List building for India SDRs: a one-week playbook
A concrete week-by-week motion for an India SDR moving off scraped IndiaMART to a registry-sourced graph.
Day 1, define the ICP. Pick NIC industry codes, state, employee band, turnover band, and (if relevant) exporter flag. For a fintech SDR selling working-capital loans to mid-market manufacturers in Maharashtra, this is: NIC 17* and 24*, state MH, employee 51-200, turnover Rs 25-100 Cr, exporter true. Save this as a filter.
Day 2, build the working list. Run the filter in Kestrel. Sort by latest signal date descending. The top of the list will be exporters who shipped recently, companies with recent charge creation, or companies that filed director changes in the last 30 days. Save the top 200 as a list.
Day 3, segment by signal. Bucket the 200 into (a) just funded, (b) just exported to new destination, (c) just created a charge, (d) other. The first three buckets get personal outreach. The fourth gets a cohort email.
Day 4 and 5, write outreach with a specific data hook. For bucket (a), reference the funding round and the typical working-capital follow-up. For bucket (b), reference the new destination and the typical forex-and-banking event. For bucket (c), reference the charge size and offer to refinance at a better rate. The specific hook 4x replies.
Day 6, push the list to HubSpot or Zoho via the Kestrel connector. Map fields: kestrel_company_id, kestrel_industry, kestrel_signal_type, kestrel_signal_date, kestrel_strength.
Day 7, set a saved subscription for the same filter. Any time a new signal hits a company in the filter, you get a Slack or email alert. The list now refreshes itself without you opening Kestrel.
Repeat weekly. After three to four weeks, your CRM has a self-updating list of in-market accounts with timed outreach. Total cost: Rs 7,999 a month plus your time.
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