Compliance or IT user identification

Go-to-market motion
Product-led
Dark-funnel
Signal source
ProductSocial
Signal strength
High Intent

Why it matters

Compliance and IT professionals aren’t usually economic buyers. But they are the people responsible for giving a purchase decision the green light.

When the people who are tasked with making sure a technology meets security and cost benchmarks are active in your product (or open-source repository), it’s a sign that the buyer is serious.

What to do

Get in touch with the user—and any likely decision-makers at the organization—to answer any questions they may have. Odds are you’re being evaluated as part of a vendor selection process.

Enterprise orgs typically have a checklist of requirements for the tools they adopt. An email outlining how your product goes above and beyond in these areas can go a long way.

Questions to inform outreach

Who does the person report to at their organization?
What actions is the person taking in your product?
How is their organization’s tech stack configured?
Is anyone else from the person’s organization active in your product?
Is anyone at their organization interacting with your organization?
Does anyone at your organization have a relationship with anyone at their organization?

Playbook

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Automatically find the person and company behind the personal email.

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How to do it

Here’s an outbound template to help you get the creative juices flowing:

Outbound template for compliance or IT users

Hey [first name],

Since you're in [department name] at [company name], I wanted to get ahead of any roadblocks as your team evaluates [product name].

I’ve put together some materials to answer FAQs [attach materials to bottom of message].

Let me know if it would be helpful to chat through anything.

[Your name]