A small team selling AI software to technical buyers
BlueRock is an AI software company that sells to technical decision-makers. It builds interest with educational resources, including white papers and open-source material.
When an account executive left, the small team needed a way to keep outbound going and still answer inbound interest. Nobody had time to run a separate operations function.
Good content only works if the right people see it
The team wanted to open with technical value instead of making every first email a meeting request. That took research, because the content had to fit the recipient’s role and what the account cared about.
BlueRock also needed website identification, signal monitoring and CRM connections working alongside personalized email. If those pieces didn’t fit together, a lean team would spend most of its time preparing activity and little of it talking to buyers.
Set up personas, research and campaigns together
During onboarding, BlueRock connected its email, calendar and CRM and defined four buyer personas: AI product, platform reliability, security governance and engineering leadership.
Website identification and signals came next, including hiring activity and community keywords. The team could import existing audiences from the CRM to start choosing accounts.
The campaign builder used company and LinkedIn research to draft personalized emails built around technical white papers and an open-source repository. The team reviewed and edited the messages before they went out, keeping the content at the center of every email.
Give Jake the context for technical conversations
Jake Anton ran the outreach as BlueRock’s SDR. His campaigns went to technical audiences around MCP communities and events, using useful resources as the reason to get in touch.
MarketBetter did the prep behind it: choosing relevant accounts, researching each recipient and drafting a message with context. Jake then worked the conversations that came back. A security company was one of the accounts in the resulting pipeline.
Over $90K USD in pipeline created during 2026
MarketBetter helped BlueRock create over $90,000 USD in pipeline in 2026. The figure counts new pipeline and includes work with a security-company account.
The first account-discovery cycle identified 54 visiting companies and produced 33 action items from website visits, hiring, news and community activity. That gave a small team specific accounts to look into and a reason to look at each one.
BlueRock kept its focus on technical content throughout. Account research matched the material to the right buyers, and Jake’s follow-up turned the resulting conversations into pipeline.