From Palantir to Palantir's Partner — Building Pipeline for a Boutique AI Consultancy With No Outbound History

Ethicrithm is a Canadian AI consulting firm and one of Palantir's Forward Deployed Engineering Partners. Founded in 2024, the company deploys Palantir Foundry and AIP for enterprises across manufacturing, construction, food & beverage, energy, and financial services. The leadership team includes former Palantir executives — CRO Dennis Halfpenny previously ran Palantir's Canada business and grew it to $100M+ in revenue. Ethicrithm had strong credentials and warm referrals from Palantir, but no cold outbound capability and no systematic way to generate pipeline beyond their existing network.

Ethicrithm needed to build an outbound pipeline engine from zero. Their previous meetings came almost entirely through warm introductions from Palantir — they had no experience with cold outreach, no SDR infrastructure, and no process for identifying and engaging enterprises that might be candidates for Palantir implementation services. Compounding the difficulty: there is no public database of Palantir customers. Finding companies that already use Palantir, are about to buy it, or are considering it requires creative intelligence work — not just a list pull from a data provider. The target personas are senior operational leaders — CIOs, CDOs, VPs of Operations and Supply Chain — at companies with $250M+ in revenue across the US and Canada, selling into seven-figure engagements.

Sellerate embedded one SDR — Luca Gianni — into Ethicrithm's team, with strategic oversight from Noé Ilinczyk and direct involvement from Mariano Perez on campaign design and messaging. But this wasn't a standard outbound deployment. Before any outreach could begin, Sellerate had to solve a data problem that doesn't exist for most clients: how do you find companies that use or need Palantir when no one publishes that information?

Sellerate built a multi-tier prospecting system from scratch — a "confidence pyramid" ranging from confirmed Palantir customers (logos on Palantir's own website) to companies with Palantir-related job postings, employees with Palantir keywords in their LinkedIn profiles, ex-Palantir staff at new companies, and ultimately a broader universe of enterprises with operational complexity that makes them strong Palantir candidates. Each tier gets a different outreach strategy: manual, highly personalized LinkedIn and email for high-confidence accounts, automated campaigns via SmartLead for the broader universe.

Beyond the data sourcing, Sellerate created industry-specific one-pagers for every vertical Ethicrithm targets — manufacturing, construction, food & beverage, energy, real estate, healthcare — each customized per prospect before meetings. The team operates across LinkedIn (connections, DMs, voice notes, InMails), manual email, and phone, with weekly syncs with Ethicrithm's sales team and daily collaboration in Slack.

Within the first five months, Sellerate booked qualified meetings with senior leaders at companies including Molson Coors, Bechtel Corporation, Shoppers Drug Mart, Fluor Corporation, Jacuzzi Group, and Humania Assurance — several of which progressed to follow-up meetings, NDAs, and active opportunity development. The engagement is ongoing and ramping.

‍

This engagement exists because relationships compound across engagements.

‍Sellerate's earlier work with Palantir created the connection that led to Ethicrithm. The CRO who brought Sellerate in knew the team's capabilities from the Palantir ecosystem — proof that delivering well for one client opens doors you can't predict.

When the data doesn't exist, you build the intelligence layer yourself.

‍There's no database of Palantir customers. Sellerate built a multi-tier system to identify prospects at different confidence levels — from confirmed users to signal-based bets — because the alternative was generic outbound that wouldn't work for seven-figure consulting deals.

Building an outbound function from zero requires strategy, not just execution.

‍Ethicrithm didn't need someone to send emails. They needed campaign architecture, data sourcing methodology, industry-specific content, messaging frameworks, and weekly collaboration with their sales team. Sellerate provided all of it.