Discover accounts based on tech stack and hiring intent signals

What this playbook helps you do:

Discover new ICP accounts based on tech-stack and hiring signals — and find the right developers and buyers within them. Perfect for expanding your top-of-funnel and generating demand from accounts that haven’t engaged with you yet.

Pre-requisites: ‘Admin’ role on Reo.Dev

Step 1: Building your account list

There are multiple approaches you can take discover tech-stack fit accounts:

1. Identify accounts using a competitor technology.

This is especially helpful when you’re in a competitive market and want to steal market share. For eg - If you’re a ML Ops platform, target companies already using ML flow/Kubeflow and hiring “Machine Learning Engineers.”

2. Find accounts similar to returning/high LTV customers

Look at the tech stacks for these companies and find accounts using and hiring for these particular tech stacks.

3. Find accounts using a complementary tech stack

Target accounts using tools your product integrates well with. This works best for driving  adoption via integration.

You can build out this list using Company Audience on Reo.Dev.

Select your target technology. You can choose from over 40,000 + niche devtools like Ansible, Pulumi, Redis, AWS, Snowflake, Datadog, New Relic and others.

Layer on hiring intent signals to identify companies actively hiring for those stacks — an indicator that the tech is actively in use and there’s a scale in usage.

Here’s a detailed guide on creating a company audience on Reo.Dev

Step 2: Find Developers & Buyers Within Those Accounts

Once your account list is ready, identify key people to reach out to.

• For Developers:

Filter by relevant job titles, skills, and locations.

Example: For companies using Datadog, find developers with “Datadog” in their skills to ensure your outreach is contextually relevant.

Guide on building developer audience

• For Buyers:

Define your ideal buyer persona (titles, functions, seniority).

Then, use Buyer Audience to find matching decision-makers across those accounts.

Guide on building buyer audience.

Step 3: Activate Campaigns

Once your account and contacts (developer and buyer) list is ready - you can

• Directly download a CSV of these lists to add them to ad campaigns.
• Push them into any existing email sequences using Reo.Dev’s campaigns feature.
• Send to CRM directly

Advanced plays: Identify accounts engaging with your product assets

This play leverages segments to surface accounts within a company audience engaging with your product assets. Reo.Dev tracked intent signals helps you identify and prioritize outreach to active accounts.

Create a segment of your company audience. We will do this using the source filter. So all accounts in a company audience showing activity will surface in this segment.

• Marketing teams can use this to identify accounts showing early engagement. Use the developer funnel stages evaluating and exploring to identify such accounts. Create a tag of accounts at the evaluating and exploring stage. Within this segment - filter accounts with this tag.

Few additional playbooks you might find useful:

• Syncing segments into Hubspot and run LinkedIn ads.
• Leveraging tags intel to automate contextual emails
• Sales teams can use this to find accounts deeper in the buying journey. Use the developer funnel stages building and deployed to identify such accounts. Create a tag of accounts at the building and deployed stage. Within this segment - filter accounts with this tag. So you can identify high-intent accounts and prioritize outreach.

Summary:

Using this playbook - you can easily expand your top of the funnel audience by finding tech-fit accounts that might not have engaged with you yet. By creating a segment of such an audience you can further track account activity and use intent signals to figure out your next steps.