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A signal-driven view of Salesforce’s addressable market

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

Firmographics

2,000–50,000 FTE, $400M–$150B revenue
Multi-entity enterprises running a rival or ageing CRM, or a Salesforce estate ripe for Agentforce and Data 360 expansion
US national + Canada

Verticals

Financial Services
Healthcare & Life Sciences
Retail & Consumer Goods
Manufacturing & Automotive

Buyer Personas

CRO
CIO
Chief Digital Officer (economic)
VP Revenue Operations, VP Customer Service, Head of Data

Step 02 · Scoring & prioritising

Every account scored against Salesforce’s buying signals

Kemper Insurance · 7,013 employees · Illinois

88Fit

Signal stack 31 / 34
Firmographic fit 22 / 22
Complexity & footprint 11 / 20
Technographic 14 / 14
Strategic geo & PE 10 / 10

What fired

457 open requisitions live on the careers site
4.5% technical staff against 7,013 employees, a clear capacity gap
CEO 2 months in seat, inside the re-evaluation window
Microsoft, Oracle, Snowflake in the stack
COBOL flagged for refresh

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: Salesforce, Mulesoft, Tableau, Slack in the stack, plus legacy markers like Siebel, Lotus Notes, Act!, Sugarcrm.
Strategic geo and PE: California / 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 Salesforce, Mulesoft, Tableau, Slack or cloud platforms, measured against technical headcount. Shows who is mid-programme and short-staffed.	Agentforce for ServiceMuleSoft integration + Data 360
Rival ERP and legacy stack	A rival or ageing estate marks a displacement or upgrade window rather than a cold start.	CRM displacement
Existing Salesforce footprint	Siebel, Lotus Notes, Act!, Sugarcrm identify expansion accounts where the relationship already exists.	MuleSoft integration + Data 360Data 360 + Informatica for agent-ready data
Leadership tenure, CIO or CFO	A new CIO or CFO inside 18 months is the single most reliable window for a platform decision.	New CRO/CIO
Multi-site and multi-entity complexity	Location count and entity spread predict consolidation pain.	Marketing Cloud + Commerce Cloud multi-brand rollout
Capital events and M&A	Funding, acquisitions and carve-outs force system consolidation on a deadline.	CRM displacementMuleSoft integration + Data 360

Step 03 · Building TAM

A slice of your addressable market

2,642

In-band accounts scored

500–15,000 employees, 4 industry suites, deduplicated on the company graph

1,128

Qualified market

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

85

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 base97

Hiring surge96

PE / M&A signal88

Thin IT87

Priority hub HQ62

New CEO39

Multi-site37

Recent CEO26

Legacy / EOL tech11

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	Kemper	Financial Svcs	7,013	$4.8B	5	88
2	Mattress Firm	Retail & Consumer	6,872	$956M	5	83
3	Vontier	Mfg & Auto	6,205	$3.1B	75	83
4	Oak Street Health, part of CVS Health	Health & Life Sci	5,225	$2.2B	47	82
5	The RealReal	Retail & Consumer	2,650	$693M	24	82
6	Fossil Group	Retail & Consumer	5,375	$1.0B	7	82
7	Camping World	Retail & Consumer	7,758	$6.4B	7	82
8	Univar Solutions	Mfg & Auto	9,277	$11.5B	15	82
9	Aspen Dental	Health & Life Sci	9,763	$650M	3	81
10	Cornerstone Caregiving	Health & Life Sci	2,618	$27M	81	81
11	Grocery Outlet	Retail & Consumer	8,084	$4.7B	5	81
12	Weis Markets	Retail & Consumer	7,970	$5.0B	5	81
13	Deckers Brands	Retail & Consumer	6,598	$5.0B	6	81
14	Rent-A-Center	Retail & Consumer	7,873	$4.7B	5	81
15	OneMain Financial	Financial Svcs	7,245	$720M	15	80
16	Goosehead Insurance	Financial Svcs	4,003	$365M	10	80
17	BeOne Medicines	Health & Life Sci	3,598	$5.3B	37	80
18	One Medical	Health & Life Sci	3,343	$1.0B	63	80
19	LifeStance Health	Health & Life Sci	5,465	$1.4B	5	80
20	GNC	Retail & Consumer	10,437	$2.1B	4	80
21	Floor & Decor	Retail & Consumer	8,087	$4.7B	3	80
22	Crocs	Retail & Consumer	7,826	$4.0B	9	80
23	Pet Valu	Retail & Consumer	2,736	$764M	4	80
24	Empire Today	Retail & Consumer	2,293	$845M	4	80
25	SMC	Mfg & Auto	9,837	$863M	33	80

