How Hatch Used AI and ICPs to Boost Annual Contract Value

In this episode of Sound Bites, host Bill Binch from Battery Ventures talks with Tim Geisenheimer, CRO of Hatch, about how the team used agentic AI and alternative data to refine their ICP, focus on higher-value service businesses and significantly increase ACV.

Key Takeaways/Key Moments:

(01:03) Narrowing a Massive TAM into a Precise ICP

Hatch realized that the 600,000-business services market required tighter segmentation, prompting the team to focus on the top 25,000 high-value targets.

(02:06) Building an AI-Powered ICP Scoring Model Using Clay

Tim explains how Hatch used Clay to scrape websites, analyze service trades, verify association memberships and gather Google review data to create a reliable ICP scoring model.

(03:22) Better Targeting Leads to Higher ACV

Focusing outreach on higher-fit accounts significantly increased ACV, illustrating the ROI of accurate ICP modeling.

(03:57) Where the AI Initiative Started & Who Owned It

Tim details how he initially owned Clay usage before transitioning it to an agency and eventually a dedicated growth engineer.

(05:37) The Rise of the GTM Engineer Role

Bill and Tim discuss the emerging GTM engineer role—part RevOps, part AI builder—and how demand for this skillset is rapidly increasing.

Disclaimer: 

This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity. 

The information and data are as of the publication date unless otherwise noted. 

Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate. 

The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions, and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. 

Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.battery.com/list-of-all-c…