Shortlisting that learns from what converted.
Most lead lists are built once and judged by how long they are. Ours are judged by how many meetings they produce. After every conference we check which prospects converted and which did not, and we use that to shortlist better next time.
The same approach is used to match investors to your stage, sector and round. See investor meetings.
A longer list is not a better list
Badge lists and generic databases give you thousands of names and almost no way to tell who is worth a message. Every wasted message costs reply rate, sender reputation and your team's time. Shortlisting is how we spend outreach only where a meeting is realistic.
The levels of filtering
Every prospect passes through five levels before they are contacted.
Event fit
Is this person actually attending or exhibiting? We start from official event data and add our own enrichment.
Company fit
Does the company match your target profile in industry, size and stage?
Offer relevance
Would this company plausibly need what you sell? We compare the prospect with your ICP and the hook you want to lead with.
Timing
Is there a reason to talk now? Hiring, funding, launches and event activity can move a prospect up the list.
Learned conversion score
How did similar prospects behave in past campaigns? We weight each prospect by what happened with comparable ones before.
How the shortlist improves
After each conference we compare every shortlist with what actually happened, then change the weights for next time.
| What we look at | The question we ask | What changes |
|---|---|---|
| Replied or not | Which shortlist features predicted a reply? | Those features count for more, features that did not matter count for less. |
| Booked or not | Which replies became booked meetings? | We learn which roles and company types actually take meetings. |
| Showed up or not | Which meetings did the prospect really attend? | We learn who is likely to show up, not only who says yes. |
| Converted or not | Which meetings led to a real opportunity? | We prioritise the profiles that end in pipeline, not just a calendar entry. |
The result is a shortlist that gets more selective and more accurate with every conference.