Your ERP Knows Who Your Best Customers Are. We Built StrikeZone to Prove It.
Most industrial companies are guessing. Not because they’re unsophisticated — but because the answer to their most important go-to-market question has been buried in a system they use every day and never thought to look.
That question is: Who, exactly, are our best customers?
Not the biggest. Not the loudest. Not the ones your best rep brought in ten years ago and still talks about at every QBR. The ones who actually drive margin, reorder without being asked, don’t require four support calls per quarter, and stick around for years. The ones who, if you found fifty more just like them, would fundamentally change the trajectory of your business.
For most industrial companies, that question gets answered with a combination of gut feel, incomplete CRM data, and whatever segmentation framework someone read about in a business book three years ago. The result is a sales team covering too much ground, chasing accounts that look attractive on revenue and bleed margin on the back end, and spending cycles on prospects who were never going to be great customers in the first place.
We built StrikeZone because we believe there’s a better way — and the data to find it is already sitting in your ERP.
Why ERP Data Is the Answer Nobody Is Using
Your ERP is the most honest system in your company. It doesn’t have opinions. It doesn’t reflect what your sales team thinks is happening — it reflects what actually happened. Every transaction, every margin, every reorder, every customer who bought once and disappeared, every account that’s been quietly compounding for years.
That data contains a pattern. The customers who drive your profit don’t look random — they share characteristics. Industry. Size. Geography. Buying behavior. Product mix. How quickly they expanded into a second category. How they pay. How often they come back.
Most companies have never looked for that pattern. Not because they don’t want to, but because pulling meaning out of four years of ERP transaction data isn’t something you do with a spreadsheet and a Saturday afternoon.
That’s the problem StrikeZone was built to solve.
Who This Is For
We built StrikeZone for industrial companies — distributors, manufacturers, specialty contractors, MRO suppliers — that have been in business long enough to have real customer history but haven’t had the tools or the team to turn that history into a targeting strategy.
The companies we work with typically look like this: $20M to $200M in revenue, a sales team of five to twenty reps, no dedicated analytics function, and a leadership team that suspects their targeting is unfocused but doesn’t have data to prove it or fix it.
If your sales team’s answer to “who are we targeting?” is a combination of vertical categories, rep instinct, and purchased lists … this is built for you.
What Changes When You Have a Real ICP
The shift that happens when a sales team gets a data-derived ICP isn’t just about the prospect list, although that matters; it’s about focus.
When a rep knows, with statistical confidence, that a metal fabricator with 30 to 100 employees within 80 miles of their territory is three times more likely to become a high-value account than a large manufacturer with centralized procurement, they make different decisions every day. Which calls to make first. Which deals to pursue hard and which to walk away from. Which inbound leads are worth a follow-up and which ones aren’t.
That focus compounds over time in ways that are hard to model but easy to feel. Shorter sales cycles. Higher average margin on new accounts. Less time wasted on deals that were never going to close at a price that made sense.
The ICP is not the destination. It’s the lens that makes every other sales decision sharper.
Why Now?
The window for industrial companies to build a data-driven go-to-market advantage is open — but it won’t stay open indefinitely. The companies that figure out how to use their operational data to define and target their best customers in the next two to three years will have a structural advantage over those that figure it out in five.
The data is already there. It’s been accumulating for years. The question is whether you’re going to use it.
We built StrikeZone to make that as easy as possible to say yes to.
What’s Next
This is the first post on the StrikeZone blog. We’re going to use this space to share what we’re learning about ICP methodology, about how industrial companies are using data to sharpen their sales motion, about what the lift analysis reveals in real customer datasets, and about the patterns we keep seeing across the companies we work with.
If you’re running a sales team at an industrial company and any of this landed, we’d love to talk. The Entry Pilot is $12,000 to $15,000, takes six weeks, and ends with a written ICP and a ranked prospect list your team can act on the following Monday. You can reach us at sales@strikezone.global.
Your data already has the answer. Let’s go find it.
About StrikeZone
StrikeZone is an ICP platform for industrial companies. We turn ERP transaction data into a data-defined Ideal Customer Profile and a prioritized list of lookalike prospects — in six weeks, at a fixed fee, with no new software required.
