×

A signal-driven view of IBM’s addressable market

We synthesized your ICP, mapped the addressable market, and scored every account against IBM’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 IBM goes to market

Firmographics

2,000–50,000 FTE, $400M–$150B revenue
Regulated, multi-entity enterprises running a hybrid estate with legacy middleware or mainframe alongside modern cloud
US national + Canada

Verticals

Financial Services
Manufacturing & Industrial
Healthcare & Life Sciences
Energy, Utilities & Telecom

Buyer Personas

CIO
CTO
Chief Architect (economic)
Head of Platform Engineering, Head of AI, CISO

Step 02 · Scoring & prioritising

Every account scored against IBM’s buying signals

Gilead Sciences Biotechnology Research · 14,810 employees · California

87Fit

Signal stack 31 / 34
Firmographic fit 19 / 22
Complexity & footprint 18 / 20
Technographic 9 / 14
Strategic geo & PE 10 / 10

What fired

29 locations to standardise a platform across
316 open requisitions live on the careers site
5.8% technical staff against 14,810 employees, a clear capacity gap
CEO 10 months in seat, inside the re-evaluation window
Hashicorp, Oracle 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: IBM, Red Hat, Hashicorp, Nvidia in the stack, plus legacy markers like Websphere, Db2, COBOL, AS/400.
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 IBM, Red Hat, Hashicorp, Nvidia or cloud platforms, measured against technical headcount. Shows who is mid-programme and short-staffed.	IBM Consulting managed deliveryRed Hat OpenShift hybrid platform
Rival ERP and legacy stack	A rival or ageing estate marks a displacement or upgrade window rather than a cold start.	Mainframe and middleware modernization
Existing IBM footprint	Websphere, Db2, COBOL, AS/400 identify expansion accounts where the relationship already exists.	Red Hat OpenShift hybrid platformwatsonx AI and data platform
Leadership tenure, CIO or CFO	A new CIO or CFO inside 18 months is the single most reliable window for a platform decision.	New CIO or Chief Architect
Multi-site and multi-entity complexity	Location count and entity spread predict consolidation pain.	Terraform and Vault across multicloud
Capital events and M&A	Funding, acquisitions and carve-outs force system consolidation on a deadline.	Mainframe and middleware modernizationRed Hat OpenShift hybrid platform

Step 03 · Building TAM

A slice of your addressable market

2,504

In-band accounts scored

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

842

Qualified market

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

71

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

Hiring surge95

Thin IT86

PE / M&A signal83

Install base82

Priority hub HQ48

New CEO46

Legacy / EOL tech44

Multi-site36

Recent CEO18

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	Gilead Sciences	Health & Life Sci	14,810	$29.4B	29	87
2	Vontier	Mfg & Industrial	6,205	$3.1B	75	84
3	Lockton	Financial Svcs	15,145	$1.3B	103	83
4	OSF HealthCare	Health & Life Sci	12,515	$4.6B	21	83
5	Brookdale	Health & Life Sci	20,828	$3.2B	3	83
6	Total Quality Logistics	Energy & Telecom	17,652	$6.9B	64	83
7	Schneider	Energy & Telecom	11,676	$5.7B	5	83
8	Americold Logistics	Energy & Telecom	8,413	$2.6B	5	83
9	Kemper	Financial Svcs	7,013	$4.8B	5	81
10	Syneos Health	Health & Life Sci	23,794	$5.4B	5	81
11	R1 RCM	Health & Life Sci	23,031	$2.3B	11	81
12	Fortrea	Health & Life Sci	11,431	$2.7B	4	81
13	Northern Trust	Financial Svcs	31,125	$8.1B	14	80
14	ITT	Mfg & Industrial	9,357	$3.9B	87	80
15	UT Southwestern Medical Center	Health & Life Sci	19,443	$3.1B	23	80
16	Dentsply Sirona	Health & Life Sci	11,320	$3.7B	7	80
17	Texas Children's Hospital	Health & Life Sci	13,237	$2.6B	7	80
18	BeOne Medicines	Health & Life Sci	3,598	$5.3B	37	80
19	Kindred	Health & Life Sci	13,523	$7.2B	3	80
20	Brown & Brown	Financial Svcs	13,590	$5.9B	101	79
21	Brunswick	Mfg & Industrial	9,536	$5.4B	33	79
22	UHS	Health & Life Sci	11,414	$17.4B	4	79
23	Lincare	Health & Life Sci	5,904	$2.0B	5	79
24	Broadridge	Financial Svcs	18,009	$6.9B	47	78
25	KeyBank	Financial Svcs	23,391	$7.7B	3	78

