An agent reads this client’s top-scoring accounts from the CRM, watches them every day, and sends the SDR team a full account card the moment something important happens. This is the build, with the client’s name kept private.
Who is the client?
An AI-native software company selling legacy modernization and custom software to large enterprises in regulated industries.
What was the problem?
Enterprise deals open when something changes at the account: a new executive, a big acquisition, a cost-cutting program. The SDR team had a strong target account list, but no way to watch hundreds of large companies every day, and researching one account took hours.
How does it find accounts?
It works in two lanes:
- The target account lane reads the highest-scoring accounts straight from the CRM and watches them for events.
- The discovery lane finds companies outside the target list that had a qualifying event and pass the full ICP check, so the team can review them and add them.
Which events does it watch for?
- A new C-suite or senior leader, including interim appointments
- A new strategy, transformation, digital or data leader
- An executive promoted into a role that now owns the budget the client sells into
- Mergers, acquisitions and integrations
- Large new contracts or partnerships
- Transformation or cost-savings programs announced
- Platform consolidation or system modernization projects
- Regulatory or technology-resilience pressure named in filings
What’s on each account card?
| Section | What it holds |
|---|---|
| Who | The person, their new role, the effective date and a profile link |
| Background | Their prior roles and what they’re known for |
| Company snapshot | What the company does, size, revenue and growth, profit, stock trend, and a short analyst-style view |
| Why now | The specific events that make this the moment to reach out |
| Angle | Which play fits (for example, modernization or enterprise software) and who to engage for scope and for the business case |
| Suggested opener | A draft tied to the event, using the client’s proof points. Sending is the SDR’s call |
| Contacts | Two to four more people at the account, each with a profile link and an email marked verified or probable |
| Avoid | Facts to double-check and mistakes not to make, for example an outdated title on the company’s own site |
What quality rules are built in?
- Every signal is scored, and cards are ranked target list first, then by score.
- Executive moves that don’t fit the ICP are screened out before a card is written.
- Accounts already in an active deal are skipped.
- A card waits until at least one contact can be verified, and the agent re-checks daily.
- One card per company, sent on a routine, so the channel stays readable.
- Intelligence only: the agent surfaces the lead, the SDR does the outreach.
How does it run?
- A daily digest in team chat: new signals on the target list, net new prospects, and anything on hold.
- Full account cards posted under the digest.
- Weekly reviews with the client’s team to tune the scoring and ranking.
What was the result?
The first test run on real data surfaced 2 top-tier signals on the target list, and screened out 35 executive moves that didn’t fit the ICP. We’ll add the signals per week since launch, and the meetings booked from them.
See how we build agents like this on agentic GTM systems, or the other builds in our case studies.
Questions
What is an account card?
A one-page brief an SDR can act on: who changed and their new role, their background, a company snapshot, why now, the angle and who to engage, a suggested opener, two to four more contacts with emails marked verified or probable, and facts to double-check before reaching out.
Which events does the agent watch for?
New C-suite or senior leaders (interim ones included), new strategy, transformation, digital or data leaders, executives promoted into the role that owns the budget, mergers and acquisitions, large new contracts or partnerships, transformation or cost-savings programs, platform consolidation or modernization projects, and regulatory or technology-resilience pressure named in filings.
How does it avoid flooding SDRs with alerts?
Every signal is scored. Executive moves that don't fit the ICP are screened out before a card is written, accounts already in an active deal are skipped, a card waits until at least one contact is verified, and each company gets one card, sent on a routine.
Does the agent send outreach?
No. It's intelligence only: the agent surfaces the account and drafts an opener, and sending is the SDR's call.