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How to use Business Model Filters?

Written by Bourhan Sbalbal

THIS ARTICLE IS FOR: ✅ Self-Serve

Stage: Trial / Onboarding / Live

Owner: CS

Last updated: 2026-7-27

TL;DR

  • Business Model filters companies by how they operate: B2B, B2C, Non-Profit, B2B/B2C, SaaS, B2G, and more.

  • Critical for offers that only work for one business model type.

  • Prevents wasted outreach to companies whose structure doesn't match your ICP.

  • Combine with Target Audience and Industry for precise targeting.

When you'd use this / Why it matters

An offer built for B2B companies will almost never convert with a B2C or Non-Profit organization — the buying process, budget structure, and decision-making are fundamentally different. Business Model filtering prevents this mismatch before it costs you credits and reply rate.

Why the Business Model Filter matters

Business Model determines:

  • How the company generates revenue and makes purchasing decisions

  • Whether your offer's structure (pricing, sales cycle, use case) fits their operation

  • Whether you're targeting compatible buyer types

If you sell a B2B tool but haven't filtered out B2C or Non-Profit companies, you'll see lower reply rates and wasted spend on unqualified leads.

Using Business Model keeps your lists:

  • Structurally aligned with your offer

  • Free of incompatible buyer types

  • More efficient to convert

When you should use the Business Model Filter

Use Business Model when:

  • Your offer is designed specifically for B2B, B2C, SaaS, or another single model

  • You want to exclude Non-Profits, Government, or Public entities

  • You're unsure why a technically "in-industry" list isn't converting — business model mismatch is a common cause

How the Business Model Filter works

  1. Open the Business Model filter panel

  2. Search or scroll through options: B2B, B2C, Non-Profit, B2B/B2C, B2C/B2B, SaaS, B2G, B2B Services, Government, Public

  3. Check the relevant box(es)

  4. Click Save

Example workflow

Step 1: Identify your compatible business model(s)

Example: You sell only to B2B SaaS companies

Step 2: Apply Business Model = B2B, SaaS

Step 3: Combine with Industry

Add Software Development, Information Technology

Step 4: Refine further

  • Add Employee Range

  • Add Revenue Range

Example use cases

Example 1: B2B invoicing software

  • Business Model: B2B, B2B Services

  • Outcome: Excludes B2C retailers and consumer brands

Example 2: Government contract consulting

  • Business Model: B2G, Government

  • Outcome: Targets companies and agencies that specifically work with government contracts

Example 3: Consumer subscription box tool

  • Business Model: B2C

  • Outcome: Excludes B2B software and service companies entirely

Pro tips for best results

  • Always check Business Model early if your offer only works for one structure

  • Combine B2B and B2B Services if your ICP spans both product and service companies

  • Use this filter to quickly explain low reply rates — mismatched business models are a common hidden cause

  • Pair with Target Audience for the clearest picture of who a company serves and how

Expected outcome

You should now be able to:

  • Filter companies by compatible business model

  • Avoid outreach to structurally mismatched companies

  • Diagnose reply rate issues tied to business model mismatch

  • Build lists that fit your offer's actual buying process

Final takeaway

Think of Business Model as the "can they even buy this" filter.

  • Industry and Keywords tell you what a company does

  • Business Model tells you whether they're built to buy what you're selling

Get this right, and your reply rates will thank you.

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