How to sell to Procurement leads at Proptech companies
Procurement leads in Proptech are primarily measured on cost savings and supplier performance. They respond to outreach that clearly identifies inefficiencies in their current vendor relationships or highlights innovative solutions that align with their strategic goals. Demonstrating a deep understanding of property technology trends and the specific challenges they face in sourcing can significantly increase engagement.
Written and maintained by the SoloRiff team, who build outbound software and run outbound with it. The figures below are our own: we measured 518 proptech company domains over public DNS on 2026-09-03. Last updated 2026-09-03.
What actually hurts
- vendor reliability issues
- budget overruns
- compliance with regulations
- lengthy procurement cycles
The playbook
- 01
Identify recent property technology acquisitions
Research recent acquisitions in the Proptech space using databases like PitchBook or Crunchbase. Focus on companies that have recently expanded their offerings, as they may be re-evaluating their procurement strategies. This indicates a potential need for new suppliers to support their growth.
- 02
Analyze vendor performance metrics
Gather insights on how procurement leads evaluate their current suppliers. Look for performance metrics such as delivery times, cost overruns, and service quality. This information can help you tailor your messaging to address specific pain points they may be experiencing with existing vendors.
- 03
Craft outreach around compliance challenges
Develop your messaging to specifically address compliance issues that Proptech companies face, such as data security and regulatory requirements. Highlighting how your solution can enhance compliance processes will resonate with procurement leads who prioritize risk management.
- 04
Leverage industry-specific events
Identify upcoming Proptech conferences or webinars where procurement professionals will be present. Use these events as triggers to reach out, mentioning your interest in discussing solutions that align with their strategic goals. Timing your outreach around these events can increase the likelihood of a response.
- 05
Address common objections proactively
Prepare to counter objections related to budget constraints or existing vendor relationships. Provide evidence of cost savings or efficiency improvements from similar Proptech clients. By addressing these concerns upfront in your outreach, you can build trust and credibility.
Can proptech companies even receive your mail?
We measured the DNS of 518 proptech companies, sampled evenly across company sizes, to see how many authenticate their own email. It matters in both directions: a domain that does not authenticate is a domain whose team is used to mail going missing — and if your own domain is in the gap, yours is the mail going missing.
Publishes a DMARC policy of quarantine or reject — the domain actually asks receivers to act on failures.
The gap is the finding: 27% of 1–10-person companies against 55.6% of the largest — 29 points apart. Small companies are where the unauthenticated domains are, and small companies are who most cold outreach is aimed at.
Where does your domain sit?
Same three lookups, run live against your domain. Nothing is stored and nothing is emailed to you.
How this was measured
Company domains were sampled within employee-count bands, then queried over public DNS for SPF (TXT at the apex), DMARC (TXT at _dmarc.) and MX. One domain per company, deduplicated. Anyone can reproduce any single row of this with dig.
DKIM is deliberately absent. A DKIM key lives under a selector that cannot be enumerated from outside the domain, so a company with flawless DKIM under a name we did not guess would be counted as having none. That would measure our guess list, not the industry.
Domains with no MX record are excluded rather than counted as failures — parked and redirect-only domains would otherwise drag every figure down and make the result an artefact of the sample.
Sampled within bands, so this describes the population of companies, not of employees: a 10-person company counts once, as does a 10,000-person one. Each band is at least 60 domains; bands below that are not published. Figures are percentages of the sample, not of the whole industry, and we publish no company names — only counts.
Measured 2026-09-03. Re-measured monthly.
The full census across every industry — sortable, with sample sizes, free to reuse under CC BY 4.0.
Subject lines that fit
- Improving vendor performance
- Streamlining procurement processes
- Navigating compliance in Proptech
Questions
- Why do procurement leads in Proptech ignore outreach about new suppliers?
- Procurement leads may ignore outreach if it fails to address their specific pain points or if the messaging appears too generic. They often receive numerous inquiries and prioritize those that clearly demonstrate a deep understanding of their industry challenges and provide tangible solutions.
- What triggers a procurement lead to consider a new supplier?
- A procurement lead may consider a new supplier when faced with consistent issues such as delivery delays, quality concerns, or rising costs from existing vendors. Additionally, changes in company strategy or market conditions can prompt a reevaluation of supplier relationships.
- How can I demonstrate value to a procurement lead in Proptech?
- To demonstrate value, focus on quantifiable benefits such as cost savings, improved service levels, or enhanced compliance capabilities. Providing case studies or testimonials from other Proptech clients can also help establish credibility and showcase your solution's effectiveness.
- What common objections should I prepare for when selling to procurement leads?
- Common objections include budget constraints, satisfaction with current vendors, and concerns about the implementation process. Understanding these objections allows you to prepare tailored responses that address their specific concerns, making it easier to engage in meaningful conversations.
Or have it run itself
SoloRiff does every step above on its own — finds the companies, finds the people, writes each of them individually, and handles the replies. Drop your URL and watch it work before you sign up for anything.
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