> For the complete documentation index, see [llms.txt](https://docs.reo.dev/llms.txt). Markdown versions of documentation pages are available by appending `.md` to page URLs; this page is available as [Markdown](https://docs.reo.dev/playbooks/for-sdrs/find-net-new-opportunities-in-your-territory.md). # Find Net New Opportunities in your Territory * [Introduction](https://docs.reo.dev/playbooks/for-sdrs/find-net-new-opportunities-in-your-territory#introduction) * [Step 1: Build Your Territory Segment](https://docs.reo.dev/playbooks/for-sdrs/find-net-new-opportunities-in-your-territory#step-1-build-your-territory-segment) * [Step 2: Prospect the Net New Opportunities](https://docs.reo.dev/playbooks/for-sdrs/find-net-new-opportunities-in-your-territory#step-2-prospect-the-net-new-opportunities) {% hint style="info" %} Need help at any point? If you need support implementing this playbook end to end, contact your Account Manager or write to us at . {% endhint %} ### Introduction As an SDR, your territory is only as good as your visibility into it. You might have a list of accounts assigned to you, but knowing which ones actually have an active opportunity right now is a different problem entirely. Most of the time, developer evaluation is invisible until it is too late to act on it. Developers could have evaluated and passed your solution, built something in-house, or gone with a competitor’s product. {% hint style="info" %} 35% of Companies showing Purchase Intent were not marked “Opportunity” in the CRM. No one, was targeting them! *Source:* [*Reo.Dev*](http://Reo.Dev) *data across 200 DevTool companies* {% endhint %} This playbook shows you how to use Reo.Dev to surface accounts in your territory where developers are actively evaluating your product, so you can find net new opportunities you would have otherwise missed. *Let's explore this workflow in two simple steps.*
#### **Step 1: Build Your Territory Segment** Navigate to Segments and create a new Advanced segment for Accounts. Name it something like **`{Name} Territory Accounts - Net New Opportunities`** This segment uses **two filter groups.** The first scopes it to your territory and firmographic criteria. The second surfaces only those accounts where meaningful developer engagement is already happening.
**Filter Group 1 (AND operator): Territory and Firmographic Scope** This group defines who qualifies as a relevant account in your territory before any activity signals are considered.
**a) Territory filter:** Add a State (Account) or Country filter and select the states or countries you own. For example, if you cover the West Coast: State (Account) includes any California, Oregon, Washington, Nevada, Arizona. **b) Firmographic filters: (optional but recommended):** Layering in at least one firmographic filter alongside your territory scope helps narrow the list to accounts that actually match your ICP, rather than every account in that region. The tighter this definition is, the more focused your outreach list will be. Depending on how your ICP is defined, you can scope this using filters like Employee Range, Annual Revenue, or Industry, among others available under the Firmographic filter category. Pick whichever filter most closely reflects how your ICP is defined internally. **c) Net new filter (recommended):** To make sure this segment only surfaces accounts that are genuinely unassigned and not already in someone's pipeline, add one more filter to exclude accounts that already have a CRM owner. If your CRM is connected and maintained in Reo.Dev, add: * **Source → CRM Owner → Does Not Include → \[Your Name]** This will exclude any account already assigned to you or to another rep, so what remains is truly net new. If your CRM is not connected, or if CRM ownership data is not reliably maintained, you can achieve the same result using a list. Export your currently assigned accounts as a CSV and upload it as a Custom List in Reo.Dev. Then add: * **Lists (Accounts) → Does Not Include → \[Your Assigned Accounts List]** This filters out your known accounts and leaves only unassigned opportunities in the segment. {% hint style="info" %} ✏️ **Pro tip:** The CRM owner filter is the cleaner, self-maintaining option. If you are on HubSpot or Salesforce and CRM ownership is kept up to date, use that. If not, the uploaded list approach gives you the same result with a manual refresh whenever your account assignments change. {% endhint %} **Filter Group 2 (OR operator): Developer Activity Signals** This group identifies which accounts in your territory have an active opportunity forming right now. Use an **OR** operator so the segment captures accounts matching any one of these three signals.
