Building Postura a sourcing engine for a buyer that doesn’t appear on any list

The company

Postura Ergonomics works with large industrial manufacturers on workplace ergonomics.

They knew how to sell. What they did not have was a reliable way to reach the right person, repeatedly, across verticals.

The situation

Three things made the target hard to hit.

The role is ambiguous. HSE responsibility sits under different titles in different companies, and several adjacent roles look correct from the outside without being the decision-maker.

The entity is ambiguous. A multinational manufacturer has a global HQ and a set of regional plants. The person who matters is at the Italian plant. The person a standard list returns is at the HQ.

The target moves. Plants hire and restructure continuously. Any list built manually starts decaying the day it is finished.

They had a broad brief and a moving target. What they needed was someone who could define the correct contact precisely, and then produce it again and again.

The definition came before the data

We did not start by pulling a list. That is the mistake that makes every subsequent step unverifiable.

We started by writing down exactly what a correct contact looks like, before touching any data. Three conditions had to hold on every record.

Right role — HSE Manager, HSE Director, Group Ergonomics, plus the Italian-specific roles that carry the same responsibility locally: RSPP, ASPP, Tempi e Metodi. HSE roles form the majority, supporting roles capped at 10 to 20% of the list.

Right entity — the regional Italian plant, not the global headquarters. Stellantis Italy, not Stellantis NV.

Right freshness — every contact verified, Italian phone numbers prioritized, delivered in batches so the list can be refreshed before it decays.

Writing that spec is the step that makes the rest of the work auditable. Without it, “the right contact” is an opinion and every disagreement about list quality happens after delivery.

The engine

Built on Claude Code and Deepline, with Clay for volume and ZeroBounce for verification.

Deepline is what turns a validated pathway into a workflow that runs the same way every time. That is the difference between a delivered list and a delivered capability.

The ordering is what makes it work. We sourced the HSE people in Italy first, then filtered by whether their company fit the profile. Contact-first, not company-first.

Most sourcing runs the other way: build a company list, then hunt for the person inside each one. That approach fails here because the companies that fit are not the constraint. The people are rare, and searching for a rare person inside a fixed company list means most of the list returns nothing.

Inverting the order is also what makes the process re-runnable in batches rather than as one large project.

The results

307 verified HSE contacts across 157 target accounts, in 4 manufacturing verticals, all with confirmed Italian plant presence.

Every contact verified. Every role checked against the spec. Italian phone numbers prioritized, because the SDR team works the phone.

What happens when the list goes stale

That used to be the whole problem. A list decays the moment plants hire and restructure.

Now the answer is to re-run the batch. Same engine, fresh contacts.

And the next move costs almost nothing. Same engine pointed at the next vertical, or the next country: Germany, Spain, France, the UK. Each new market is a re-run of a proven process rather than a project starting from zero.

That is the actual deliverable. The 307 contacts were the first output, not the product.

Who this is for

Companies whose buyer is defined by role rather than by firmographics.

Where the person who signs is buried inside a large organization, appears under inconsistent titles, and does not show up on any standard list. Where you have paid for lists before and found out after the campaign that half of them were the wrong person.

If finding the right contacts is a recurring scramble, it does not have to be.