Playbooks

Every slice of your TAM
has a playbook.

Answer 2 questions and see the 3 playbooks to start with.

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Playbook finder

Find the playbook for your market

Answer 2 questions and see the 3 playbooks to start with.

You build it once, and it runs when you say

The same 3 things are true of every playbook on this page.

3 things to know

Built as a workflow you own

Start from a template your team saved, build it in the workflow builder, or describe it to Eva and approve it.

It runs when you say

On a daily, weekly or monthly schedule, or when a record enters its audience, checked every 5 minutes.

Results land where your team works

On the account and contact records, and in the CRM fields you map. You are told in the app when a run completes, fails or pauses.

Plays are drafts: nothing is sent without your rep.

All playbooks

Every playbook, by funnel stage

Fill the pipeline

Your next accounts come from 3 slices of your market

Companies you have not worked yet, leads your CRM brings in and accounts that went quiet.

Newbiz Gap

One-time

Companies not in your CRM become qualified accounts with contacts and plays.

What you get at each step Example
  1. 1Account Qualification
    Not in your CRM yetAccount
    Acme Corpacme.com
    ICP: YesCriteria met
    • Uses Salesforce
    • Multi-entity organization
    • Actively hiring RevOps
    • Headcount 500+
  2. 2Account Research
    Account
    Acme Corpacme.com · Score 85
    Signals found
    • New RevOps leadership hireA VP Revenue Operations started in June
    • CRM consolidation program3 RevOps roles name a platform migration
  3. 3Condition
    2 conditions
    ICP status is Yes
    and
    Score is at least 70
    Acme CorpICP: Yes, passesScore: 85, passesGoes on to Contact Finder
    Globex IndustriesICP: Yes, passesScore: 66, failsStops here
  1. 4Contact Finder, Contact Qualification, Email/Phone Finder
    Contact
    Dana WhitfieldVP Revenue Operations at Acme Corp
    IBP: YesMatches the RevOps Leader persona: VP level, owns the revenue systems budget
    Contact details
    • d.whitfield@acme.comSafe to send
    • +1 415 555 0142P1: likely to pick up
  2. 5Play Copywriting
    Play
    Cold call: opening trackGenerated
    For Dana WhitfieldGenerated playOpener: “Dana, I'll be quick. You're hiring three RevOps people while running six entities on Salesforce. Most teams at that point are stitching data by hand.”If pushback: “What's the current process for keeping the regional records in sync?”
  1. 6HubSpotSalesforcePipedriveZohoMicrosoft DynamicsAttioYour CRM
    In your CRMThe fields you map, filled as each step finishes
    AccountAcme CorpICP StatusAccount ScoreResearch answers+ Map any other field
    ContactDana WhitfieldJob titleIBP StatusEmailPhonePhone intentCold call: opening track+ Map any other field
See Newbiz Gap

Event (Pre & Post)

One-time

An attendee or booth list is qualified, missing channels filled, plays drafted.

What you get at each step Example
  1. 1Contacts import
    Contacts
    Import CSVCreate contacts
    Each row needsContact LinkedIn URL, or Account Name, Domain, First name and Last nameIf you have themEmail, Phone
  2. 2Account Qualification
    Account
    Acme Corpacme.com
    ICP: YesCriteria met
    • Uses Salesforce
    • Multi-entity organization
    • Actively hiring RevOps
    • Headcount 500+
  3. 3Account Research
    Account
    Acme Corpacme.com · Score 85
    Signals found
    • New RevOps leadership hireA VP Revenue Operations started in June
    • CRM consolidation program3 RevOps roles name a platform migration
  1. 4Contact Qualification
    Contact
    Dana WhitfieldVP Revenue Operations at Acme Corp
    IBP: YesMatches the RevOps Leader persona: VP level, owns the revenue systems budget
  2. 5Condition
    1 condition
    Has an email or a phone
    Yes: straight to Play Copywriting
    No: Email/Phone Finder first
  3. 6Email/Phone Finder
    Contact
    Dana WhitfieldVP Revenue Operations at Acme Corp
    Contact details
    • d.whitfield@acme.comSafe to send
    • +1 415 555 0142P1: likely to pick up
  1. 7Play Copywriting
    Play
    Cold call: opening trackGenerated
    For Dana WhitfieldGenerated playOpener: “Dana, I'll be quick. You're hiring three RevOps people while running six entities on Salesforce. Most teams at that point are stitching data by hand.”If pushback: “What's the current process for keeping the regional records in sync?”
  1. 8HubSpotSalesforcePipedriveZohoMicrosoft DynamicsAttioYour CRM
    In your CRMThe fields you map, filled as each step finishes
    AccountAcme CorpICP StatusAccount ScoreResearch answers+ Map any other field
    ContactDana WhitfieldIBP StatusEmailPhonePhone intentCold call: opening track+ Map any other field
See Event (Pre & Post)

Signal-based Outreach

Realtime

An account that newly shows a buying signal gets researched and a play.