**1) Dev Funnel includes any Building, Deployed** The [**Dev Funnel**](https://docs.reo.dev/accounts/developer-funnel-stages) is Reo.Dev's AI-powered model that tracks where each account sits in their buying journey based on developer activity across product usage, documentation, GitHub, and more. Building means developers are actively running POCs and testing use cases. Deployed means they have already integrated your product into their environment. Both stages indicate a real evaluation is in progress. **2) Has Activity Surge is YES** Activity Surge means an account's Activity Score has increased by more than 40 points within a 7-day window. It indicates an opportunity — developers have started engaging more intensively. You can read more about the Surge tag and other pre-built tags [here](https://docs.reo.dev/accounts/tags). **3) Active Developer greater than 3 \[or 2]** This surfaces accounts where multiple developers \[eg: more than 3 developers] are actively engaging with your product assets. A single developer exploring is interesting. Four or more in the same account is a coordinated evaluation signal worth acting on. Together, these three filters give you a list of accounts in your territory that match your ICP profile and where meaningful developer engagement is happening right now. **Related playbook for setting up custom purchase intent filters:** [**Track Purchase Intent in Your Target Accounts and Get Real-Time Slack Alerts**](https://docs.reo.dev/playbooks/for-sdrs/track-purchase-intent-in-your-target-accounts-and-get-real-time-slack-alerts) {% hint style="info" %} 💡 **Pro tip:** Want to expand your opportunity surface even further? You can layer in ICP tech stack hiring signals to surface accounts that may be in early buying mode before developers have even started engaging. Accounts hiring for your ICP tech stack are often planning new initiatives where your product becomes relevant. Refer to the [**Find Accounts Actively Hiring for Your ICP Tech Stack**](https://www.reo.dev/playbook/find-accounts-actively-hiring-for-your-icp-tech-stack) playbook to set this up alongside your territory segment. {% endhint %} #### Step 2: Prospect the Net New Opportunities Your segment is now a live, continuously updated list of accounts in your territory that are showing active developer engagement and do not yet have a customer relationship with your company. These are your net new opportunities. 1. Work through the accounts in this segment to prioritize outreach. Sort by date of most recent activity, Activity score, etc. to identify which accounts have the most momentum. 2. Use [**Reo-Copilot**](https://docs.reo.dev/playbooks/for-sdrs/do-account-research-in-seconds-and-warm-up-buyers) to get a summary of the Developer Activity, whether the Account is ready for Sales outreach, understand their Top use case, generate a personalised message to be used for Email / Linkedin outreach, etc. This context is what separates a generic cold outreach from a message that actually lands. 3. From there, find the right buyer contacts to reach out to in those accounts and add them to your email or LinkedIn outreach sequences or do 1:1 outreach. #### **Recommended playbooks to checkout next:** [**Upload Target Accounts & Get Buyer Contacts**](https://docs.reo.dev/playbooks/for-sdrs/upload-target-accounts-and-get-buyer-contacts) Once you have identified accounts with active opportunities, use this playbook to find and pull the buyer contacts at those accounts so you can start your outreach. [**Track Purchase Intent in Your Target Accounts and Get Real-Time Slack Alerts**](https://docs.reo.dev/playbooks/for-sdrs/track-purchase-intent-in-your-target-accounts-and-get-real-time-slack-alerts) Set up automated Slack alerts so that whenever a new account in your territory starts showing evaluation signals, you are notified immediately. This ensures nothing slips through the cracks and you always reach out at the right moment. --- # Agent Instructions This documentation is published with GitBook. GitBook is the documentation platform designed so that both humans and AI agents can read, navigate, and reason over technical content effectively. Learn more at gitbook.com. ## Querying This Documentation If you need additional information that is not directly available in this page, you can query the documentation dynamically by asking a question. Perform an HTTP GET request on the current page URL with the `ask` query parameter, and the optional `goal` query parameter: ``` GET https://docs.reo.dev/playbooks/for-sdrs/find-net-new-opportunities-in-your-territory.md?ask=&goal= ``` `ask` is the immediate question: it should be specific, self-contained, and written in natural language. `goal` is optional and describes the broader end goal you are ultimately trying to accomplish on behalf of the user. GitBook uses it to tailor the answer towards what is most useful for that goal. The response will contain a direct answer to the question and relevant excerpts and sources from the documentation. Use this mechanism when the answer is not explicitly present in the current page, you need clarification or additional context, or you want to retrieve related documentation sections.