# Verixa · India ICP Profiles + Enrichment Playbook v1.0

**Version:** v1.0 · 21 June 2026
**Use:** Source + enrich India design-partner candidates beyond the curated 30-account list
**Owner:** Vimal · `vimalv@verixa.ai`

---

## Why ICP profiles · not "anyone in pharma"

The 30-account target list is the **starting universe**. To sustain founder-led outreach beyond the first 30 attempts, you need a repeatable engine for **sourcing the next 60 accounts** without losing fit-quality.

5 ICPs below define the **buyable design-partner universe for Lane A India** with:
- Quantitative attributes (headcount · revenue · geography)
- Vertical sub-segments
- Regulatory exposure signals
- Tech-stack signals indicating "no mature eQMS"
- Named buyer personas (titles to target)
- LinkedIn search queries (Free + Sales Navigator)
- Apollo filter combinations
- Industry signal sources (conferences · trade associations · regulatory inspection databases)
- Disqualifiers per ICP
- Sample 5-10 named accounts per ICP

---

## ICP overview · 5 buyable universes for Lane A India

| ICP | Vertical | Size band | Geographic cluster | Phase 0 likelihood | Expected universe size (India) |
|---|---|---|---|---|---|
| **ICP-1** | Cell-gene / ATMP biotech | 50–250 emp | Bengaluru · Hyderabad · Mumbai | **HIGH** | ~15–25 companies |
| **ICP-2** | Specialty CDMO (sterile · oncology · injectable) | 200–1000 emp | Hyderabad · Mumbai · Vadodara · Chennai · Goa | **HIGH** | ~30–50 companies |
| **ICP-3** | API + formulation export-facing | 200–500 emp | Hyderabad · Vizag · Vadodara · Gujarat · Maharashtra | **MEDIUM-HIGH** | ~60–100 companies |
| **ICP-4** | Clinical-stage biotech (pre-commercial · GMP-acute) | <200 emp | Bengaluru · Mumbai · NCR | **MEDIUM-HIGH** | ~20–35 companies |
| **ICP-5** | Regulated CRO / CMO with GMP exposure | 200–2000 emp | Bengaluru · Hyderabad · Pune | **MEDIUM** | ~15–30 companies |
| **Total addressable India design-partner universe** | | | | | **~140–240 companies** |

---

## ICP-1 · Cell-gene / ATMP Biotech

### Definition
Indian biotech companies developing or manufacturing advanced therapy medicinal products (ATMP) — including CAR-T, autologous / allogeneic cell therapy, gene therapy, stem-cell therapy, regenerative medicine.

### Quantitative attributes
- **Headcount:** 50–250 employees (small enough to lack mature eQMS · large enough for active GMP)
- **Revenue:** Pre-commercial OR early commercial (<$50M)
- **Funding stage:** Series B / C · pre-IPO
- **Founded:** 2015–2023 (modern enough to use AI · old enough for GMP burden)

### Geographic concentration
| City | Why |
|---|---|
| **Bengaluru** | Biocluster · BIRAC ecosystem · academic spin-outs |
| **Hyderabad** | Genome Valley · CDSCO-adjacent · biotech park |
| **Mumbai** | IIT Bombay spin-outs · institutional investor presence |

### Regulatory exposure signals (high-fit)
- CDSCO Cell & Gene Therapy registration
- DCGI manufacturing license for ATMP
- US BARDA / NIH grants (export-facing)
- Recent IND filing in India · Australia · EU
- Phase 1/2 clinical trials in autologous / allogeneic CAR-T

### Tech-stack signals (indicating "no mature eQMS")
- No published case study with Veeva / MasterControl / TrackWise / Caliber / AmpleLogic
- LinkedIn search: company employees with title "Quality Specialist" / "QA Manager" — small team, indicating lean QA
- Job postings mentioning "deviations" / "CAPA" / "investigation" suggesting active workflow burden
- Career page doesn't mention "eQMS administrator" / "Veeva configuration"

### Buyer personas (titles to target)
1. **CEO / Founder** — small enough for founder-to-founder
2. **Head of Quality / VP Quality** — primary buyer
3. **Head of Manufacturing / VP Manufacturing** — secondary buyer (CDMO-adjacent if outsourced)
4. **Head of RA / Head of Regulatory** — RA wedge

