In order for AI Prospector to function properly, you need to have your CRM integrated with Warmly. For full documentation regarding Warmly's CRM integrations, see here:

HubSpot Documentation

Salesforce Documentation

HubSpot

Salesforce

Integrate Apollo to enable Warmly to automatically add prospects to your Apollo sequences. For full documentation regarding Warmly's Apollo integration for sequencing (and including setup instructions), see here:

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Apollo (for sequencing) Documentation

If you use Apollo for persona enrichment, integrate Apollo through Warmly. For full documentation regarding Warmly's Apollo integration for persona enrichment (and including setup instructions), see here:

Apollo (for persona enrichment) Documentation

Note that if you don't use Apollo for persona enrichment you can still use Warmly's AI Prospector, though you will need to use Warmly's persona enrichment credits (and charges may apply based on your subscription plan).

In order to automatically email prospects at ICP accounts that visit your website through Warmly, you will need to set up the filters (Segments) that reflect your ICP at the company level.

❗ Warmly Recommendation

Warmly recommends starting with the below filters, tailored to your organization, where applicable.

➡️ Company Headquarters

Help Center article on building a segment based on company headquarters

➡️ Employee Count

Help Center article on building a segment based on employee count

➡️ Company Industry

Help Center article on building a segment based on company industry (slightly hard!)

➡️ Filter Out Your Own Company

Help Center article on building a segment to filter out your own company

Note: make sure your operator is 'does NOT contain'!

It's important for most customers that they don't email their current customers, or accounts that are currently opportunities.

❗ Warmly Recommendation

Warmly recommends including a filter to remove current customers and other accounts in certain late deal stages.

➡️ Filter Out Customers / Current Opportunities

Help Center article on building a segment to filter out customers / current opportunities

Note: make sure your operator is 'is NOT in'!

Once you have created Segments to filter for your ICP at the company level, you will need to create Personas to filter for your ICP at the individual level. In Warmly, the most successful way to do this is based on titles.

❗ Warmly Recommendation

Warmly recommends that you create Personas grouped by sequences. For example, if there is a set of titles that you would include in a specific email sequence, choose those titles. Then create another Persona based on titles to include in a different email sequence.

➡️ Building Personas

Help Center article on building personas successfully (and testing them!)

The hard work is done! To finalize setting up Warmly's AI Prospector create a Workflow (note that you can create multiple Workflows).

Apply the relevant Segments and Personas for each Workflow. In the screenshot below, you'll see example Segments and Personas added for Warmly. For this example workflow, we would be emailing Engineering Leaders at companies that fit our ICP (US-Based, <250 employees, filtering out Warmly traffic and filtering out customers / opportunities).

Note that we've selected the AND toggle for our Segments. This means that ALL of the segments need to be true for us to email a company (in almost all cases, you should also have the AND toggle selected).

Select the number of prospects per account that you want to reach out to (per hour) and select your prospecting provider. If you use Apollo for persona enrichment and have integrated Apollo accordingly, you should select Apollo. If you are on a subscription with Warmly that enables you to use Warmly's prospecting credits for persona enrichment, you may select Warmly Prospector. If you are unsure whether you can use Warmly's prospecting credits, check with your CSM.

Toggling visitor location search ON enables Warmly to prioritize ICP personas based on their location, trying to pair their location with the location(s) of the visitor(s) from that account on your website.

Add the sequence that you want to enroll ICP contacts into, and select the sender on your team.

❗ Warmly Recommendation

See the this Warmly Playbook for recommendations and best practices around creating and tailoring sequences.

Select 'Add to'

Select your Sales Engagement Platform

Select your sequence

Select your sender

Finally, toggle the Workflow ON!

Note that you will need to do this with each Workflow you create.