Connecting a data software vendor's discovery, outreach and reporting into a supervised system
Signals, outreach and reporting sat in separate tools, losing context at every handoff. Connected agents now carry each account from signal to CRM record, within each country's outreach rules.
- Challenge
Separate tools for data, outreach and reporting, joined by manual handoffs.
- Approach
Supervised agents from signal to CRM, with consent rules set per country.
- Result
Each account keeps its context from signal to meeting, and records stay current.
The situation
A data integration vendor's best openings come when a company starts a cloud data platform migration or appoints a new chief data officer. Signals, account data, outreach and reporting sit in separate tools joined by manual exports. The migration that made an account a priority rarely reaches the message to its head of data platform. The team spends its effort moving data, an awkward position for a company that sells data discipline.
The question that mattered
Can discovery, outreach and reporting keep context from signal to meeting, within each market's rules?
What we did
- 1
Map the chain end to end
Trace each step from discovery to CRM record, noting where context or ownership is lost.
- 2
Build the connected agents
Configure agents from discovery to meeting preparation, sharing an account record that carries the signal, such as a cloud data platform migration or new CDO, and the roles to approach: heads of data platform and enterprise architects.
- 3
Set channel and consent rules by country
UK corporate contacts receive email with an opt-out in every message. Consent rules across DACH, strictest under German unfair-competition law, restrict cold email to businesses, so DACH contacts are reached through LinkedIn, events or partners until they opt in.
- 4
Keep the signal on the record, then hand over
Write each signal, touch and reply to the CRM account, so meeting briefs show why the account was chosen. After a supervised run, the client's team takes over.
What we delivered
The evidence and working documents the team kept.
- End-to-end chain map showing handoff and data-loss points
- Connected agents sharing an account record and signal history
- Country rulebook for UK and DACH channels and consent
- CRM rules attaching each signal, touch and reply, with signal-to-meeting reporting
- Operating runbook covering approval queues and ownership
The outcome
Each account
carries its migration or new-CDO signal into the meeting brief
DACH contacts
are emailed only after opt-in, as the country rulebook requires
Sellers
prepare meetings from a brief showing the signal, touches and reply
Marketing
drops signals that never lead to meetings and weights those that do
First calls with enterprise architects start from the platform migration that prompted outreach, and the CRM shows how each conversation began.
What changed in the GTM motion
Every account now moves through a shared record and a country rulebook. The monthly pipeline meeting reviews signal-to-meeting reporting and adjusts signal weights.
Services in this programme
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