Build List

Turn a targeting idea into a scored, CRM-safe list ready for Outreach import. Input: a criterion ("companies that just made a relevant new hire", "companies matching our ICP on [platform]", "accounts on the legacy incumbent up for renewal") — or a play number from the messaging reference.

Before you build

Read ${CLAUDE_PLUGIN_ROOT}/references/icp.md, references/messaging.md, and references/guardrails.md if not already in context. Confirm with the rep: how many accounts (default 15, hard cap 25 per run) and which play/hook this list feeds.

Step 1 — Source candidates (Exa)

Use Exa category:company searches shaped by the trigger. Describe the ideal company, not keywords. Examples:

• Hook #2 (your primary play): "[a company matching your Hook #2 trigger — describe the ideal company, not keywords], 100-2500 employees"
• Hook #3 (new-hire trigger): search for the relevant recent job postings and "started new role" signals from the ICP reference
• Hook #1/#5 (displacement): "company hiring for experience with the legacy incumbent or a competing tool" (see messaging.md for approved names)

Run 3-5 differently-angled queries so the list isn't one search's bias. Collect ~2x the target count as raw candidates.

Step 2 — Score and cut

Score each candidate on the 10-point rubric (evidence required — no points for vibes). Cut everything under 5. Sort: 8-10 = Tier A, 5-7 = Tier B (qualify before sequencing).

Step 3 — CRM safety pass (guardrail #1)

Check each surviving account against HubSpot:

• Existing customer (lifecycle stage / closed-won) → remove, list separately as "excluded — customer"
• Open deal / active demo → remove, list separately as "excluded — active pipeline"
• Cold history → keep, note it
• If HubSpot unavailable, mark the whole list "⚠️ NOT yet deduped against CRM — do this before importing to Outreach"

Step 4 — Find the people

For each Tier A account, one Exa category:people search for the Champion and Practitioner (per the buying committee in the ICP reference; singular form: "[Champion title] at [company]"). Two contacts per account max.

Email addresses: do NOT guess. Options, in order: (1) existing HubSpot record, (2) Clay enrichment — but ONLY with a credit check first, ≤25 rows, and the rep's explicit go-ahead (guardrail #2), (3) leave blank for manual lookup.

Output format

# Target List: [name] · [date] · feeds Hook #[N]

## Tier A — sequence now (X accounts)
| Company | Score | Key evidence | Contact 1 | Contact 2 | CRM |
|---|---|---|---|---|---|

## Tier B — qualify first (X accounts)
[same table]

## Excluded — active pipeline (do not touch)
[company → reason]

Also write the Tier A table as a CSV file (list-[name]-[date].csv) with columns matching an Outreach import: Company, Domain, First Name, Last Name, Title, LinkedIn URL, Email, ICP Score, Trigger Evidence.

End with next steps: "Import the CSV to Outreach, or say draft a sequence for this list to build the touches first."