> ## Documentation Index
> Fetch the complete documentation index at: https://docs.hivesight.so/llms.txt
> Use this file to discover all available pages before exploring further.

# Account-based outbound with warm intros

> How to run an ABM outbound motion that starts every sequence with the warmest path your team can find.

This playbook is the most common HiveSight motion. You have a list of
target accounts, your team has networks, and you want every outbound
sequence to start with the warmest path you can find — not a cold email.

## Set up (one-time)

<Steps>
  <Step title="Add target accounts">
    Upload your target account list as a CSV or paste accounts manually.
    The more accounts, the more paths to surface.
  </Step>

  <Step title="Define ICP">
    Write a clear ICP definition that names the buyer role (e.g. *VP
    RevOps*, *Head of Sales*). The clearer the ICP, the better the
    Direct-buyer vs. Adjacent-buyer split.
  </Step>

  <Step title="Add connectors">
    Get every meaningful network onto your team — AEs, founders, advisors,
    investors, board members. Each connector multiplies the warm-path
    surface.
  </Step>

  <Step title="Connect HubSpot">
    Optional but recommended. CRM signal makes intros sharper and
    writeback keeps the pipeline in sync.
  </Step>
</Steps>

## Weekly cadence

**Monday morning — review top intro paths.**

Open the **Dashboard**. The "Top intro paths" section is ranked by
`ICP fit × connection strength × target-account boost`. The first 3–6
cards are usually the right starting point for the week.

For each card:

1. Click the prospect's name to open the profile drawer. Skim shared
   context — schools, prior companies, mutual connections.
2. Click the connector to view the relationship signals — recent
   engagement, recommendations, mutual posts.
3. If it's a good fit, click **Save as opportunity**. Pick the relevant
   intro path and add a one-line goal.

**Tuesday – Thursday — run the intros.**

Saved opportunities show up under **Warm intros**. For each one:

* DM the connector with the prefilled context HiveSight surfaces (you
  can copy-paste the dossier).
* Move the opportunity to *Active* status when the connector agrees to
  make the intro.
* Move to *Closed* once the intro lands or the connector declines.

**Friday — review coverage gaps.**

Filter target accounts by *no warm path*. These accounts need cold
outbound — or, more usefully, they're the prompt for "who should we add
as a connector to cover this account?"

## Slack-driven flow

If your team lives in Slack, set the digest to **Daily** under **Settings
→ Integrations → Slack**. The team sees the top paths at 9am every
morning without having to open the app. New intro opportunities ping
the channel in real time so someone can claim them.

## When intros don't surface

A few common reasons the dashboard returns nothing — and the fix for each:

| Symptom                        | Likely cause                            | Fix                                                                              |
| ------------------------------ | --------------------------------------- | -------------------------------------------------------------------------------- |
| Empty dashboard                | No connectors added                     | Add at least one connector to seed the graph.                                    |
| No ICP matches                 | ICP definition too narrow               | Loosen ICP or wait for classifications to backfill.                              |
| Paths only to "Intel" contacts | ICP role isn't surfaced in the network  | Add senior connectors (founders, execs) whose networks reach decision-makers.    |
| Same names every week          | You're not saving them as opportunities | Save them. Saved opportunities filter out of the dashboard so new paths surface. |