Framework Layer 2 — Data: Building Your Prospect Pipeline

The data layer ensures you are reaching the right people with accurate information.

ICP definition

Document your ideal customer profile with specific, measurable attributes: industry, company size (employee count and revenue), funding stage, technology stack, geographic location, and growth indicators.

Persona definition

For each ICP company, identify the specific roles you need to reach. Document their titles, responsibilities, pain points, communication preferences, and decision-making authority.

Data sourcing

Use a combination of data providers (Apollo, ZoomInfo, LinkedIn Sales Navigator) to build prospect lists. Cross-reference multiple sources for completeness.

Data enrichment

Enrich each prospect with company data (revenue, funding, technology, news), contact data (LinkedIn URL, previous companies), and signal data (intent, triggers).

Data verification

Verify every email address before it enters a campaign. Use dedicated verification tools (NeverBounce, ZeroBounce, MillionVerifier). Remove invalid, disposable, and role-based addresses.

Data quality standards

Verification rate above 95%. Completeness above 90% for critical personalization fields. Freshness within 30 days. Zero duplicates across active campaigns.