Which titles open doors?
Map the introductory contact, final champion, technical approver and economic buyer across current customers.
Gold gets personal attention. Silver gets disciplined scale.
Both tiers come from the same ICP and qualification standard. The difference is how much research, relationship-building and manual effort the account earns.
GOLD LIST
Top Account IQ + strongest buying path
Named accounts with the best combination of fit, urgency, Lead IQ and strategic upside.
- Phone call first where possible
- LinkedIn connection + message
- Personalized email tied to a real signal
- Offer coffee/lunch when local
- 10-minute intro or 30-60 minute technical overview
- Executive roundtable / customer reference / event invitation
SILVER LIST
Strong fit, broader scale
The next layer of the account universe, worked systematically while engagement promotes the best leads.
- Segmented email sequences
- Scaled LinkedIn outreach
- Calls concentrated on best Account IQ / Lead IQ
- 10-12 total touches
- Webinars and local events
- Promote into high-touch treatment when timing changes
GOLD TOUCH MODEL
Human first, automation later.
The first four touches should prove I understand the company. Automation should support follow-up, not replace thinking.
1Call
direct problem hypothesis
2LinkedIn
connect around role + event
3Email
signal + relevant MedDev job
4Relationship
coffee · lunch · mutual intro
5-8Proof
case study · expert · reference
9-12Follow-up
automated support + manual call
CAMPAIGN DEVELOPMENT
Use current customers to make outreach sharper.
The fastest way to improve messaging is to understand how real MedDev relationships began and expanded.
What gets bought first?
Gap analysis, V&V, QMS, cyber, software development or staff augmentation.
Package the right case study.
Turn outcomes into short proof by segment, pain, regulator and buyer. Identify missing case studies.
Use customer trust.
Offer selected reference conversations when the account is qualified enough to justify them.
FIELD + COMMUNITY
Make Bay Area presence commercially useful.
The role is local enough to use relationships, events and small executive formats as a real advantage.
Coffee / lunch
Use proximity for high-fit Bay Area founders, CTOs, R&D and RA/QA leaders.
10-12 operators
Small high-end discussion on software regulatory compliance, AI/ML commercialization or medical-device cyber.
Named-account meetings
MD&M West, AdvaMed, RAPS and other relevant events should start from an account list, not badge scans.