01
ICP and market framing
Define the customer profile, buying trigger, stakeholder map, and pain points before any outreach starts.
/bd
Business Development
Turn AI-assisted research into a repeatable go-to-market motion.
Overview
What this track proves.
BD
This track is for people who want to understand customers, markets, and revenue. You will learn how to research accounts, define an ICP, qualify opportunities, and use AI to write sharper outreach without sounding automated.
Pace
5-8 hrs/week
Capstone
Prospecting portfolio plus GTM experiment plan.
Review
Async feedback on ICP, outreach, and capstone handoff.
Good fit
This is for you if...
Use this section as a practical gut check before you apply.
You like talking to people and figuring out what they actually need.
You are curious about sales, partnerships, growth, or founder-led GTM.
You want a concrete workflow you can show, not just a list of leads.
Outcomes
What you can leave with.
The goal is proof of work, not passive course completion.
Build an account research workflow with clear qualification criteria.
Create a lead list with enrichment, prioritization, and outreach angles.
Write a short GTM memo explaining who to contact, why now, and what to say.
Submit an outreach sequence that is specific, ethical, and measurable.
Curriculum
The work, in order.
02
AI-assisted account research
Use AI to summarize company context, extract signals, compare accounts, and turn research into a usable brief.
03
Personalized outreach
Draft messages that connect a real signal to a real problem, then edit for clarity, tone, and proof.
04
Pipeline judgment
Score fit, urgency, and next action so your work can be handed to a sales or founder team.
Capstone examples
The artifact can take a few shapes.
A 25-account prospecting portfolio with ICP score, trigger, stakeholder, and first-message angle.
A repeatable AI prompt/workflow library for account research and personalization.
A short GTM experiment plan with success metrics and recommended next steps.
Builder signal
What Builder-level work looks like.
Builder means you can show a workflow that combines lead enrichment, ICP scoring, and personalized outreach with measurable lift or clear review criteria.
ChatGPT or ClaudeLinkedInGoogle SheetsCRM-style pipeline boardCompany websites and public filings