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A signal-driven view of Amex’s addressable market

We synthesized your ICP, mapped the addressable market, and scored every account against Amex’s buying signals. See below for a snapshot of your in-market accounts and top contacts.

Access the full dataset →

Step 01 · Understanding ICP

We analysed how Amex goes to market

Firmographics

2,000–50,000 FTE, $400M–$150B revenue
Multi-entity enterprises with distributed T&E, fragmented card programmes or manual supplier payments
US national + Canada

Verticals

Professional & Business Services
Healthcare & Life Sciences
Manufacturing & Distribution
Technology & Media

Buyer Personas

CFO
VP Finance
Controller (economic)
Treasury, Accounts Payable, Procurement

Step 02 · Scoring & prioritising

Every account scored against Amex’s buying signals

BDO USA Accounting · 11,271 employees · Illinois

91Fit

Signal stack 34 / 34
Firmographic fit 22 / 22
Complexity & footprint 20 / 20
Technographic 9 / 14
Strategic geo & PE 6 / 10

What fired

74 locations to standardise a platform across
1431 open requisitions live on the careers site
2.4% technical staff against 11,271 employees, a clear capacity gap
CEO 1 months in seat, inside the re-evaluation window
Compute Oem, Enterprise App, Itsm in the stack

Anatomy of a score

Signal stack: open requisitions, share of headcount that is technical, CEO time in seat, recent capital or M&A events.
Firmographic fit: employees and revenue against the ICP band.
Complexity and footprint: site count and headcount.
Technographic: Coupa, SAP, Oracle, Workday in the stack, plus legacy markers like Citrix Xenapp, Novell, COBOL, Windows 7.
Strategic geo and PE: New York / major US enterprise hubs HQ, private equity or M&A ownership.

The secret sauce

Six signals a generic data tool cannot assemble

Landbase-native signal	Why it cannot be replicated	What the rep leads with
Job postings and IT-capacity gap	Live reqs naming Coupa, SAP, Oracle, Workday or cloud platforms, measured against technical headcount. Shows who is mid-programme and short-staffed.	Virtual cards and automated controlsIntegrate with the incumbent expense or AP platform
Rival ERP and legacy stack	A rival or ageing estate marks a displacement or upgrade window rather than a cold start.	B2B supplier payments
Existing Amex footprint	Citrix Xenapp, Novell, COBOL, Windows 7 identify expansion accounts where the relationship already exists.	Integrate with the incumbent expense or AP platformWorking capital and DPO optimisation
Leadership tenure, CIO or CFO	A new CIO or CFO inside 18 months is the single most reliable window for a platform decision.	New CFO or Controller
Multi-site and multi-entity complexity	Location count and entity spread predict consolidation pain.	Consolidate distributed T&E programmes
Capital events and M&A	Funding, acquisitions and carve-outs force system consolidation on a deadline.	B2B supplier paymentsIntegrate with the incumbent expense or AP platform

Step 03 · Building TAM

A slice of your addressable market

2,139

In-band accounts scored

2,000–50,000 employees, 4 industry suites, deduplicated on the company graph

998

Qualified market

Fit score 60 or above: the accounts worth working across the next several quarters

154

Tier-1 priority targets

Fit score 75 or above, from which the 100 named in this brief are drawn

What is actually true about those 100 accounts

Install base99

Hiring surge91

Thin IT89

PE / M&A signal78

Priority hub HQ69

Multi-site41

New CEO33

Legacy / EOL tech32

Recent CEO21

Each bar is how many of the 100 are firing that trigger today. Tier-1 accounts stack two or more inside a 90-day window, which is what separates them from a company that merely looks like a fit.

Step 04 · Mapping buyers to accounts

A snapshot of your accounts and buyers

25 of 100

#	Company	Vertical	Employees	Revenue	Sites	Fit
1	BDO USA	Prof Services	11,271	$2.8B	74	91
2	Grant Thornton (US)	Prof Services	11,527	$2.4B	47	91
3	Baker Tilly US	Prof Services	10,740	$1.8B	66	91
4	Brown & Brown	Health & Life Sci	13,590	$5.9B	101	89
5	R1 RCM	Health & Life Sci	23,031	$2.3B	11	89
6	Crowe	Prof Services	9,461	$1.3B	46	88
7	Korn Ferry	Prof Services	21,400	$2.8B	102	88
8	Kemper	Health & Life Sci	7,013	$4.8B	5	88
9	MSC Industrial Supply	Mfg & Distribution	5,945	$3.8B	11	88
10	EisnerAmper	Prof Services	4,187	$735M	55	87
11	Kirkland & Ellis	Prof Services	8,996	$3.2B	26	87
12	Gilead Sciences	Health & Life Sci	14,810	$29.4B	29	87
13	Gartner	Tech & Media	22,082	$6.5B	28	87
14	Topgolf	Tech & Media	12,439	$4.6B	5	87
15	TTEC	Prof Services	45,067	$2.1B	55	86
16	Lincare	Health & Life Sci	5,904	$2.0B	5	86
17	Lockton	Health & Life Sci	15,145	$1.3B	103	86
18	Aspen Dental	Health & Life Sci	9,763	$650M	3	86
19	Builders FirstSource	Mfg & Distribution	12,190	$15.2B	6	86
20	Epiq	Prof Services	8,277	$1.0B	26	85
21	McLaren Health Care	Health & Life Sci	9,332	$6.7B	5	85
22	Dave & Buster's	Tech & Media	13,318	$2.1B	103	85
23	Norton Rose Fulbright	Prof Services	8,927	$1.1B	55	83
24	Kroll	Prof Services	7,211	$3.1B	36	83
25	K&L Gates	Prof Services	4,640	$1.3B	48	83

