration, implementation | +| Non-Profit | Modern Workplace | Other / Manager | 4 | 75% | migration, implementation | +| Government | Custom Dev | IT/Tech / Director | 2 | 100% | — | +| Education | Modern Workplace | Other / IC | 5 | 80% | migration, implementation | + +### Datasets (data/patterns/) + +| File | Description | +|------|-------------| +| company_service_title.json | Full patterns with inbound_asks, case_study_topics, service_notes | +| company_type_service.json | Company Type × Service win rates | +| inbound_language_by_segment.json | What inbound leads say they want, by segment | +| case_study_topics_by_service.json | Project themes from case study filenames | + +--- + +## How to Use + +1. **Before writing:** Look up company type (or infer from LinkedIn/website). Match to the target matrix. +2. **Choose service:** Based on their ask + company type. Government + SharePoint → Modern Workplace. +3. **Use the phrase:** "This [SharePoint migration] will increase revenue by..." — not "This investment will..." +4. **Add Email to export:** When you add the Email column to Inbound.xlsx, re-run the script. Domain-based inference (e.g., cityof*.gov) will improve accuracy. + +--- + +**Regenerate:** `python3 scripts/company_target_matrix.py` | `python3 scripts/company_service_title_analysis.py` diff --git a/reports/Company Type Target Matrix.md b/reports/Company Type Target Matrix.md deleted file mode 100644 index 79db723..0000000 --- a/reports/Company Type Target Matrix.md +++ /dev/null @@ -1,54 +0,0 @@ -# Company Type × Ask × Service — Target Matrix - -**Data:** data/Inbound/Inbound.xlsx (550 leads) -**Regenerate:** `python3 scripts/company_target_matrix.py` -**Note:** Add **Email** column to your next CRM export to enable domain-based company inference (e.g., .gov → Government, .edu → Education). Currently uses Industry extracted from description. - ---- - -## Purpose - -1. **Infer company type** from email domain (when available) or from description language. -2. **Connect asks to Affirma services** — what they want → which service to message. -3. **Target the right companies** with the right service-specific copy. -4. **Replace "this investment"** with the actual service phrase in messaging. - ---- - -## Company Type × Top Asks → Service - -| Company Type | Top Asks | Services to Message | Say This (not "this investment") | -|--------------|----------|---------------------|----------------------------------| -| **Government** | SharePoint, Power BI, Google→M365 | Modern Workplace, Data & Analytics | "this SharePoint migration" / "this Power BI deployment" | -| **Healthcare** | SharePoint, Compliance, Dashboard | Modern Workplace, Data & Analytics | "this SharePoint migration" / "this Power BI deployment" | -| **Non-Profit** | Dynamics, SharePoint, Migration | CRM, Modern Workplace | "this Dynamics implementation" / "this SharePoint migration" | -| **MSP** | BPO/Helpdesk, Power BI, Support | Infrastructure/BPO, Data & Analytics | "this helpdesk outsourcing" | -| **Construction** | SharePoint, Power Automate | Modern Workplace | "this SharePoint migration" | -| **Education** | Dynamics, Power BI | CRM, Data & Analytics | "this Dynamics implementation" | -| **Financial Services** | SharePoint, Dynamics | Modern Workplace, CRM | "this SharePoint migration" | -| **Manufacturing** | Dynamics, Guidance | CRM, Modern Workplace | "this Dynamics implementation" | -| **Legal** | SharePoint, Ongoing Support | Modern Workplace, Infrastructure | "this SharePoint migration" | -| **Real Estate** | BPO, Dashboard, Dynamics | Infrastructure/BPO, Data & Analytics | "this helpdesk outsourcing" | - ---- - -## Ask → Service → Phrase (Use in Copy) - -| What They Ask | Affirma Service | Replace "this investment" With | -|---------------|-----------------|--------------------------------| -| SharePoint (any) | Modern Workplace | "this SharePoint migration" or "this intranet build" | -| Power BI, Dashboards | Data & Analytics | "this Power BI deployment" | -| Dynamics, CRM | CRM | "this Dynamics implementation" | -| HubSpot, SEO | Marketing Services | "this HubSpot setup" | -| AI, Copilot | AI / Automation | "this AI rollout" | -| BPO, Helpdesk | Infrastructure / BPO | "this helpdesk outsourcing" | -| Google→M365, Tenant, Exchange | Infrastructure | "this migration" | - ---- - -## How to Use - -1. **Before writing:** Look up company type (or infer from LinkedIn/website). Match to the target matrix. -2. **Choose service:** Based on their ask + company type. Government + SharePoint → Modern Workplace. -3. **Use the phrase:** "This [SharePoint migration] will increase revenue by..." — not "This investment will..." -4. **Add Email to export:** When you add the Email column to Inbound.xlsx, re-run the script. Domain-based inference (e.g., cityof*.gov) will improve accuracy. diff --git a/reports/Inbound Analysis Report.md b/reports/Inbound Analysis Report.md deleted file mode 100644 index 2c7fef4..0000000 --- a/reports/Inbound Analysis Report.md +++ /dev/null @@ -1,141 +0,0 @@ -# Inbound Analysis Report — Why Qualified Leads Come In - -**Data:** data/Inbound/Inbound.xlsx (550 qualified leads) -**Source:** commit 7397323 - ---- - -## Summary - -Inbound qualified leads come to Affirma primarily for **SharePoint**, **Power Platform**, **Migration**, and **Support**. They use language like "looking for," "migrate," "build," and "partner." - ---- - -## Why They Come In (Category Distribution) - -| Category | Count | % | -|----------|-------|---| -| Other* | 231 | 42 | -| Power Platform (Power BI, Dynamics, Power Automate) | 95 | 17 | -| SharePoint / Intranet | 59 | 11 | -| Support / Maintenance | 56 | 10 | -| Migration | 53 | 10 | -| Marketing / SEO | 21 | 4 | -| Analytics / Dashboard | 13 | 2 | -| Training | 12 | 2 | -| AI / Copilot | 6 | 1 | -| Compliance / Data (Purview, CMMC, HIPAA) | 4 | 1 | - -\*Other includes 74 SharePoint-related (general), 16 Consulting, 8 RFP, 4 Integration. - -**Combined SharePoint-related:** 59 + 74 = **133** (24% of total). - ---- - -## Theme Frequency (Keyword Scan) - -| Theme | Count | -|-------|-------| -| SharePoint | 178 | -| Help / Support | 189 (help + support) | -| Data | 65 | -| Intranet | 54 | -| Power BI | 42 | -| Migration / Migrate | 71 (combined) | -| Microsoft 365 | 48 | -| Dynamics / CRM | 45 | -| Training | 27 | -| AI | 28 | -| Dashboard | 15 | -| Workflow | 10 | -| Compliance | 9 | - ---- - -## Language They Use (Self-Reported) - -| Phrase | Count | -|--------|-------| -| "looking for" | 144 | -| "migrate" | 89 | -| "build" | 59 | -| "partner" | 51 | -| "consultant" | 38 | -| "assistance" | 25 | -| "need help" | 23 | -| "vendor" | 17 | -| "guidance" | 15 | - -**Messaging insight:** They frame the ask as "looking for a partner" or "need help with" — not "we want to buy." Lead with partnership, assistance, guidance. - ---- - -## Source Campaign - -| Source | Count | % | -|--------|-------|---| -| Marketing – PPC | 434 | 79 | -| Marketing - SEO | 83 | 15 | -| Marketing - Lazlo - Websights | 6 | 1 | -| Marketing - Email | 4 | 1 | -| Marketing - Referral | 4 | 1 | -| Marketing - Clutch | 4 | 1 | -| Other | 15 | 3 | - -**PPC and SEO drive 94% of inbound.** - ---- - -## Top Inbound Reasons (Thematic) - -1. **SharePoint** — Intranet, migration, build, restructure, page setup -2. **Migration** — Exchange, SharePoint, M365 tenant, Google Workspace, on-prem -3. **Power Platform** — Power BI deployment, Dynamics configuration, Power Automate flows -4. **Support / Maintenance** — Ongoing support, end-of-life upgrades -5. **Guidance** — "Information overload," "need guidance," "learn the art of the possible" -6. **Compliance** — Purview, CMMC, HIPAA, data governance -7. **Training** — New hire, adoption -8. **Analytics / Dashboard** — Report replacement, operational dashboards -9. **Marketing / SEO** — HubSpot, SEO, marketing agency -10. **AI / Copilot** — AI solution evaluation, Copilot deployment - ---- - -## Pain Points (Triggers) - -- **Migration need** — 72 references (mandate, upgrade, move off legacy) -- **Need guidance** — 13 ("information overload," "so many options") -- **Compliance requirement** — 10 (CMMC, HIPAA, Purview) -- **Scaling need** — 9 (scalable deployment) -- **End of life** — 2 (SharePoint 2013, legacy systems) - ---- - -## Messaging Insights for Frameworks - -### 1. Mirror Their Language -- Use "looking for a partner" / "need help with" / "assistance" / "guidance" -- Avoid "we sell" or "our product" — lead with partnership - -### 2. Lead With Top Categories -- **SharePoint:** Intranet, migration, build, restructure -- **Power Platform:** Power BI, Dynamics, Power Automate -- **Migration:** Exchange, tenant, Google, on-prem -- **Support:** Ongoing, maintenance, EOL upgrade - -### 3. Pain-Aware Hooks -- "Information overload with the M365 stack" -- "Migration mandate" / "need to move off [X]" -- "Looking for a partner to guide us" -- "End-of-life system" / "legacy upgrade" - -### 4. Source Alignment -- PPC/SEO traffic → they found you via search (problem-aware) -- Messaging should match what they searched for: SharePoint help, migration, Power BI, etc. - -### 5. Decision Maker -- 7 NaN, rest "No" for Decision Maker column — may indicate form field; assume mixed buyer levels - ---- - -*Run analysis: `python3 scripts/analyze_inbound.py` (if script created)* diff --git a/reports/Inbound What They Want.md b/reports/Inbound Report.md similarity index 58% rename from reports/Inbound What They Want.md rename to reports/Inbound Report.md index fef613b..b732b85 100644 --- a/reports/Inbound What They Want.md +++ b/reports/Inbound Report.md @@ -1,14 +1,73 @@ -# Inbound — What People Want & Which Titles Ask For What +# Inbound Report — What Leads Want & Why They Come In **Data:** data/Inbound/Inbound.xlsx (550 qualified leads) -**Regenerate:** `python3 scripts/deep_parse_inbound.py` -**Company targeting:** Add **Email** column to export → run `scripts/company_target_matrix.py` for Company Type × Ask × Service. See [Company Type Target Matrix](Company%20Type%20Target%20Matrix.md). +**Regenerate:** `python3 scripts/deep_parse_inbound.py` | `python3 scripts/analyze_inbound.py` +**Company targeting:** Add **Email** column to export → run `scripts/company_target_matrix.py` for Company Type × Ask × Service. See [Company Targeting Report](Company%20Targeting%20Report.md). --- -## What People Want Help With +## Summary -### Granular Ask Distribution (Deep Parse) +Inbound qualified leads come to Affirma primarily for **SharePoint**, **Power Platform**, **Migration**, and **Support**. They use language like "looking