Playbook

Find and qualify leads based on their tech stack

Separate the best opportunities from the rest.

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Who this is for:

Teams: Sales, Marketing

Experience: Easy

Sources:

GitHub logoGitHubX logoXDiscord logoDiscord

Overview

Lead qualification is the difference between spending time on high-fit opportunities and wasting time on deals that fall flat.

Lots of factors go into building an ideal customer profile: industry, company size, annual revenue, capital raised. But for companies selling technology solutions—from B2B SaaS to commercial open-source software—understanding the tech stack an organization uses day to day will tell you a lot about their pain points and priorities.

Not only can you determine if a company is the right fit for your product based on their tooling, you can use this information to personalize your outreach, highlight your product as a complement, and potentially run a rip-and-replace sales motion.

In this playbook, we’ll show you how to do a deep dive into your prospects’ tech stacks, apply this information to lead qualification, and use it to zero in on ideal customers.

Let’s get this show on the road 🚘

What you’ll need:

Common Room (this is how we’ll find and filter opportunities—sign up for free to follow along)
Access to digital channels (in this example we’ll use GitHub, Twitter, and Discord)

Step 1: Connect data sources

The first thing we want to do is centralize our view of digital activity in Common Room so we can surface potential customers.

In this case we’ll focus on GitHub, Twitter, and Discord. Keep in mind that the more data sources you connect to Common Room, the more opportunities you’ll uncover.

💡 Common Room has dozens of natively built and fully managed integrations. Together with a powerful API and support for Zapier, webhooks, and CSV imports, you can get visibility into buyer activity across all the channels that matter most to you.

First log into Common Room, then navigate to Settings in the left sidebar (the little ⚙️ icon at the bottom). This will take you to the Sources screen.

Select Sources from Settings menu

Select GitHub from the list of data sources.

Select GitHub

After you authenticate your account, data from GitHub will flow into Common Room. You’d then follow the same general process for Twitter and Discord.

All right, now that we have a bird’s eye view of the channels where our customers like to spend their time, let’s see what technologies they’re using 🧑‍💻


Step 2: Filter for tech stack

Click Back to app to leave the Settings menu and then click on Organizations in the left sidebar.

Select Organizations

Select Add filter and choose Tech stack under the organizations section.

Select Tech stack

This will bring up a dropdown menu of options. You can choose from a list of the most popular technology solutions across a wide variety of use cases, such as cloud computing services, ecommerce platforms, project management softwares, tag management systems, website optimization tools, and much more.

What matters most to you will depend on your company and sales strategy. For this example, let’s say we’re selling an open-source relational database management system called Pied Piper.

We know organizations that are currently using one of our competitors are a great source of high-quality leads. So we’ll select Microsoft SQL Server, MySQL, and PostgreSQL from the list.

Select technologies

Boom—we now have a view of all organizations across our connected channels who have these technologies in their stacks 🔍

Hover over any organization and click Preview. This will pull up an overview of all recent activity from individuals associated with that organization.

We can click into individuals to learn more about them, such as their job title and history across our connected channels. We can also add them directly to an Outreach sequence or send them to our CRM.

View individuals

But tech stack is only one characteristic we’re interested in. Let’s dig a little deeper to find the best opportunities.


Step 3: Refine filtering

Let’s say we want to focus on larger organizations.

We’ll click Add filter and choose Organization size from the section under organizations.

Select Organization size

We can customize our range however we want, but we’ll select 1,000-5,000 from the list of options.

Configure size

Now let’s add a filter for industries.

Select Industries

We find that our product really resonates with developers in the retail space, so we’ll focus on that industry.

Configure industry
💡 You can apply filters for individuals, organizations, and activities to drill down into the attributes and actions that are most important to you, including activity over certain time periods, topics discussed, keywords used, and more.

Finally, we’ll add a filter for annual revenue.

Select Annual revenue

We want to hone in on companies that generate $100 million in revenue or more per year.

Configure revenue

And just like that, we have a list of organizations that fit our tech stack, size, industry, and revenue requirements.

Now let’s make sure we’re always up to date on new activity from the leads who fit our criteria.


Step 4: Create real-time alerts

Head on over to Team alerts in the left sidebar.

Select Team alerts

Click Create team alert, then add a name and description.

Add name and description

We can select from a list of trigger events, such as when a new organization appears in our connected channels or an employee switches jobs.

In this case, we want to know about movement among the organizations that match our filters, so we'll choose New activity.

Configure trigger

Next we’ll add our organization filters: Tech stack, Organization size, Industries, and Annual revenue.

Configure filters

Finally, we’ll decide where we want to get notified. We have a special Slack channel for monitoring leads, so we’ll send notifications there 💬

Configure destination

Hit Create alert and you’re done.

💡 Common Room lets you create team alerts based on any combination of triggers and filters—as well as determine where to get notified. That way you can stay up to date in the places where you already work.

Now any time an individual associated with an organization that matches our filters takes an action across one of our connected channels, we’ll be the first to know.

It’s time to get busy prospecting. Let’s turn our leads into a burndown list so we can simplify planning and engagement.


Step 5: Create segment

Navigate to Segments in the left sidebar.

Select Segments

Click New segment and choose Create new segment for organizations.

Select Create new segment for organizations

We’ll give our segment a name and description, then we’ll click Set up management rules so we can decide how organizations are automatically added or removed.

Click Set criteria and add the same filters we used for our team alert above.

Configure criteria
💡 Common Room allows you to create and manage statuses in segments that can be customized depending on your needs. Default statuses include: “Need to reach out,” “Reached out,” and “Waiting for response.”

Hit Save and now all organizations that match our filters will be added to this segment (likewise, any organization that stops matching our filters will be removed).

💡 Tags in Common Room are another way to streamline lead filtering and tracking. You can create and automatically assign tags to individuals and organizations—such as “Economic buyer” or “Ideal customer profile”—to quickly find and follow up on opportunities.

Click into the new segment and toggle on Task view in the top right of the screen.

Toggle on Task view

Our segment is transformed into a list of organizations we can work our way through.

View task list

We can click into each organization to see which individuals are associated with it and take action on them one by one ✅

View individuals

We can also mark organizations as completed to remove them from our task list or hit the clock icon to snooze them (this will remove organizations from our task list and then add them back after a set time period).

Let's add this segment to our Home screen. Simply hover over the segment, click the three-dot () icon, and select Add to Home.

Select Add to Home

Now our list of high-quality prospects will be the first thing we see when we log into Common Room.


Wrapping up

We can now find and take action on high-fit prospects lightning-fast ⚡

Whether you’re reaching out to buyers based on their tech stack or a combination of other factors, it’s easier than ever to surface and take action on high-quality opportunities.

Got an idea for a playbook? Let us know. And if you haven’t already, check out Common Room yourself for free.

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