Methodology
Prospect intelligence methodology
ADC Innovations focuses on controlled campaign inputs: better account selection, clearer buying signals, researched contacts and safer outreach decisions.
The working method
ICP definition
Clarify the target customer profile before prospecting starts.
Account discovery
Find companies that appear to match the market, size, geography and offer context.
Signal review
Check whether there is a current business event or pattern that supports outreach.
Decision-maker research
Identify the most relevant person based on role, seniority and likely ownership of the problem.
Contact verification
Validate contact data before it is used in campaign execution.
Campaign notes
Produce account rationale and outreach angle so the campaign does not start cold.
Fail-closed principle
If account fit, contact confidence or the outreach rationale is too weak, the safer answer is to hold the record back rather than force it into a campaign.
Why this matters
Outbound performance is damaged by low-quality sends. The system should protect campaign quality, not just increase volume.
FAQs
What happens before prospecting starts?
The target customer profile, exclusions, geography, offer, decision-maker types and campaign rules should be clarified before accounts are researched.
What does fail-closed mean?
Fail-closed means a weak or uncertain record is held back rather than forced into a live campaign. It protects quality and reduces reckless sending.
How are contacts selected?
Contacts are selected based on role relevance, seniority, likely ownership of the problem and available confidence signals, not just whether an email address exists.
Can the methodology change per client?
Yes. The workflow should adapt to each client’s ICP, exclusions, risk tolerance, offer and campaign goals.
Want to see what this looks like for your market?
Send your target market and ICP. ADC Innovations can produce a sample prospect intelligence report, then walk you through how the account context, buying signal and outreach angle would work in practice.
