account-researchlisted

# Account Research ## Purpose Walk into the call already knowing who they are, what changed recently, who's likely in the room, and what you'll bet is hurting them — so the call is spent testing hypotheses, not gathering facts you could have found beforehand. ## Inputs - Company name and/or domain - Any prior relationship (past deals, contacts, meetings) if it exists - Your product and the pains it removes (so research maps to value) - The call type and goal (first outbound, inbound demo, expansion) ## Method Work the five blocks below, then collapse them into the one-page brief. Skip nothing — a missing block is a blind spot you'll discover live on the call. **1. Firmographics (the baseline).** - Industry / sub-vertical, what they actually sell, and to whom - Headcount + growth trend (flat, hiring hard, RIF'd recently) - Revenue band / funding stage, ownership (PE, VC, public, bootstrapped) - HQ + key locations, and whether they're multi-entity - Tech stack signals relevant to you (e.g. CRM, CI, comms tools) **2. Recent triggers (the "why now").** Hunt for events in the last ~6 months: - Funding round, M&A, or new market entry → budget + change appetite - Leadership change (new VP/C-level in your buyer function) → new mandate, fresh eval - Aggressive hiring in the function you sell to → scaling pain - Product launch, repricing, or strategy pivot → operational strain - Press, earnings commentary, layoffs, or regulatory pressure → priorities shifting Each trigger becomes