for," "migrate," "build," and "partner." Combined SharePoint-related: **24%** of total. PPC and SEO drive **94%** of inbound. + +--- + +## Part 1: Category & Theme Overview + +### Why They Come In (Category Distribution) + +| Category | Count | % | +|----------|-------|---| +| Other* | 231 | 42 | +| Power Platform (Power BI, Dynamics, Power Automate) | 95 | 17 | +| SharePoint / Intranet | 59 | 11 | +| Support / Maintenance | 56 | 10 | +| Migration | 53 | 10 | +| Marketing / SEO | 21 | 4 | +| Analytics / Dashboard | 13 | 2 | +| Training | 12 | 2 | +| AI / Copilot | 6 | 1 | +| Compliance / Data (Purview, CMMC, HIPAA) | 4 | 1 | + +\*Other includes 74 SharePoint-related (general), 16 Consulting, 8 RFP, 4 Integration. **Combined SharePoint-related:** 59 + 74 = **133** (24% of total). + +### Theme Frequency (Keyword Scan) + +| Theme | Count | +|-------|-------| +| SharePoint | 178 | +| Help / Support | 189 (help + support) | +| Data | 65 | +| Intranet | 54 | +| Power BI | 42 | +| Migration / Migrate | 71 (combined) | +| Microsoft 365 | 48 | +| Dynamics / CRM | 45 | +| Training | 27 | +| AI | 28 | +| Dashboard | 15 | +| Workflow | 10 | +| Compliance | 9 | + +### Language They Use (Self-Reported) + +| Phrase | Count | +|--------|-------| +| "looking for" | 144 | +| "migrate" | 89 | +| "build" | 59 | +| "partner" | 51 | +| "consultant" | 38 | +| "assistance" | 25 | +| "need help" | 23 | +| "vendor" | 17 | +| "guidance" | 15 | + +**Messaging insight:** They frame the ask as "looking for a partner" or "need help with" — not "we want to buy." Lead with partnership, assistance, guidance. + +--- + +## Part 2: Granular Ask Distribution (Deep Parse) | Rank | Ask | Count | % | |------|-----|-------|---| @@ -35,14 +94,10 @@ | 21 | Power Apps | 1 | 0.2% | | 22 | SEO | 1 | 0.2% | ---- - -## Synthesized Categories (What They're Really Asking For) - -High-level themes from reading descriptions: +### Synthesized Categories (What They're Really Asking For) | Theme | What They Want | Example Language | -|-------|----------------|------------------| +|-------|----------------|-------------------| | **SharePoint** | Intranet build/upgrade, migration, governance, DMS | "build intranet," "migrate from file server," "restructure permissions" | | **Power BI** | Dashboards, migration from Tableau/SSRS, data architecture | "replace VB reports," "Tableau to Power BI," "dashboards for operations" | | **M365** | Google→M365 migration, tenant consolidation, optimization | "move from Google Workspace," "get more out of 365" | @@ -54,7 +109,9 @@ High-level themes from reading descriptions: --- -## Title × What They Want +## Part 3: Title × Industry × Source Patterns + +### Title × What They Want *(Titles parsed from description text; n=71 leads with explicit titles.)* @@ -76,9 +133,7 @@ High-level themes from reading descriptions: **Note:** "Consultant" often means MSP/partner with a client need, not the end buyer. ---- - -## Industry × What They Want +### Industry × What They Want *(n=74 leads with extractable industry from description.)* @@ -95,9 +150,7 @@ High-level themes from reading descriptions: | **Legal** | Other (2), SharePoint (2), Ongoing Support | | **Real Estate** | Other (2), BPO, Dashboard, Dynamics | ---- - -## Source Campaign × Top Ask +### Source Campaign × Top Ask | Source | #1 Ask | #2 | #3 | |--------|--------|-----|-----| @@ -105,9 +158,23 @@ High-level themes from reading descriptions: | Marketing - SEO | Other (21) | SharePoint General (19) | Dynamics/CRM (9) | | Marketing - Lazlo - Websights | SharePoint (3) | Migration (2) | BPO (1) | +### Source Campaign (Volume) + +| Source | Count | % | +|--------|-------|---| +| Marketing – PPC | 434 | 79 | +| Marketing - SEO | 83 | 15 | +| Marketing - Lazlo - Websights | 6 | 1 | +| Marketing - Email | 4 | 1 | +| Marketing - Referral | 4 | 1 | +| Marketing - Clutch | 4 | 1 | +| Other | 15 | 3 | + --- -## Pain Point Language (frequency) +## Part 4: Pain Points & Triggers + +### Pain Point Language (frequency) | Count | Phrase | |-------|--------| @@ -121,9 +188,17 @@ High-level themes from reading descriptions: **Use in copy:** "struggling with," "out of control," "messy SharePoint," "end-of-life platform." +### Triggers + +- **Migration need** — 72 references (mandate, upgrade, move off legacy) +- **Need guidance** — 13 ("information overload," "so many options") +- **Compliance requirement** — 10 (CMMC, HIPAA, Purview) +- **Scaling need** — 9 (scalable deployment) +- **End of life** — 2 (SharePoint 2013, legacy systems) + --- -## Employee Size Band +## Part 5: Employee Size Band *(Where No. of Employees available, n≈432)* @@ -139,16 +214,7 @@ High-level themes from reading descriptions: --- -## Secondary Ask Signals - -- **Power BI + migration/legacy replacement:** 6 leads -- **SharePoint + AI/Copilot:** 7 leads - -*Use for combo offers: "SharePoint modernization + Copilot readiness" or "Power BI + retire legacy reports."