gtmagency
gtmagency
×
Previously ran growth for 500+ SaaS companies through their product launches. Our team has also worked with companies backed by
This playbook maps Elevāt's ideal customer profile across account, prospect, and persona dimensions, then lays out 5 signal-based outbound plays. Each play fires on a specific buying signal so your outreach lands the moment a prospect is most likely to act.
| Dimension | Qualified | Prioritization |
|---|---|---|
| Geography | North America primary, Western Europe secondary, Australia/NZ tertiary | Tier 1: US and Canada OEM headquarters; Tier 2: European OEMs with US dealer networks |
| Employee Count | 50 to 5,000 employees; sweet spot is 100 to 1,500 | Prioritize 150 to 800 employees where service org exists but digital transformation is mid-maturity |
| Industry / Vertical | Off-highway equipment OEMs: construction, agriculture, turf, material handling, utility, forestry, mining support | Tier 1: construction and ag equipment OEMs with dealer networks of 10 or more; Tier 2: specialty off-highway OEMs launching telematics programs |
| Key Qualifying Signal | OEM has 500 or more machines in the field with no unified telematics or service intelligence platform, or is running disconnected point tools (separate telematics, separate DMS, manual escalation) | Highest priority if OEM has active warranty cost problem or is launching a connected machine product line within 12 months |
| Tech Stack | Existing telematics gateway hardware (Geotab, Calamp, or proprietary CAN), dealer management system (CDK, Salesforce, or custom), no unified IoT service layer | Deprioritize if already contracted with a direct competitor platform; prioritize if tech stack is fragmented with no service intelligence layer |
| Revenue / Funding | OEM revenue $10M to $500M; or Series A and above if venture-backed hardware or equipment startup | Prioritize OEMs with aftermarket service revenue as a stated growth initiative or recent funding earmarked for digital |
| Intent Signals | Job postings for IoT engineer, telematics manager, or connected service director; attendance at CONEXPO, AEM, or Agritechnica; LinkedIn content about machine connectivity or MTTR reduction | Highest priority if two or more intent signals are present simultaneously |
| Dimension | Qualified | Prioritization |
|---|---|---|
| Seniority | Director to C-Suite for primary outreach; Manager level for technical champion | Prioritize VP and Director titles who own service P and L or product roadmap; engage Manager level as technical influencer |
| Primary Titles | VP of Service, Director of Connected Products, Director of Aftermarket, VP of Product (IoT or telematics), Chief Operating Officer | VP of Service and Director of Aftermarket are highest-intent; they own MTTR and warranty cost directly |
| Secondary Influencers | Director of Engineering (embedded or controls), IT Director, Dealer Network Manager, Head of Technical Support | Engage as multi-thread after primary contact responds; Dealer Network Manager is strong champion for Pro tier value prop |
| LinkedIn Keywords | telematics, connected equipment, off-highway IoT, machine data, remote diagnostics, CAN bus, dealer service network, MTTR, warranty reduction, predictive maintenance OEM | Flag profiles with three or more of these keywords in headline or about section as high-fit prospects |
| Persona | Level | KPIs | Related Challenges | Intent Signals | Related Benefits |
|---|---|---|---|---|---|
| VP of Service / Aftermarket | VP | Warranty cost per unit, mean time to repair, first-time fix rate, dealer service revenue per machine | Escalations depend on senior techs, dealers have inconsistent diagnostic visibility, warranty claims are hard to dispute without machine data | Posting roles for service operations or connected service, speaking at AEM or dealer conferences, LinkedIn posts about field service complexity | Reduce MTTR with remote diagnostics, cut truck rolls by 40 percent, give dealers guided workflows that reduce escalation to OEM |
| Director of Connected Products / IoT | Director | Telematics platform adoption rate, data pipeline uptime, connected machine percentage of installed base | Building telematics from scratch is expensive, point tools do not talk to each other, dealer onboarding to new platforms is slow | Job postings for firmware or IoT engineer, GitHub activity on CAN or MQTT projects, attending IoT or embedded conferences | One platform from CAN data to service action, OTA support without custom dev, faster dealer onboarding with branded service portal |
