If you’re running B2B sales or marketing and tired of “spray and pray” tactics, you know picking the right accounts is half the battle. You want to spend your time where it matters, not chasing companies that were never going to buy. This guide is for folks who want to use Vidu to make smarter target account lists—and skip the hype.
Let’s break down what works, what to watch for, and how to actually use Vidu to build a target list you won’t regret.
1. Understand What Vidu Actually Does (and Doesn’t)
Before you dive in, clear up expectations. Vidu isn’t magic—it’s a tool that helps you identify, segment, and prioritize companies that fit your ideal customer profile (ICP). It does this by pulling together data from sources like LinkedIn, company websites, and intent tools, then letting you filter and sort.
What Vidu is good at: - Aggregating firmographic and technographic data - Giving you filters to narrow down companies - Letting teams collaborate on account lists
What it won’t do: - Tell you exactly who will buy (no tool does) - Replace talking to real people in your market - Fix a broken go-to-market strategy on its own
Pro tip: If your ICP is fuzzy, don’t expect Vidu to fix that. Get clear on who you want to sell to before you start.
2. Set Up Your Vidu Workspace
If you’re new to Vidu, you’ll need to set up your workspace. This isn’t rocket science, but don’t rush past it:
- Invite your team: If sales and marketing both use Vidu, get everyone in from the start. Fighting over accounts later is a pain.
- Connect your data: Plug in your CRM, enrich with LinkedIn or Clearbit if you have it, and double-check permissions. Garbage in, garbage out.
- Review default fields: Vidu pulls in a lot of fields—industry, revenue, tech stack, location, etc. Decide which ones you actually care about.
What to ignore: Fancy dashboards and “AI insights” that don’t make sense for your business. Focus on the data you trust.
3. Define (or Refine) Your ICP in Vidu
Now you need to tell Vidu what a great account looks like for you. This is where most people get lazy, then blame the tool later.
- Firmographics: Size, industry, geography, funding. Be specific—“tech companies in North America with 200-1000 employees” beats “software companies.”
- Technographics: What tools do your best customers use? If you sell to HubSpot users, filter for that.
- Intent signals: If you have access, layer in intent (like companies researching your category). Just remember, intent data is only as good as the source.
Honest take: Don’t overfilter. If you get too granular, you’ll end up with a tiny list and miss out on solid accounts. Start broad, then narrow.
4. Build and Segment Your Target Account List
This is where Vidu earns its keep. Use the filters you set to build your initial account universe. But don’t stop there.
- Segment by priority: Vidu lets you tag or tier accounts (e.g., Tier 1, 2, 3). Base this on fit, potential value, or engagement signals.
- Assign owners: If you’re running an account-based model, assign reps early. Fuzzy ownership leads to dropped balls.
- Bulk edit and export: Once you’ve got your list, export it to your CRM or outreach platform. Don’t make your reps hunt for data.
What works: Collaborating with sales on this step. Marketers picking accounts alone is asking for friction.
What doesn’t: Relying on just one source of truth. Cross-check your list with sales’ “gut feel” and existing customers.
5. Score and Prioritize Accounts (Don’t Overthink It)
Vidu can score accounts based on your criteria, but don’t get lost in the weeds. A simple system is usually best:
- Score by fit and intent: Give points for company size, industry, tech stack, etc. Add bonus points for strong intent signals.
- Keep it simple: If your scoring model needs a PhD to understand, you’ll never update it.
- Review regularly: As you learn, tweak your scoring. Don’t set it and forget it.
Pro tip: Don’t chase “hot” accounts just because Vidu says so. Combine what the tool tells you with what your sales team is hearing.
6. Sync Your List Back to Sales and Marketing Tools
You’ve built your target list—now make sure it gets used.
- Push to your CRM: Vidu integrates with Salesforce, HubSpot, etc. Make sure data matches so there’s no confusion.
- Set up alerts: If Vidu lets you, get notified when accounts show new buying signals or change key fields (like funding).
- Share with the team: Don’t just email a spreadsheet—use whatever workflow your team actually checks.
What to ignore: “Automated ABM campaigns” that run without human input. Personalization still matters.
7. Track What’s Working, Adjust What’s Not
Don’t assume your first list is perfect. Use Vidu’s reporting (and your own results) to see which accounts engage, close, or stall.
- Review pipeline by account segment: Are Tier 1 accounts moving faster? Are you getting meetings with your supposed “best fit”?
- Gather sales feedback: If reps say accounts are duds, dig in. Was your data wrong? Did you overfilter?
- Iterate: Trim dead weight, add new accounts, adjust your filters. It’s never one-and-done.
Honest take: Tools help, but actual conversations with buyers are how you get smarter about targeting.
What to Watch Out For
Let’s level with each other on some common traps:
- Data quality is everything. If your sources are stale or messy, Vidu can’t fix that.
- Don’t outsource judgment to the platform. Use Vidu as a starting point, not gospel.
- Don’t get distracted by features you don’t need. Focus on picking better accounts, not fiddling with dashboards.
Keep It Simple, Keep Iterating
Choosing target accounts with Vidu can save you a ton of time and headaches, but only if you stay focused on what matters: a clear ICP, solid data, and regular gut checks with your team. Don’t let the tool (or any tool) overcomplicate things. Start simple, get feedback, and keep tweaking your list as you learn.
You’ll never get it perfect on the first try—and that’s fine. The key is to get started, stay honest about what’s working, and iterate as you go.