GTM ENGINEERING + GEOSPATIAL SALES INTEL
Sep 20, 2024
GTM Engineering + Geospatial Sales Intel: Geolocating EVERY Single Vineyard, Solar/Wind Farm and more for a TAM Dataset
For the past two month's I've been working with the team at Carbon Crusher and Phillip Sweeney to build out an outbound engine and bespoke TAM dataset for their US GTM.
Carbon Crusher is climate startup backed by Y Combinator out of Norway that transforms dirt & gravel roads and surfaces into a concrete-like surface via a carbon negative and cost effective method.
As I was trying to write this up I realized it was worth a longer write up, but the TL:DR:
GTM for Atoms vs Bits:
Building an outbound engine and TAM dataset for physical infrastructure-scale services/products requires entirely different thinking relative to your classic B2B SaaS.
Hardware has to be shipped on site, there are not 25k potential loose ICPs fits accounts, a TAM size of ~1100 projects for solar/wind is effectively every single validated entity in existence in your area of interest because of the scale/cost associated with these entities.
To get around this I engineered a bespoke scraping, data engineering and enrichment system combing the power of a python/pandas app (I actually wrote three custom apps) with the flexibility of Clay along with a ton of a ton of help and feedback from Phillip Sweeney and Scott Campbell.
Custom Data Engineering in Python + Flexibility of Clay. The flow (just for Wind & Solar Farms, not the 5 others we have lol):
Geolocated & Verified Physical Projects in Area of Interest -> Accounts (Project Owners, Operators & Developers)
Accounts -> Contacts
Contacts -> Holistic Segmentation & Scoring
= 12 highly segmented campaigns split by industry, role and company type.
You can get a real in depth view of the process for TAM Dataset Buildout with this loom
Carbon Crusher System Overview (Wind ICP Walkthrough) - Watch Video
We just rolled out our first test campaigns and I’m super excited to see what feedback we get back (starting to get our first positive replies 🙂) and spin up more campaigns - we’re cooking up some really awesome custom sales triggers and other interesting stuff.
If you're looking for help building an outbound engine, bespoke TAM datasets for low coverage ICPs and build for the real world, get in touch and I'd be happy to be as helpful as possible.