Outbound Agents
B2B, and your first ten customers
The dedicated B2B presentation, and the counterpart to session two. Less about traffic, more about ten specific companies and how you get the first conversation with each of them. I'll build an account list and write a sequence live, for a real product, so you can see what the finished thing looks like before you make your own.
Workuity Biltmore — 2390 E Camelback Rd, Suite 130, Phoenix, AZ 85016. First Wednesday of the month. Individual event links go live closer to the date; these point at the Ship AI calendars, where every session is listed.
Format: Santos presents and builds live on screen. Bring a laptop and work along if you want to, or just watch — nobody is put on the spot, asked to share, or made to present.
Why this session exists
B2B founders often run B2C tactics — broad content, a waitlist, a launch post — and then wonder why nothing converts. The first ten B2B customers are almost always hand-won, one relationship at a time, and that work looks nothing like a funnel diagram.
What we cover
- 01
An ICP you can write an email to
Company, role, trigger event. If you can't name twenty real accounts, the ICP is still too broad.
- 02
The stages
Awareness → Interest → Evaluation → Decision → Onboarding → Expansion, and what specifically moves a deal from one to the next.
- 03
Outbound that gets replies
Relevance over volume. Structure, length, the ask, and the follow-up that isn't annoying.
- 04
Design partners and pilots
Structuring an early deal so it produces a reference and a case study, not just revenue.
- 05
Champions → advisors → references
How B2B trust compounds, slowly and then quickly.
- 06
Tracking a pipeline you can show
The measurement half for B2B: stages instrumented, touches logged, and an agent that reports weekly on what moved. A spreadsheet is fine — what isn't fine is a judge asking about pipeline in October and getting an anecdote.
- 07
The list, built live
Twenty named accounts and a first sequence, put together on screen from a blank page.
You leave with
A method for building a named account list and writing the first outbound sequence.
If you want to follow along
Nothing required. If you want to follow along: your roadmap and LinkedIn open. B2C builders are welcome — plenty of this transfers.
What to do afterward
Nothing is required — not to attend, and not to compete in October. But the program compounds if you run the same work on your own product. The suggested output for this session:
03-b2b/README.md — afterward, if you want it: twenty named accounts, an outbound sequence, the pilot structure you're offering, and how you're tracking the pipeline.
Everything is open source. The template repo and its skill files are published — take them and run the process yourself, during the program or years from now. Missed this session? It's archived in Discord, and you can pick the work up whenever.
Skill files for this session
These ship in the open-source template repo and do the mechanical half of the work, so the session can be spent on judgement instead of formatting. Free to take and run whether you make it to the room or not.
/icp-builder/outbound-sequence/funnel-metrics/bi-agent
Join the community online
Session recaps and the archive, mentor questions between Wednesdays, and everyone else's work in progress. Free, and where most of the program actually happens.