Radar by Propellant | B2B sales research

The problem

Your team sells less than it could. And it's not their fault.

To reach a company at the right moment, you need to know what is happening there, why it matters to you and who is in charge. That is research nobody has time for, while customers, quotes and deals fill the day.

Radar does that work for them and helps you decide where to focus your sales effort.

How Radar works

From your market to the companies worth calling.

Every search follows the same path: from many possible companies to a few profiles ready for outreach.

01
Your market
We start from companies that fit what you sell, in Italy and abroad.
02
The signals
We look for companies that are changing something: a new location, a new market, a new product.
03
The selection
We keep the companies that matter to you and explain why they come before the others.
04
The dossier
For each one: the context, the person to talk to and the question to open with.

A Radar dossier

Here's what you bring to your next conversation.

To show you the format, we start from a historical case: isendu, the startup we founded. In this example we look at it as a potential customer of a company selling software to record and analyze sales calls.

Sample dossier · isendu historical casePrepared by L. Barbagli and M. Pericci

isendu

SaaS · Shipping automation for e-commerce · Italy

Research for: a provider of sales call recording and analysis software

Historical case sources

The signal

Over isendu's journey, the outbound engine generated more than 500 demos a month, with an 85% show-up rate.^[1]

Why it deserves attention

With hundreds of demos a month, analyzing conversations could help the team understand what leads to a close. What remains to be checked is how calls are recorded and whether the current tools and process are enough.

A contact worth exploring

Marco Pericci, co-founder. The professional profile lists responsibility for sales operations: CRM, automation and sales analytics.^[2]

The key thing to verify

How demos are recorded today, who listens back to them and who decides on the team's tools.

How it could work in your market.

Three sample scenarios to show how the research changes depending on what you sell.

Simulated scenario · Logistics

Vellora Cosmetici

Cosmetics · E-commerce · Bergamo, Italy

A brand is entering Germany. You can handle shipping and returns.

The situation

A logistics provider wants to find Italian brands that are growing their sales abroad.

What Radar does

Look for expansion announcements in the countries served, study the project and identify who runs logistics. For each company, explain the link with the services offered and what information is still missing.

The scenarios describe imaginary situations and companies, not real customers or results.

What you get

The companies to focus your sales effort on.

The research starts from your offer, the markets you want to grow and the customers you are looking for. You get a selection of companies, with profiles that help you decide where to start.

Why we chose that company

The link with what you sell and the reasons to give it priority over the others.

What is happening

The relevant facts, with sources and dates, and our reading of the possible commercial implications.

Who to start talking to

The names and roles identified in the research. Contact details are included when available.

How to prepare the outreach

An angle to open with, the questions to ask and the points still to clarify.

You receive the profiles in a document or a spreadsheet, as we agree. No CRM needed. Research and preparation are our job; outreach, meetings and negotiations stay with you or your team.

We go through the selection together to clarify priorities and prepare the first conversations.

Radar is designed for B2B companies with an offer already on the market and someone who can follow up on contacts: the owner, a sales team or a sales network. The research can cover Italy and the foreign markets you can serve. Together we assess whether there are enough matching companies and enough information to work with.

Getting started

Let's start from your market.

Tell us what you sell and who you want to reach.
Fill in the form and, if you like, name one or two companies you already have in mind. We read your request and write back to clarify your offer, your goal and the markets you want to grow.
We look at a first example together.
If Radar fits your research, we prepare an example on one or two companies, chosen by us or by you, and discuss it in about 30 minutes. It's free and the material is yours to keep.
Decide whether to continue.
For the full research we agree which companies to look for, how deep to go and what to deliver. It's paid work: price and timing are set before we start.

Request an example for your market

Any initial questions can be handled by email.

Who's behind Radar

Sales research run by people who built and sold a B2B company.

Propellant Studio is based in Florence, Italy. We help B2B companies find, follow up and grow customers, working directly on sales processes, data and tools.

Before Propellant we founded isendu, a shipping automation SaaS, and took it all the way to its acquisition by Sendcloud. There we built the entire sales system: pipeline, outbound engine, CRM and team coaching.

With Radar we personally run the research, the selection of companies and the review with you.

Results achieved at isendu

€1.6MARR at isendu's exitBuilt in 3 years, acquired by Sendcloud

530+demos per monthSystematic pipeline generation

85%demo show-up rate

1,500+paying customersEnd-to-end sales execution

isendu → Sendcloud

From zero to acquisition: from founder-led sales to a scalable sales system.

Read the case →

Tot (fintech)

Nine months inside the company: CRM with lead scoring, segmentation, four sales flows and the first account executive.

Read the case →

Lando Barbagli

Strategy, market & commercial narrative

2x founder across B2B SaaS and ad-tech. MBA UCLA Anderson. 18 years between LA and NYC. GTM strategy, fundraising, M&A, and high-ticket sales.

Lando on LinkedIn

Marco Pericci

Systems, analytics & revenue operations

Built the growth engine behind isendu's commercial operations. RevOps, CRM architecture, workflow automation, and AI-assisted sales analysis.

Marco on LinkedIn

FAQ

The questions that matter before you start.

What does the free example include?

Research on one or two companies and a conversation of about 30 minutes. You can name the companies yourself, for example the ones your team wants to contact, or we choose them based on your offer and the market you want to grow. The material is yours to keep, with no obligation to buy the full research.

How much does the full research cost?

The price depends on the market, the number of companies and how detailed the profiles are. You receive a proposal with activities, deliverables, timing and cost before deciding whether to go ahead.

Is Radar right for my company?

It is designed for companies that sell to other businesses, already have an offer on the market and can follow up on new contacts. We also check whether the chosen market has enough matching companies and enough information to work with. We can search in Italy and abroad.

Are the companies you find looking for a supplier?

Not necessarily. An expansion, a new location or a new product can make your offer relevant. The research gives you a reason to look closer; need and interest are confirmed in the conversation.

How do you choose the companies?

We start from the criteria agreed with you. We assess the fit with your offer, the facts we find and whether the right people can be identified. In the profiles we explain the choice, cite sources and dates, and keep facts separate from commercial hypotheses.

Do I also get names and contact details?

We look for the right people and report the names and roles we identify, along with the sources. We add contact details when available and flag what still needs to be verified.

Do you contact the companies for us?

Research and preparation are our job. Outreach, meetings and negotiations stay with you or your team.

In what format do I receive the work? Do I need a CRM?

No CRM needed. We deliver company profiles in a document or a spreadsheet, as we agree. If you already have a CRM, we don't need access to it to get started. You can tell us which customers and known companies to leave out of the research. Any integrations are assessed separately.

Can we repeat the research?

Yes. After the first project we can agree on new searches or updates, taking into account the companies you contacted and the information that proved most useful.

Start here

Let's see which companies you could contact.

Tell us what you sell and who you want to reach. We read your request and write back to understand whether Radar fits your research. If it does, we prepare a free example on one or two companies and discuss it together in about 30 minutes. The material is yours to keep.