What the service includes: from brief to ready list
- Define your ICP. We document the target company: industry, location, revenue range, headcount, company maturity and the person who signs the contract. If the profile is not yet defined, we calibrate it against your best customers.
- Select companies. We work with public registries and open sources, filtering by Russian industry codes, Taxpayer Identification Number (INN), region, financial indicators and signs of activity.
- Find decision-makers and contacts. For each company, we identify the person responsible for your subject: owner, commercial director or functional lead. Contacts are researched through public company sites, publications and professional profiles.
- Validate email addresses. Each address is checked before delivery to the final list. Contacts that cannot be confirmed are excluded.
- Deduplicate and hand over. We merge duplicates by INN, remove your current customers and stop-list companies, then deliver a structured table with company, INN, region, decision-maker, title, contact and source.
Why build a list instead of buying one
Off-the-shelf lists are sold repeatedly. By the time you receive one, many contacts may be outdated, inboxes closed and decision-makers replaced; sending to them damages the reputation of your outreach infrastructure.
A list built for your ICP works differently: companies match your criteria, contacts are checked before use and duplicates are removed. Across our campaigns, 3 224 000 emails have been sent and 97,7% of addresses accepted the message; this is a consequence of list quality and disciplined preparation.
Timeline and what determines the outcome
Most list-building projects take from one to three weeks. Broad, well-documented segments can move faster; narrow segments often require more manual research.
The outcome depends on the precision of your ICP, the actual size of the segment in public records, and whether decision-maker contacts are publicly available. When no direct contact can be found, we record that clearly rather than silently substituting a generic inbox.
What we need from you
- A description of the target customer: industry, size, geography and contract signatory
- A stop list of current customers and companies already in conversation
- Your strongest existing customers, used to calibrate the ICP
- Time for a brief and a review of the selection criteria
The task then moves to OT9. Before delivery, you receive an interim summary of the list’s scale and structure, so criteria can be adjusted while research is still underway. See <a href="/en/how-we-work/">how we work</a> for the overall process.
When lead list building is not for you
This service is not a fit when your buyer is an individual or an unregistered microbusiness. Those audiences are poorly represented in company registries, and we do not promise precision where reliable selection is not possible.
It is also not a fit if the target customer cannot be defined more precisely than “anyone who can pay.” Without an ICP, research becomes a registry dump. A list does not sell by itself either: it needs outreach sequences and reply handling, which can be covered through <a href="/en/services/email-outreach/">email outreach</a> or a broader campaign.
How we define the result and price the work
We count companies that pass every agreed filter: a relevant decision-maker contact, INN-based deduplication and no match with your stop list. Expired contacts and duplicates do not count; the required scope is agreed before work starts.
Pricing depends on list size, the complexity of the criteria and the depth of research required for each company. See <a href="/en/pricing/">pricing</a> for available options. List building is more efficient when included in a complete outreach campaign, where research and validation sit in the same operating process.