Key takeaways
AI go-to-market follows the same steps in every industry. You describe your company, research the market with sources, write an ideal customer profile, find matching companies and people, then draft outreach a person reviews. What changes by industry is the signal that a company needs you, where you read about it and the angle of the first message.
- AI go-to-market follows the same steps in every industry: company context, cited research, an ideal customer profile, a lead list and reviewed drafts.
- What changes is the signal that a company needs you, where you read about it and the angle of the first message.
- IT services and outsourcing firms lead with a problem they have solved before; B2B SaaS teams lead with the problem in the buyer's words.
- Design agencies lead with timing and a matching portfolio piece; marketing agencies and consultants lead with a useful point of view.
- Pebbles Ai has no industry editions. The same limits apply everywhere, and a person reviews every draft.
What changes by industry and what stays the same
Most of an AI go-to-market workflow is the same whatever you sell. Four things change from one industry to the next.
Ideal customer signals
The changes that tell you a company needs you now. A software firm hiring engineers looks different from a brand launching a new product.
Research sources
Where the evidence lives. Careers pages, product updates, case studies and public LinkedIn posts matter more in some industries than in others.
Outreach angle
What the first message leads with. A delivery partner leads with a problem it has solved. A consultant leads with a point of view.
First workflow to run
The one piece of work to run end to end first. For most teams it is the path from a written profile to a reviewed campaign.
What stays the same is the order of the work. In Pebbles Ai it starts with Company Intel, your reviewed company profile built from your website, files and pasted text. Research comes back with numbered citations. The CRM, in Beta, keeps your ideal customer profiles beside contacts, segments and deals.
Pebbles Ai has no industry editions. Treat the chapters below as starting points to adapt, not results to expect.
Lead generation for software development and IT services companies
Software development, IT services and outsourcing firms sell expertise and time. What works is a clear match between a problem the buyer has now and work you have done before.
Who the ideal customer is
Companies with more product or system work than their own team can carry. Write the profile around industry, headcount, region and the problems you know best. Good signs include open engineering roles or an ageing system.
What to research
Ask for cited research on the market and on single accounts: what the company builds, which technologies it names in public and what it is hiring for.
How to find software development leads
Describe the profile to the Marketing or Strategy assistant. Company search returns up to 50 matching companies. Pick up to ten and start Find fresh leads for roles such as CTO or head of engineering, with up to 100 leads per run.
What to write to a technical buyer
Build a campaign of up to seven email and LinkedIn touches. Lead with the problem and one relevant piece of work, not headcount. Emails are saved as drafts in your Gmail or Outlook mailbox; LinkedIn messages are drafted for you to send.
Where Workflows helps
The Sales / BD section of Workflows shows how to pick a segment and review every message before it goes out.
Case studies do much of the work here. Upload them to Company Intel so the assistants know which problems you have solved. Keep client names out of drafts unless you have permission to use them.
AI go-to-market for B2B SaaS
A B2B SaaS company usually knows its product better than its market. Early teams often sell founder-led, fitting research, prospecting and follow-up around product work. One workspace lets each step start from what the last one found.
Who the ideal customer is
Companies with the problem your product solves, at a size where it hurts. Use team size, market and the tools they already use as must-haves. Customers who left you are a good source of exclusions.
What to research
Read the market before you pick a segment: how competitors describe the problem and which changes create the need. Replies cite their sources, so you can check a claim before it reaches a message.
How to find SaaS leads
Turn the profile into a company search by keyword, industry, headcount and region. Then run Find fresh leads at up to ten matches for the roles that feel the problem first.
What to write to a SaaS buyer
Write about the problem in the buyer's words, not the feature list. Open with the problem, add an example and close the loop politely. Each lead's personalisation angles help with the first line.
Where Workflows helps
The Marketing section of Workflows shows how one brief becomes every touch of a campaign.
A product-led team can run the same workflow for accounts that signed up but did not grow, imported from a CSV file.
Lead generation for design agencies
Design agencies win work through fit and timing. A company that is launching, rebranding or raising money needs design help now; a year later it may not. Most of the work is spotting the moment.
Who the ideal customer is
Companies at a stage where design matters: a launch, a rebrand, a new market or a funding round. Add the sectors your portfolio speaks to, and exclude companies whose in-house team already covers your offer.
What to research
Read the prospect's website, announcements and public posts. Note what has changed and where the brand no longer fits the business. Keep each observation specific and sourced.
How to find design clients
Search by industry, headcount and keyword, such as a product category. Start Find fresh leads at up to ten matches for founders, marketing leads and heads of brand.
What to write to a design buyer
Lead with one observation about their brand and one matching portfolio piece. Keep the campaign short, choose a personality that sounds like your studio and review every draft.
Where Workflows helps
The Marketing section of Workflows shows how to make a brand voice explicit, which suits a studio that sells taste.
Add project descriptions to Company Intel, so the assistants can match the right example to each prospect. Pebbles Ai is not a design tool; it helps you find and write to the companies that need your work.
