Why a targeted list beats a generic database

A sales rep who reaches out to a thousand random companies will close a different number of deals than one who approaches two hundred companies operating in exactly the right industry. Targeting is not a luxury — it is the foundation of efficient B2B sales. The same logic applies to marketing agencies building prospect lists for clients or HR teams looking for partner organisations.

The purpose of targeting is to select records relevant to your business task. Record count alone does not establish data quality or predict response rates. Check which fields are actually available in each segment.

Step 1 – Choose your industry using NACE codes

The NACE classification system divides all economic activity into hundreds of industries. Entities are classified by CZ-NACE in the Register of Economic Subjects; the codes are shown for each entity in ARES, and one entity may carry several. Selecting the right code is the first filter that separates your target segment from the noise.

  • Section (single letter, e.g. C = Manufacturing) is appropriate for broad awareness campaigns.
  • Three-digit code (e.g. 471 – Retail sale in non-specialised stores) provides medium granularity.
  • Five-digit code gives you the tightest possible segment, for example a specific type of manufacturer.

Tip: If you are unsure of the exact code, browse the NACE tree from the broadest section downward. Most B2B databases offer a full-text search across NACE labels to help you navigate quickly.

Step 2 – Filter by region and legal form

A geographic filter is essential for field sales teams, local suppliers, or any campaign where physical proximity matters. Filtering by region keeps the list manageable and ensures you are only chasing reachable prospects.

  • Region: In the Czech Republic there are 14 regions (kraje). You can combine several — for example Jihomoravský and Zlínský to cover Moravia.
  • Legal form: Limited companies (s.r.o.), joint-stock companies (a.s.) and sole traders — the column is in the export, so sole traders can be separated from companies. Employee count and turnover are not in the export.

Step 3 – Layer in VAT status and contact availability

Two further criteria help narrow the selection:

  • VAT status: The export shows whether an entity is a reliable VAT payer, an unreliable payer or not a payer, so the selection can be limited to payers or unreliable payers excluded. See VAT Payer Reliability in Czechia: What You Must Know.
  • Contact availability: Ask for the selection to be limited to records where a phone number or email address is on record. A contact on record is not a guarantee that it works.

At databázekontaktu.cz, we supply a one-off file in response to an enquiry. Tell us your industry, region and required contact fields; we confirm the available criteria, row count, price and data date before you order. Employee count and turnover are not among the fifteen standard export columns.

Step 4 – Order a CSV export and import it into your CRM

Once the selection is agreed, we prepare the industry export (Czech). CSV is compatible with Excel, Google Sheets, and virtually every CRM (HubSpot, Pipedrive, Salesforce). When importing:

  • Map the company registration number (IČO) to your CRM's unique identifier to avoid duplicates on re-imports.
  • Add a campaign tag (e.g. industry=manufacturing; region=JMK; date=2026-08) so you can track segment performance over time.
  • Keep your selection requirements, data date and original file. For a later export, send us the same requirements and agree the new scope and price before ordering.

Step 5 – Keep the list fresh

Czech companies are created and dissolved every day. Contact details change, businesses enter insolvency, and registrations lapse. Working from a year-old list means reaching out to entities that no longer exist or paying for mail that bounces.

Choose when to request a new export based on your use case and the changes you observe. Compare the new and previous files by company ID, separating new entities from changed fields. Preserve your own information instead of overwriting it automatically.

Conclusion

A company list built on NACE industry code, region, legal form, VAT status and contact availability is smaller than the whole industry but matches what you want to offer. Start narrow and widen the selection once you have seen how it works. Data coverage and pricing are in the industry export pricing (Czech) section.