Pursuits

Pursuits is the ArcGlass outreach workspace for target accounts. Bring a list of companies: ArcGlass matches each one to an account, finds the two to four right people, verifies their emails, researches the company with sources, and writes a plan and first drafts from what your company has decided to say. Every morning, Today tells you what to do across every account, sized to the time you have. A person reviews and sends every email, and LinkedIn and calls stay yours. When a buyer books a meeting, the account moves to Engage on its own, with everything outreach learned.

Key facts

• What it is: target-account outreach. Each account is worked as a whole, through two to four people, one deliberate step at a time, across email, LinkedIn and phone.
• Built from: your list of companies, what ArcGlass already knows about each account from past meetings and email, source-backed web research, a contact data provider, and the messages your company tracks in Messaging.
• Who it's for: founders who sell, account executives, SDRs, and the sales leaders who run target-account programs.
• A person sends every email. ArcGlass drafts; a person reviews, edits and sends. ArcGlass never sends a LinkedIn message or places a call.
• Bulk preparation, not bulk sending: import 50 accounts at once and touch only the rows ArcGlass couldn't resolve, then work each account step by step.
• A plan per account: about 11 touches over 21 days, at least two days apart, and no more than four to any one person. Fixed rules pick each next step; AI writes the drafts.
• One queue for the day: every step across every account lands in Today, ranked and sized to the number of actions you can do.
• Nothing lost between outreach and the deal: a reply, a booked meeting or a deal going quiet moves the account without anyone updating a record.
• Where: in the console's left navigation, under This is us → Pursuits.

Not a sequencer, and not bulk email

Sequencing tools send templated cadences to long lists. Pursuits does the opposite: a short list of accounts you chose, researched one by one, with each step picked for that account and each email reviewed by a person before it goes. There are no cadence templates, no automatic sends, and no automatic LinkedIn or phone steps.

Pursuits owns the account until the first meeting. After that, the deal lives in Engage.

Questions it answers

• Which accounts should I work today, and what's the next step on each?
• Who are the right people at this company, and why each one?
• What do we know about this account, and where does each fact come from?
• What should this email say, given what our company has decided to say?
• Who replied, who booked a meeting, and who went quiet?
• How many accounts can I carry at once without dropping any?
• Which of our messages earn replies and meetings?

How it works

1. Bring a list. Upload a spreadsheet or paste a list of companies. A company name or a website is enough.
2. Match and check. Each row is matched to an account, and ArcGlass shows what it already knows before anything is spent: existing customers, open deals, earlier outreach, past meetings.
3. Research. Each account is researched from the web, with every claim marked Verified, Inferred or Unknown and linked to its source.
4. Find the people. Two to four people per account, each with a reason they were chosen, and every email address verified.
5. Plan and draft. An objective, a plan of steps across email, LinkedIn and phone, and the first draft, built from your tracked messages.
6. Review and launch. One screen. Fix the few rows that need you, say how many actions a day you can do, and launch. Accounts start in waves.
7. Work the day. Today ranks every step. Start my day walks you through them one card at a time.
8. Follow the answers. A reply, a call outcome or a calendar invite moves the account: answered, paused, handed to Engage, or set to revisit later.

Import: from a spreadsheet to launch

Import turns a list of companies into prepared pursuits. The only rows you touch are the ones ArcGlass couldn't resolve.

Upload. A CSV or Excel file up to 5 MB, or a pasted list, up to 2,000 rows. A company name or a website is the only required column. Contact name, email, title, LinkedIn URL, phone, owner, priority and notes are used when present. Columns are recognized automatically, wide layouts such as "Contact 2 Email" become extra contacts, and rows that repeat a company are grouped into one. ArcGlass asks about a column only when it can't place it.

Match. A website matches its account exactly. A name alone is matched against the accounts you already have, then looked up on the web with a confidence score. An unsure match comes to you with up to three candidates, and never launches on its own.

Check what we already know. Before anything is spent, each account is checked:

Estimate. Before preparing, you see what it will use: company lookups, research runs, people searches and email checks. Nothing is spent until you click Prepare, and research less than 30 days old is reused.

Prepare. Research, people and plans are prepared in the background, a few accounts at a time, and resume after any failure. It takes minutes, and an email and an in-app notice say when it's done. Owners come from the spreadsheet's owner column, else round-robin across people you choose, else you.

Review. One screen, for example: "50 uploaded: 44 ready, 4 need you, 2 already customers."

Rows you haven't fixed wait behind one task in Today, and join the launch once they're fixed.

Launch. You give one number: the actions a day you can do (20 by default). An account averages about half an action a day (11 touches over 21 days), so 20 actions a day carries about 38 accounts at once. ArcGlass starts accounts in waves, so each day stays within your number: for 50 accounts, about 10 a day until 38 are running, with the rest starting as earlier pursuits finish. Before you launch, you see actions per day and the date by which every account will have had its first touch. Waves also raise email volume gradually, which protects your sending domain.

