Isn't this just another SaaS tool for brokers?

No, and that's the key point. Iconic is building a managed network, not just selling a software tool. This means they are creating a consolidated group of high-value, tech-savvy buyers with similar needs. Targeting the network is far more efficient and lucrative than trying to sell individual software subscriptions to fragmented, independent brokers.

How can my team find these new AI-enabled firms?

You need to shift your prospecting focus. Look in tech-centric online communities, not just standard industry forums. Use data enrichment tools to identify the technology stacks of your inbound leads to spot AI adoption. Pay attention to hires with titles like 'AI Operations' or 'Head of Automation' within otherwise traditional-looking companies; it's a huge tell.

What is the single most important first step I should take in HubSpot?

Go into your HubSpot settings and create a custom Company property. Call it 'ICP Archetype' or 'Business Model'. Add options like 'Traditional', 'Digital-First', and 'AI-Native'. Then, get your team to manually categorise your top 20 customers and top 20 open deals. The insights you gain from this simple exercise will immediately highlight the gaps in your current revenue strategy.

Selling Your Business? Your HubSpot Data Is Your Valuation