Anthropic BDR Evidence / Support Case
Landbase GTM Strategy Proposal
A GTM strategy proposal for an agentic AI sales platform, focused on ICP logic, trigger-based outbound, PQL handoff, paid pilot design, activation metrics, and stop rules.
Problem
| Context | The GTM question was how an AI sales platform should prioritize early customers, create qualified demand, and avoid scaling a motion before the buyer signal was strong enough. |
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What the Document Covered
- ICP prioritization
- trigger-based outbound
- PLG plus outbound motion
- PQL definition and sales handoff criteria
- 90-day paid pilot design
- 14-day Aha flow
- Pilot-to-Annual conversion, Time-to-Aha, and Expansion Attach Rate
- risk controls and stop rules
| ICP Logic | Prioritized accounts where the buyer had visible pressure to improve sales productivity and where the product could produce proof quickly. |
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| Outbound Logic | Used observable triggers rather than generic company lists: hiring, growth, sales motion changes, and signs of process pressure. |
| Handoff and Qualification Structure | Defined a PQL around campaign execution, proof-report completion, and teammate invitation before deeper sales motion. |
| Operating Model | Proposed a 90-day paid pilot and a 14-day Aha path so value could be proven before pushing for annual conversion. |
| Metrics | Focused on Pilot-to-Annual Conversion Rate, Time-to-Aha, and Expansion Attach Rate. |
| Stop Rules | Included explicit criteria for when to pause or change the motion instead of continuing activity volume without signal quality. |
Why this matters for Anthropic BDR
| Role fit | This supports the strategy side of BDR work: choosing accounts for a reason, qualifying based on observable behavior, defining when a lead deserves handoff, and keeping GTM motion disciplined for an AI product. |
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