AI for B2B marketing agencies and consultants
Marketing agencies and consultants sell judgement, and prospects judge it from the first message. An AI marketing assistant helps most when it starts from your positioning and point of view, not a blank prompt.
Who the ideal customer is
B2B companies in the sectors of your best work, big enough to pay for help but without a full team. Good signs include a new marketing hire, a launch or a move into a new market.
What to research
Study how the prospect markets itself today: its website, its offer and its public LinkedIn posts. Ask for cited research on its market, so your point of view rests on facts it can check.
How to find agency clients
Search for the sectors and sizes in your profile. Run Find fresh leads at up to ten matches for founders and marketing leads. Each lead found uses one lead from your wallet.
What to write as an adviser
Lead with one useful observation and a small, clear offer, such as a short review. Build the campaign in your own personality. When replies arrive, Write with AI in Smartbox drafts an answer from the thread.
Where Workflows helps
The Founder / CEO section of Workflows shows how to teach Pebbles Ai your business once, so later chats start from it.
A solo consultant can run all of this on the Pro plan, which is made for one person. Review, comments and several people on one campaign need Team or higher, which suits an agency where one person writes and another approves.
What Pebbles Ai does and does not do
The same limits apply in every industry. Knowing them first keeps the examples above honest.
It finds companies and people within limits
Company search returns up to 50 companies. People search runs inside up to ten named companies, with up to 100 leads per run. Contact details depend on what is public, so a run can return fewer leads.
It drafts, and you send
Emails are saved as drafts in your connected Gmail or Outlook mailbox. LinkedIn messages are drafted for you to send. There is no LinkedIn sending and no automated sequence sending.
It follows your execution mode
The web app starts in Manual mode, where sends, CRM writes and starting lead generation wait for approval. In Plan they are queued. In Auto they run, except template send and calendar delete, which always ask.
It is not a full CRM replacement
The CRM is in Beta, with no forecasting, no revenue attribution and no sync with another CRM. Contacts can be imported from Google, Microsoft or a CSV file.
Nothing in this guide is a measured result for any industry, and Pebbles Ai does not warm up mailboxes or manage deliverability. Socialbox, which will bring LinkedIn, WhatsApp, Instagram and Telegram chats into one inbox, is coming soon.
AI go-to-market by industry, side by side
The same workflow with four starting points. Use the column for your industry as a first draft of your own profile and outreach plan.
| IT services and outsourcing | B2B SaaS | Design agencies | Marketing agencies and consultants | |
|---|---|---|---|---|
| Ideal customer signal | Open engineering roles, a new product line or an ageing system | The problem your product solves, at a size where it hurts | A launch, a rebrand, a new market or a funding round | A new marketing hire, a launch or a new market |
| Research sources | Careers pages and technologies named in public | Competitor positioning and what buyers publish | The prospect's website, announcements and posts | The prospect's website, offer and LinkedIn posts |
| Roles to look for | CTO, head of engineering, founder | The role that feels the problem first | Founder, marketing lead, head of brand | Founder, chief executive, marketing lead |
| Outreach angle | A problem you have solved before | The problem in the buyer's words | One brand observation and a matching portfolio piece | One useful observation and a small offer |
A starting point, not a rule or a measured result. Pebbles Ai works the same way in all four; only the inputs change.
Worked example:
an IT outsourcing firm enters a new market
A 60-person software development firm wants to test a new market, mid-sized software companies in the Nordics, before hiring anyone to sell there. Two people have four weeks.
- Build Company Intel from the website and upload three case studies as files. Review Business knowledge and Brand voice so the assistants describe the firm as the team does.
- Open a project and ask for cited research on the new market: which software companies are there, what they build and what is changing. Check the citations before relying on a finding.
- Ask the Strategy assistant to draft an ideal customer profile from Company Intel and the research: three must-haves, three good signs and three exclusions. Correct it and keep it in the CRM, in Beta.
- Find matching companies by keyword, industry, headcount and head office country. A search returns up to 50. Pick the ten that fit best and note why.
- Start Find fresh leads at those ten for CTO, head of engineering and founder roles, and approve the run in Manual mode. Up to 100 leads land as CRM contacts in a segment, each with personalisation angles.
- Build a campaign of up to seven email and LinkedIn touches, leading with a problem from the research and the matching case study. Emails are saved as drafts in the connected mailbox; LinkedIn messages are drafted for the team to send.
- Review every draft. Check each claim against its source, approve the sends that hold up and record replies and next steps in the CRM.
A working method, not a promise of results. Each lead found uses one lead, and actions that reach the outside world follow the execution mode.
Common mistakes
Waiting for an industry edition
Pebbles Ai has none, and you do not need one. Your industry shows up in your Company Intel, profile and research, so put the effort there.
Copying another industry's angle
A SaaS feature pitch reads oddly from a design studio. Use the angle your own buyers expect.
Leading with yourself
Headcount, rates and client logos say little about the reader's problem. Open with what you noticed about them.
Searching wide instead of narrow
A broad search fills the list with companies that will never buy. Narrow the profile until most of a search is worth contacting.
