Step-by-Step Walkthrough
From ICP Definition to
Qualified Contact List
Follow along as we walk through how SAP Brasil built a multi-industry prospecting list with competitor exclusions.
Describe Your Ideal Customer in One Structured Prompt
Instead of building filters one by one, describe your entire ICP in a single natural-language prompt. Include the industries you want to target, the technologies your prospects should be using, the job titles you want to reach, company size parameters, and any accounts you want to exclude.
In this demo, SAP Brasil used Claude to help structure the prompt before pasting it into Landbase. The prompt targeted Retail, Food & Beverage, Grocery, Food Wholesale & Distribution, and Pharmacy companies in Brazil, with specific technology requirements, job title criteria, company size filters, and lookalike companies to match against.
Tip
You can use an AI assistant like Claude to help structure your prompt before pasting it into Landbase. This helps you think through all the dimensions of your ICP: industries, tech stack, titles, size, geography, and exclusions.
The full ICP prompt covering five industries, technology requirements, target titles, and SAP customer exclusions.
Exclude Companies Already Using Your Product
Before running the search, SAP Brasil added one critical exclusion: companies already using SAP. This ensures the results only include net-new prospects, not existing customers. You can exclude by technology, company name, or any other attribute.
"Companies already using SAP"
This single line added to the exclusion criteria tells Landbase to check each company's technology stack and filter out anyone already running SAP products.
Why This Matters
Without exclusions, your sales team wastes time reaching out to companies that are already customers. Landbase checks technographic data to flag known users, though it notes that some companies may not have their full tech stack publicly visible.
Adding "Companies already using SAP" as an exclusion before running the search.
One Click, 63 Seconds
Hit search and Landbase goes to work. Behind the scenes, it validates your criteria against available data for the Brazilian market, expands your job titles to include related variations, runs the search across all five industries, and generates a complete target list.
~63sTotal search time for a
multi-industry ICP query
During the search, Landbase's AI agents work through several steps: validating industry and revenue data available in Brazil, matching technology criteria, expanding job titles to capture relevant variations (Director of IT, Head of Customer Insight, Project Manager, and more), and excluding SAP customers from the results.
Landbase validates criteria, expands titles, and runs the search across all five industries in about 63 seconds.
4
Review Your Contact List206 Qualified Contacts with Full Company Data
Landbase returns a complete contact list, not just a company list. In this search, it surfaced 206 contacts across the target organizations, each with their job title, company, and contact information. The contacts span titles like Director of IT, Head of Customer Insight, and Project Manager.
206Qualified contacts
across target accounts
5Industries covered
in a single search
You can immediately browse the contacts and their associated organizations. Each contact is matched to the criteria from your prompt, and the companies view shows firmographic data alongside the results.
206 contacts returned across target organizations, with titles like Director of IT and Head of Customer Insight.
5
Review Company QualificationAI-Powered Qualification Checks on Every Account
Switch to the companies view and Landbase shows qualification data for each account. Based on company descriptions, keywords, and tech stack, the AI evaluates whether each company is likely investing in areas like digital transformation, cloud migration, and enterprise software.
How It Works
Landbase's Qualify Agent analyzes each company against buying signals you care about. It checks company descriptions, recent job postings, technology adoption patterns, and public information to assess investment likelihood in areas relevant to your product.
Each company is scored on investment likelihood for digital transformation, cloud migration, and more.
Landbase Flags Potential Existing Customers
Even with the exclusion filter in place, Landbase goes a step further. It adds a verification column that checks each company's technology stack and flags any that may already be using SAP. In this demo, the AI identified that Grupo Ufato was using SAP ERP and SAP HANA alongside tools like Grafana, Kafka, Redis, Oracle, and MySQL.
This gives your team a clear signal: verify flagged accounts before reaching out. You can also run this check across all remaining rows with a single click to audit the entire list.
What You Can Do Next
From here, you can ask Landbase to run the SAP verification across all rows, export the clean list, or refine further with follow-up prompts like "Show me only companies with over $500M in revenue" or "Pull the CTO and VP Engineering from these accounts."
Landbase flags Grupo Ufato as a potential SAP user, showing SAP ERP and SAP HANA in their tech stack.
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