New lead
A new lead came in and it looks worth handing off to sales. But don't send it over like this. Help sales understand the account behind the lead.
Account research
Let Legatus, your AI agent, research the account end to end and match it against your ICP, the problems you solve and the customers you want.
Account signals
Send forward only the leads you'd bet on. The account matches who you sell to, and there's a live reason to engage. When either is missing, you know before sales does.
Account playbook
Then hand sales a full playbook on how to win the account. The account story, why now, how the buyer roster looks and the approach that fits. The rep opens the first meeting knowing the account.
Julie B. is winning
CloudWatch raised €40M in January with a public 60% growth target and a stated plan to grow revenue faster than headcount. The Chief People Officer left in March and was never replaced. Recruiting, onboarding and culture sit with one People Ops Manager and an interim COO. The company is redesigning itself around AI with the People seat empty.
Expand account story ↓
Why now?
€40M Series B closed in January with a public 60% growth target. CPO departed in March, seat still unfilled and no replacement posted. Thirty roles open, seven unfilled for 90+ days. The growth target is committed while the people function is leaderless.
Why us?
Built the people foundation at Brann & Co. after their Series B: comp bands, performance framework and hiring system shipped in 90 days, ready for the CPO to inherit. Took Lytica from 90 to 280 employees with culture intact when growth outran the founder’s systems. Same window CloudWatch is in: post-raise, past 200, people function thinner than the growth.
People
Mark Johnson · People Operations Manager · champion, raised his hand
COO · interim owner of the people function · likely skeptic
CEO, founder · economic buyer · owns the board narrative
First move
Write Mark this week. Open on the load he has carried since March, not on Heartwood. Lead with the Scaling Culture Study: companies that hire People leadership after 200 employees see 40% higher executive turnover in the following 18 months. CloudWatch is at 370 with the seat open.
How do you qualify inbound leads with account research?
Research the account, not the lead. Scoring tells you activity crossed a threshold. It can't answer the three questions that decide whether a lead is worth acting on: does this account have a problem you solve, who is your contact in the buying picture and whether the timing is right. With these answers, the sales team can prioritize their time and energy on leads that have a shot at turning into revenue. Legatus researches the account end to end and answers all three in 14 to 19 minutes, before sales ever sees the lead.
What should a lead handoff include?
A lead handoff should include the lead's details and activity trail, plus a playbook for the account: the account story, why now, who to contact first and why and the approach. The details and the trail are the classic CRM data any inbound lead gives you. The playbook is the next level: real data for the rep to form their approach from.
How do you improve the MQL to SQL handoff with account playbooks?
Run the research before the handoff and pass on only the leads that hold. You already know how the thin handoff breaks. Sales glances at it, can't see why to care and goes back to their own pipeline. Your leads sit unworked and you're left defending a hunch. A playbook changes both sides of that. Weak leads stay in nurture, so your credibility holds. Strong leads arrive with a case attached, ready to be worked. And when someone asks why you passed a lead on, the answer is on the page, sourced.
No. You add a lead when you judge it worth a look, whether that judgment comes from a score or from watching the lead come back to your site. Republik does the research either way.
Enrichment adds fields: industry, headcount, technologies. Republik adds understanding: the account's situation, the problem fit, the people and a recommended approach. The latter helps the rep see why, how and who, so they can build their strategy to win the account.
Public sources you can check. Legatus marks what's fact and what's read, and says so when evidence is thin. Every line shows where it came from. Legatus also pulls market data and trends and connects the dots to form the account story. This is also clearly marked in the account playbook.
You define your segments and train the agent on your business. Then you run it one lead at a time or work them in batches. No migration, no rebuild.
The methodology is built from enterprise selling. It's the account depth used to sell million dollar deals, now available to anyone thanks to AI lowering the cost of the research and strategy. Any rep will love having more data available before starting to work an account, but they normally don't have time to gather it.
Then you learned it before sales did. Keep it in nurture and hand over the ones that hold. Filtering weak leads protects your hit rate as much as upgrading strong ones.
No. Your CRM stays the system of record. Republik is where the account gets researched and the playbook gets built before the handoff.
14 to 19 minutes per account, research and playbook included. Add the lead, do something else, come back to a finished plan. The same research done manually takes hours. That's why nobody does it.
Yes. Legatus researches companies, not private individuals. The people in a playbook appear in their professional roles, from public professional sources. Republik is built in the EU and runs under GDPR.
See the pricing page to understand cost per account.