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KOSAM GTM Playbook
GTM Audit & Playbook. Signal-based outbound plays and ICP matrix, built for KOSAM.
This playbook maps KOSAM's ideal customer profile across account, prospect, and persona dimensions, then lays out 5 signal-based outbound plays. Each play fires on a specific buying signal so your outreach lands the moment a prospect is most likely to act.
We scrape job boards and LinkedIn for unfilled specialist postings older than 30 days, then reach out to the founder or Geschaeftsfuehrer directly with a message tied to the specific open role they cannot fill.
Scrape LinkedIn Jobs
Monitor Stepstone postsTrack Indeed listings
Identify company founder
Find LinkedIn profile
Verify contact emailIdentify Buying Committee
Email
LinkedInWe monitor LinkedIn for posts where DACH founders voice hiring pain in public, then engage immediately with a tailored outreach that positions KOSAM as the alternative they have not tried yet.
Monitor LinkedIn posts
Track keyword mentionsScrape post engagers
Enrich poster profileValidate company fitFind direct emailLinkedInEmailWe scrape followers and engagers of competing headhunter and recruiting agency LinkedIn pages to find founders actively shopping for hiring help, then intercept them with KOSAM's cost and exclusivity advantages.
Scrape competitor followersScrape post engagersIdentify DACH foundersFilter by company sizeFind verified emailConfirm open rolesIdentify Buying CommitteeEmail
LinkedInWe track new HR hires at target companies and reach out to both the new hire and the founder, positioning KOSAM as the sourcing engine the new HR person needs to succeed in their first 90 days.
Track new HR hiresMonitor LinkedIn announcements
Detect hiring signalsMap founder at same companyConfirm company size and verticalFind email for both contactsIdentify Buying CommitteeEmailLinkedInWe detect companies posting multiple specialist roles simultaneously and reach out to the founder before their hiring pain compounds, offering KOSAM's parallel-role placement model.
Monitor job post frequencyScrape LinkedIn job postsTrack Stepstone spikesIdentify company founderEnrich firmographic dataVerify founder emailBuying CommitteeEmail| Dimension | Qualified | Prioritization |
|---|---|---|
| Geography | DACH region (Germany, Austria, Switzerland) | Germany first, focus on mid-sized cities and industrial hubs |
| Employee Count | 10 to 250 employees | Prioritize 20 to 100 employees where HR bandwidth is thin |
| Industry / Vertical | IT consulting, software, engineering, construction, sales-driven SMBs | IT and engineering firms first, then sales-heavy companies |
| Key Qualifying Signal | Open specialist role (IT, Sales, Finance, Engineering, Construction) listed 4+ weeks with salary 50K EUR+ and no visible hire | Accounts with 2+ open roles of this type are highest priority |
| Tech Stack | LinkedIn Recruiter presence, active on Xing or Stepstone, no in-house HR tooling or light ATS | Accounts posting manually on job boards without ATS signal higher urgency |
| Revenue / Funding | 1M to 30M EUR annual revenue, bootstrapped or PE-backed SMB | Bootstrapped founders are key buyers, more price-sensitive but faster decisions |
| Intent Signals | New job post on LinkedIn or Stepstone, founder commenting on hiring difficulties, headhunter rejection posts | Prioritize accounts where founder is personally posting about open roles |
| Dimension | Qualified | Prioritization |
|---|---|---|
| Seniority | Owner, Founder, Managing Director, HR Manager | Founders and Geschaeftsfuehrer first, HR managers as secondary |
| Primary Titles | Geschaeftsfuehrer, Inhaber, Founder, CEO, Managing Director | Outreach directly to decision-maker who signs contracts |
| Secondary Influencers | HR Manager, Office Manager, Team Lead | Loop in when founder delegates hiring decisions |
| LinkedIn Keywords | Recruiting, Fachkraeftemangel, offene Stelle, Mitarbeiter gesucht, wir suchen, IT-Recruiting, Personalsuche, Bewerbung | Trigger outreach when these appear in posts or profile summaries |
| Persona | Level | KPIs | Related Challenges | Intent Signals | Related Benefits |
|---|---|---|---|---|---|
| IT Consulting Founder | C-Suite | Billable utilization rate, project delivery capacity, revenue per head | Cannot scale client projects without specialist hires, losing deals due to bench gaps | Posts open IT role on LinkedIn, comments about Fachkraeftemangel, mentions failed headhunter attempts | Fills specialist IT roles in 4 weeks without ad spend or headhunter fees, paying only on success |
| Engineering Company Owner | C-Suite | Project throughput, engineer headcount vs. backlog, client satisfaction | Niche technical skills are scarce, job boards return unqualified candidates, no time to screen | Multiple open engineering roles on Stepstone or Indeed older than 30 days | Pre-qualified candidates presented weekly, zero time investment beyond a 30-minute briefing |
| SMB Sales-Driven CEO | C-Suite | Revenue growth, quota attainment, ramp time for new sales hires | Sales seats stay empty for months, revenue targets missed, existing team overburdened | LinkedIn post about open Account Executive or sales role, frustration with recruiters expressed publicly | Exclusive outreach in CEO's name on LinkedIn reaches passive candidates traditional methods miss |
| HR Manager at Growing SMB | Manager/Director | Time-to-fill, offer acceptance rate, hiring manager satisfaction | No LinkedIn Recruiter license, no sourcing expertise, overwhelmed by inbound volume of poor-fit applicants | Company has 3+ open roles, HR team is one person, relying on job boards only | Offloads active sourcing and pre-qualification, receives only interview-ready candidates |
| Founder of IT Service Provider | C-Suite | Delivery capacity, client retention, team size growth | Cannot find Microsoft, Salesforce, or niche ERP consultants through standard channels | Job post for consultant role with specific tech stack sitting unfilled, founder visible on LinkedIn | KOSAM identifies passive specialists by name and reaches out personally, filling roles others cannot |
Book a 30-minute fit call. We build signal-based outbound systems that run these plays automatically, every day, across your entire TAM.
