Find your first customers before product-market fit.
This isn't a tool — it's a 25+ year enterprise sales & GTM leader as your fractional coach, using AI and automation to compress the "do we have PMF? if so, what's our ICP?" answer into 4 months instead of 1–2 years. Insights and learnings come from my brain — not Claude, not a GPT. A practitioner-managed service built for today's cybersecurity tech startup race.
Outbound at pre-PMF is brutal.
Your ICP is fuzzy. Your messaging is still mutating. The cold-list vendors sell the same 50,000 contacts to 200 other AI security startups. You burn cash on sequencer tools that assume product-market fit you don't have yet.
Founders should be talking to the right ten customers — not emailing the wrong ten thousand.
Signal-led, founder-driven.
Four things happen each week. You stay in control of all of them.
We define your ICP persona and trigger thesis with you.
What does it look like when a buyer is in-market for what you build? AI rollouts, CISO hires, regulatory deadlines, agent platform adoption — specific events, not personas. We work this out together over a few days to a week.
We monitor the world for those triggers. Twice a day.
Earnings calls, job posts, blog launches, press releases, conference announcements, GitHub repo activity. AI-assisted curation, human-vetted. We surface only what matters — typically 5–10 accounts a day, prioritized by your rubric.
The hour of work per account, done. Ranked. Waiting for you.
Pulling a company's firmographics. Reading the signal, understanding why it matters now, framing the wedge. Finding the actual right person to contact — not the title filter Apollo or ZoomInfo will hand you, but the one who'd actually answer. Drafting a message that doesn't sound like every other founder's cold email. Then deciding which account to do first.
That's about an hour of focused work per account. No founder has time for that, every day, across 10+ accounts. So it doesn't happen — and outbound dies before it starts.
We do all of it. Every signal in your dashboard arrives with: firmographics, signal context, the right primary contact, a draft message in your voice, and a tier ranking so the highest-conviction accounts sit at the top of the queue. Your job is the part only you can do — read it, edit if needed, send.
Each week I review the data for calibrated insights.
We're running multiple ICP + signal campaigns simultaneously. Cross-learning. Pattern matching with a seasoned GTM eye into the details. The common result: your ICP isn't what you thought it was — and the data tells us where to recalibrate.
Founders who'd rather close ten PMF-pattern-matched customers than email hundreds without insight.
- Seed / Series-A founders selling into security, infra, or compliance buyers
- You have a hypothesis about who needs your product — but no PMF signal yet
- You'd rather spend 30 minutes a day talking to qualified leads than 4 hours hunting them
- You want a human operator who actually understands your category — not a junior SDR running templates
Not a list vendor. Not a sequencer. Not an SDR-as-a-service.
We're a small operator-led service for founders who care more about closing the right ten customers than emailing the wrong ten thousand. We don't sell access to a database; we earn our keep by getting you in the room with people who are already in-market.
Operator-led.
Run by Kathleen Randall. Background in go-to-market strategy for early-stage cybersecurity and infrastructure companies. The kind of operator you'd want on speed-dial when you're between "we have a hunch" and "we have a sales team."
Taking on 2–3 new clients in 2026.
If you're a founder with a clear ICP hypothesis and the urgency to act on it, let's talk.
Book a 30-minute intro →