### LinkedIn search queries

**LinkedIn Free (use Patent Chrome · `vimalv@verixa.ai`):**
```
"cell therapy" OR "gene therapy" OR ATMP OR CAR-T OR "regenerative medicine"
+ Industry: Biotechnology · Pharmaceuticals
+ Location: India
+ Connections: 2nd + 3rd
```
Then refine by title:
```
("Head of Quality" OR "VP Quality" OR "Quality Assurance Head" OR CEO OR Founder)
```

**Sales Nav (if/when purchased):**
- Geography: India
- Industry: Biotechnology
- Company headcount: 50–250
- Company growth: positive 12-mo
- Keywords: "ATMP" OR "cell therapy" OR "gene therapy" OR "CAR-T"
- Seniority: VP+ OR Head OR Director

**Apollo filter combo:**
- Country: India
- Industry: Biotechnology
- Employees: 50–250
- Title keywords: Quality · QA · CEO · Founder · Manufacturing
- Email confidence: ≥75%

### Industry signal sources
- ABLE (Association of Biotechnology Led Enterprises) member list
- BIRAC-funded startup directory
- BIBCOL portfolio
- CDSCO ATMP licensee list
- ISCT India members
- IIT Bombay BioE / BSBE incubator alumni
- NCBS / inStem alumni

### Disqualifiers (for THIS ICP)
- Pure research / discovery stage (no GMP manufacturing yet)
- Larger commercial-stage biotech with mature eQMS (route to Lane B opportunistic)
- Companies whose ATMP work is outsourced to a CDMO (target the CDMO instead under ICP-2)

### Sample 5–10 named accounts (in addition to existing 30-list)

Already in 30-list:
- Immuneel Therapeutics (Bengaluru)
- Stempeutics Research (Bengaluru)
- ImmunoACT (Mumbai)

**Additional to add via enrichment (verify before targeting):**
- Ace Cellgen Therapeutics (Bengaluru)
- Pulse Bio (Pune)
- Genebiotech (Hyderabad)
- Reliance Life Sciences ATMP (Mumbai)
- Bharat Biotech vaccine cell line ops (Hyderabad)
- Curai Biotech (Bengaluru)
- Aurigene Cell Therapy (sub-division of Aurigene Pharma Services)

### Enrichment fields needed
- Verified email (Apollo enrich)
- Direct LinkedIn URL
- Tenure at current company (>1 year = decision authority)
- Recent posts mentioning GMP / inspection / quality / CAPA (intent signal)
- Published company headcount + funding stage
- Recent regulatory filings (DCGI / CDSCO / FDA)

---

## ICP-2 · Specialty CDMO (Sterile · Oncology · Injectable)

### Definition
Indian contract development and manufacturing organizations focused on specialty drug categories — sterile injectables, oncology, biologics injectables, hormone replacement, controlled-substance, or specialty derm. Multi-site or multi-product complexity.

### Quantitative attributes
- **Headcount:** 200–1000 employees
- **Revenue:** $20M–$200M
- **Site count:** 2+ manufacturing facilities OR 1 facility with multi-line complexity
- **Founded:** Any (but post-2010 modernization more likely)

### Geographic concentration
| City | Why |
|---|---|
| **Hyderabad** | API + injectable specialty cluster |
| **Mumbai** | Specialty derm + injectable + multi-vertical |
| **Vadodara / Gujarat** | Sterile injectable + parenteral concentration |
| **Chennai** | Oncology specialty + biologics |
| **Goa** | Multi-product specialty pharma |

### Regulatory exposure signals
- USFDA EIR (Establishment Inspection Report) within last 5 years
- USFDA 483 observations within last 3 years (active remediation = pain signal · NOT a do-not-target)
- EU GMP certification with recent renewals
- WHO Pre-Qualification
- Schedule M revised compliance (India CDSCO)
- TGA · ANVISA · COFEPRIS recent inspections (export-facing)

