Station 01: Foundation & Clarity

Target universe definition and noise elimination

MONTH 01

Strategic Objective

Eliminate noise by disqualifying 90% of the market. We aim for a "high-resolution" target pool where the value prop has immediate, structural relevance. Learning velocity is prioritized over volume.

Core Deliverable

Locked ICP Profile

Assumption Basis

Buying Intent > Size

Addressable Pool (Filtered)

0

Baseline: Disqualified if No-Signal

High-Signal Tier A

0 Manual Curation

Weekly Warm-ups

0 Capped for Quality

Target Response

0 Qualified Intents
MONTH 02

Conversations & Signal

Founder-Led Motion (Tier A)

High-Touch Personalization 0

Assumption: 1:1 Research takes 20-30 mins per lead.

Systematic Motion (Tier B)

Validated Messaging Pool 0

Assumption: Automated but persona-locked triggers.

Meaningful Business Dialogues

0

Signal: Direct replies/Meeting asks

MONTH 03

Leverage & Revenue

  • 4-6 High-Intent Discovery Calls
  • 1-2 Paid Pilots ($10k-$15k Entry)
  • Message-Market Fit Calibration

Early Revenue Validation

Minimum Expected Cash: $3k – $5k
Upside Scenario: $8k – $10k

“Month 3 revenue is treated as validation capital, not scaled revenue.”

Sources: Paid pilots, discovery fees, setup retainers.

Qualified Pipeline (90-Day)

$80,000

Status: Validated opportunities, not guaranteed.

Realized Revenue Commitment

$25,000

Target: Signed pilots/contracts in window.

ICP Selection Philosophy

ICPs are selected based on Buying Intent, Urgency, and Execution Readiness. We deliberately ignore company size or vanity metrics if the structural pain point is absent.

Review Logic

ICP definitions are reviewed every 30 days. We use real response data to tighten filters and adjust prioritization scoring.

The Filters

Primary Filters (Hard Gates)

  • Absence of dedicated GTM leadership
  • Recent funding (Series A/B) or Pivot
  • English-speaking tech ecosystem

Secondary Qualifiers (Scoring 1-5)

  • High founder activity on LinkedIn
  • Current hiring for sales roles
  • Stack overlaps (Hubspot/Salesforce)

Exclusion Criteria (Do Not Target)

Low-Signal Laggards

Companies with zero public digital footprint or innovation roadmap.

Pre-Product / Pre-Revenue

Insufficient complexity to require strategic GTM intervention.

Heavily Regulated Legacy

Sales cycles exceed 12 months; high friction to execution.

ICP Tiering & Action Mapping

Tier Profile Outreach Style Outcome
Tier A Must-Win (High Intent) 1:1 Bespoke, Founder-led video Discovery Call
Tier B Scalable Growth 1:Few, Persona-specific sequence Dialogue Start
Tier C Monitoring Automated signal monitoring Nurture
Execution Stage Logic & Moat Target Output
Jan: Diagnosis Market disqualification to find Tier-A intent 80 High-Signal Leads
Feb: Dialogue Multi-touch signal testing (Founder-led) 12 Direct Engagements
Mar: Revenue Crystallizing Message-Market Fit with Cash $3k-$10k Validation Capital
Strategic 30/60/90 Day Plan - 2026

Station 01: Foundation & Clarity

Target universe definition and noise elimination

DAYS 1-30

Strategic Objective

Eliminate noise by disqualifying 90% of the market and building a high-resolution target pool where our value proposition has immediate relevance.

Deliverables

Locked ICP & Account List

Primary Logic

Signal Over Volume

Assumptions

  • • Single founder-led execution
  • • Intent prioritized over size
  • • Zero waste outreach army

Target Pool

0 Tier A

Weekly Motion

0 Warm-ups

Baseline Goal

0 Intents
DAYS 31-60

Signal & Dialogue

Convert clarity into actionable dialogue and validated intent. We focus on outreach refinement and capturing intent signals rather than vanity replies.

Expectations

  • Initial founder-level dialogues
  • Intent signals (not vanity)
  • Outreach thesis refinement

Strategy

Personalized founder outreach for Tier A; Persona-locked contact strategy for Tier B.

Meaningful Dialogues

0

DAYS 61-90

Leverage & Revenue

  • 4–6 Discovery Calls
  • 1–2 Paid Pilots
  • MMF Calibration

Validation Capital (Month 3)

$3,000 – $10,000

Paid pilots, discovery retainers, and setup fees confirming product-market execution.

Pipeline Created

$80,000

Validated opportunities in 90-day window.

Realized Revenue

$25,000

Target confirmed cash-in/contracts.

Hard Filters (Mandatory)

  • Identifiable decision-maker reachable
  • Demonstrable buying intent exists
  • English-speaking tech ecosystem
  • No dedicated GTM executive (We add value)
  • Tech stack aligns with core competencies

Prioritization Signals (1-5)

Urgency of Need SCORE 1-5
Readiness to Engage SCORE 1-5
Budget Clarity & Pilot-Friendliness SCORE 1-5

Only accounts with high scores advance to Tier A focus.

Exclusion Logic
  • • "Just browsing" accounts
  • • Long-cycle transactional RFPs
  • • Established GTM leadership
Tier Definition Action
Tier A Clear pain + Decision access Personalized Outreach
Tier B Medium signal; active track Nurture + Trigger track
Execution Stage Target Output
Days 1-30: Diagnosis80 High-Signal Leads
Days 31-60: Dialogue12 Direct Engagements
Days 61-90: Revenue$25k Validation Capital