We sell into manufacturing and industrial buyers because that's where we've actually run GTM.
Three things on this page — Patrick's background running GTM into the exact ICP, the operating principle behind how Starfruit wires tooling + people, and a short credibility bar of prior wins in the same buyer category.
Background · Why this ICP, and why it sticks
Deeper-than-average fluency in the buyer category is the moat.
Starfruit Ventures does one thing: build GTM systems for companies that sell into manufacturing and industrial buyers. That is the only place Patrick has been heads-down for the last several years — plant ops, supply-chain, shop-floor software, and the specific procurement patterns those buyers actually run on.
The work that's already shipped
- Built and run outbound motions into plant ops, supply-chain, and shop-floor software buyers — fixed ops, not abstract ICP.
- Worked the long-cycle procurement reality: committee purchases, six-to-twelve-month evaluation windows, RFPs that route differently than B2B SaaS in other verticals.
- Operated inside the constraint that manufacturing buyers buy from people who can talk the plant walk — not generic "enterprise SaaS" decks.
- Shipped GTM systems for vertical B2B SaaS in the same ICP — from seed-stage platforms selling into plant operations up through scale-up PMs selling into multi-site industrial buyers.
Operating principle · Tooling, people, judgment
GTM is tooling AND the people who run it — human judgment is the engine.
The two halves of an outbound program — the tool stack and the team operating it — have to be wired together. And neither half replaces human judgment. That is what distinguishes a GTM system from a full-outbound-automation shop.
Tooling
Sequencers, data providers, enrichment, dialers, BI dashboards, lead routing, attribution — everything the program runs on gets wired and tuned. The tooling stack stops being a cobbled research project and starts being the rail the team actually operates on, with the seams pre-joined.
- Sequence, enrichment, dialer, BI — joined, not bolted on
- Attribution and routing live in your stack, not ours
- Runbooks documented so the tooling outlives the engagement
People
A tool stack without an SDR team trained to operate it ships nothing. A team without a tuned stack drowns in busywork. Starfruit wires both — the people who generate pipeline and the tooling they generate pipeline on — so the program runs as one system, not two halves.
- SDR training on the specific channel mix you actually run
- Weekly cadence baked into the people, not just the tools
- Handover built for your team to own day-to-day from week 12 onwards
Judgment
Full-outbound-automation shops hand you a sequencer full of templated prompts and call it a program. That model breaks against the buying reality in manufacturing — committee deals, long cycles, technical nuance. Starfruit treats human judgment as the engine: tooling accelerates it, it does not replace it. That is why the program reads as a team, not a vending machine.
- Sequence copy written for the specific buyer, not a generic template
- Reply triage handled by humans who know the ICP, not a router
- Positioning and offer shaped to the actual buyer committee
Credibility bar · Prior wins in the exact ICP
The buyers this page is for — Starfruit has already shipped for them.
Four representative engagements. Different stages, same buyer category — manufacturing and industrial vertical B2B SaaS. The point is depth in the ICP, not the length of a resume.
Prior engagement
Built outbound into plant ops buyers for a vertical SaaS platform; cut CAC by routing sequences to role + site, not generic title.
Prior engagement
Stood up first SDR motion into multi-site industrial buyers — sourced deals that closed into the design partner pipeline.
Prior engagement
Took the outbound program from founder-led to a two-person team, with documented playbooks the team could run without oversight.
Prior engagement
Re-wrote sales copy and sequence logic for a six-to-nine-month committee purchase; sourced deals shaped for the actual evaluator, not the gatekeeper.
Names and ARR specifics are kept off the public page on purpose — they're on the call, with the founder, after a fit read.
Next step
Want to see whether this fits your stage?
Twenty minutes, free, scoped. Patrick reads your stage, your reachable market, and the specific ICP you're selling into. If Starfruit is the right fit, we quote the six-month engagement on the call. If it isn't, we name the peer who's a better fit and step out of the way.
Book a 20-min strategy call