### Tech-stack signals
- Public LinkedIn employee count for "Quality Assurance" function (lean = good · 5-15 FTE for 200-500 emp company)
- Hiring patterns: "QA Engineer" / "CSV Specialist" suggesting active validation effort
- Recent press releases on capacity expansion (= QA scaling burden)

### Buyer personas
1. **Head of Quality / VP QA** — primary buyer
2. **Plant Head / Site Head** — multi-site oversight wedge
3. **VP Operations / VP Manufacturing** — operational burden
4. **Head of RA** — export market regulatory burden
5. **CEO / MD** — strategic decision-maker for paid sprint

### LinkedIn search queries

**LinkedIn Free:**
```
"sterile injectable" OR "oncology" OR "specialty CDMO" OR "contract manufacturing"
+ Industry: Pharmaceutical Manufacturing
+ Location: India
+ Headcount: 200-1000 (use "company size" filter)
```

**Sales Nav:**
- Geography: India
- Industry: Pharmaceutical Manufacturing
- Company headcount: 200–1000
- Keywords: "CDMO" OR "contract manufacturing" OR "sterile" OR "oncology" OR "injectable"
- Recent inspection / USFDA / EU GMP mentions

**Apollo filter combo:**
- Country: India
- Industry: Pharmaceutical Manufacturing OR Biotechnology
- Employees: 200–1000
- Title: VP Quality · Head Quality · Plant Head · Site Head
- Recent news: USFDA inspection · capacity expansion

### Industry signal sources
- IPA (Indian Pharmaceutical Alliance) member list
- IDMA (Indian Drug Manufacturers Association)
- BulkDrug Manufacturers Association
- FOPE (Federation of Pharmaceutical Entrepreneurs)
- ISPE India chapter members
- USFDA Inspections Database (public · search India + last 3 years)
- WHO PQ list

### Disqualifiers
- Pure generic / commodity manufacturer with no specialty (low margin · low willingness-to-pay)
- Already running validated Veeva / TrackWise (route to Lane B opportunistic only)
- Sub-50 employee CDMO (too small for paid sprint at this stage)

### Sample additional accounts to enrich

Already in 30-list: Aurigene · Lambda Therapeutic Research · Inventia · Encube · Sun · Biocon · Strides · Natco · Aurobindo · Wockhardt · Optimus · Aspiro · BDL Beta Drugs · Bharat Parenterals

**Additional to enrich + verify:**
- Hetero Drugs (Hyderabad · controlled segment)
- Granules India (Hyderabad · specialty)
- Glenmark Specialty (Mumbai · derm)
- Torrent Pharma (Ahmedabad · specialty)
- Zydus Lifesciences (Ahmedabad · specialty)
- Suven Pharma (Hyderabad · specialty CDMO)
- Divi's Laboratories (Hyderabad · API + specialty)
- Piramal Pharma Solutions (Mumbai · specialty CDMO)
- Jubilant Pharmova (NCR · sterile injectable)
- Caplin Steriles (Chennai · sterile injectable)

---

## ICP-3 · API + Formulation Export-Facing

### Definition
Indian companies manufacturing active pharmaceutical ingredients (Q7 framework) AND/OR finished formulations primarily for export to regulated markets (US · EU · Japan · Brazil · Australia · Canada).

### Quantitative attributes
- **Headcount:** 200–500 employees
- **Revenue:** $10M–$80M
- **Export %:** ≥50% of revenue from regulated-market exports
- **Site count:** 1–3 manufacturing facilities

### Geographic concentration
- **Hyderabad / Telangana** (API capital · Genome Valley)
- **Visakhapatnam / Andhra Pradesh** (API + intermediates)
- **Gujarat** (Vadodara · Ahmedabad · Vapi · API + formulation)
- **Maharashtra** (Mumbai · Pune · multi-vertical)

### Regulatory exposure signals
- USFDA DMF filings (active list · public)
- USFDA CDER / OCD inspection history
- EDQM CEPs (Certificates of Suitability)
- Schedule M revised compliance pressure
- WHO PQ for finished formulation
- USFDA Warning Letters within last 5 years (= remediation = high willingness-to-pay)

### Tech-stack signals
- No published Veeva / TrackWise / MasterControl case study
- LinkedIn QA team size relative to employee count (lean signal)
- Hiring "Validation Engineer" / "CSV Specialist" suggesting active validation gap