Company	Contact	Title	Buyer role	Level
Gilead Sciences	Cindy L.	Executive Director, Enterprise Platforms, Analytics and Architecture	Technical economic buyer	C-Level
Gilead Sciences	Anna Berg Asberg	SVP IT & global CIO	Economic	C-Level
Vontier	Barak Meiri	Chief Technology Officer of Konect, Global eMobility (Gilbarco Veeder-Root, a Vontier Company)	Economic	C-Level
Vontier	Raj Samprathi	Chief Information Officer	Economic	C-Level
Lockton	Byron Clymer	Chief Information Officer	Economic	C-Level
Lockton	Ankita Lavande	Chief Information Security Officer	Security	C-Level
OSF HealthCare	Jenny Atterberg	Chief Nursing Information Officer	Champion	C-Level
OSF HealthCare	Ray Sharp	Vice President and Associate CIO	Economic	President/Vice President
Brookdale	Tara Jones	Chief Information Officer	Economic	C-Level
Brookdale	Jason Powell	VP CISO, Infrastructure, Operations, Telecom	Security	President/Vice President
Total Quality Logistics	Mike Kelley	Chief Information Security Officer	Security	C-Level
Total Quality Logistics	Kevin Atkinson	Vice President IT Infrastructure and Operations	Champion	President/Vice President
Schneider	Heera Garia	Head of Digital, Martech and IoT Platform	Champion	Head
Schneider	Kelly Decker	Senior Director Platform Engineering	Technical economic buyer	Director
Americold Logistics	Jim Burgess	Vice President, Chief Information Security Officer (CISO) and Head of IT Compliance	Security	President/Vice President
Americold Logistics	Julius Olujuyigbe	Director, Global Enterprise Security Architecture	Technical economic buyer	Director
Kemper	Kelly Coomer	EVP, Chief Information Officer	Economic	C-Level
Kemper	Matt Varagona	SVP Chief Data Officer	Transformation	C-Level
Syneos Health	Harpreet Bedi	SVP, Chief Technology Officer	Economic	C-Level
Syneos Health	Charles N.	Chief Information Security Officer	Security	C-Level
R1 RCM	Eric Tagliere	EVP and Chief Information Officer	Economic	C-Level
R1 RCM	James Beeson	Global CISO (Interim)	Security	C-Level
Fortrea	Joan Brown Vega	Executive Director, Head of Artificial Intelligence and Transformation NASDAQ FTRE	Economic	C-Level
Fortrea	Sashi Venkatesan	Chief Data and AI Officer	Transformation	C-Level
Northern Trust	Alison Pain	International CTO & SMF24 (Technology) at Northern Trust Corporation	Economic	C-Level
Northern Trust	Jimmy Kozlow	Chief Data Officer Wealth Management	Transformation	C-Level
ITT	Fabio F. Pessoa	Divisional Chief Information Officer	Economic	C-Level
ITT	Anthony DiMarco	Global Chief Information Security Officer	Security	C-Level
UT Southwestern Medical Center	Owen Huett	Chief Information Officer of the Health System	Economic	C-Level
UT Southwestern Medical Center	DuWayne Willett	Chief Health Information Officer Associate Vice President	Champion	C-Level
Dentsply Sirona	Kevin Boyle	CTO Dentsply Sirona	Economic	C-Level
Dentsply Sirona	Henry Capello	VP, Chief Information Security Officer	Security	C-Level
Texas Children's Hospital	Myra Davis	Chief Information Innovation Officer	Champion	C-Level
Texas Children's Hospital	Lauren M. Hess	Chief Health Information Officer	Champion	C-Level
BeOne Medicines	Marcello Damiani	Chief Technology Officer	Economic	C-Level
BeOne Medicines	Paul Fang	CISO	Security	C-Level
Kindred	Rick Chapman	EVP, CAO & CIO	Economic	C-Level
Kindred	Shawn Bookhammer	Market CEO	Sponsor	C-Level
Brown & Brown	Rob Cleek	Chief Technology Officer - Employee Benefits	Economic	C-Level
Brown & Brown	Michael Vaughan	Chief Data Officer	Transformation	C-Level
Brunswick	Samir Shah	Senior Vice President and Global Chief Information Officer	Economic	C-Level
Brunswick	Melissa Farber	Deputy Chief Information Security Officer - Strategy & Compliance	Security	C-Level
UHS	Eric Goodwin	Vice President, Chief Information Officer	Economic	C-Level
UHS	Kim Sassaman	CISO	Security	C-Level
Lincare	Jeff Barnhard	Chief Executive Officer	Sponsor	C-Level
Broadridge	Amit Sharma	Chief Technology Officer	Economic	C-Level
Broadridge	David Ramirez	Chief Information Security Officer - CISO	Security	C-Level
KeyBank	Mike Onders	EVP and Divisional CIO - Head of AI Engineering and Enterprise Architecture	Technical economic buyer	C-Level
KeyBank	Keith Silvestri	Chief Technology Officer	Economic	C-Level
Jefferies	Fernando Robayo	Managing Director, CIO & CTO — Global Infrastructure Technology	Economic	C-Level

See your full IBM TAM,
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.

Book a demo →