PROTOTYPE · throwaway, no data wired
§03

Ideal Customer

Who wins, the profile, proven by what is converting in your CRM.

Fresh · last edit 2h ago
Structured the system uses it (grading, titles, proof). Editable chips. Narrative your judgment. Hover any line to edit.

Who to chase, who to skip. Graded A and B by fit, each with the industries, the people, the proof, and the pain we are hearing.

A · Ideal fitchase these first
Commercial Mortgage Broker (CRE Debt & Structured Finance) A · Ideal fit
Industry
CRE lending × mortgage brokerage × private credit × ＋ add
Examples
Walker & Dunlop × Northmarq × Berkadia × ＋ add suggested from your CRM
Titles
Commercial Mortgage Broker × CRE Capital Markets × Debt & Structured Finance Director × Commercial Loan Originator × MD, Debt Capital Markets × ＋ add
Outcome
Close more CRE financing deals by accessing qualified lender connections and loan/mortgage data via Capitalize's marketplace.
How we grade fit
CRE lending company + CRE-specific title (Commercial Mortgage Broker, CRE Capital Markets, Debt & Structured Finance Director) + A-level seniority. Highest conversion probability when grade A.
Pain · what's breaking
  • •Limited visibility into which lenders will actually close on a deal
  • •Lender re-trading, ghosting, or slow closings damaging client relationships
  • •Manual sourcing of loan maturity and refinancing opportunities
  • •Difficulty matching deals to the right capital sources
⚡ Signals we watch · when to strike
  • •Upcoming loan maturity events in their book
  • •Recent CRE listing or acquisition requiring financing within 30-60 days
  • •New VP/Director CRE Lending or Capital Markets hire in last 90 days
  • •Public complaints about current lender performance
  • •Strategic hiring spike signaling growing deal capacity
  • •Attending CREFC, NMHC, or similar CRE finance conferences
B · Strong fitworth the dial
CRE Investment Sales Broker B · Strong fit ↗ Growing
Industry
CRE brokerage ×＋ add
Examples
CBRE ×Cushman & Wakefield ×Marcus & Millichap ×＋ add
Titles
Investment Sales Broker ×Capital Markets Broker ×MD, Investment Sales ×＋ add

Note: the old global "Target roles (29)" list is gone. Titles now live per segment (the Titles chip row above), so each ICP carries its own roles, the reply agent qualifies against the right set, and there is no second representation to keep in sync.