What you get at each step Example
  1. 1Audience
    Not in your CRM yet
    Accounts with buying signalsMatches 131 accounts
    1 condition
    Has buying signals equals Yes
    When a record enters the audienceChecks for new matches every 5 minutes; each record runs at most once a day.
  2. 2Account Qualification
    Account
    Acme Corpacme.com
    ICP: YesCriteria met
    • Uses Salesforce
    • Multi-entity organization
    • Actively hiring RevOps
    • Headcount 500+
  3. 3Account Research
    Account
    Acme Corpacme.com · Score 85
    Signals found
    • New RevOps leadership hireA VP Revenue Operations started in June
    • CRM consolidation program3 RevOps roles name a platform migration
  1. 4Condition
    1 condition
    Has buying signals equals Yes
    Acme CorpBuying signals: Yes, passesGoes on to Contact Finder
  2. 5Contact Finder, Contact Qualification, Email/Phone Finder
    Contact
    Dana WhitfieldVP Revenue Operations at Acme Corp
    IBP: YesMatches the RevOps Leader persona: VP level, owns the revenue systems budget
    Contact details
    • d.whitfield@acme.comSafe to send
    • +1 415 555 0142P1: likely to pick up
  1. 6Play Copywriting
    Play
    Cold call: opening trackGenerated
    For Dana WhitfieldGenerated playOpener: “Dana, I'll be quick. You're hiring three RevOps people while running six entities on Salesforce. Most teams at that point are stitching data by hand.”If pushback: “What's the current process for keeping the regional records in sync?”
  1. 7HubSpotSalesforcePipedriveZohoMicrosoft DynamicsAttioYour CRM
    In your CRMThe fields you map, filled as each step finishes
    AccountAcme CorpICP StatusAccount ScoreResearch answers+ Map any other field
    ContactDana WhitfieldJob titleIBP StatusEmailPhonePhone intentCold call: opening track+ Map any other field
See Signal-based Outreach

Inbound Lead Qualification

Realtime

New leads from your CRM are qualified and researched, with a follow-up prepared.

What you get at each step Example
  1. 1Schedule
    From your CRM
    Qualify new inbound accountsActive
    Any account that lands in the inbound view gets qualified before a rep sees it.
    Audience
    Inbound, last 7 days
    Runs
    Realtime
    Last run
    6 minutes ago
    Checks
    Every 5 min
  2. 2Account Qualification
    Account
    Acme Corpacme.com
    ICP: YesCriteria met
    • Uses Salesforce
    • Multi-entity organization
    • Actively hiring RevOps
    • Headcount 500+
  3. 3Account Research
    Account
    Acme Corpacme.com · Score 85
    Signals found
    • New RevOps leadership hireA VP Revenue Operations started in June
    • CRM consolidation program3 RevOps roles name a platform migration
  1. 4Contact Qualification
    Contact
    Dana WhitfieldVP Revenue Operations at Acme Corp
    IBP: YesMatches the RevOps Leader persona: VP level, owns the revenue systems budget
  2. 5Play Copywriting
    Play
    Cold call: opening trackGenerated
    For Dana WhitfieldGenerated playOpener: “Dana, I'll be quick. You're hiring three RevOps people while running six entities on Salesforce. Most teams at that point are stitching data by hand.”If pushback: “What's the current process for keeping the regional records in sync?”
  1. 6HubSpotSalesforcePipedriveZohoMicrosoft DynamicsAttioYour CRM
    In your CRMThe fields you map, filled as each step finishes
    AccountAcme CorpICP StatusAccount ScoreResearch answers+ Map any other field
    ContactDana WhitfieldIBP StatusCold call: opening track+ Map any other field
See Inbound Lead Qualification

Newbiz Recycling

One-time or scheduled

Accounts that went quiet are re-researched and their contacts re-checked.

