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Vapi ABM , Week 1

Working reference, updated as I confirm real numbers.

The frame

Win rate: 80%. The job isn't conversion, it's getting the right accounts into the funnel.

How I'm approaching this

  • Validate before building. Everything from the case study is a hypothesis until it's checked against real data.
  • Sales trust before strategy. The account list and the SDR relationship come before any play ships.
  • Leading indicators over vanity metrics. Report progression, not noise.
02

The Team

  • Sharrifah Lorenzhiring manager

    First real read on where the actual gaps are versus the case study's assumptions.

  • Bryan ParmanCRO

    Owns the sales side of the embed model this whole approach depends on.

  • Ernesto CastilloHead of Sales Development

    Likely the right first conversation on how the SDR partnership actually works.

  • Nikhil GuptaCTO / co-founder

    Final read on how this should work technically and culturally.

  • Alina NguyenLead GTM Recruiter, LinkedIn

    Brought me through the process end to end.

  • Eva ZhengCommunity Manager, LinkedIn

    Worth a conversation on where community and ABM overlap.

  • Joseph ZieffSenior Product Marketing Manager

    Positioning alignment.

  • Ryan RatnerSenior Product Marketing Manager, LinkedIn

    Positioning alignment.

  • Lisa GohilHead of Healthcare GTM

    Healthcare is one of Vapi's own strongest verticals per pre-hire research, worth a direct line early.

03

The Universe

Top 50 accounts, split across CX and cost center.

Maps closely to the contact center / ISV split from the case study deck, worth confirming these are the same two segments or genuinely different cuts.

Sales embed confirmed.

Weekly standups and the MQA handoff rule map directly onto how the team already works, ready to propose as written.

04

My Stack

Every tool here either sharpens Fit, sharpens Signal, or removes friction from the handoff to sales. Nothing added because it's available, only because it closes a specific gap.

Deeply engrained in

  • Flint, 1:1 microsites, Peter owns this workstream directly
  • Clay, enrichment, Fit-side data
  • reo.dev, developer signal, Signal-side
  • Vendelux, events platform, booking and tracking meetings at events, Signal-side
  • Gong Engage, sales engagement and deal intelligence, Signal-side, maps into the MQA handoff logic
  • HubSpot, CRM and account engagement tracking, handoff to sales
  • LinkedIn ads, paid awareness and account-targeted campaigns, Signal-side

Proposing to add

  • Sendoso, gifting, direct precedent from the multi-site gifting program Peter ran at Tipalti
  • UserGems, job-change tracking, Signal-side, catches buying-committee movement
  • Vector, contact-level advertising, Signal-side, for building ad audiences from real buyers already engaging with the brand

Real Customers & Strong Verticals

Named customers found pre-hire: Ring, Kavak, Instawork, New York Life, Intuit, Cherry, ServiceTitan. Vapi's own stated strongest traction: financial services, healthcare, insurance, automotive, workforce management. Built from public research, worth checking against real CRM data now. Lisa Gohil owning healthcare GTM is a direct line to one of these verticals already, worth an early conversation.

05

Calendar Anchors

End of September

exec event

Nov 12–13 — VAPICON

tagged for pipeline gen

Both events are strong opportunities for ABM: the exec event for an early Tier 1 pilot, VAPICON for something bigger once the format's proven.

Awareness

Get in the conversation. Thin note from the Sharrifah conversation, expand once there's more context on what this actually means in practice.

06

Positioning Workstream

  • Microsites + language, in flight
  • Flint is the 1:1 microsites platform, Peter to own this workstream directly
  • Jonathan owns contact center-specific positioning
07

From the Case Study, Ready to Validate

This is what I walked in with. Each card below is a hypothesis I'm actively checking against the real business, not a plan I'm defending.

Open case study presentation

Fit × Signal tiering

Tier 1 ~10 / Tier 2 ~15 / Tier 3 ~25, re-scored every 2 weeks. The real stack (Gong, UserGems, Vendelux) gives more signal sources than the deck assumed, worth rebuilding the model wider, not just validating the old one.

Three plays

Developer Heat, Hear It Yourself, Air Cover. Ship one first, not all three.

MQA handoff rule

2+ devs active plus engaged buyer contact, SDR acts within 24h.

Event Concept in My Pocket

Voices with a View: target accounts hear a live build of their own agent on the spot, not a recording, not a call. Positioned as a Tier 1 deepening play around day 45-60, after signal-triggered plays have already warmed the account. Natural first home: the exec event end of September.

08

Closing This Week

  • Real budget number, not assumed
  • Director of Demand Gen, how we divide and sync
  • Success definition for day 30/60/90, in writing

This page updates as real numbers replace assumptions. The plan doesn't need to be perfect on day one, it needs to be honest about what's confirmed and move fast on the rest.