Company	Contact	Title	Buyer role	Level
BDO USA	Roland Reimink	Chief Financial Officer	Economic	C-Level
BDO USA	Mickey Hannon	Assurance Director, Outsourced Finance and Accounting	Commercial buyer	Director
Grant Thornton (US)	Richard Surett	Chief Financial Officer	Economic	C-Level
Grant Thornton (US)	Don Daniels	Chief Accounting Officer (CAO)	Economic	C-Level
Baker Tilly US	Sonia Webb	Chief Financial Officer	Economic	C-Level
Baker Tilly US	Tasha Reisz	Director, CFO Advisory	Economic	Director
Brown & Brown	Paul M. Gallagher	Global Chief Accounting Officer & Controller	Economic	C-Level
Brown & Brown	Kadir Edghill	CFO - Arrowhead Programs Division	Economic	C-Level
R1 RCM	Mindy Blandford	Chief Accounting Officer (CAO)	Economic	C-Level
R1 RCM	Susan Patrick Harris	Vice President Procurement	Champion	President/Vice President
Crowe	Jay VanSickle	CFO	Economic	C-Level
Crowe	James Fulton	Chief Financial Officer	Economic	C-Level
Korn Ferry	perla ruiz	CFO México y Centro América	Economic	C-Level
Korn Ferry	Sumukhi Ramnath	Managing Associate, CEO and Board Practice, Global Financial Markets	Commercial buyer	C-Level
Kemper	James Levett	SVP and Chief Financial Officer, Kemper Life	Economic	C-Level
Kemper	Brad Camden	Executive Vice President and Chief Financial Officer	Economic	C-Level
MSC Industrial Supply	Greg Clark	VP Finance	Economic	President/Vice President
MSC Industrial Supply	John Chironna	VP Investor Relations & Treasurer	Treasury buyer	President/Vice President
EisnerAmper	Mary Drever	Fractional CFO and Head of Outsourced Finance	Economic	C-Level
EisnerAmper	Candice Wilson	Managing Director - Strategic CFO Advisory	Economic	Director
Kirkland & Ellis	Tiffany Lim	Senior Finance Project Analyst, Office of the CFO	Economic	Senior
Kirkland & Ellis	Sarah Smith Almandoz	Associate Director of Travel, Meetings & Events	Champion	Director
Gilead Sciences	Andrew Dickinson	Chief Financial Officer	Economic	C-Level
Gilead Sciences	Diane Wilfong	Chief Accounting Officer and Controller	Economic	C-Level
Gartner	Gülsen Kama	CFO Executive Partner	Economic	C-Level
Gartner	James L. Sloan	CFO Executive Partner, CFO Practice	Economic	C-Level
Topgolf	David McKillips	Chief Executive Officer	Sponsor	C-Level
TTEC	Kenny Wagers	Chief Financial Officer	Economic	C-Level
TTEC	Jason Porter	Chief Financial Officer	Economic	C-Level
Lincare	Carlos Paiva	Chief Financial Officer	Economic	C-Level
Lincare	Indranil Bagchi	Vice President Finance	Commercial buyer	President/Vice President
Lockton	Travis E. Leonard	Chief Financial Officer	Economic	C-Level
Lockton	Priscila Ali	CFO Brazil & Latam	Economic	C-Level
Aspen Dental	David Wickes	Vice President, FP&A (Field Finance)	Commercial buyer	President/Vice President
Aspen Dental	Jeet Thakkar	Director, Operations Finance & Strategy	Commercial buyer	Director
Builders FirstSource	Liam Cosgrove	Executive Vice President - Procurement and Supply Chain	Champion	President/Vice President
Builders FirstSource	Pete Beckmann	Chief Financial Officer	Economic	Senior
Epiq	Jason D. Juranek	Chief Financial Officer	Economic	C-Level
Epiq	Norah Drummey	Divisional CFO - Legal Solutions	Economic	C-Level
McLaren Health Care	Fred Korte	Regional VP and CFO McLaren Flint and Lapeer	Economic	President/Vice President
McLaren Health Care	Kelley P.	Vice President Finance	Commercial buyer	President/Vice President
Dave & Buster's	Darin Harper	Chief Financial Officer	Economic	C-Level
Dave & Buster's	Les L. Lehner	SVP Development (ME) Chief Procurement Officer Strategic Optimization	Champion	Senior
Norton Rose Fulbright	David Willimott	Chief Financial Officer (CFO)	Economic	C-Level
Norton Rose Fulbright	Simon Wainwright	Chief Financial Officer	Economic	C-Level
Kroll	Christine Sebastiano	CFO, Corporate Finance	Economic	C-Level
Kroll	Jared Nolen	Chief Operating Officer, Financial Advisory	Commercial buyer	C-Level
K&L Gates	Antonio DiSalvo	Chief Financial Officer	Economic	C-Level
K&L Gates	Jamie Aul	Director, Tax & Partner Finance	Commercial buyer	Director
AdventHealth	Mark Rathbun -	Chief Financial Officer	Economic	C-Level

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scored and SDR-ready.

A 30-minute working session covering your Tier-1 accounts, the signals behind each score, and territory-ready exports for your SDRs.

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