### Buyer personas
1. Head of Quality / VP QA
2. Director QA · Head Site QA
3. Plant Head / Site Head
4. VP RA · Head Regulatory (export RA burden is huge)
5. MD / CEO for smaller specialty companies

### LinkedIn search queries

**LinkedIn Free:**
```
"USFDA" OR "EU GMP" OR "EDQM" OR "export quality" OR "regulated markets"
+ Industry: Pharmaceutical Manufacturing
+ Location: India · Hyderabad · Vadodara · Vizag
```

**Apollo filter combo:**
- Country: India
- Industry: Pharmaceutical Manufacturing
- Employees: 200–500
- Keywords: "API" OR "active pharmaceutical ingredient" OR "formulation export"
- Recent news: USFDA inspection · Warning Letter · capacity expansion

### Industry signal sources
- USFDA Drug Master File (DMF) database (public · search India)
- USFDA Warning Letter database
- EDQM CEP list
- WHO Pre-Qualification list
- ICDRA conference attendees
- IPA + IDMA + BulkDrug

### Disqualifiers
- Domestic-only generic manufacturer (no audit pressure · no fit)
- Recent USFDA Import Alert without active remediation (focused on remediation not new tooling)

### Sample additional accounts
Already in 30-list: Sun · Biocon · Aurobindo · Natco · Optimus · Wockhardt · Strides · Shilpa · Sterling Biotech

**Additional:**
- Cipla Specialty (Mumbai · respiratory + oncology)
- Lupin Limited (Mumbai · specialty)
- Dr. Reddy's Specialty (Hyderabad)
- Ipca Laboratories (Mumbai · specialty)
- Cadila Healthcare / Zydus (Ahmedabad)
- Glenmark Specialty (Mumbai)
- Alembic Pharmaceuticals (Vadodara)
- Hetero Drugs API division (Hyderabad)

---

## ICP-4 · Clinical-Stage Biotech (Pre-Commercial · GMP-Acute)

### Definition
Indian biotech companies with active clinical trials (Phase 1/2/3) running their own GMP manufacturing for clinical supply OR working with CDMOs but owning QMS oversight.

### Quantitative attributes
- **Headcount:** <200 employees
- **Revenue:** Pre-commercial (no commercial product)
- **Funding:** Series A/B/C · India biotech VC-backed OR institutional (BIRAC / DBT)
- **Active trials:** at least 1 Phase 1 or 2 trial registered (CTRI · ClinicalTrials.gov)

### Geographic concentration
- Bengaluru (biocluster)
- Mumbai (IIT Bombay spin-outs)
- NCR (clinical research concentration)
- Hyderabad (biotech park)

### Regulatory exposure signals
- DCGI Clinical Trial license
- CTRI registration (India)
- ClinicalTrials.gov listing
- Recent IND submission (India / US / EU)
- ICH GCP compliance

### Tech-stack signals
- Small QA team (1–5 FTE)
- No mature eQMS deployment
- Use of clinical CRO / contract manufacturing partners
- Active investigational product manufacturing

### Buyer personas
1. **CEO / Founder** — primary (small org · founder-to-founder)
2. **Head of Quality / VP Quality** — primary buyer if exists
3. **Head of CMC / Manufacturing Head**
4. **Head of RA (clinical regulatory)**

### LinkedIn search queries

**LinkedIn Free:**
```
"clinical stage" OR "Phase 1" OR "Phase 2" OR "IND" OR "investigational product" OR "GMP for clinical supply"
+ Industry: Biotechnology · Pharmaceuticals
+ Location: India
+ Company size: 11–200
```

**Apollo filter combo:**
- Country: India
- Industry: Biotechnology
- Employees: 11–200
- Funding stage: Series A/B/C/Seed
- Keywords: "clinical-stage" OR "Phase 1" OR "Phase 2" OR "IND"

### Industry signal sources
- DCGI Clinical Trial license register
- CTRI database
- BIRAC portfolio
- ABLE biotech member list
- DBT-funded biotech directory
- IBC (Indian Biotech Conclave) speaker list