| Director of Engineering (Controls or Embedded) | Director | Machine uptime, fault resolution cycle time, firmware release cadence, CAN signal coverage | Remote root-cause analysis requires physical access, fault code libraries are not surfaced to dealers or techs, OTA updates are risky without rollback | Publishing CAN or J1939 integration content, hiring embedded software engineers, evaluating telematics gateway vendors | CAN bus trace for remote root-cause analysis, OTA file transfer with controlled rollout, fault code context delivered to tech at point of service |
| Dealer Network Manager / Head of Dealer Operations | Director/Manager | Dealer service revenue, dealer technician productivity, parts attach rate, dealer NPS | Dealers operate with inconsistent tools, OEM knowledge does not reach the shop floor, parts ordering is reactive not predictive | Searching for dealer management software, attending dealer advisory councils, LinkedIn posts about technician retention or training | Shared service intelligence across dealer network, guided workflows that reduce dependency on experienced techs, branded dealer experience that strengthens OEM relationship |
| Chief Operating Officer | C-Suite | Overall service margin, aftermarket revenue as percent of total, machine lifecycle revenue, customer retention | Service is a growing revenue opportunity but hard to scale without digital infrastructure, connected service programs stall without cross-functional tooling | Board or investor decks mentioning aftermarket growth, press releases about digital transformation, hiring VP of Digital or VP of Service | ROI calculator shows $2M or more in net annual benefit per 500 machines, platform scales from foundational visibility to AI-led operations without ripping and replacing |
When an OEM signals internal telematics or service digitization investment through hiring, we reach out to the service and product leadership team before a build-vs-buy decision is locked. We position Elevat as the faster, lower-risk path to connected service versus internal development.
Job Board Monitor
LinkedIn Jobs Scrape
Company News Feed
Enrich Company ProfileFind ICP Contacts
Validate EmailsIdentify Buying Committee
Email
LinkedInFunding events create a 30 to 90 day window where leadership is defining how to deploy capital. We target the VP of Service and Director of Product at newly funded OEMs with a fast-to-value message that positions Elevat as the connected service layer they can deploy without building from scratch.
Funding Round Alerts
Press Release MonitorLinkedIn Company UpdatesEnrich Funded AccountMap Buying CommitteeVerify Contact EmailsEmailLinkedInOEMs exhibiting or attending major off-highway trade events are in active buying and positioning mode. We scrape exhibitor and attendee lists and reach out to service and product leadership before and during the event window with a message anchored to their field service complexity and connected machine opportunity.
Exhibitor List ScrapeEvent Sponsor PagesLinkedIn Event AttendeesEnrich Exhibitor AccountsFind Service LeadersValidate and Score ContactsIdentify Buying CommitteeEmailLinkedInOEMs running disconnected telematics, DMS, and service tools are paying the fragmentation tax in warranty costs and MTTR. We identify accounts using known adjacent tools and reach out with a displacement or consolidation message that shows how Elevat unifies their existing data into one service intelligence loop.
Tech Stack DetectionJob Post Tech Signal
G2 Competitor ReviewsEnrich Account Tech ProfileBuild Buying CommitteeEmail VerificationIdentify Buying CommitteeEmailLinkedInWhen a contact who previously engaged with Elevat or showed strong buying intent joins a new OEM, they are the fastest path to an introduction. We track job changes in real time and reach out within the first 30 days while they are still in the honeymoon window and actively looking for solutions to bring to their new team.
Champion Job Change AlertLinkedIn Profile Monitor
CRM Contact TrackingEnrich New Employer AccountMap New Buying CommitteeValidate New Work EmailBuying CommitteeEmailYou'll have qualified demos booked in your calendar within 45 days: infrastructure, sequences, and live campaigns installed for you.
You don't pay a retainer. Everything we build belongs to you from day one: data, playbooks, and infrastructure.
If by day 45 you aren't seeing qualified demos booked in your calendar, we keep working completely for free until you do.
We build and install a fully automated, signal-based outbound system, outbound, ads, and content, in a 45-day sprint. No retainer, and you own everything. Demos booked in 45 days or we work free until they are.
