Ship AI is a free, community-run AI education project for builders. Its current program is Zero to Launch: six sessions that build a complete go-to-market framework, then a hackathon in October where you don't build, you launch. This is session three, the dedicated B2B night.

B2B founders often run B2C tactics. Broad content, a waitlist, a launch post, and then they wonder why nothing converts. The first ten B2B customers are almost always hand-won, one relationship at a time, and that work looks nothing like a funnel.

What Santos covers:

1. An ICP you can write an email to. Company, role, trigger event. If you can't name twenty real accounts, the ICP is still too broad.

2. The stages. Awareness through Interest, Evaluation, Decision, Onboarding and Expansion, and what specifically moves a deal from one to the next.

3. Outbound that gets replies. Relevance over volume: structure, length, the ask, and the follow-up that isn't annoying.

4. Design partners and pilots. Structuring an early deal so it produces a reference and a case study, not just revenue.

5. Champions, advisors and references, and how B2B trust compounds slowly and then quickly.

6. A pipeline you can show. Stages instrumented, touches logged, and an agent that reports weekly on what moved.

7. The list, built live. Twenty named accounts and a first sequence, put together on screen from a blank page.

Format: Santos presents and builds live on screen. Bring a laptop and work along if you want to, or just watch. Nobody is put on the spot, asked to share, or made to present. B2C builders are welcome, and plenty of this transfers.

You leave with a method for building a named account list and writing the first outbound sequence.