### Disqualifiers
- Pure discovery-stage (no clinical, no GMP)
- Outsourced manufacturing AND QMS oversight handled by CDMO (target the CDMO under ICP-2 instead)

### Sample additional accounts
Already in 30-list: Immuneel · Stempeutics · ImmunoACT · Cennet Biopharma

**Additional:**
- Mynvax (Bengaluru · vaccine)
- Bugworks Research (Bengaluru · antibiotics)
- Indegene-funded biotechs
- Curai Health (Bengaluru)
- Nivocyte (Mumbai)
- Bharat Biotech vaccine clinical-stage division
- Mitra Biotech (Bengaluru)
- Cellworks Group (Bengaluru)
- Theramyt Novobiologics (Hyderabad)

---

## ICP-5 · Regulated CRO / CMO with GMP Exposure

### Definition
Indian contract research organizations (CRO) or contract manufacturing organizations (CMO) whose service offering includes GMP analytical, bioanalytical, GMP supply, or clinical trial manufacturing — and who carry their own GMP QMS burden separate from their client's QMS.

### Quantitative attributes
- **Headcount:** 200–2000 employees
- **Revenue:** $15M–$300M
- **Service mix:** Combined CRO + CMO OR pure CMO with regulated supply OR pure GMP analytical

### Geographic concentration
- Bengaluru (CDMO biologics)
- Hyderabad (CDMO API + finished)
- Pune (clinical CRO)
- Chennai (analytical CRO)

### Regulatory exposure signals
- USFDA inspections of client manufacturing (CMO-side audits)
- EU GMP certification (CMO supply)
- WHO PQ for client products (CMO supply)
- ICH GCP compliance (CRO clinical)
- GLP-GMP combined operations

### Buyer personas
1. **VP Quality / Head Quality** — CMO-side
2. **Director QA · Operations Quality Head**
3. **VP RA / Head Regulatory**
4. **CEO / MD** for smaller CROs

### LinkedIn search queries

**LinkedIn Free:**
```
"CDMO" OR "CRO" OR "contract development" OR "contract manufacturing" OR "clinical trial supply"
+ Industry: Pharmaceutical Manufacturing · Biotechnology
+ Location: India
```

**Apollo filter combo:**
- Country: India
- Industry: Pharmaceutical Manufacturing OR Biotechnology OR Research
- Employees: 200–2000
- Keywords: "CDMO" OR "CRO" OR "contract" OR "outsourced"

### Industry signal sources
- BIRAC CDMO directory
- CDMO Live India conference attendees
- IPA member CDMOs
- ABLE CRO members

### Disqualifiers
- Pure non-GMP analytical (ICP-out)
- IT services / staffing CROs (not regulated)

### Sample additional accounts
Already in 30-list: Aurigene · Lambda Therapeutic Research · Syngene · Bioplus

**Additional:**
- Veeda Clinical Research (Ahmedabad)
- Sai Life Sciences (Hyderabad)
- Suven Pharma CDMO division
- Anthem Biosciences (Bengaluru)
- Bharat Biotech CMO division
- Reliance Life Sciences CDMO
- Indegene (Bengaluru)
- Eurofins Advinus (Bengaluru)
- Veeda Clinical Research
- Vimta Labs (Hyderabad)

---

## Enrichment workflow · how to source + enrich beyond the 30-list

### Step 1 · Pick the ICP

Decide which of the 5 ICPs to source from this week. Recommended starting rotation:
- Week 1: ICP-1 (Cell-gene biotech) — highest fit · smallest pool
- Week 2: ICP-2 (Specialty CDMO) — largest pool · highest commercial value
- Week 3: ICP-4 (Clinical-stage biotech) — high fit · founder-to-founder
- Week 4: ICP-3 (API + formulation export) — pool diversity · operational buyers
- Week 5: ICP-5 (CRO / CMO) — adjacent · later-phase priority

### Step 2 · Source via LinkedIn search

Use the LinkedIn Free queries above (in Patent Chrome · `vimalv@verixa.ai`). Scroll first 100-200 results. Capture:
- Name
- Title
- Company
- Location
- LinkedIn URL
- Estimated company size (visible on profile)
- Search category / ICP tag