One list, end to end. Each import becomes a Company List, such as "Q4 target accounts", that filters Pursuits, Engage and Accounts. Its funnel then reads from imported to won.

What import keeps. Import never changes a company's type, and it never stores your file, only its name and a fingerprint. The raw row values, and the contact details read from them (names, emails, phone numbers and LinkedIn URLs), are cleared 30 days after the import's last status change once it's launched, completed, cancelled or failed; by then, everything that matters lives on the pursuit. The company fields it mapped (company name, domain, owner, priority and notes) stay. An import that's prepared but never launched or cancelled keeps its rows.

Research, with sources

Each account is researched from the public web: what the company does, what's changed recently, who is likely to buy, and why now. Every claim is marked Verified, Inferred or Unknown, with the source link and the excerpt it came from. Research is reused for 30 days, and runs fresh for a quiet deal or a returning account.

Steps cite research by its claim, so "why now" is never a guess: "2nd touch to Priya, economic buyer. Why now: Acme opened a Denver office (verified, with source)."

The people: two to four per account

Pursuits works the account, not one inbox. People are chosen in this order:

1. people from your spreadsheet;
2. people who have already talked with your team, from past meetings and email;
3. people the research names in the buying group, found through a contact data provider.

Each person carries a why selected line, such as "Economic buyer on this deal; last spoke Aug 12." You can add, remove or swap people on the pursuit's People tab.

Every email address is checked with the contact data provider, spreadsheet emails included. ArcGlass only emails an address the provider has checked, a person has confirmed, or ArcGlass has already seen in your own email or meetings.

You see who was found before anything goes out. The review screen shows the people found for each account, so you can remove anyone before launch.

Asked not to be contacted. Anyone who tells you not to contact them, in a reply or on a call or LinkedIn step, is blocked on every channel for their pursuit, and their email address is suppressed for your workspace. An address that unsubscribes is never emailed from ArcGlass again.

The plan: one step at a time

Every pursuit has an objective, a messaging thesis and a plan: a sequence of about 8 to 11 steps across email, LinkedIn and phone over the window. AI proposes the plan, and rules decide: at least two days between outbound steps, no more than the touch budget, and no more than four touches to one person in 21 days. You can edit, add or delete steps.

A rule engine, with no AI in it, picks the single next step: which person, which channel, and why. It rotates channels for each person and uses a channel only when it can work: email needs a sendable address, LinkedIn a profile URL, and phone a number. When none can, the step is to research more, add a person, or wait.

When the budget runs out with no reply, the last step asks what to do: Nurture, with a revisit date 90 days out that you can change, or Disqualify.

Drafts from your messages

Outreach says what your company decided to say, so Messaging can measure it.

• Rules pick, AI writes. Each account's thesis is built from one or two tracked messages whose audience (persona, stage and segment) fits the account and its people. Messages to push and keep come first, a retired message is never used, and a message marked Fix the words is used again only once its talk track changes. Messages the account hasn't heard are preferred.
• Drafts start from the talk track. Each email and LinkedIn draft starts from the chosen message's talk track, written for the person who will send it to one specific person, with the account's research. You edit freely; what's sent is what gets measured.
• Verdicts reach the next draft. When a message moves to Push, it goes into more drafts. When one is retired, pending drafts that use it are written again, except drafts a person edited, which are flagged instead. Sent emails are never rewritten.
• No tracked messages yet? Drafts come from the research and the objective, with a nudge for a leader to declare up to seven messages.

Today and Start my day

Every step that needs a person is one task in Today, the same daily queue as replies, meeting prep and deal work. See Tasks for all of it.

• The morning brief. At 7am on working days, an email and the top of Today say, for example: "14 actions, about 55 minutes. 2 replies first." You can mute the email.
• Bands, first match wins: Respond (someone replied, or a customer is waiting on you), Prepare (a meeting within a day, or a deal that needs attention today), Reach out (the day's outreach), Unblock (one small fix before an account can move) and Improve (message work from the weekly Messaging read).
• Sized to your day. Respond and Prepare always show; Reach out fills what's left of your number. Each step carries a time estimate (an email 2 minutes, LinkedIn 3, a call 5, a reply 5, meeting prep 10), later learned from your own pace. What doesn't fit moves to the next working day, and the step's spacing moves with it. The 21-day window stretches; the 11-touch budget doesn't.
• Order inside a band: account priority (A, B or C, from import or fit), then deal stage and amount, then days waiting. Every card says in one line why it's where it is.

