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HomeThe Groundwork

THE GROUNDWORK METHOD

AI does the digging. Humans make the call.

Start with a realistic growth plan. Bring useful Ground Score context. Then connect the right accounts, fieldwork, follow-through and a crew that helps you improve. AI supports the preparation; people own the conversation.

Explore the growth planner

A practical system for local growth

The Groundwork Method starts on solid ground.

A clear sequence for teams that want to plan with care, arrive with useful context, and keep the next conversation visible.

  1. PLAN THE WORK

    Growth Planner

    Start with the goal. Check the capacity.

    Turn your meeting goal into a practical Ground Game Plan. Adjust conversion assumptions and the time your team can actually commit before deciding how much fieldwork to take on.

    • Work backward from meetings to the activity required.
    • Review weekly and monthly activity, then export or share the plan.

    TakeawayA capacity-aware activity plan, not a promise of meetings.

    Build my growth plan
  2. BRING USEFUL CONTEXT

    Ground Score

    Prepare a reason to have the conversation.

    Risk Intelligence Ground Score (RIGS) is a free, no-sign-in domain report that brings domain-level signals and available exact-domain business email and source rows into an understandable brief. Bring a useful observation—not an alarmist pitch.

    • Review email-security and website signals with their evidence gaps and source details.
    • Treat business-email rows as historical evidence, not verified employees or proof of a current compromise.

    TakeawayA practical starting point, not an audit, verified identity, or proof of compromise.

    Explore Ground Score
  3. FOCUS THE TERRITORY

    Core 200

    The right local businesses. Not a bigger spreadsheet.

    Define a focused set of up to 200 businesses your MSP is well suited to serve. Start with your service area, company size and industry fit, then review each account rather than treating a downloaded list as a strategy.

    • Agree on fit criteria and validate business contact information.
    • Prioritize useful context, known timing and a sensible next action.

    TakeawayA focused target-account brief your people can work from.

  4. KEEP THE NEXT STEP VISIBLE

    CRM Follow-Through

    Make the follow-up part of the plan.

    Capture what a person actually told you: priorities, the right contact, provider-review timing when volunteered, and the next agreed action. Use the CRM your team already works in so useful context does not disappear into someone’s notebook.

    • Give each account an owner, a next action and a follow-up date.
    • HubSpot integration is on the roadmap; scope CRM support with our team.

    TakeawayA clear handoff from a first conversation to a relevant follow-up.

  5. TAKE IT INTO THE FIELD

    Fieldwork Routes

    Make every trip more purposeful.

    Group suitable accounts geographically and prepare before you visit. Bring a relevant brief, respect each business’s visiting policies, and make the introduction easy to decline. Make the next visit relevant, not just convenient.

    • Plan manageable visits around your actual travel time and capacity.
    • Log the outcome and only follow up where it makes sense.

    TakeawayA purposeful field plan using the maps and tools you already have.

  6. MAKE IT HUMAN

    The Field Guide

    A useful opening. A genuine question. No pitch slap.

    Prepare a conversation playbook for introductions, phone calls, email, LinkedIn and follow-up. Use it as a starting point—not a script to recite or an automated message blast. Listen, learn and earn the next step.

    • Ask permission, share relevant context and invite a useful discussion.
    • Adapt the conversation to what the person actually needs.

    TakeawayA human-led conversation that leaves room for a real answer.

    Open a Field Guide example
    Opening

    Hi, I’m [name] from [MSP]. We work with [type of business] locally. Is this a good moment for a quick introduction?

    Context

    I prepared a short domain-level brief. Some signals need verification—it isn’t an audit. Would it be useful to review one observation with the right person?

    Follow-up

    You mentioned [priority] and [timing]. Would [next step] be useful? If now isn’t a fit, I’ll respect that.

  1. COMPARE NOTES. KEEP MOVING.

    The Ground Crew

    Good fieldwork gets better with a crew.

    A practical space for MSP teams to compare field notes, work through difficult conversations and choose their next action. Useful feedback and accountability—without another room full of sales theater.

    • Bring one real conversation and one question worth working through.
    • Leave with one practical action to carry into your next field session.

    TakeawayAsk about Ground Crew sessions, format and the right fit for your team.

INDUSTRY CONTEXT / NOT A COMPANY FINDING

Research informs the work. Evidence leads the conversation.

Research-led context for a practical security conversation. Each figure has a clear source and scope.

62%

Breaches involving a human element

Verizon observed a human element in 62% of analyzed breaches. This is a report-wide breach attribute, not a probability for any individual organization.

Verizon 2026 Data Breach Investigations Report · 2026 Verizon's global 2026 DBIR: more than 22,000 confirmed breaches involving organizations in 145 countries; incidents in scope were Nov. 1, 2024–Oct. 31, 2025.
48%

Breaches with ransomware present

Verizon observed a ransomware action somewhere in the attack chain in 48% of analyzed breaches. It describes reported breach cases, not the chance a company will experience ransomware.

Verizon 2026 Data Breach Investigations Report · 2026 All breaches in Verizon's global 2026 DBIR dataset; more than 22,000 confirmed breaches involving organizations in 145 countries, with 2025 as the primary caseload.
$4.99M

Global average cost of a data breach

IBM reported a US$4.99M global average breach cost. It is an average across studied breaches, not a forecast or expected loss for any individual company.

IBM Cost of a Data Breach Report 2026 · 2026 IBM/Ponemon 2026 study of breaches experienced by 602 organizations globally between March 2025 and February 2026; cost is reported in USD.

These are independent, aggregated industry-report observations for context. They are not GroundGameLabs findings, product-performance claims, customer results, or a prediction of any organization's risk or cost.

THE DIVISION OF LABOR

Automate the prep. Not the relationship.

Good sales software should give a person a better starting point—not hand them a sequence and call the work finished.

AI / FIRST PASS

Research and build.

Agents help gather public context, turn a rough brief into a usable starting point, and keep the product work moving.

HUMANS / PRODUCT JUDGMENT

Decide what belongs.

People decide the tradeoffs, the boundaries, and whether an output is useful enough to put in front of a customer.

HUMANS / SALES RELATIONSHIPS

Do the talking.

Trust, context, and a good follow-up remain human work. Better preparation makes room for all three; it does not replace them.

OUR PRIMARY GO-TO-MARKET PARTNER

Channel Pipeline brings the human sales motion.

Channel Pipeline is Ground Game Labs’ primary go-to-market partner. We build the groundwork for better sales preparation; they bring human sales motion and MSP relationships to the field.

Meet Channel Pipeline