Articles & Case Studies
Title Search Alone Finds the Wrong Companies
In DiscoLike's test of 386 randomly selected searches, title match alone returned 2.3 suitable contacts per 100. Title match plus company ICP Fit returned 80-90 per 100. DiscoLike's answer is Supernova for Contacts.
GTM Engineering needs some rigor. Time to grow out of hacking mode. If we are putting “engineering” in the name, we need to live up to it.
I still see this title search rookie mistake being made again and again: most bad leads are at the wrong company, even when they have the right title. Title match and company ideal customer profile (ICP) Fit need to be evaluated together.
Here it is, our solution: Supernova for Contacts: Benchmark Results. It ranks people by role fit and company fit together.
How we tested title match and company ICP Fit
We tested 386 randomly selected searches using two approaches:
- Title match alone.
- Title match plus company ICP Fit.
The latest top-performing frontier AI model checked each returned contact for title match and company ICP Fit against the search requirements. We averaged the results across searches.
Results: 2.3 suitable contacts per 100, or 80-90
| Approach | Suitable contacts per 100 |
|---|---|
| Title match alone | 2.3 |
| Title match plus company ICP Fit | 80-90 |
Searching by title alone, only 2.3 in 100 contacts were worth reaching out to. Adding company ICP Fit boosted that to 80-90 out of 100.
Title searches mostly got the company wrong
Among the top 10 contacts returned per search, only 27.6% passed the company ICP Fit check. The judge confirmed a suitable title match for only 49.3%, with many of those contacts at the wrong companies.
An example: GTM titles in the Marketing industry
An intuitive example: we sell a B2B prospecting platform. Searching for GTM titles within the Marketing industry sounds reasonable, but agencies are only part of that category, and more than half of them focus on B2C.
The title and industry can match, and the company can still fall outside your ICP.
Try it on a market you know
Company ICP Fit comes from the model described in Introducing DiscoLike Supernova: A Purpose Built ICP Fit Model. To check Supernova for Contacts against a market you know, create an account and describe your ICP.
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