* - ---- - -## Plain-Language Summary: What They're Asking For +## Part 6: Plain-Language Summary — What They're Asking For ### SharePoint / Intranet - Migrate to SharePoint from on-prem, Google, or another tenant @@ -163,7 +229,7 @@ High-level themes from reading descriptions: - Power BI integration with other systems (e.g. Adobe Learning Manager) - Build dashboards for operational or clinical decisions - Configure Dynamics/D365 CRM -- Learn “the art of the possible” with D365 +- Learn "the art of the possible" with D365 - Power Automate flows, workflows in Teams ### Migration @@ -174,7 +240,7 @@ High-level themes from reading descriptions: - File server → SharePoint Online ### Guidance / Consulting -- “Information overload” with M365 options +- "Information overload" with M365 options - Need a partner to guide deployment - Strategy for AI/Copilot implementation - Review current M365 setup and design a plan @@ -197,7 +263,7 @@ High-level themes from reading descriptions: --- -## Title Patterns (Where Extractable) +## Part 7: Title Patterns (Where Extractable) | Title | Typical Asks | |-------|--------------| @@ -212,15 +278,28 @@ High-level themes from reading descriptions: --- -## Messaging Implications +## Part 8: Messaging Implications + +### Framework Rules + +1. **Mirror Their Language** — Use "looking for a partner" / "need help with" / "assistance" / "guidance". Avoid "we sell" or "our product." +2. **Lead With Top Categories** — SharePoint: intranet, migration, build, restructure. Power Platform: Power BI, Dynamics, Power Automate. Migration: Exchange, tenant, Google, on-prem. Support: ongoing, maintenance, EOL upgrade. +3. **Pain-Aware Hooks** — "Information overload with the M365 stack" / "Migration mandate" / "Looking for a partner to guide us" / "End-of-life system" / "legacy upgrade." +4. **Source Alignment** — PPC/SEO traffic → problem-aware. Match messaging to what they searched for. +5. **Secondary Ask Signals** — Power BI + migration (6 leads); SharePoint + AI/Copilot (7). Use combo offers: "SharePoint modernization + Copilot readiness" or "Power BI + retire legacy reports." + +### Actionable Takeaways -1. **SharePoint** — Highest volume (25%+); use “migration,” “intranet,” “restructure,” “permissions,” “governance.” -2. **Power BI + Dynamics** — Strong demand; use “deploy,” “configure,” “replace reports,” “Tableau/SSRS migration.” +1. **SharePoint** — Highest volume (25%+); use "migration," "intranet," "restructure," "permissions," "governance." +2. **Power BI + Dynamics** — Strong demand; use "deploy," "configure," "replace reports," "Tableau/SSRS migration." 3. **BPO/Helpdesk** — 7% of inbound; separate campaign for MSPs and ops leaders. 4. **Industry hooks** — Government (SharePoint, Power BI), Non-Profit (Dynamics, SharePoint), Healthcare (compliance, dashboards), MSP (helpdesk outsourcing). -5. **Pain language** — Mirror “struggling,” “urgent,” “messy,” “end of life,” “lean team.” -6. **Size** — 74% are 1–500 employees; speak to “no internal IT,” “limited bandwidth.” -7. **Combo offers** — SharePoint + Copilot readiness; Power BI + legacy report retirement. -8. **Source** — PPC drives SharePoint and Power BI; SEO drives more Dynamics/CRM diversity. -9. **Titles** — Consultant (MSP), Director, Manager, Owner show up most; tailor by ask. -10. **Language** — Mirror “looking for,” “need help with,” “partner,” “guidance,” “build.” +5. **Pain language** — Mirror "struggling," "urgent," "messy," "end of life," "lean team." +6. **Size** — 74% are 1–500 employees; speak to "no internal IT," "limited bandwidth." +7. **Source** — PPC drives SharePoint and Power BI; SEO drives more Dynamics/CRM diversity. +8. **Titles** — Consultant (MSP), Director, Manager, Owner show up most; tailor by ask. +9. **Language** — Mirror "looking for," "need help with," "partner," "guidance," "build." + +--- + +**Regenerate:** `python3 scripts/deep_parse_inbound.py` | `python3 scripts/analyze_inbound.py` diff --git a/reports/Leads to Target.md b/reports/Leads to Target.md new file mode 100644 index 0000000..1097649 --- /dev/null +++ b/reports/Leads to Target.md @@ -0,0 +1,171 @@ +# Leads to Target — Consolidated Lead Lists + +**Purpose:** Prioritized contact lists for Modern Workplace (SharePoint, M365) and Marketing Services campaigns. Sourced from Open Leads, Texas CRM, ATX/Austin leads, and Austin Chamber directory. + +--- + +## Part 1: Open Leads — Best to Target + +**Source:** data/My Open Leads exports +**Total:** 409 open leads +**Campaign:** Modern Workplace / Cloud Migration (SharePoint, M365, intranet) + +### Tier 1 — Highest fit (IT Director+, infrastructure/cloud ownership) + +| # | Name | Company | Title | Email | Why | +|---|------|---------|-------|-------|-----| +| 1 | **Anila Dominic** | Deltek | Delivery Engineering Director, Cloud | aniladominic@deltek.com | Cloud ownership. Software + Gov contractor. | +| 2 | **Clint Augustine** | Home Depot | Sr Director, Technology Home Depot Digital, Mobile Engineering & Cloud Platform | clint_augustine@homedepot.com | Direct cloud/platform. Enterprise. | +| 3 | **Allison Freeman** | Tempus | IT & ServiceNow Engineering Director, PMO | alison.freeman@tempus.com | IT + ServiceNow. Healthcare tech. | +| 4 | **Satish Motipalli** | Stryker | Digital Systems & Automation Director, Engineering | satish.motipalli@stryker.com | Systems + automation. Healthcare. | +| 5 | **Blane Leuschner** | Eaton | Director, Power Systems Solutions | blaneleuschner@eaton.com | Industrial. Power systems. | +| 6 | **Yael Cornberg** | Zebra Technologies | Technology & Analytics Senior Director, Commercial Operations | yael@zebra.com | Tech + data. Manufacturing/tech. | +| 7 | **Jane Baughman** | Stantec | Director, Science & Technology | jane.baughman@stantec.com | AEC/professional services. | +| 8 | **Stephen Gibson** | KPMG | Director, Cyber Security Services | stephengibson@kpmg.com | Cyber/cloud adjacent. Professional services. | +| 9 | **Jill Easlick** | Center for Internet Security | Technology Director, Member Engagement | jill.easlick@cisecurity.org | Cyber org. Tech director. | + +### Tier 2 — Strong (CTO / VP, or mixed Marketing+Tech) + +| Name | Company | Title | Email | +|------|---------|-------|-------| +| Sophia Skaggs | Dell Technologies | Director, Technical Marketing & CTO, Office of | sophie.skaggs@dell.com | + +--- + +## Part 2: Texas CRM List — Modern Workplace Targeting + +**Source:** CRM Export (Texas) +**Data:** 1,336 contacts (100 shown) +**Campaign:** 03 IT Director Ownership, 04 IT Director Drift, 08 IT Director Backlog + +### Title Normalization Rules + +| Raw Title Pattern | Function | Seniority | Modern Workplace Fit | +|-------------------|----------|-----------|----------------------| +| VP Information Systems, VP Development, CIO, CTO | IT/Tech | VP / C-level | **Highest** | +| Director of IT, Director of Engineering, Director Cybersecurity | IT/Tech | Director | **Highest** | +| Manager, IT / Manager, Business Applications / Manager | IT/Tech | Manager | **Medium** | +| Lead/Senior Developer, Engineer, Systems Engineer, SRE | IT/Tech | IC | **Low** — champion only | +| VP Marketing, Director Marketing | Marketing | VP/Director/Manager | **N/A** — different campaign | +| Sales Manager, Account Manager | Other | Manager | **Skip** | + +### Tier 1 — Contact First + +| Name | Company | Normalized | Use in Greeting | Why | +|------|---------|-------------|-----------------|-----| +| Wyatt Wasicek | Command Alkon | IT/Tech VP | VP of Information Systems | Owns IT/infrastructure. Manufacturing. | +| Anila Dominic | Deltek | IT/Tech Director | Delivery Engineering Director, Cloud | Cloud/migration ownership. | +| Dai Do | NTT Data | IT/Tech Director | Director of Cybersecurity Practice | Security + infrastructure. | +| Subu Subramanian | Experian | IT/Tech VP | VP of Development | Tech leadership. Financial services. | +| Kristine Nessa | SHI | IT/Tech C-level | CTO, Healthcare | Healthcare CTO. Top priority. | +| Mike Lindbert | Rackspace | IT/Tech Manager | Head of Product, Public Cloud | Cloud product. | +| Jason Hiebl | Extreme Networks | IT/Tech Director | Sr Director, Customer Success | Services + tech. | +| William Field | b.well | IT/Tech Director | Director of Engineering | Healthcare tech. | +| Brannon Harris | Infineon | IT/Tech VP | VP of Development Engineering | Semiconductors. | +| Sundeep Reddy | Sanmina | Other Director | Director of Operations | Ops often owns systems. | + +### Tier 2 — Strong Influencers + +| Name | Company | Normalized | Why | +|------|---------|-------------|-----| +| Percy Espinoza | Rackspace | IT/Tech Manager | TPM = migration project owner. | +| Amber Lewis | symplr | IT/Tech Manager | Healthcare. Apps = SharePoint/CRM adjacent. | +| Aimee Ferguson | Eaton | IT/Tech Manager | Direct IT ownership. Enterprise. | + +### Skip for Modern Workplace + +Marketing Director/VP/Manager, Sales/BD/Account, Healthcare non-IT, Retail/Store/Operations, HR/Talent/Recruiting, Finance (non-IT) — use Marketing Creative or different campaign. + +--- + +## Part 3: ATX Leads — Austin-Focused (Best to Target) + +**Source:** data/Inbound/atx leads/ (Open Leads + Directors, Finance and Marketing) +**Data:** 1,342 Austin contacts + 368 Directors +**Best to target:** 16 Modern Workplace | 28 Marketing Services + +### Modern Workplace — Tier 1 + +| # | Name | Company | Title | Email | +|---|-----|---------|------|-------| +| 1 | Jill Easlick | Center for Internet Security | Technology Director | jill.easlick@cisecurity.org | +| 2 | Shane Martin | ClearDATA | Manager, Information Technology | shane.martin@cleardata.com | +| 3 | Todd McPartlin | Command Alkon | VP, Engineering & Command Cloud Platform Chief Architect | tmcpartlin@commandalkon.com | +| 4 | Anila Dominic | Deltek | Delivery Engineering Director, Cloud | aniladominic@deltek.com | +| 5 | Aimee Ferguson | Eaton | Manager, Campus Engineering & IT | aimeeferguson@eaton.com | +| 6 | Clint Augustine | Home Depot | Sr Director, Technology | clint_augustine@homedepot.com | +| 7 | Stanley Wood | Kyndryl | VP, CTO-as-a-Service | stanley.wood@kyndryl.com | +| 8 | Ganesh Jayaramakrishnan | Optum | EVP & CIO | ganeshkumar.jayaramakrishnan@optum.com | +| 9 | Nathan Follen | Ramp | Head of Business Systems | nfollen@ramp.com | +| 10 | Allison Freeman | Tempus | IT & ServiceNow Engineering Director | alison.freeman@tempus.com | +| 11 | Frank Freeman | Visa | CIO | frfreema@visa.com | +| 12 | Amber Lewis | symplr | Manager, Business Applications | amber.lewis@healthcaresource.com | + +### Marketing Services — Tier 1 + +| # | Name | Company | Title | +|---|-----|---------|------| +| 1 | Kimberly (Kimmy) Kelley | American Campus Communities | EVP & CMO | +| 2 | Robert Boeckmann | Black Rifle Coffee | Director of Social | +| 3 | Monica Yee | DyeMansion | Head of Marketing, Brand & Experience | +| 4 | Erika Szychowski | Sol Strategies | CMO | +| 5 | Neville Letzerich | Talkdesk | CMO | +| 6 | Kathryn McKeon | Vital Farms | CMO & GM | +| 7 | Jean Baladad | ABC Home & Commercial Services | Brand Manager | +| 8 | Seth Louey | Black Rifle Coffee | Art Director, Brand | +| 9 | Katie Decker | Estee Lauder Companies | Art Director & Digital Designer | +| 10 | Camille Guice | Kendra Scott | Art Director | + +**Local angle:** "Austin-based consulting firm" for coffee/call. + +--- + +## Part 4: Austin Registry Leads (Austin Chamber Directory) + +**Source:** data/austin-chamber/directory.json +**Total:** 101 organizations +**Regenerate:** `python3 scripts/scrape_austin_chamber.py --categories 328` + +### Sample — Health Care Companies + +| Company | Website | Categories | Tier | +|---------|---------|------------|------| +| Ascension Seton | seton.net | Health Care, Hospitals | Chairman's Circle | +| Baylor Scott & White Health | baylorscottandwhite.com | Health Care, Hospitals | Advocate | +| St. David's HealthCare | stdavids.com | Health Care, Hospitals | Chairman's Circle | +| Texas Oncology | texasoncology.com/austin | Health Care, Health & Wellness | Advocate | +| Austin Regional Clinic | austinregionalclinic.com | Health Care, Medical Services | Catalyst | +| Texas Children's Hospital Austin | texaschildrensaustin.org | Health Care | Catalyst | +| Hanger, Inc. | hanger.com | Health Care, Bio/Medical | Catalyst | +| Carbon Health | carbonhealth.com | Health Care | Build | + +*Full list: 101 orgs. Use for company research; add contacts via LinkedIn/website.* + +--- + +## Part 5: Austin Leads With Tech Stack + +**Source:** data/austin-chamber/directory.json (URL scan) +**Regenerate:** `python3 scripts/enrich_leads_with_tech.py` + +| Company | Website | Tech Stack | +|---------|---------|------------| +| Ascension Seton | seton.net | Google Analytics, Google Tag Manager, Cloudflare, React | +| Bailey Square Surgery Center | stdavids.com | Google Analytics, React | + +--- + +## Messaging Summary + +| Campaign | Hook | CTA | +|----------|------|-----| +| **Modern Workplace** | "Most waste comes from 'nobody owns this system anymore.'" | "Worth a 15-min check if you have any orphan systems or drift right now?" | +| **Marketing Services** | Conversion leaks, attribution clarity, creative performance | Teardown or benchmark offer | + +**Phrase:** Use "this SharePoint migration" or "this M365 consolidation" — adjust by company type. See [Company Targeting Report](Company%20Targeting%20Report.md). + +**Channel:** Email first, then LinkedIn Day 3, 7 for IT. Marketing: LinkedIn + Email. + +--- + +**Framework:** [Segment Packs Outbound](../outbound/Segment%20Packs%20Outbound.md), [Messaging Framework](../outbound/Messaging%20Framework.md), [Company Targeting Report](Company%20Targeting%20Report.md) diff --git a/reports/Open Leads Best to Target.md b/reports/Open Leads Best to Target.md deleted file mode 100644 index 5801fec..0000000 --- a/reports/Open Leads Best to Target.md +++ /dev/null @@ -1,49 +0,0 @@ -# Open Leads — Best to Target - -**Source:** [My Open Leads 2-13-2026](https://github.com/chehaba/prospecting/blob/e37374db825bcf4c9ae4d5a86474d71b019bf9cf/data/My%20Open%20Leads%202-13-2026%2012-59-15%20PM.xlsx) -**Total open leads:** 409 -**Campaign:** Modern Workplace / Cloud Migration (SharePoint, M365, intranet) - ---- - -## Recommended Order (Contact First) - -### Tier 1 — Highest fit (IT Director+, infrastructure/cloud ownership) - -| # | Name | Company | Title | Email | Why | -|---|------|---------|-------|-------|-----| -| 1 | **Anila Dominic** | Deltek | Delivery Engineering Director, Cloud | aniladominic@deltek.com | Cloud ownership. Software + Gov contractor. | -| 2 | **Clint Augustine** | Home Depot | Sr Director, Technology Home Depot Digital, Mobile Engineering & Cloud Platform | clint_augustine@homedepot.com | Direct cloud/platform. Enterprise. | -| 3 | **Allison Freeman** | Tempus | IT & ServiceNow Engineering Director, PMO | alison.freeman@tempus.com | IT + ServiceNow. Healthcare tech. | -| 4 | **Satish Motipalli** | Stryker | Digital Systems & Automation Director, Engineering | satish.motipalli@stryker.com | Systems + automation. Healthcare. | -| 5 | **Blane Leuschner** | Eaton | Director, Power Systems Solutions | blaneleuschner@eaton.com | Industrial. Power systems. | -| 6 | **Yael Cornberg** | Zebra Technologies | Technology & Analytics Senior Director, Commercial Operations | yael@zebra.com | Tech + data. Manufacturing/tech. | -| 7 | **Jane Baughman** | Stantec | Director, Science & Technology | jane.baughman@stantec.com | AEC/professional services. | -| 8 | **Stephen Gibson** | KPMG | Director, Cyber Security Services | stephengibson@kpmg.com | Cyber/cloud adjacent. Professional services. | -| 9 | **Jill Easlick** | Center for Internet Security | Technology Director, Member Engagement | jill.easlick@cisecurity.org | Cyber org. Tech director. | - ---- - -### Tier 2 — Strong (CTO / VP, or mixed Marketing+Tech) - -| Name | Company | Title | Email | -|------|---------|-------|-------| -| Sophia Skaggs | Dell Technologies | Director, Technical Marketing & CTO, Office of | sophie.skaggs@dell.com | - ---- - -## Messaging - -- **Campaign:** 03 IT Director Ownership or 04 IT Director Drift -- **Hook:** "Most waste comes from 'nobody owns this system anymore.'" -- **CTA:** "Worth a 