Start my day opens a full-screen session, one card at a time, with emails first, then LinkedIn, then calls, since switching channels costs time. Each card shows the account and its stage; the person, their role and why they were chosen; why now, with its source; the last touch and any reply; the message the step carries; and the editable draft, or notes for the call or LinkedIn step. Four buttons, keyboard first: Send (or Done), Skip, Another day and Pause account. The session ends with a short summary: done, moved to another day, and replies waiting.

Teams. A pursuit's team roles (Owner, LinkedIn, Email, Phone call and Observer) assign each step, so a call lands in the caller's Today rather than the owner's.

Sending email

Pursuit email goes out from the pursuit owner's connected mailbox, and a person sends every one.

• The mailbox. Connect a sending mailbox (Google Workspace or Gmail) under Pursuit settings. Outlook and Microsoft 365 mailboxes can't send pursuit email. Each pursuit keeps sending from the address it started with, and launch tells you which owners still need to connect one.
• A person presses Send. Every email is reviewed and sent by a person, in Today or in the pursuit. Nothing is sent on a schedule or by itself.
• Or draft it in Gmail. Draft in Gmail puts the email, exactly as it would go out, in your Gmail drafts. Nothing has been sent until you send it from there.
• Suppression before every email. ArcGlass checks the address against your workspace's suppression list immediately before it sends an email, and before it puts one in your drafts.
• Unsubscribe in every email. Every email, sent or drafted, carries an unsubscribe link and one-click unsubscribe headers, which mail apps show as their own Unsubscribe button. Unsubscribing takes effect at once: the address is suppressed for your workspace, and any email ArcGlass had waiting for it is cancelled. The link is signed, so it can't be altered to unsubscribe someone else.
• A gentle start for new addresses. A new sending address sends at most 5 first emails from ArcGlass on its first day, climbing to 30 a day over two weeks. The climb follows the address's own first send, so reconnecting doesn't reset it.
• A bounce breaker. Three hard bounces in seven days pause that mailbox's first emails from ArcGlass. Replies to people who wrote to you still go, and other mailboxes are unaffected.

LinkedIn and phone

ArcGlass never sends a LinkedIn message or places a call. It suggests the step with context, a draft note or call prep, and the person to reach. You do it, then mark it done and answer What happened?: for a call, answers such as No answer, Left a voicemail, Talked — interested, Talked — not now, Meeting booked or Asked not to be contacted; for LinkedIn, answers such as Request sent, They accepted, Replied — interested or Meeting booked. Each answer has the same effect as the same answer by email.

Replies and outcomes

Replies to pursuit emails are read as they arrive, using only the buyer's own words (quoted history and signatures are stripped). A reply about the outreach (interest, a question, a referral, not now, wrong person, not interested or do not contact) stops pending cold email to that person, and while an email reply waits for your answer, no new outreach goes to that account. One table covers every channel:

Drafted answers go out on the buyer's own thread, so the exchange stays one conversation, and like every email they wait for a person to send them. Messaging reads the same reply separately, for how the buyer reacted to the message.

When a meeting is booked

A meeting counts as booked when a calendar invite appears with one of the pursuit's people or the account's domains, a call or LinkedIn step is logged as Meeting booked, or a reply confirms a time. Then, with no clicks:

1. The pursuit ends as Meeting booked, and its open steps close.
2. A new deal opens in Engage at Discovery, or an existing one reopens and keeps the stage it had reached, and the owner is notified.
3. A prep task arrives, due the day before the meeting: the five strongest verified research claims, the buying group with roles, every touch with its date and subject, the reply that got the meeting, and up to two messages worth saying that this account hasn't heard. It closes itself once the meeting has passed.
4. "Meeting set via Pursuit" appears on the deal and on the pursuit's timeline.

The handoff is automatic because it's the most important moment in outreach, and Undo is available for 7 days. Calendar detection only fires for an account with a running pursuit, and only when an attendee matches one of its people or domains. A meeting whose handoff was undone is never handed off again.

Quiet deals, lost deals and expansion

Pursuits is also where accounts come back.

Re-engage a quiet deal. From a quiet deal in Engage, one click starts a short pursuit: 6 touches over 14 days, and a deal in the funnel keeps its stage. Its people come from the deal's buying group and the last pursuit, each saying where it came from. The objective is written from where the deal stood (the open objection, the last stage, who went quiet) and picks up the thread rather than introducing your company again. Research runs fresh, and drafts prefer messages the account hasn't heard and skip any it pushed back on. A booked meeting, or a positive reply once you've answered it, hands the deal back to Engage at the stage it left. If the budget runs out, the last step asks: "Mark the deal lost, or leave it open and quiet?"

