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A signal-driven view of Microsoft’s addressable market

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

Firmographics

2,000–50,000 FTE, $400M–$150B revenue
Microsoft-anchored enterprises with an M365 or Windows estate and a rival CRM, ERP or cloud alongside it
US national + Canada

Verticals

Financial Services
Manufacturing & Industrial
Healthcare & Life Sciences
Retail & Consumer

Buyer Personas

CIO
CTO
Chief Digital Officer (economic)
VP Infrastructure, Head of Modern Work, CISO

Step 02 · Scoring & prioritising

Every account scored against Microsoft’s buying signals

Lockton Insurance · 15,145 employees · United States

86Fit

Signal stack 32 / 34
Firmographic fit 22 / 22
Complexity & footprint 20 / 20
Technographic 9 / 14
Strategic geo & PE 3 / 10

What fired

103 locations to standardise a platform across
248 open requisitions live on the careers site
1.9% technical staff against 15,145 employees, a clear capacity gap
CEO 4 months in seat, inside the re-evaluation window
Microsoft, Oracle, Powerbi 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: Microsoft, Dynamics, Powerbi, AWS in the stack, plus legacy markers like Windows Server 2012, Windows Server 2016, SQL Server 2012, Sql Server 2014.
Strategic geo and PE: Washington / 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 Microsoft, Dynamics, Powerbi, AWS or cloud platforms, measured against technical headcount. Shows who is mid-programme and short-staffed.	Managed modern work and endpointAzure migration from on-prem or rival cloud
Rival ERP and legacy stack	A rival or ageing estate marks a displacement or upgrade window rather than a cold start.	Dynamics 365 displacement of rival CRM or legacy ERP
Existing Microsoft footprint	Windows Server 2012, Windows Server 2016, SQL Server 2012, Sql Server 2014 identify expansion accounts where the relationship already exists.	Azure migration from on-prem or rival cloudFabric + Power BI + Copilot grounding
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 CDO
Multi-site and multi-entity complexity	Location count and entity spread predict consolidation pain.	Multi-region Azure and edge
Capital events and M&A	Funding, acquisitions and carve-outs force system consolidation on a deadline.	Dynamics 365 displacement of rival CRM or legacy ERPAzure migration from on-prem or rival cloud

Step 03 · Building TAM

A slice of your addressable market

3,318

In-band accounts scored

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

1,214

Qualified market

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

112

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 surge99

Thin IT93

Install base92

PE / M&A signal81

Priority hub HQ57

New CEO39

Multi-site28

Legacy / EOL tech26

Recent CEO25

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	Lockton	Financial Svcs	15,145	$1.3B	103	86
2	Kemper	Financial Svcs	7,013	$4.8B	5	85
3	Vontier	Mfg & Industrial	6,205	$3.1B	75	85
4	Univar Solutions	Mfg & Industrial	9,277	$11.5B	15	85
5	Dentsply Sirona	Health & Life Sci	11,320	$3.7B	7	85
6	Camping World	Retail & Consumer	7,758	$6.4B	7	85
7	The Guitar Center	Retail & Consumer	16,287	$2.2B	5	84
8	Brown & Brown	Financial Svcs	13,590	$5.9B	101	83
9	IFF	Mfg & Industrial	15,243	$10.9B	102	83
10	R1 RCM	Health & Life Sci	23,031	$2.3B	11	83
11	Mattress Firm	Retail & Consumer	6,872	$956M	5	83
12	ITW	Mfg & Industrial	18,845	$16.0B	41	82
13	Kindred	Health & Life Sci	13,523	$7.2B	3	82
14	Crocs	Retail & Consumer	7,826	$4.0B	9	82
15	Corebridge Financial	Financial Svcs	5,354	$18.5B	4	81
16	Builders FirstSource	Mfg & Industrial	12,190	$15.2B	6	81
17	Fossil Group	Retail & Consumer	5,375	$1.0B	7	81
18	Metro	Retail & Consumer	23,212	$18.3B	5	81
19	GNC	Retail & Consumer	10,437	$2.1B	4	81
20	Rent-A-Center	Retail & Consumer	7,873	$4.7B	5	81
21	Jefferies	Financial Svcs	8,486	$10.8B	29	80
22	Henry Schein	Mfg & Industrial	10,678	$13.2B	3	80
23	McCormick	Mfg & Industrial	9,223	$6.8B	56	80
24	H&P	Mfg & Industrial	11,729	$3.7B	4	80
25	Mohawk Industries	Mfg & Industrial	13,137	$10.8B	7	80

