Mastering Pipeline Growth: AI, ICP Evolution & Smart Investments

Building a scalable, high-converting pipeline isn’t just about generating more leads, it’s about targeting the right ones. In this episode, Sriharsha Guduguntla and Atul Raghunathan, the founders of Hyperbound, reveal the key strategies behind their go-to-market success.

They dive into the ever-evolving nature of defining an Ideal Customer Profile (ICP) and how factors like remote teams, global operations, and industry-specific needs can shape high-impact sales strategies. Sriharsha and Atul also share how they transitioned from SMBs to mid-market and enterprise accounts by identifying where their product was a ‘must-have’ rather than just a ‘nice-to-have.’

Beyond ICP refinement, they explore the role of AI in pipeline generation. They cover how automation revolutionizes account research, boosts SDR efficiency, and ensures every sales conversation delivers maximum value.

And when it comes to resource allocation, where should sales teams place their bets? Sriharsha and Atul reveal how they strategically distribute investments across sales-led growth, partnerships, and product-led strategies to drive sustainable revenue.

If you’re looking for insights on evolving your ICP, leveraging AI for smarter prospecting, and making the most of your go-to-market investments, this episode is a must-listen.