How ScaleForce Built a $2M Pipeline in 90 Days with Scrapine
500-1000 employees
$2M
Pipeline generated in 90 days
85%
Target accounts penetrated
8
Meetings booked per SDR per week
"Scrapine gave us the ability to map entire buying committees at our target accounts. That level of coverage changed our ABM strategy completely."
— James Rodriguez , Head of Business Development
Challenge
ScaleForce sells enterprise resource planning software to Fortune 1000 companies. Their sales cycle averages nine months, and each deal involves six to twelve stakeholders. The business development team needed to identify and engage multiple decision-makers at each target account, but manually mapping buying committees was painfully slow. Research analysts spent days compiling org charts and contact details for a single account, limiting the team to pursuing only 20 target accounts per quarter.
With a new fiscal year approaching and aggressive growth targets, ScaleForce needed to scale their account-based approach without proportionally scaling their research team.
Solution
ScaleForce deployed Scrapine to automate buying committee research across their target account list. They configured Scrapine to identify VP and C-level contacts in IT, Finance, and Operations at 200 target companies. Scrapine scraped LinkedIn profiles, corporate websites, press releases, and industry conference speaker lists to build comprehensive stakeholder maps for each account.
The enriched data was synced to Salesforce and Salesloft, where SDRs could see the complete buying committee for each account and launch multi-threaded outreach sequences. Scrapine’s ongoing monitoring flagged new hires and role changes, keeping the contact data current throughout long enterprise sales cycles.
Results
In the first 90 days, ScaleForce generated $2M in qualified pipeline from their Scrapine-sourced leads. The team penetrated 170 of their 200 target accounts, an 85 percent coverage rate compared to the previous 30 percent. SDRs booked an average of eight meetings per week, up from three. The research team was redeployed from manual data gathering to strategic account planning, and the cost-per-meeting dropped by 62 percent.