Identity ICP Accounts with Active Developer Evaluation

Play 1: Find New Buyer Contacts from Accounts in Build & Deploy Stages and add them to your Apollo Email Sequences

In this Play, you'll discover and engage new buyer contacts from accounts that are in the critical Build and Deploy stages of the Developer Funnel. You’ll use targeted filters like CRM Lifecycle Stage to zero in on high-fit accounts demonstrating active engagement. Once you identify these potential buyers, you’ll seamlessly add them to your Apollo email sequences, enabling timely, personalized outreach aligned with each account’s readiness for conversion.

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1. Navigate to the Prospects Tab:
   • Click on the account of interest → Go to the Prospects tab.
   • Choose between the Buyers or Developers sub-tabs based on your target audience.
   • For more detailed steps on using this feature, refer to our Find Buyer Contact Guide.
2. Utilize the "Find More Buyers" Feature:
3. Click on Find More Buyers to discover additional prospects. This feature leverages AI to identify decision-makers based on:
   • Developer Activity Location: Suggests prospects from locations where active developers interact with your assets.
   • Seniority Level: Automatically includes profiles at the “Director” level or higher for effective targeting.
   • Adjust filters like Location, Seniority, and Job Function for precision. Refer to the detailed Find Buyer Contact Guide for full filtering options.‍
4. Create and Save Personas:
   • Quickly access predefined buyer attributes by creating a persona.
   • Click Select or Create Persona → Add desired attributes → Save Persona.
   • The next time you use the tool, you can instantly select your saved persona for streamlined searching.
5. Import from CRM:
   • If your CRM is integrated, click Import from CRM. This feature synchronizes existing prospects from your CRM, helping avoid duplicate outreach efforts.
   • For more details, see the Find Buyer Contact Guide.
6. Add to Outreach List:
   • Select relevant buyer profiles and click Add Buyers. These contacts will appear in the list, enriched with their source information.
7. Apollo.io Integration (Recommended):
   • To streamline outreach, directly add selected profiles to your Apollo.io sales sequence:
     • Click Add to Apollo Sequence → Choose the relevant sequence.
     • Confirm the sender and click Send to Sequence.
   • For detailed Apollo.io configuration with Reo.Dev, check the Apollo.io Setup Guide.

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Play Agnostic Execution

The above play is consistent across different segments, playbook collections and plays. Whether you’re targeting top accounts, recent product sign-ups, or competitors’ users, the goal remains the same: Activate your outreach list effectively. By following this structure, you can ensure a robust, multi-channel outreach strategy that maximizes the use of high-intent signals gathered by Reo.Dev and win more deals.

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Play 2: Identify High Intent Accounts in the Build & Deploy Stages that are Evaluating Your Pricing via Reo.Dev ‘Custom Tags’

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This Play uses custom tags feature to surface high-intent accounts demonstrating recent engagement with key sections and pages of your product.

In this illustration we have shown how to discover accounts recently active on your pricing page and create custom tags for it. Analyzing interactions with the pricing page helps identify potential buyers who are actively evaluating costs and exploring purchase options, signaling strong commercial interest.

By focusing on this tag, you can quickly prioritize accounts that are deeper in the buying journey and are showing interest in pricing details, enabling targeted and timely outreach.

This Play helps you identity the right context for your messaging. For example, with the above, once you learn which accounts are in the Build & Deploy stages and are also viewing your pricing page, you can use Play 1 (Find New Buyer Contacts) to find more buyers and send them contextual messaging based on the identified Tags.

Similarly, you can use the Custom Tags feature to highlight any account in your above created segment, that is doing other activities of interest such as visiting developer docs that have high purchase intent, executing CLI commands and more.

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Create a Custom Tag - Viewed Pricing

• Segment Type: Create it for both Account and Developer Segments.
  • Tag Name: Viewed Pricing
  • Description: Flags accounts with more than three visits to the pricing page, indicating strong purchase intent.
  • Prerequisites: Ensure the Pricing page is configured under Key Pages. For setup instructions, refer to this article.

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• Example Use Case: Prioritize these accounts for outreach due to high interest in your commercial offering.
• Bonus Tips & Recommendations:
  • Combine this tag with the Buyer Involved tag to identify accounts with decision-making authority.

Explore Our Tags Handbook for Broader Use Cases

This use case illustrates how tags can be used. To discover more tag-based strategies and additional examples, refer to the complete Tags Handbook. It includes several other versatile use cases, allowing you to create customized outreach strategies by leveraging pre-built and custom tags in Reo.Dev.

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Play 3 (Advanced): Identify High-Intent Accounts in the Build & Deploy Stages engaging with Key Product Feature Pages via Reo.Dev ‘Custom Tags’

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This play leverages the Reviewed {Feature A} tag to surface high-intent accounts showing recent engagement with key product features identified recently from our Build & Deploy accounts segment.

By focusing on this tag, you can quickly prioritize accounts actively exploring feature pages with commercial value, where {Feature A} represents the specific feature name, allowing for flexible and targeted tracking of feature-level interest.

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Step 1. Create a Custom Tag - Reviewed {Feature Name}

• Segment Type: Ideally create it for both Account and Developer Segments.
• Segment Criteria: Advanced
• Tag Name: Reviewed {Feature A}
• Description: Flags accounts reviewing a specific commercial feature page, indicating potential interest in {Feature A}.
• Prerequisites: Ensure the relevant feature’s page is configured under Key Pages (Website, Docs, Product). For setup, refer to the relevant

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• Example Use Case: Prioritize outreach for accounts reviewing high-value product features. This data point enables more targeted, contextual communication, increasing the relevance of your messaging. For marketing teams, this tag can create remarketing audiences for LinkedIn and ABM networks, amplifying awareness among engaged prospects.

Step 2. Refine Your Target List with the Custom Tag & Advanced Filters

• Step 1: Navigate to the segment list that you had created at the beginning of this play.
• Step 2: Click on the Add Filter button and select the tag name you had just created → Reviewed {Feature A} and apply that filter.
• Step 3: This narrows your list to accounts that have interacted with high-value feature pages, indicating intent for opportunities.
• Step 4: List Sorting
  • Sort the list based on # of Developers from highest to lowest to focus on accounts with more active developers.
  • Filter by Customer Fit Score (High & Medium) for additional prioritization. For setup instructions, refer to this guide.
  • If CRM is connected, use Lifecycle Stage filters (Discovery, In Market, Pipeline) to rule out existing customers and customize outreach based on the CRM stage.
  • Utilize Dev Funnel Column for identifying the funnel stage and crafting more tailored messaging.
• Bonus Tips & Recommendations:
  • Use this tag structure and create it for all key features of your products (e.g., "Reviewed Feature A, B, C") to build a comprehensive interest map.
  • Export the segment list or sync it to your CRM for remarketing via ads or to send out feature driven emailers.

Explore Our Tags Handbook for Broader Use Cases

This use case illustrates how tags can be used. To discover more tag-based strategies and additional examples, refer to the complete Tags Handbook. It includes several other versatile use cases, allowing you to create customized outreach strategies by leveraging pre-built and custom tags in Reo.Dev.

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