15-min check if you have any orphan systems or drift right now?" -- **Phrase:** Use "this SharePoint migration" or "this M365 consolidation" — adjust by company type. -- **Channel:** Email first, then LinkedIn (not LinkedIn-only for IT). - ---- - -## Skip for Modern Workplace - -Excluded: Business Development, Sales, Account Executive, "Member Engagement" (if customer-facing), pure Marketing (no Technology/IT in title), Licensing directors. - -For those personas, use the Marketing Creative or Attribution campaign instead. diff --git a/reports/Texas CRM List Modern Workplace Targeting.md b/reports/Texas CRM List Modern Workplace Targeting.md deleted file mode 100644 index 7bdc233..0000000 --- a/reports/Texas CRM List Modern Workplace Targeting.md +++ /dev/null @@ -1,129 +0,0 @@ -# Texas CRM List — Modern Workplace / Cloud Migration Targeting - -**Purpose:** Normalize job titles to Function × Seniority, then rank contacts for best chance of success in a Modern Workplace / SharePoint migration campaign. - -**Campaign used:** 03 IT Director Ownership, 04 IT Director Drift, 08 IT Director Backlog (all Modern Workplace–aligned). - ---- - -## 1. Title Normalization Rules (Specific) - -| Raw Title Pattern | Function | Seniority | Modern Workplace Fit | -|-------------------|----------|-----------|----------------------| -| VP Information Systems, VP Development, CIO, CTO | IT/Tech | VP / C-level | **Highest** — owns infrastructure decisions | -| Director of IT, Director of Engineering, Director Cybersecurity, Director Operations (IT context), Delivery Engineering Director | IT/Tech | Director | **Highest** — budget owner for migration | -| Manager, IT / Manager, Business Applications / Manager, Campus Engineering | IT/Tech | Manager | **Medium** — influencer, execution focus | -| Lead/Senior Developer, Engineer, Salesforce Engineer, ServiceNow Developer, Systems Engineer, SRE | IT/Tech | IC | **Low** — champion only, needs Director intro | -| VP Marketing, Director Marketing, Manager Website & Digital Marketing | Marketing | VP/Director/Manager | **N/A** — different campaign | -| VP/Director Finance, Finance Global Executive | Finance | VP/Director | **Low** — use if IT reports to them | -| VP Business Development, VP Area, VP Talent, VP Solutions | Other | VP | **Low** — not infrastructure owners | -| Sales Manager, Account Manager, Store Manager | Other | Manager | **Skip** — no infrastructure ownership | - ---- - -## 2. Tier 1 — Contact First (IT Director+ / Infrastructure Decision Makers) - -*Use the "Use in Greeting" title when personalizing messages (e.g., "As VP of Information Systems at Command Alkon...").* - -| Name | Company | Normalized | Use in Greeting | Why | -|------|---------|------------------|-----| -| Wyatt Wasicek | Command Alkon | IT/Tech VP | VP of Information Systems | Owns IT/infrastructure. Manufacturing = good industry. | -| Anila Dominic | Deltek | IT/Tech Director | Delivery Engineering Director, Cloud | Cloud/migration ownership. Software + Gov contractor. | -| Dai Do | NTT Data | IT/Tech Director | Director of Cybersecurity Practice | Security + infrastructure. Enterprise. | -| Subu Subramanian | Experian | IT/Tech VP | VP of Development | Tech leadership. Financial services = Modern Workplace fit. | -| Kristine Nessa | SHI | IT/Tech C-level | CTO, Healthcare | Healthcare CTO. Top priority for SharePoint/migration. | -| Mike Lindbert | Rackspace | IT/Tech Manager | Head of Product, Public Cloud | Cloud product. Rackspace = migration-heavy. | -| Jason Hiebl | Extreme Networks | IT/Tech Director | Sr Director, Customer Success (Services Product Mgmt) | Services + tech. | -| William Field | b.well | IT/Tech Director | Director of Engineering | Healthcare tech. Good industry. | -| Brannon Harris | Infineon | IT/Tech VP | VP of Development Engineering | Semiconductors. Large enterprise. | -| Sundeep Reddy | Sanmina | Other Director | Director of Operations | Ops often owns systems. Manufacturing. | - ---- - -## 3. Tier 2 — Strong Influencers (IT Manager / Cloud-Adjacent) - -| Name | Company | Normalized | Use in Greeting | Why | -|------|---------|------------|-----------------|-----| -| Percy Espinoza | Rackspace | IT/Tech Manager | Sr Technical Program Manager | TPM = migration project owner. | -| Amber Lewis | symplr | IT/Tech Manager | Manager of Business Applications | Healthcare. Apps = SharePoint/CRM adjacent. | -| V. Kumar | HUESKER | IT/Tech Manager | Technical Manager, Pavements | Technical. Manufacturing. | -| Aimee Ferguson | Eaton | IT/Tech Manager | Manager of Campus Engineering & IT | Direct IT ownership. Enterprise. | -| Michael Kleihege | Command Alkon | Other Director | Director of Order Management | Ops systems. Same company as Wasicek — coordinate. | -| David Lopez | IXOPAY | Finance C-level | Interim CFO | Small. CFO may own IT decisions. | - ---- - -## 4. Tier 3 — Champions Only (IC / Need Director Intro) - -| Name | Company | Normalized | Use in Greeting | Use If | -|------|---------|------------|-----------------|--------| -| Ramesh Madamanchi | ADM | IT/Tech IC | Lead Salesforce Marketing Cloud Engineer | Champion. Needs IT Director intro. | -| Chike Agbatekwe | Textron | IT/Tech IC | Sr ServiceNow Developer | ServiceNow = workflow. Textron enterprise. | -| Horacio Mauricio | Weight Watchers | IT/Tech IC | Systems Engineer | Systems. IC. Use as champion, not primary. | -| Uttara Suryavanshi | Mastercard | IT/Tech IC | Sr Database Engineer | Data/platform. Enterprise. Champion only. | -| Dileep Popuri | Mastercard | IT/Tech IC | Site Reliability Engineer and BizOps | Cloud/platform. Champion. | -| Sindhu Penugonda | Visa | IT/Tech IC | Staff Data Engineer & Product Owner | Data/platform. Champion. | -| Asifoddin Shaik | PULSE Network | IT/Tech IC | Principal Application Engineer | Apps. Champion. | - ---- - -## 5. Skip for Modern Workplace (Wrong Persona or Channel) - -| Persona | Examples | Use For | -|---------|----------|---------| -| Marketing Director/VP/Manager | Uday Gupta, Dale Dolson, Shannon Casey, Leah Best, Carla Fraser, James McKinley, Cristina Betanzo | Marketing Creative or Attribution campaign | -| Sales / BD / Account | Travis Boyce, Robert Morris, Joshua Hagens, Nassim Driss, Kevin Hagan, Jeremy Howland, Brandon Taylor | Different campaign or nurture | -| Healthcare non-IT | Margeaux Beran, Alexander Donaldson, Christine Wolfer, Bobbie Davenport, Nicole Johnson | Not infrastructure buyers | -| Retail / Store / Operations | Robbin Windhager, Miranda Rodriguez, Madison Zide | Low fit | -| HR / Talent / Recruiting | Nicole Lovell, Ethan Parks, Jasmine Putman, Ryan Stockwell, Dallas Henderson | Not Modern Workplace | -| Finance (non-IT) | Sonya Ryncarz, Melvin Tetteh, David Lopez | Only if IT reports to Finance | - ---- - -## 6. Company Type → Messaging Phrase - -| Company | Inferred Type | Say This | -|---------|---------------|----------| -| Cedars-Sinai, Stanford Health Care, symplr, athenahealth, b.well, HealthStream, RLDatix, ImageTrend, Babson Diagnostics | Healthcare | "this SharePoint migration" / "M365 consolidation" | -| Command Alkon, Eaton, Infineon, Sanmina, HUESKER, ZF, Swanson, Textron, Deltek | Manufacturing / Industrial | "this SharePoint migration" / "cloud migration" | -| Experian, UKG, Mastercard, Visa, FISERV, Sage, Cantor Fitzgerald, IXOPAY | Financial / HR Tech | "this SharePoint migration" / "M365 governance" | -| NTT Data, CGI, Rackspace, SHI | Tech / Services | "this migration" / "tenant consolidation" | -| PwC, Stantec, Jacobs | Professional Services | "this SharePoint migration" | - ---- - -## 7. Recommended Outreach Order (Modern Workplace) - -**Week 1 — Top 5 (email first)** -1. Kristine Nessa (SHI) — CTO Healthcare -2. Wyatt Wasicek (Command Alkon) — VP Info Systems -3. Anila Dominic (Deltek) — Delivery Eng Director, Cloud -4. Dai Do (NTT Data) — Director Cybersecurity -5. Subu Subramanian (Experian) — VP Development - -**Week 2 — Next 5** -6. Brannon Harris (Infineon) — VP Dev Engineering -7. William Field (b.well) — Director Engineering -8. Jason Hiebl (Extreme Networks) — Sr Director -9. Mike Lindbert (Rackspace) — Head of Product, Public Cloud -10. Amber Lewis (symplr) — Manager Business Applications - -**Campaign:** 03 IT Director Ownership (ownership + drift). -**Hook:** "Most waste comes from 'nobody owns this system anymore.'" -**CTA:** "Worth a 15-min check if you have any orphan systems or drift right now?" -**Phrase:** Use "this SharePoint migration" or "this M365 consolidation" based on company type. - ---- - -## 8. Channel Rule - -| Tier | Channel | Notes | -|------|---------|------| -| Tier 1 | **Email first**, then LinkedIn Day 3, 7 | IT Director wins on email + LinkedIn (not LinkedIn-only) | -| Tier 2 | Email | Manager needs execution frame: "3 fixes" not "strategy" | -| Tier 3 | Skip or nurture | Use only if you get Director intro from them | - ---- - -**Data:** CRM Export (Texas, 100 shown of 1,336) -**Framework:** [Segment Packs](Segment%20Packs%20Outbound.md), [Messaging Framework](Messaging%20Framework.md), [Company Type Target Matrix](Company%20Type%20Target%20Matrix.md) diff --git a/scripts/analyze_inbound.py b/scripts/analyze_inbound.py index 4dc2224..f3f2ba8 100644 --- a/scripts/analyze_inbound.py +++ b/scripts/analyze_inbound.py @@ -75,7 +75,7 @@ def main(): print("\nLanguage they use:") for p, c in Counter(phrases).most_common(8): print(f" {c:4} | {p}") - print("\nSee reports/Inbound Analysis Report.md for full insights.") + print("\nSee reports/Inbound Report.md for full insights.") if __name__ == "__main__": diff --git a/scripts/company_service_title_analysis.py b/scripts/company_service_title_analysis.py index 7b6c5d8..336c28a 100644 --- a/scripts/company_service_title_analysis.py +++ b/scripts/company_service_title_analysis.py @@ -341,7 +341,7 @@ def main(): print(f"Patterns: {len(enriched)}") print(f"Inbound segments: {len(inbound_summary)}") - print(f"Wrote {OUT_DIR} and reports/Company Service Title Patterns.md") + print(f"Wrote {OUT_DIR} and reports/Company Service Title Patterns.md (feeds Company Targeting Report)") if __name__ == "__main__": diff --git a/scripts/deep_parse_inbound.py b/scripts/deep_parse_inbound.py index 19076fa..406e5e7 100644 --- a/scripts/deep_parse_inbound.py +++ b/scripts/deep_parse_inbound.py @@ -1,7 +1,7 @@ #!/usr/bin/env python3 """ Deep parse of data/Inbound/Inbound.xlsx — granular categories, titles, industries, pain points. -Feeds reports/Inbound What They Want.md +Feeds reports/Inbound Report.md (run output → paste/merge into consolidated report) """ import pandas as pd