What you get at each step Example
  1. 1Saved view
    From your CRM
    Dormant accounts800 accounts
    2 conditions
    Has open opportunity is No
    and
    Last activity date is older than 180 days
  2. 2Account Research
    Account
    Acme Corpacme.com · Score 85
    Signals found
    • New RevOps leadership hireA VP Revenue Operations started in June
    • CRM consolidation program3 RevOps roles name a platform migration
  3. 3Condition
    2 conditions
    ICP status is Yes
    and
    Score is at least 70
    Acme CorpICP: Yes, passesScore: 85, passesGoes on to Contact Qualification
    Globex IndustriesICP: Yes, passesScore: 66, failsStops here
  1. 4Contact Qualification, Email/Phone Finder
    Contacts
    Dana WhitfieldVP Revenue Operations at Acme Corp
    IBP: YesMatches the RevOps Leader persona: VP level, owns the revenue systems budget
    Contact details
    • d.whitfield@acme.comSafe to send
    • +1 415 555 0142P1: likely to pick up
    Mateo RuizDirector of Sales Enablement at Acme Corp
    IBP: No: Left the company
  2. 5Play Copywriting
    Play
    LinkedIn message: connection noteGenerated
    For Dana WhitfieldGenerated playDana, saw Acme is scaling RevOps across the six regional entities. We help teams keep that Salesforce data clean without adding headcount.
  1. 6HubSpotSalesforcePipedriveZohoMicrosoft DynamicsAttioYour CRM
    In your CRMThe fields you map, filled as each step finishes
    AccountAcme CorpAccount ScoreResearch answers+ Map any other field
    ContactDana WhitfieldIBP StatusEmailPhonePhone intentLinkedIn message: connection note+ Map any other field
See Newbiz Recycling
Move deals

Your open deals stay researched, with every champion followed

The accounts your team works now, and the deals open on them.

Scheduled Research

Scheduled

Research on the accounts you work stays current, on the cadence you set.

What you get at each step Example
  1. 1Schedule
    Research the enterprise shortlistActive
    Runs the account research agents across the shortlist every weekday morning.
    Audience
    ICP yes, score above 70
    Runs
    Daily at 09:00
    Last run
    yesterday
    Next run
    Tomorrow
  2. 2Account Research
    Account
    Acme Corpacme.com · Score 85
    Research answers
    • Primary tech stackSalesforce, Marketo and Snowflake, per current job posts and the partner directory.24 Jul 2026
    • CRM consolidation programYes. Three RevOps roles posted in the last 30 days name a platform migration, and the November partner release names the same program.24 Jul 2026
  3. 3HubSpotSalesforcePipedriveZohoMicrosoft DynamicsAttioYour CRM
    Map 2 fieldsAccounts
    • Uses SalesforceSalesforce field: EG - Uses Salesforce
    • CRM consolidation programSalesforce field: CRM program notes
See Scheduled Research

Champion Monitoring

Scheduled

Contacts on your open deals are re-checked and followed when they change jobs.

What you get at each step Example
  1. 1Saved view
    From your CRM
    Contacts on open deals
    1 condition
    Has open opportunity equals Yes
  2. 2Contact Qualification
    ContactsFollow contacts who changed jobs: On
    Dana WhitfieldVP Revenue Operations at Acme Corp
    IBP: YesStill in the seat: the workflow ends here
    JBJonas BergVP Sales Operations at Northwind Traders
    IBP: No: Left the companyFollowed to the new company
  1. 3Account QualificationJonas Berg’s new companyJonas is matched or created there, and the company is qualified against your ICP.
  2. 4Account ResearchThe new companyProfiled: the business Jonas just joined.
  3. 5Play CopywritingA play for Jonas BergWritten from Jonas’s LinkedIn career history, not from your CRM.
  1. 6HubSpotSalesforcePipedriveZohoMicrosoft DynamicsAttioYour CRM
    In your CRMThe fields you map, filled as each step finishes
    AccountJonas Berg’s new companyICP StatusAccount ScoreResearch answers+ Map any other field
    ContactJBJonas BergIBP StatusThe play+ Map any other field
See Champion Monitoring
Keep customers

Your customer contacts are followed when they move

The people at accounts with closed-won value, and the accounts themselves.

Champion Monitoring

The people at your customer accounts are followed to their next company.
See its workflow

Scheduled Research

Customer accounts stay researched on the schedule you set.
See its workflow

Luzmo started with the slice already in its CRM

Their numbers, not ours. Luzmo ran the accounts already in its CRM through qualification and rebuilt the buying groups around the ones that fit.

“Accurate data is much more important than a lot of data which is not qualitative.”

Jonathan Wuurman Jonathan Wuurman, VP of Growth, Luzmo
Read the full Luzmo story
89 → 37
Accounts validated as true ICP-fit from CRM history
4 of 278
Existing contacts still persona-valid after qualification
What your security team will ask

  • Never used to train models

    Your CRM data, research outputs and agent activity are never used to train or fine-tune models. Not by us, not by our providers.

  • Your workspace is isolated

    Each workspace is logically isolated, so your data is never accessible to another customer.

  • You control retention

    If you cancel, your data is returned or deleted, your choice. If you make no request, all personal data is permanently deleted within 30 calendar days.

SOC 2 audited. ISO 27001 certified. GDPR compliant. The detail, the sub-processors and the DPA are on Security and trust.

Your material stays yours

Under the MSA, everything you upload and everything the agents produce from it is yours.

SOC 2Audited
ISO 27001Certified
GDPRCompliant

See the playbook for your biggest slice

We will walk you through your market by these slices and the workflow for the biggest one, on a real workspace.

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