What a portfolio X-Ray analysis is

Stop guessing your ICP. In 2026, most sales intelligence tools do one thing: hand you lists. The X-Ray does the opposite: it takes YOUR current customers and tells you who you really are. Who you THINK your ideal customer is vs who actually bought and generated revenue are (almost always) two different people.

The analysis cross-references your portfolio with 27 million active CNPJs from the Brazilian IRS and returns a narrative, not a disconnected dashboard. It's the cheapest way to test 11 hypotheses about your business in a single screen.

The 11 X-Ray analyses

1. Real ICP (discovered, not declared)

Weights your portfolio customers by revenue (not by count) and reveals which CNAEs, states, sizes and average age really represent who pays you. Typically 73-80% of revenue comes from 1-3 very specific profiles. Those are your true ICP.

2. Anti-Pattern ICP (Negative ICP)

Compares customers in the bottom revenue quartile with those in the top quartile. CNAEs, sizes or states that appear 2x more in the bottom turn into alerts: these signals should be blocked at the top of the outbound funnel.

3. Revenue Concentration (HHI)

HHI comes from antitrust economics and measures how much your revenue depends on a few customers. > 2500 is high risk. We also show % of revenue concentrated in top 1 and top 3. If you lose your largest customer, how much revenue evaporates?

4. Portfolio Pareto

Top 10/20/30/50% of customers generate what % of revenue? The classic 80/20 (Pareto) tends to be even more aggressive in B2B: typically top 20% = 80% of revenue. When it becomes top 10% = 70%, you have both a risk problem and a diversification opportunity.

5. White-Space (Untapped Market)

Cross-references your real ICP with the entire Brazilian IRS dataset and shows how many companies exactly like your customers exist in Brazil but you don't yet serve. Typically between 1,000 and 100,000 companies. This is your natural pipeline.

6. Portfolio Distribution

States, sizes and tax regime (Simples Nacional vs Lucro Real), to understand whether your portfolio is regionally concentrated and whether the tax filter matters to you.

7. Geographic Map (Underserved States)

Brazilian states where your ICP market is large but your presence is < 5%. Typically reveals 3-5 states with obvious opportunity that you missed due to proximity bias.

8. Segment Velocity (Temporal IRS Dataset)

Comparison of openings in your CNAE over the last 12 months vs the previous 12. Indicates whether the market is trending up (opportunity), stable or declining (long-term alert). The only calculation that only OutboundPro delivers, because it depends on the Brazilian IRS data with full temporal history.

9. Bowling Pin Strategy (Geoffrey Moore)

CNAEs adjacent to your ICP (same CNAE division = first 2 digits), with high volume, that aren't yet in your portfolio. It's the "Crossing the Chasm" strategy: expand vertical by vertical with firmographic affinity instead of guessing into a totally new market.

10. Temporal Pattern (Only with Acquisition Date)

If you upload the date each customer became a customer, we calculate the average age of the company at the time it closed with you. Typically reveals that companies in a specific range (5-12 years typically) close 3x faster. Golden information for outbound cadence.

11. 10 Prioritized Leads

Sample of 10 real companies from the white-space, with masked data (partial CNPJ, partial company name, partial partner) and signals of validated WhatsApp + verified email. Full contacts are available on the OutboundPro platform.

When to run an X-Ray

1. Annual strategic planning

Use it at the start of the year to calibrate goals, commissions and expansion strategy. It will change 2-3 assumptions you held on intuition.

2. Before investing in outbound

Knowing your real ICP prevents burning CAC. Before hiring 3 more SDRs, run the X-Ray and discover which profile should make up 70% of prospecting lists.

3. Pricing defense for investors

High HHI + high top 3 concentration = red flag for the investor. Knowing in advance to mitigate (and have an answer) is better than being caught off guard in due diligence.

4. Evaluate entry into a new vertical

The Bowling Pin suggests the next 5-8 segments. Use it as a starting point instead of doing an expensive market study.

Vs other B2B intelligence tools

Other free tools

• 🧮 Market Calculator: TAM/SAM/SOM filtering by CNAE, state and size. Use it BEFORE the X-Ray if you haven't defined your ICP yet.
• 🎯 CNPJ Lookalike: upload your customers' CNPJs and we find thousands of similar ones (no revenue required).

To access full contacts of companies in the white-space (phone numbers, validated WhatsApp, verified emails) and use the AI Copilot via Official WhatsApp, see the OutboundPro Market Intelligence platform or book a demo.

Frequently asked questions (FAQ)