Save to a per-ICP CSV with same column schema as existing `Lane1_DP_Outreach_Contacts_2026-06-19.csv`:
```
First Name,Last Name,Full Name,Title,Company,Company Domain,Email (primary verified),LinkedIn URL,City,State,Country,Seniority,Persona Tag,Wedge,Sequence,Lead Source,Status,Owner,Lane,Entity Used,ICP,Notes
```

### Step 3 · Enrich via Apollo

For each LinkedIn-sourced contact:
1. Apollo enrich → get verified business email + company domain confirmation
2. Apollo enrich company → headcount · revenue · funding · technologies used
3. Cross-reference with USFDA Inspection Database for regulatory exposure
4. Score Phase 0 likelihood: HIGH / MEDIUM / LOW based on:
   - ICP fit strength (perfect match → HIGH)
   - Title authority (VP+ → HIGH · Director → MEDIUM · Manager → LOW unless small co)
   - Headcount band (sweet spot per ICP)
   - Tech-stack signals (no mature eQMS = HIGH)
   - Regulatory exposure (recent USFDA inspection = HIGH)
   - Geographic cluster match (in-cluster = MEDIUM-HIGH)

### Step 4 · Add to outreach queue

Append top-scored contacts to `Verixa_India_30_Account_Target_List_v1.0_2026-06-21.csv` (or create a Round-2 CSV: `Verixa_India_Round2_60_Account_Target_List_2026-XX-XX.csv` after 30-list is exhausted).

### Step 5 · Disqualify cleanly

Before sending T1, double-check:
- Not an ex-employer (BMS · Genentech · Alumis · Arcellx)
- Not a domestic-only commodity manufacturer with no audit pressure
- Has a named buyer-level contact (VP / Head / Director)
- Has tech-stack signal indicating no mature eQMS (or accept as Lane B opportunistic)

### Step 6 · Track Apollo + LinkedIn touch limits

- LinkedIn Free personalized invitations: **3 per month**
- LinkedIn Free "send without note" invitations: unlimited but ~10-15% accept
- Apollo enrichment credits: track monthly burn against plan
- Cold emails sent personally by `vimalv@verixa.ai`: ≤8 per day (founder-led discipline)

---

## Enrichment fields needed for every new contact

| Field | Source |
|---|---|
| First Name · Last Name · Full Name | LinkedIn profile |
| Title | LinkedIn profile |
| Company | LinkedIn profile |
| Company Domain | Apollo enrich |
| Email (primary verified) | Apollo enrich · confidence ≥75% |
| LinkedIn URL | LinkedIn profile |
| City · State · Country | LinkedIn profile |
| Seniority | derived (C-Suite · VP · Head · Director · Manager · IC) |
| Persona Tag | Quality / Regulatory / Manufacturing / Executive |
| Wedge | Deviation-CAPA / Regulatory evidence chain / CDMO multi-site / Founder-to-founder |
| Sequence (Track) | A / B / C / D |
| ICP | ICP-1 / ICP-2 / ICP-3 / ICP-4 / ICP-5 |
| Lane | A (default for ICP-1, 4, 5) · A or B (ICP-2, 3 depending on incumbent eQMS check) |
| Entity Used | Navira Quality Systems Pvt Ltd (Lane A India) |
| Phase 0 Likelihood | HIGH / MEDIUM / LOW |
| Tenure at current company | Apollo enrich (>1 yr = decision authority) |
| Recent posts (intent signal) | LinkedIn manual scan · last 90 days · GMP / inspection / CAPA / deviation mentions |
| Recent regulatory exposure | USFDA / EU GMP / CDSCO / EDQM database cross-ref |
| Warm-intro path | Manual research — shared connections · alumni networks · consultants |
| Notes | free text per contact |

---

## Apollo prospecting query templates

### ICP-1 (Cell-gene biotech India)
```
Industry: Biotechnology
Country: India
Employees: 50-250
Keywords: "cell therapy" OR "gene therapy" OR "ATMP" OR "CAR-T"
Title: (Quality OR QA) OR CEO OR Founder OR (Manufacturing AND Head)
Email confidence: 75+
```

