BLPrepared for Brian Looney, CRO — Podqi

Cold outbound for Podqi.

You've proven product market fit for IP protection. The next unlock is scaling mid-market pipeline motion. Ownbound runs that motion, starting this week.

Discuss the Pilot → Walk through the case ↓

Live In7 Days

Target Output12–15 SQOs / mo

StructureEmbedded, Not Outsourced

SystemsNative Attio Sync

01The Inflection Point

The current state.

Eight months past founder-led sales, Podqi operates with Brian Looney as CRO, including one AE, one contractor, and a second AE offer already in motion. That solves for closing. It does nothing for sourcing — the steady, qualified pipeline that closing depends on.

📞

Call

2–8%Dial → Meeting

✉️

1–3%Send → Meeting

💼

3–8%Msg → Meeting

02The Unclaimed Middle

Enterprise validated the product. Mid-market is unclaimed.

Madhappy and Vuori are proof points, not the ceiling. The $250M–$1B band — fashion, health & beauty, ecommerce at Mattel/Under Armour scale, and supplement brands — is large, underserved, and structurally faster to close than enterprise.

Target revenue band$250M–$1B

Fashion — fit scoreHigh

Health & Beauty — fit scoreHigh

03The Account Map

One contact per account is a coin flip.

Legal, Brand Protection, and Ecommerce leadership hold budget. Sales and Marketing believe in the category but don't sign. We run both threads at once, per account — and screen for whether brand protection is even owned internally yet.

Single-Threaded

One contact, one shot
Dies with the gatekeeper
Slow path to a real BANT

Ownbound Approach

Legal + Brand + Ecomm lead
Champions run in parallel
Faster to a vendor conversation

04Build vs. Buy

Hire the closer. Rent the opener.

An SDR hire competes with the AE hire for the same quarter's budget, and needs 90 days before it proves anything. Ownbound starts the week you sign — which frees that budget for the seat that actually needs a person in it.

Internal SDR

90-day hire, 90-day ramp
$10K+/mo, fully loaded
Competes with the AE budget

Ownbound

Live inside 7 days
One flat monthly fee
Frees budget for the AE

05The Operating Model

One embedded team, synced to how you already work.

ICP research, sequence writing, multi-channel execution, BANT qualification, and Attio-native handoff — run as if we sat inside Podqi. Functionally, we do.

ICP: $250M–$1B CPG brands in Ecommerce: fashion, health, beauty
Multi-threaded: Legal, Brand Protection, Ecomm lead, plus champions
BANT-qualified handoff with native Attio sync — nothing re-keyed
Ownbound brings the tech stack: Apollo, Sales Navigator, Airscale
Weekly sync with Brian

Podqi Today

Current GTM Snapshot

Brian as CRO. 1 AE. 1 contractor. Room to scale.

Founder-led sales ended roughly eight months ago. Brian is now scaling the GTM function.

AE · 1Closing deals today

AE · 2Hire in motion

GapDedicated outbound capacity

Mid-Market Opportunity

$250M–$1B is the widest open lane.

Enterprise proved the model. Mid-market is where it scales.

Enterprise proof points: Madhappy, Vuori

Priority verticals identified

Multi-Threaded Targeting

Buyers and champions, mapped separately.

Legal, Brand Protection, and Ecomm decide. Sales and Marketing champion.

Target
Account

Legal

Brand
Prot.

Ecomm
Lead

Champ.

Where Ownbound Fits

Fills outbound while budget goes to the AE.

Two different problems. Two different budget lines.

Internal SDR, fully loaded~$10,600/mo

Ownbound~50% less

BANT Status — Today's Call

Three of four, confirmed.

Budget and process ownership are the open thread.

✓

Designated Stakeholders

✓

Existing Provider

✓

Interest/Need

Budget & Process: during discovery

Track Record

The same model, run three times.

Different buyers, different sales cycles, same operating discipline — ICP research, multi-channel sequencing, and qualification held to a consistent monthly cadence.

Alli AIAI SaaS / SEO

12–15SQOs / mo

Sustained across the engagement

BuyerAgency & in-house SEO leads

ChannelsCall, email, LinkedIn

ScopeList build → qualified handoff

Scan.comHealthcare

12–15SQOs / mo

Sustained across the engagement

BuyerClinical ops & procurement

CycleLonger, compliance-sensitive

ScopeMulti-threaded from day one

HeyGenAI Video

12–15SQOs / mo

Sustained across the engagement

BuyerMarketing & creative ops

MotionPLG scaling to enterprise

ScopeMessaging re-cut upmarket

For Podqi, this same operating model gets recalibrated against the mid-market ICP and BANT criteria below — same monthly throughput target, a different account list and message.

Proposed Targeting Plan

Who we'd target, starting week one.

Built directly from today's conversation — not a template.

Company size

$250M–$1B revenue

Priority verticals

Ecommerce: Fashion, Health, Beauty

Qualifying filter

Does a dedicated brand-protection function already exist?

Decision-makers

Legal / GC, Brand Protection lead, Director of Ecommerce

Champions

Sales and Marketing leadership

CRM

Native Attio sync, no manual re-entry

BANT, after today

Confirmed: stakeholders, interest, and provider Open: who owns the budget, and contract timing.

Questions that close it out

Who handles brand protection today, if anyone? How involved is the prospect today? What's the timeline on any existing contract?

Cost Economics

Fund the AE hire without stalling outbound.

The true fully-loaded cost of an SDR hire, set against Ownbound's flat monthly fee.

Internal SDR / mo$—

Ownbound / mo$—

Savings toward the AE hire$—

What Happens Next

From kickoff to your first SQOs.

How we onboard, ramp, and get to a steady 12–15 SQOs a month — with visibility at every stage.

Day 0–1

Step 1 — Kickoff & Systems Access

Attio connected, domains and calendars live.

We connect directly into Podqi's Attio instance, set up sending domains and calendar access, and align with Brian and the AE team on what a qualified meeting looks like.

Attio connectedDomain & calendar setup

Schedule the kickoff →

Day 2–4

Step 2 — ICP Build & Account List

Target contact & account list of 200+ is finalized

We build an account list of ecommerce brands across fashion, health, and beauty verticals, then map Legal, Brand Protection, and Ecommerce contacts per account.

Account list builtDay 4 — List locked

Day 5–6

Step 3 — Messaging & Battle Cards

Sequences written, objections pre-armed, both submitted for approval.

We write call, email, and LinkedIn sequences for each persona, map counterfeit-exposure pain points, and finalize responses to likely objections that actually come up.

Sequences draftedDay 6 — Battle cards reviewed

Day 7

Step 4 — Outreach Goes Live

Multi-channel sequences launch across the list.

Call, email, and LinkedIn sequences begin executing across the full account list. Early replies get triaged and qualified same-day.

Day 7 — Outreach live

Week 2–3

Step 5 — Ramp & Iterate

Messaging tuned against real reply data.

We review connect and reply rates by persona and vertical, cut what's underperforming, and double down on what's converting — the normal ramp curve before output stabilizes.

Weekly performance reviewMessaging iteration

Week 4

Step 6 — Full Run Rate

First SQOs delivered. Cadence hits target.

By the start of month two, outreach is running at full multi-threaded volume and qualified meetings are landing on the calendar at a steady 12–15 SQOs a month.

Week 4 — 12–15 SQOs/mo run rate

Ready to add outbound capacity while the second AE comes online?

Discuss the Pilot →