Company	Contact	Title	Buyer role	Level
Kemper	Kelly Coomer	EVP, Chief Information Officer	Platform buyer	C-Level
Kemper	Lorna B.	Chief Information Security Officer	Platform buyer	C-Level
Mattress Firm	Andrew McCombs	Regional Vice President of Sales	Operations champion	President/Vice President
Mattress Firm	Jason Long	Regional Vice President of Sales - Desert Mountain Region	Operations champion	President/Vice President
Vontier	Rhonda Sowards	Executive Assistant, CEO & CMO	Marketing buyer	C-Level
Vontier	Raj Samprathi	Chief Information Officer	Platform buyer	C-Level
Oak Street Health, part of CVS Health	Wesley Ward	VP of Digital - Growth Marketing	Marketing buyer	President/Vice President
Oak Street Health, part of CVS Health	Surabhi Bhatt	Health Equity Lead - Office of the CMO for Value Based Care Strategy	Marketing buyer	Head
The RealReal	Tom Hanrahan	Chief Revenue Officer (CRO)	Economic	C-Level
The RealReal	Erin Antesberger	Vice President of Sales	Operations champion	President/Vice President
Fossil Group	Janelle Anderson	Global CMO (Interim)	Marketing buyer	C-Level
Fossil Group	Antonio Carriero	Chief Digital & Information Officer. General Manager EMEA. Executive Board Member	Platform buyer	C-Level
Camping World	Brandon Mulhall	Chief Marketing Officer	Marketing buyer	C-Level
Camping World	Sri Chintala	Vice President, IT Business Applications	Platform buyer	President/Vice President
Univar Solutions	Pat Jerding	SVP - Chief Information Officer	Platform buyer	C-Level
Univar Solutions	Lee Trusty	Chief Information Security Officer	Platform buyer	C-Level
Aspen Dental	Andrew Robinson	Vice President of Field Lab Operations	Sponsor	C-Level
Cornerstone Caregiving	Katherine Markel	Chief Legal Officer	Sponsor	C-Level
Grocery Outlet	Kumar M.	Chief Information Officer	Platform buyer	C-Level
Grocery Outlet	Ross Frederiksen	VP Sales and Merchandising Southwest at Grocery Outlet	Economic	President/Vice President
Weis Markets	Greg Zeh	Senior Vice President, Chief Information Officer	Platform buyer	President/Vice President
Weis Markets	Mike Gross	VP Center Store Sales and Merchandising at Weis	Operations champion	President/Vice President
Deckers Brands	Joel Ankarberg	Chief Digital & Data Officer	Platform buyer	C-Level
Deckers Brands	Adam Johnston	Vice President North America Sales UGG	Operations champion	President/Vice President
Rent-A-Center	Thomas Gruver	VP of Pricing and Sales Strategy	Operations champion	President/Vice President
Rent-A-Center	Craig Olson	Vice President Franchise Development	Sponsor	C-Level
OneMain Financial	Jed Scala	Chief Marketing Officer	Marketing buyer	C-Level
OneMain Financial	Jane Domboski	Chief Information Security Officer	Platform buyer	C-Level
Goosehead Insurance	Charl Lombard	Chief Client Experience Officer	Operations champion	C-Level
Goosehead Insurance	Dan Jacobs	Vice President of Revenue Operations	Economic	President/Vice President
BeOne Medicines	Poornima Shubhakar	Senior Director, Strategic Planning & Operations, Office of the CMO Solid Tumors	Marketing buyer	Director
BeOne Medicines	Amy W.	Assoc Director, Supply Chain - CMO Management & Project Management	Marketing buyer	Director
One Medical	Scott Shibley	Vice President, Channel and Partnership Sales	Operations champion	President/Vice President
One Medical	Aidan Donahue	Regional Enterprise Sales Vice President	Operations champion	President/Vice President
LifeStance Health	Andrew Fuss	Chief Information Officer	Platform buyer	C-Level
LifeStance Health	MHA Alexa Warner	Sr. Vice President, Marketing	Operations champion	President/Vice President
GNC	Lauren Smart Mannetti	SVP, Chief Marketing Officer	Marketing buyer	C-Level
GNC	Talia Burkarth	Chief Information Security Officer	Platform buyer	C-Level
Floor & Decor	Krystal Zell	Executive Vice President, Chief Customer Officer	Service buyer	C-Level
Floor & Decor	John Adamson	Executive Vice President, Chief Information Officer	Platform buyer	C-Level
Crocs	Tom Britt	EVP & Chief Information Officer	Platform buyer	C-Level
Crocs	Yann Le Bozec	VP - Head of Marketing Crocs International (APAC, EMEA, India, LATAM)	Economic	President/Vice President
Pet Valu	Scott T Johnston	VP eCommerce & Customer Experience	Service buyer	President/Vice President
Pet Valu	Rob Lauzon	Vice President, Enterprise Applications and Operations	Platform buyer	President/Vice President
Empire Today	Ben Midanek	Interim Chief Marketing Officer	Marketing buyer	C-Level
Empire Today	Gabriel Whitehouse	Vice President, IT Business Applications	Platform buyer	President/Vice President
SMC	David Bercik	Vice President of Sales	Operations champion	President/Vice President
SMC	Kiran Kumar Mannepalli	C.E.O & M.D	Sponsor	C-Level
Ares Management	Alice Silva	Chief Risk Officer (CRO)	Economic	C-Level
Ares Management	Alice Wong	Chief Risk Officer (CRO)	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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