Sending drafts without checking the facts
A wrong fact about a prospect can end the conversation. Check every claim against its cited source before you approve the send.
Practical checklist
Key terms
- Company context
- A reviewed description of a business that an AI assistant reads before it works: what the company does, who it serves, what it offers and how it communicates.
- Company Intel
- Your company profile in Pebbles Ai, managed by admins: Business knowledge and Brand voice, built from your website, company information, uploaded files and pasted text.
- Ideal customer profile (ICP)
- A written description of the type of company most likely to buy from you, succeed with you and stay: the facts it must match and the signs that rule it out.
- Customer segment
- A group of companies or contacts you treat the same way. In Pebbles Ai, leads land as CRM contacts in a segment, and a template can be sent to a segment.
- Trigger
- A change or situation that creates the need for what you sell, such as a funding round, a new hire, a new market or a tool reaching its limits.
- Vertical
- An industry or market a company specialises in, such as IT services, B2B SaaS or design. Pebbles Ai has no vertical editions; the same workspace serves every industry.
- Find fresh leads
- The Pebbles Ai lead search in the CRM contacts toolbar. You name up to ten companies, at least one role and one location, and a run finds up to 100 leads.
- Multi-touch campaign
- A planned set of messages for one audience, each with its own job. In Pebbles Ai the campaign builder prepares up to seven touches.
- Execution modes
- In Pebbles Ai, Manual, Plan and Auto decide whether actions that reach the outside world wait for approval, queue or run. The web app starts in Manual.
Common questions
How can a software development company generate B2B leads with AI?
Start with an ideal customer profile built around the problems you solve, such as an ageing system or a stretched engineering team. Ask for cited research, then have an assistant find matching companies. In Pebbles Ai, run Find fresh leads at up to ten of them for technical roles, then draft outreach that leads with relevant past work.
How do IT outsourcing companies find new clients?
They look for companies with more work than their own team can carry. Signs include open engineering roles, a new product line or an ageing system. Research those signs from public pages, write them into an ideal customer profile and contact a short list of good fits. Lead with a problem you have solved before.
What does AI go-to-market look like for a B2B SaaS startup?
One founder or a small team runs research, prospecting and outreach from one workspace. They describe the company once, read the market with cited research and write an ideal customer profile. An assistant finds matching companies, then the right people at up to ten of them. Campaign emails are saved as drafts for review.
How can a design agency find new clients with AI?
Look for timing. Companies that are launching, rebranding, entering a new market or raising money need design help now. Ask an assistant to research those changes from public pages and find matching companies. Then write a short message with one observation about their brand and one matching portfolio piece.
How do marketing agencies and consultants use an AI go-to-market workspace?
To win clients for their own practice. They describe their positioning and voice in Company Intel, research prospects with sources and find the founders and marketing leads to contact. An assistant drafts campaigns in their own personality. Emails are saved as drafts in Gmail or Outlook, and LinkedIn messages are drafted for them to send.
Is there an AI marketing assistant for consultants?
Yes. In Pebbles Ai, the Marketing assistant works from your Company Intel, so it knows your offer, your audience and how you sound. It can research a prospect with cited sources, find matching companies and prepare a campaign of up to seven touches. You review each draft, and sends follow your execution mode.
Is Pebbles Ai built for a specific industry?
No. Pebbles Ai has no industry editions. It is one go-to-market workspace for B2B companies, with the same assistants, limits and controls in every industry. What changes is what you put in: your Company Intel, your ideal customer profile, the sources you research and the angle of your messages.
Can a solo consultant use Pebbles Ai?
Yes. The Pro plan is made for one person, and you can try it free for one month. On Pro you research prospects, find leads, build campaigns and draft emails into your own Gmail or Outlook mailbox. Review, comments and several people on one campaign need Team or higher.
What is the best first AI workflow for a small B2B services firm?
The path from a written profile to a reviewed first campaign. Build Company Intel and review it. Write an ideal customer profile from your best clients and cited research. Find ten well-matched companies and the right people there, then draft a short campaign. Run it in Manual mode, so you approve every step.
Does AI lead generation work the same way in every industry?
The method does; the inputs do not. Every industry starts with company context, an ideal customer profile, a company search and a lead run. The signals, sources and opening lines differ. In Pebbles Ai the limits are the same everywhere: up to 50 companies per search and up to ten companies and 100 leads per run.
In Pebbles Ai
- CapabilityProspecting & customer recordsFind leads at named companies, ask for companies that match your ideal customer and keep contacts, segments and deals in the CRM.
- CapabilityResearch & analysisRead company websites and public sources, pull out what matters and build research you can trace back to its sources.
- CapabilityOutreach contentEmail and LinkedIn campaigns with a personality for each piece, replies and follow-ups in chat, and drafts saved in your own mailbox.
- FoundationCompany IntelBusiness knowledge and brand voice that every assistant works from, built from your website, company information and files.
About this guide. Written by the Pebbles Ai team and checked against the current product before publication. Product details describe the web app on the update date shown above; each linked platform page carries the latest detail. Guides are revised when the product changes, and the date changes only with a verified revision.
