Discovery Engine
Find the right accounts faster using signals that actually match your ICP.
Discovery Engine is your signal-intelligence layer - it maps the market, scores accounts, and surfaces in-market opportunities before your competitors even know they exist. Built for revenue teams who need more than lookalike lists.
The Problem with Traditional Account Discovery
Most teams burn cycles chasing lookalikes that never convert. They rely on static lists, outdated firmographics, and surface-level intent signals that tell you someone visited your website - not whether they are actually in-market or a good fit. The result? Wasted outreach, low conversion rates, and reps burning time on dead-end accounts.
- × Static lists go stale in weeks - your ICP evolves but your targeting doesn't
- × Generic intent signals create noise - website visits don't equal buying intent
- × Manual research doesn't scale - reps spend 40% of their time researching instead of selling
- × Missed opportunities - accounts slip through because you don't see the signals
How Discovery Engine Works
Discovery Engine pulls signals from 40+ data sources, scores accounts against your ICP vectors, and routes high-fit, in-market accounts to the right reps-automatically.
Signal Aggregation
We monitor hiring patterns, tech stack changes, funding announcements, contract renewals, awards, M&A activity, and public filings. Every signal is time-stamped and scored for relevance.
ICP Vector Matching
Each account is scored against your ICP dimensions (not just firmographics). We measure engagement history, product-market fit indicators, decision-maker access, and buying committee composition.
In-Market Scoring
Accounts get a composite score: ICP fit + signal strength + timing. High scores trigger automated routing to SDRs with context packets-no manual research required.
CRM Sync & Routing
Scored accounts flow into your CRM with reason codes, signal sources, and recommended next actions. Territory rules apply automatically.
Key Features
40+ Data Sources
Hiring, tech stack, funding, renewals, awards, social signals, public filings
ICP Vector Scoring
Multi-dimensional fit scoring that learns from closed/won deals
Signal Intelligence
Real-time alerts when accounts hit in-market thresholds
Auto-Routing
Territory-aware distribution with context packets for reps
Reason Codes
Transparent scoring-reps see WHY an account is prioritized
MEDDIC Integration
Discovery feeds into qualification frameworks automatically
Measurable Outcomes
Real-World Use Cases
Enterprise SaaS Targeting Fortune 500
Mid-Market B2B Platform
System Integration
Discovery Engine feeds into ICP Engine (for profile refinement), Outreach Engine (for sequencing), and Customer Health Engine (for expansion signals).
MEDDIC Qualification (Built into Discovery)
MEDDIC is a QUALIFICATION framework, not a sales methodology.
We score seven pillars: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, and Competition.
Scoring: Each pillar is rated 0–5. Total possible: 35 points. ONX normalises this to a 0–100 scale.
Output: MEDDIC scores flow directly into the ICP Engine to refine ideal customer signals, account tiering, and targeting precision.
| Pillar | What We Measure | Score (0–5) |
|---|---|---|
| Metrics | Quantifiable business impact the solution delivers | — |
| Economic Buyer | Access to decision-maker with budget authority | — |
| Decision Criteria | Formal requirements and evaluation criteria | — |
| Decision Process | Steps, timeline, and stakeholders in buying journey | — |
| Identify Pain | Severity and urgency of problem being solved | — |
| Champion | Internal advocate actively selling for you | — |
| Competition | Awareness of alternatives and competitive positioning | — |
Note: Live calculator + CRM hooks coming soon.
Compliant by design - GDPR | CCPA | PECR | AI Transparency
Ready to Build This System?
Schedule a consultation to see how Discovery Engine fits into your GTM architecture.
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