Company	Contact	Title	Buyer role	Level
Lockton	Byron Clymer	Chief Information Officer	Economic	C-Level
Lockton	Ankita Lavande	Chief Information Security Officer	Security	C-Level
Kemper	Kelly Coomer	EVP, Chief Information Officer	Economic	C-Level
Kemper	Lorna B.	Chief Information Security Officer	Security	C-Level
Vontier	Raj Samprathi	Chief Information Officer	Economic	C-Level
Vontier	Barak Meiri	Chief Technology Officer of Konect, Global eMobility (Gilbarco Veeder-Root, a Vontier Company)	Transformation	C-Level
Univar Solutions	Pat Jerding	SVP - Chief Information Officer	Economic	C-Level
Univar Solutions	Lee Trusty	Chief Information Security Officer	Security	C-Level
Dentsply Sirona	Henry Capello	VP, Chief Information Security Officer	Security	C-Level
Dentsply Sirona	Kevin Boyle	CTO Dentsply Sirona	Transformation	C-Level
Camping World	Sorin Rusnac	Vice President of AI and IT Infrastructure	Platform buyer	President/Vice President
Camping World	Joe Ryan	Chief Technology Officer	Transformation	President/Vice President
The Guitar Center	Adolfo Rodriguez	EVP, Chief Technology and Information Officer	Transformation	C-Level
The Guitar Center	Tom Woodring	VP Technology Infrastructure	Platform buyer	President/Vice President
Brown & Brown	Steve Emmons	Chief Information Officer - Bridge Specialty Group	Economic	C-Level
Brown & Brown	Ken Deitz	Chief Information Security Officer	Security	C-Level
IFF	Krishna Shah	Chief Data Officer	Transformation	C-Level
IFF	Vic V.	EVP & Chief Information & Digital Officer	Champion	C-Level
R1 RCM	Eric Tagliere	EVP and Chief Information Officer	Economic	C-Level
R1 RCM	James Beeson	Global CISO (Interim)	Security	C-Level
Mattress Firm	Katie Curtis	EVP IT	Champion	President/Vice President
Mattress Firm	Steve Zawlocki	Vice President IT - Retail, Supply Chain, CRM, Customer Care	Champion	President/Vice President
ITW	Mike Parisi	Vice President & Chief Information Officer	Economic	C-Level
ITW	Robyn Clark	Chief Information Security Officer	Security	C-Level
Kindred	Rick Chapman	EVP, CAO & CIO	Economic	C-Level
Kindred	Shawn Bookhammer	Market CEO	Sponsor	C-Level
Crocs	Tom Britt	EVP & Chief Information Officer	Economic	C-Level
Crocs	Scott C.	VP Global IT Infrastructure and Operations	Platform buyer	President/Vice President
Corebridge Financial	Liam Tuohey	Chief Information Officer, Life & Retirement	Economic	C-Level
Corebridge Financial	David Russo	Chief Technology Officer	Transformation	C-Level
Builders FirstSource	Mike McCranie	Chief Information Officer	Economic	C-Level
Builders FirstSource	Rahul Naroola	Chief Information Security Officer	Security	C-Level
Fossil Group	Antonio Carriero	Chief Digital & Information Officer. General Manager EMEA. Executive Board Member	Economic	C-Level
Fossil Group	Billy Fowler	VP IT Infrastructure, Operations, and Cybersecurity	Platform buyer	President/Vice President
Metro	Alain Tadros	Vice President and CMO & Digital Strategy	Champion	President/Vice President
Metro	Pierre Vallee	Directeur principal sécurité, gestion des accès et conformité CISO	Security	Director
GNC	Talia Burkarth	Chief Information Security Officer	Security	C-Level
GNC	Anshuman Taneja	EVP, Chief Digital and Technology Officer	Economic	President/Vice President
Rent-A-Center	Shamoun Siddiqui	Vice President Cybersecurity and Digital Infrastructure Global CISO	Platform buyer	President/Vice President
Rent-A-Center	Craig Olson	Vice President Franchise Development	Sponsor	C-Level
Jefferies	Fernando Robayo	Managing Director, CIO & CTO — Global Infrastructure Technology	Economic	C-Level
Jefferies	Praveen Kusuma	Chief Information Security Officer - APAC	Security	C-Level
Henry Schein	Mark Hillebrandt	Chief Digital Revenue Officer	Economic	C-Level
Henry Schein	Paolo Vallotti	Chief Information Security Officer	Security	C-Level
McCormick	Diane Ball	Global Chief Information Security Officer (CISO)	Security	C-Level
McCormick	Neil Robertson	Chief Technology Officer	Transformation	C-Level
H&P	Phil Cunningham	I T Director (CIO)	Economic	C-Level
H&P	DeWayne H.	VP CISO Global Head of Information Security	Security	President/Vice President
Mohawk Industries	David Repp	SVP, Chief Accounting Officer & Corporate Controller	Sponsor	C-Level
Gilead Sciences	Anna Berg Asberg	SVP IT & global CIO	Economic	C-Level

See your full Microsoft 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.

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