This project demonstrates how I approach B2B account research when the goal isn't simply to build a lead list, but to make a qualification decision. Working from an ICP built around a cloud infrastructure, DevOps, and security consultancy targeting digital agencies, I researched nine real companies across the UK, US, Denmark, Ireland, and the Netherlands — reviewing their websites, team information, technology, client work, and public leadership data to answer one question for each:

Is there real evidence this agency could benefit from a specialist infrastructure partner, or does it only look like a fit on paper?

Each finding is categorized as

• Verified,
• Strong Inference, or
• Unknown

Scored against a transparent 100-point model, and supported by public sources. Three accounts emerged as strong priorities, one as a potential channel partnership rather than a direct sale, three as borderline, and two were rejected — including one agency that initially looked ideal but, after deeper research, was found to already have the relevant capability in-house.

The report also includes:

• decision-maker mapping,
• account-specific outreach angles,
• evidence tables,
• qualification scoring, and
• clear recommendations

Showing how research can be turned into actionable business-development decisions.

{ Full document is available to download below. Feel free to read.}