New Business Command Center

CZ/SK Territory โ€” Q2 Net-New Logo Campaign
4 Campaigns | 58 Total Mappings | Account Overlaps Allowed | Prospects + Self-serve Only

Where to Focus First

Each account below is assigned to ONE primary campaign. Only 6 accounts have a natural secondary angle โ€” noted with an orange badge. This prevents message fatigue.

๐ŸŽฏ Open These 6 Accounts First (No Overlap)

  1. Make โ†’ Zero Trust (fully remote, 500+ staff)
  2. Seznam.cz โ†’ R2 (30+ services, massive content)
  3. Phrase a.s. โ†’ Vendor Consolidation (Forrester Leader, multi-product platform)
  4. Apify โ†’ R2 (Series B, 25K customers, scraped data)
  5. Delivery Hero โ†’ Vendor Consolidation (logistics stack chaos)
  6. Windy.com โ†’ R2 (50M users, map tile egress costs)

โšก Quick Wins: 4 Self-Serve Upsells

  1. Recombee โ†’ R2 (1B+ recommendations/day = massive data)
  2. MapTiler โ†’ R2 (500M tile requests, API business)
  3. Mapotic โ†’ R2 (geospatial platform)
  4. Localazy โ†’ Zero Trust (SaaS team scaling)

๐Ÿ”ฅ Overlap Alert: 6 Accounts with Secondary Angle

Open with primary campaign. Introduce secondary angle ONLY after discovery confirms interest:

  • Phrase a.s.: Consolidation (primary) โ†’ Security (secondary)
  • Celonis: Consolidation (primary) โ†’ Zero Trust (secondary)
  • Glami: Security (primary) โ†’ Zero Trust (secondary)
  • Smartsupp: Security (primary) โ€” no secondary
  • Threatmark: Security (primary) โ€” no secondary
  • Resistant AI: Security (primary) โ€” no secondary

Master Account Matrix

Summary view โ€” see campaign pages for complete numbered account lists. Some accounts appear in multiple campaigns with different angles.

AccountTypePrimary CampaignTrigger ScorePrioritySecondary?
MakeProspectZero Trust9/10CRITICALโ€”
Seznam.czProspectR2 / Dev9/10CRITICALโ€”
Phrase a.s.ProspectConsolidation8/10CRITICALSecurity
ApifySelf-serveR2 / Dev9/10HIGHโ€”
Windy.comProspectR2 / Dev8/10HIGHโ€”
RecombeeSelf-serveR2 / Dev8/10HIGHโ€”
Delivery HeroProspectConsolidation7/10HIGHโ€”
CelonisProspectConsolidation8/10HIGHZT
SlidoProspectZero Trust7/10HIGHโ€”
SmartlookProspectZero Trust7/10MEDIUMโ€”
BudgetBakersProspectZero Trust6/10MEDIUMโ€”
GoodAccessProspectZero Trust7/10MEDIUMโ€”
LocalazySelf-serveZero Trust6/10MEDIUMโ€”
SatismeterProspectZero Trust6/10MEDIUMโ€”
MapTilerSelf-serveR2 / Dev8/10MEDIUMโ€”
XimilarProspectR2 / Dev7/10MEDIUMโ€”
MapoticSelf-serveR2 / Dev7/10MEDIUMโ€”
Allegro RetailProspectR2 / Dev7/10MEDIUMโ€”
SlevomatProspectR2 / Dev6/10MEDIUMโ€”
Koลกรญk.czProspectConsolidation7/10MEDIUMโ€”
DoDo GroupProspectConsolidation6/10MEDIUMโ€”
EPHProspectConsolidation6/10MEDIUMโ€”
BonamiProspectConsolidation6/10MEDIUMโ€”
Digital People (Zoot)ProspectConsolidation6/10MEDIUMโ€”
GlamiProspectSecurity7/10HIGHZT
SmartsuppProspectSecurity7/10HIGHโ€”
ThreatmarkProspectSecurity8/10HIGHโ€”
Resistant AIProspectSecurity7/10MEDIUMโ€”

Campaign Overview

15 Zero Trust Accounts
15 R2 / Dev Platform Accounts
14 Vendor Consolidation Accounts
14 Security (WAF/Bot/DDoS) Accounts

Outreach Playbook

BDR vs. AE Split

RoleResponsibilityMetrics
BDR Sequence creation, cold outreach, qualifying interest, booking intro calls SQLs, connect rate, reply rate
AE Discovery calls, demos, proposals, closing, executive alignment Pipeline, win rate, ACV, time-to-close

Sequence Strategy

Week 1: Personalized intro email + LinkedIn touch
Week 2: Value-add follow-up (case study, benchmark data)
Week 3: Break-up email with clear CTA
Week 4+: Nurture cadence (monthly insights, product updates)

Messaging Rules

Overlap Handling

Accounts with secondary fit should be opened with their primary campaign message only.
Introduce the secondary angle only after discovery confirms interest in expanding the conversation.
Never lead with two pitches simultaneously โ€” it dilutes focus and lowers reply rates.