70% Time Savings for Research and List Building
An enterprise software GTM team eliminated 70% of pre-outreach research and list building time using the ADE signal stack, redirecting that time to discovery calls and relationship development.
The Challenge
“The company's SDR team of eight was spending an average of 3.5 hours per SDR per day on account research and list building—identifying target companies, finding the right contacts, verifying contact information, and reading company news for personalization context. This research burden limited each SDR to 12-15 new outreach accounts per week. The SDR manager estimated that if research time could be cut by half, each SDR could work 25-30 accounts per week—a 70-80% productivity improvement without any change in SDR quality or headcount.”
The Solution
The ADE platform's signal stack was deployed for the company's target market (mid-market enterprise, 200-2,000 employees, specific technology stack indicators). ADE maintained continuous monitoring of 8,000 target accounts, generating pre-built account briefs and personalized message drafts for accounts hitting signal thresholds. SDRs received a daily prioritized queue of signal-qualified accounts with research briefs attached, replacing the manual research workflow.
Implementation
Signal Stack Configuration for Mid-Market SaaS
The signal stack was configured for mid-market SaaS accounts with a three-layer approach: intent signals from G2 and Bombora indicating active evaluation in the company's product category, trigger signals from LinkedIn (new VP of Operations or CRO hires) and Crunchbase (Series A-C funding events), and technographic signals indicating complementary technology adoption (Salesforce + target company's product category indicated a fit). Signal weights were calibrated based on the company's historical win data over the prior 18 months.
Account Brief Automation
For each account hitting the signal threshold, ADE generated a two-page account brief: company overview (size, revenue estimate, growth trajectory), the triggering signal and its commercial significance, the recommended entry contact (with verified email and LinkedIn profile), and a pre-drafted first-touch email and LinkedIn message incorporating the signal as the personalization hook. Brief generation took approximately 90 seconds per account; SDR review of the brief and approval or editing of the message took 2-3 minutes.
CRM Integration and Workflow Redesign
ADE integrated bidirectionally with the company's HubSpot CRM: accounts in the signal queue that were already in HubSpot (owned by an AE, currently in an active deal, or suppressed for any reason) were automatically filtered out before reaching the SDR queue. Approved outreach created contact and activity records in HubSpot automatically, maintaining a complete record of SDR activity without requiring manual CRM entry. The SDR team's daily workflow was redesigned around a 30-minute morning queue review (replacing the previous 3.5-hour research block) and an expanded time block for discovery calls and follow-up conversations.
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