This walks through the plan sent on October 20, built from what Ashtar told us on our two calls. Every part is here in the order of that plan. Today we settle how it starts.
For Ashtar Naqvi, Nick Alford, Shanadi Liyanage and Bridget Garner · November 3, 2026 · Working draft for discussion
...follow up better, provide quicker quotes, and ... just reduce the need for myself...
Ashtar, on why Bridget is moving into saleswe're not the cheapest lab, but we are the quality lab.
Ashtar, on who Accugen is forThe price shoppers "want more. They want to pay less."
I will be looking to you guys to actually make it a success rather than you just throwing it at us.
Ashtar, on bandwidth"we don't have the bandwidth to do ... a lot of extra stuff."
Ten times as many customers at the top of your range today.
The question this plan answers
how would you do that for a company like mine though? ... What are you going to throw at them?
| Group | US firms | With 20 or more staff |
|---|---|---|
| Cosmetics and personal care manufacturers | about 1,100 | about 320 |
| Pharmaceutical manufacturers | about 2,300 | about 940 |
| Medical and dental device manufacturers | about 3,200 | not split |
| Disinfectant, sanitizer and cleaning product makers | about 1,200 | not split |
| Mapped so far | about 7,800 | |
| Textiles, fabrics and commercial laundries | Sized in week one. You called them "a big chunk of our business as well." | |
The two most likely to choose an outside lab. Depending on the group, the VP or Director of Quality Assurance, the Microbiology or QC Microbiology Manager, the Validation Engineer, the R&D or Product Development Director, or Regulatory Affairs. At most about 15,600 people.
Your groups overlap, so every company is checked by what it actually makes before it goes into one. Work email, plus phone and LinkedIn where they exist, all checked. The file is Accugen's from the start.
We ran the same company check in outreach to commercial and omnichannel leaders at pharma companies for Lynx Analytics.
Firm counts from US Census counts, banded, as on the buyer map Matt shared on October 20 (accugen-buyer-map.enquirerconsulting.com). Device and disinfectant makers are not split by staff size. The people count is two per firm across about 7,800 firms, an upper bound.
A new cosmetic formula usually needs preservative challenge testing before launch. A new device, a design change or a reprocessing claim needs validation data. Pharma lot release can't wait, and stability programs run for years. Disinfectant makers need efficacy data for a registration, a new claim or a reformulation.
Claim support for one product at launch. Or Accugen as the second lab for routine release work. Or a validation study plan for one reusable device.
In your words, "we're not the cheapest lab, but we are the quality lab." The page says so plainly, so a price shopper doesn't book. FDA Registered & ISO 17025 Accredited.
The yes goes straight to a call with the sales manager, with the whole thread in front of him.
You said it "might not be so dynamic," and most of it isn't. The testing moments, the offers and every claim are written once per group and approved once by Ashtar and Shanadi. Each page adds the company's name, what they make and the approved offer that fits.
A page only names tests Accugen lists. Nobody has to check each page by hand, because every line on it was signed off before the first send.
it all feels fake or like lies at first
Ashtar, on cold email, and the ones that open with "I have these contacts ... Do you want them?" That is the email we don't send.
You called it "mostly a database of people," with email the better way in. So it helps pick the right person at each firm, and for the best few hundred accounts a short note goes out from Ashtar's or Nick's profile beside the email.
On our own cold email, October 6 to 15, 2026, we have achieved nearly 150,000 emails sent, 86 interested replies and 17 calls booked.
That is us selling our own service into a crowded inbox. It is what we have achieved, not a forecast for Accugen.
I wouldn't be on this call if somebody hadn't called me again.
Ashtar, October 20Bridget or Nick take the warm calls with the context on screen. Or a setter is placed and trained for Accugen, which keeps Nick and Bridget on booked calls and quotes. That choice is one of today's decisions.
No new CRM to learn. HubSpot Pro stays on Accugen's own license, and every reply, call, meeting, note and stage change lands on the right contact and company by itself.
You asked whether a lead that doesn't come through LinkedIn still shows up. Website and paid search inquiries get their own panel, and the pipeline splits by source, so you see what came from inbound, email and LinkedIn.
Accugen names the first five manual jobs to take off the team, and quote follow-up looks like the first. From month three, open quotes sit in front of Nick and Bridget each morning.
For a US machinery distributor we built a morning priority list for every rep, drawn from the CRM and open quotes.
| Who | Their part |
|---|---|
| Ashtar | Signs off the claims with Shanadi. A short note goes out from his LinkedIn profile to the best few hundred accounts, and our team handles the replies. |
| Nick | Takes the booked calls with the whole thread in front of him. The same short note goes out from his profile. By the end of month four he runs the whole system himself. |
| Bridget | If she takes the warm calls, she makes them with the context on screen. Her quoting know-how shapes the pages and the quote follow-up. |
| Shanadi | Approves the claims and the accreditation wording for each group once, before anything goes out. |
| Our team | Everything else, from the market file and the domains to the pages, every send, every reply and the HubSpot connection, every day for four months. |
You put the team's capacity at "four a day. So 20 a week," and called it plenty. The aim is the right meetings, with manufacturers who want a quality lab, vetted before they reach Nick.
You said you want "a continuity plan and to not necessarily part ways as well." If you want us to keep running it after month four, that is scoped to what you want kept and agreed before handover.
An early November start puts handover in early March. The customer list match is one we already run for a US machinery distributor, a match against the quote log to keep existing customers out of cold outreach.
All nine parts. The market file, email and LinkedIn, the page, warm-call alerts, HubSpot, the app, quote follow-up, training and handover at the end of month four.
Accugen owns the campaigns, pages, playbook and app as well.
Parts 1 to 6. The market file, email, LinkedIn notes from Ashtar's and Nick's profiles, the page, warm-call alerts and every reply in HubSpot.
The app, the AI drafting and reports and the quote automations go on top once it has proven itself. That is the staircase we talked about.
Either way, stop after any month and keep everything built up to then.
A separate choice from both. A setter is placed and trained for Accugen to make the warm calls, so Nick and Bridget stay on booked calls and quotes.
| # | To settle today |
|---|---|
| 1 | The full system or the start |
| 2 | Who takes the warm calls, Bridget, Nick or a setter |
| 3 | Who signs, and the start date |
A 15-minute kickoff call this week. Domains are bought the same week, they warm for 17 days, and the first emails go out about day 18.