Nurture and returning accounts. An account can rest until a revisit date: from a deal marked lost (in 3, 6 or 12 months), or from a pursuit that ran out of touches (Nurture, 90 days by default). On the date, ArcGlass brings it back as a returning account: researched again, planned with the lost reason or the last reply in context, and launched into its owner's queue at their daily number. An account that has since become a customer, opened a deal or started another pursuit is skipped. A returning account never reopens the lost deal; a new meeting opens a new one. In the Nurture filter, Revisit now brings an account back early.

Expansion after a win. About 60 days after a deal is won, its owner gets one task listing related accounts worth pursuing (another team at the same company, its subsidiaries, or other companies under the same parent), each with what ArcGlass already knows. Start expansion opens a pursuit whose objective comes from the won deal: the use case, the buying group, the reason it was won, and the champion as a possible introduction. It reads, for example, "Expansion from Acme, won Jun 3", and a booked meeting opens an expansion deal in Engage.

The Pursuits page

• The funnel bar, shared with Engage: Preparing, Pursuing, Replied, Meeting set, In deal and Won, with Re-engaging, Nurture and Closed beside it. Pursuits highlights the first three, and each segment filters the list.
• Focus: the accounts with a step to take now, each with its next step.
• The list: every pursuit with its account, objective, touches remaining and journey stage.
• Filters: All, Mine or My Team; Active, Nurture or All; a company list; and search.
• Import, New pursuit and Plan today, which plans the day's steps on demand.
• Team view: in My Team, touches sent, replies received and meetings set per person over the last 7 days, as counts.

Inside a pursuit

Open a pursuit for its workspace:

• Overview: the objective and status, touches used, the window, the start date, priority, and the team.
• Build: strategy, messaging and notes (each with Draft with AI), the research with its evidence, and the current step's draft.
• People: the people on the pursuit, with Add and Remove from the account's contacts.
• Execute: Do this now, the current step with Send, Skip or Mark done, and the plan as a numbered flow (channel, day, intent and message), where you can edit, add or delete steps.
• Timeline: every touch and event, newest first.

To start one by hand, click New pursuit, pick a company, and ArcGlass drafts a short objective. An account has one running pursuit at a time.

Where Pursuits shows up elsewhere

• Engage: a booked meeting opens the deal with a How we got here card (research highlights, every touch, the reply that got the meeting), and the people outreach found appear as From pursuit until a meeting confirms them.
• Messaging: every sent pursuit email is read like a call, for which message it carried and how faithfully (as declared, part of it, or drifted), and replies are read for the buyer's reaction. Email is measured against its own baseline, and silence never counts as a reaction. Per message, Pursuits shows accounts reached, replied, met and in a deal, as plain counts.
• Tasks and Today: every step is one task, and finishing, dismissing, snoozing or reassigning it in either place updates both.
• The account page: the account's journey stage and outreach history.

Who can do what

• Anyone who can read conversations in your workspace can see Pursuits. It's a workspace-wide view: every pursuit, its research and its timeline are visible to them.
• Members, Managers and Organization Owners can import lists, start and edit pursuits, add people, edit drafts and plans, send email, log calls and LinkedIn steps, and undo a handoff.
• Email goes out from a mailbox your team connected for sending, never from an ArcGlass address.

What it doesn't do

• No automatic sending. A person reviews and sends every email.
• No automatic LinkedIn or phone. ArcGlass never sends a LinkedIn message or places a call.
• No cadence templates or bulk blasts. One deliberate step per account, chosen for that account.
• No attribution. Per message and per import, Pursuits shows counts of accounts reached, replied, met and in a deal. Never a rate, a lift or a cause.
• It doesn't change how a company is classified. Import and outreach never set a company's type.

Frequently asked questions

Glossary

• Pursuit: outreach to one account, through two to four people, with a plan and one next step.
• Import: a list of companies turned into prepared pursuits.
• Wave: the accounts that start on one day, so each day stays within your number.
• Touch: one outreach step that happened, such as an email sent or a call made.
• Touch budget: the planned number of touches for a pursuit, 11 by default (6 for a re-engage).
• Objective: what the pursuit is trying to achieve, in a sentence or two.
• Messaging thesis: the one or two messages a pursuit leads with.
• Why selected: the reason a person was chosen for a pursuit.
• Suppression list: your workspace's addresses not to email, checked before ArcGlass sends or drafts any email.
• Handoff: the move from Pursuits to Engage when a meeting is booked.
• Re-engage: outreach that restarts a quiet deal; a deal in the funnel keeps its stage.
• Nurture: an account resting until a revisit date.
• Journey stage: where an account sits across Pursuits and Engage, from Preparing to Won.

Related

• Engage: where each deal stands after the first meeting.
• Messaging: what your company says, and what buyers do when they hear it.
• Tasks: Today, Start my day and every task in one queue.
• Set up & onboarding: connect your mailbox and sources.