Build the buyer situation, ICP, trigger map, channel logic, and list spec.
Worked example: PulseDesk, Support analytics for B2B SaaS, turns Zendesk + Salesforce data into churn-risk signals for CSM teams. Founder-led outbound, first campaign not sent yet.
Buyer Situation Card
Who actually feels the pain, and the moment it becomes urgent.
Signer
VP of Customer Success
Company
Series A–B B2B SaaS, 50–200 employees, 2–5 CSMs
Their situation
Churn only becomes visible at renewal, by then it's too late to save the account.
Why they care now
The board is asking for net retention this quarter.
ICP Card & Exclusions
One sentence a VA could use to build a list, plus who to exclude even if they look relevant.
ICP in one sentence
VP of Customer Success at a Series A–B SaaS with 2–5 CSMs, running Zendesk, chasing 110%+ net retention.
Exclusions
Enterprise support teams (500+ seats); companies without a CSM motion; agencies.
Trigger to watch
A new VP of CS in the seat under 90 days.
Trigger Map
The observable moments that make a prospect care this week, not someday.
Trigger 1
New VP of Customer Success hired, their first 90 days is the proof window.
Trigger 2
A surprise loss shows up in a renewal review.
Trigger 3
A fresh round is raised to scale the CS team.
List Spec & Channel Logic
Test universe
340 accounts, filterable in Sales Navigator
Filters
SaaS · 50–200 headcount · CS leadership on LinkedIn · Zendesk in stack
Channel logic
LinkedIn first (recognition is early), email follow-up behind it
Strategy Readiness Score
72 / 100, the ICP is narrow enough to test
Sample data for illustration. In the real builder, every field above is generated from your Outbound Readiness Test™ results and your own inputs.
Build yours for real
This preview runs on sample data. Your version runs on your test results.
Take the free Outbound Readiness Test™, it's free and takes about 15 minutes. Then this builder opens with your buyer situation, proof, and scores pre-filled, instead of a sample.