Teams need to decide which accounts deserve research from public or other approved signals without confusing signal strength with buying intent or turning an unreviewed signal into contact.
Synthetic example - not a client case study.
WORKFLOW
Ingest public postings or other approved signals, normalise and score them against a stated capability description, separate signal strength from buying intent, create a human-reviewed research task, and record positive and negative outcomes. Do not infer a company's problem, send outreach automatically, or treat a signal as consent.
ASSUMED BASELINE
Assumed baseline: a researcher spends 4–8 hours each week collecting and qualifying a small account list, and a further 1–2 hours checking sources and removing weak or duplicate signals. These figures are placeholders for activity logs and a timed sample of the current process.