How Gainsight Generated 90+ SALs in Two Months
90+ SALs generated over two months through systematic buying group engagement
Small, crowded market with SDR team struggling to find and engage the right contacts
Complete buying committee universe across target accounts with role accuracy and coverage gap analysis
Salesforce views with stakeholder mapping, campaign-ready lists, and weekly contact monitoring
90+ SALs generated over two months through systematic buying group engagement
Data Deliverables
5,000+ contacts across 800 target accounts
Buying group mapping with 5-10 stakeholders per account
- Role + seniority + function accuracy
- Committee structure identification
- Champion and blocker mapping
- Contact verification status
- Salesforce views by account tier
- SDR assignment routing
- Campaign-ready contact lists
- Coverage gap reports per account
Weekly Tuesday sprints
- Role changes and promotions
- Departed contacts flagged and replaced
- New stakeholder identification
- Champion movement tracking
The Challenge
Gainsight operates in a small, crowded market where every target account matters. Their SDR team had clear account targets but was struggling to break through—not because of effort, but because of incomplete data.
The core problems:
- Partial buying group visibility: They could see 1-2 contacts per account, but deals require 5-10 stakeholders
- Role accuracy issues: Titles in their CRM didn’t reflect actual decision-making authority
- Contact decay: In a market with frequent job changes, data went stale quickly
- Manual prospecting overhead: SDRs spent more time finding contacts than engaging them
The Data Solution
We built Gainsight’s complete buying committee universe:
Signal Captured
Small market dynamics meant every target account needed full committee coverage. We identified gaps in their existing data and mapped the decision-making structure for each account.
Data Asset Built
- 5,000+ verified contacts across 800 target accounts
- 5-10 stakeholders mapped per account
- Role, seniority, and function accuracy validated
- Champion and blocker identification where discoverable
Activation Delivered
- Salesforce views organized by account tier and coverage status
- SDR routing with assigned territories and sequences
- Campaign-ready lists for 70 different test campaigns
- Weekly coverage gap reports showing where to focus
Freshness Loop
Every Tuesday:
- Role changes detected and updated
- Departed contacts flagged and replaced
- New stakeholders identified and added
- Champion movement tracked across accounts
The Outcome
Over 11 weeks, Gainsight tested 70 campaigns against their new universe. They found 5 winning plays and scaled them.
Result: 90+ SALs in 2 months.
The difference wasn’t better messaging or more SDR activity—it was having the complete buying group visible and accessible in Salesforce.
Data Deliverables Summary
| Category | What We Delivered |
|---|---|
| Entities | 5,000+ contacts, 800 accounts |
| Coverage | 5-10 stakeholders per account |
| Hard Fields | Role accuracy, seniority, function, committee structure |
| Activation | SFDC views, routing, campaign lists |
| Freshness | Weekly Tuesday sprints |