### ICP-2 (Specialty CDMO India)
```
Industry: Pharmaceutical Manufacturing
Country: India
Employees: 200-1000
Keywords: "CDMO" OR "contract manufacturing" OR "sterile" OR "injectable" OR "oncology"
Title: VP Quality OR Head Quality OR Plant Head OR Site Head OR VP Operations OR CEO
Email confidence: 75+
```

### ICP-3 (API + formulation export India)
```
Industry: Pharmaceutical Manufacturing
Country: India
Employees: 200-500
Keywords: "API" OR "formulation" OR "USFDA" OR "EU GMP" OR "EDQM"
Title: VP Quality OR Head Quality OR Site Quality Head OR VP RA OR Head Regulatory
Email confidence: 75+
```

### ICP-4 (Clinical-stage biotech India)
```
Industry: Biotechnology
Country: India
Employees: 11-200
Funding stage: Seed/Series A/B/C
Keywords: "clinical-stage" OR "Phase 1" OR "Phase 2" OR "investigational product"
Title: CEO OR Founder OR Head Quality OR Head CMC OR Head Manufacturing OR Head RA
Email confidence: 75+
```

### ICP-5 (CRO / CMO India)
```
Industry: Pharmaceutical Manufacturing OR Biotechnology OR Research Services
Country: India
Employees: 200-2000
Keywords: "CDMO" OR "CRO" OR "contract research" OR "contract manufacturing"
Title: VP Quality OR Head Quality OR Director QA OR Operations Quality Head OR CEO
Email confidence: 75+
```

---

## Weekly enrichment cadence (founder time)

| Day | Activity | Hours |
|---|---|---|
| **Mon** | Select ICP for week · LinkedIn source (15-25 new contacts) | 1.5 |
| **Tue** | Apollo bulk enrich (15-25 contacts) · score + segment | 1.0 |
| **Wed** | USFDA / EU GMP database cross-ref for top 10 · disqualify weak ones | 0.5 |
| **Thu** | Add qualified ones to outreach queue (target +5 per week) · plan warm-intro asks | 0.5 |
| **Fri** | Send 2-3 T1 emails to newly added qualified contacts | 0.5 |
| **Total weekly enrichment investment** | **~4 hrs** |

Over 4 weeks, this adds **+20 qualified contacts** to the active outreach queue, sustaining 30+ active outreach attempts per month without exhausting the universe.

---

## Disqualification rules · universal across all ICPs

Universal disqualifiers (drop regardless of ICP score):
- Ex-employer: BMS · Genentech · Alumis · Arcellx
- Pure research / discovery stage (no GMP)
- Already running validated Veeva / TrackWise / MasterControl in production (route to Lane B opportunistic only · warm inbound only · no cold outreach)
- Stated by contact: "not interested" or "do not contact"
- Bounced email after 2 enrichment attempts
- No buyer-level contact (Manager-only · no VP/Head access)
- Domestic-only · no audit pressure · no inspection history

---

## Companion files

| File | Path |
|---|---|
| Playbook | `Verixa GTM/India_Founder_Outreach/00_Verixa_India_Founder_Outreach_Playbook_v1.0_2026-06-21.md` |
| 30-account target list | `Verixa GTM/India_Founder_Outreach/Verixa_India_30_Account_Target_List_v1.0_2026-06-21.csv` |
| Email sequences (4 tracks × 5 touches) | `Verixa GTM/India_Founder_Outreach/Verixa_India_Email_Sequences_v1.0_2026-06-21.md` |
| CRM tracker | `Verixa GTM/India_Founder_Outreach/Verixa_India_Founder_Outreach_Tracker_v1.0_2026-06-21.md` |
| Buyer deck (T3 attachment) | `Investor/05_DesignPartner_Evidence/_Buyer_Decks/v4.4_Prefinal_2026-06-22_FounderEdit/` |
| One-Pager | `Verixa GTM/FDPS/Verixa_DP_Sprint_OnePager_v2.0_2026-06-19.md` |

---

**Vimal Veereshwarayya, PhD, RAC**
Founder · Verixa (Navira Quality Systems Pvt Ltd)
21 June 2026
