Client Success Story

From 64% to 85% Verified Leads How our Custom List-Building Services Helped the Client Increase their Sales

The client

A Cloud Platform Providing Online App and Cross-Browser Testing

The client's platform offers developers immediate access to a cloud-based platform that enables them to thoroughly test their websites and mobile apps on 2500+ real devices and browsers. This eliminates the need for teams to own and maintain an in-house testing infrastructure. The platform allows its users to test their software products from anywhere and easily capture bugs and file issues and also notify the right team members.


Custom lead data acquisition

In pursuit of business expansion and customer acquisition, our client needed a team of
web data research experts to manually research and acquire information on professionals in leadership positions and technical & non-technical companies for pitching its services. They aimed to obtain a highly targeted, precise, and customized list of leads from the United States, European Union, and Asia-Pacific regions. Furthermore, the client required comprehensive account profiles that were tailored to the client's requirements, ensuring their relevance for pitching & marketing purposes.

We had already used scraping methods and had even purchased a ready-to-use database to augment our sales. However, we found that those methods did not work for us. This time, we were seeking a tailored and highly accurate list of potential customers to target our audience precisely. Having read about Suntec's custom list building services, we thought this could be our best shot.

- Client


Lead Generation and Segmentation for our Client

  • Identifying Relevant Profiles

    One of the most significant challenges we faced while handling the project was determining the relevant profiles and monitoring them against the client's specific criteria. We had to put a dedicated team of 5 experienced research specialists to ensure we could deliver a highly-relevant customized list of prospects.
  • Distinguishing Technical and Non-Technical Profiles

    Another challenge was understanding & differentiating between profiles. We had to be extra cautious while picking out relevant profiles on subscription-based B2B databases to avoid any credit misuse. To ensure this, our team underwent an intensive training session before commencing the project.
  • Lead Segmentation and Prioritization

    Another challenging aspect of the project was accurately segmenting leads. We had to classify & prioritize the leads based on our client's requirements, which required careful consideration and analysis of various factors (roles & responsibilities, industry, decision-making power, etc.)
  • Ensuring 80% Accuracy in Provided Leads

    The client expected 80% accuracy in the provided leads. To achieve this, our experts had to perform data verification to authenticate each profile/lead data from relevant sources to ensure that our information was reliable and could be utilized by the client's sales team to make outbound calls and send emails.
  • Addressing Missing Data during Verification

    The extracted information from databases required verification through LinkedIn. However, we encountered cases where some prospects did not specify their current and previous job titles. As a result, we had to review the job application pages of their current companies to gain insights into their areas of expertise and responsibilities.

Breaking Down the Client's Roadmap to Success


Identifying & Capturing Leads Data on LinkedIn Sales Navigator and Popular B2B Databases/Platforms

In order to meet our client's specific needs for a comprehensive list of prospective customers, we were provided with specific parameters, including the target industry domains such as Engineering, DevOps, IT, Quality, among others, as well as a list of job titles for which data collection was desired, ranging from director to VP, CTO, Head lead, manager, and developer. Our team meticulously scrutinizes data on LinkedIn, Zoominfo, Hoovers, and Apollo databases to extract relevant profile data and compile it in a centralized database.


Reviewing Data to Identify the Qualified Leads

Upon collecting data from Apollo and extracting relevant information from LinkedIn, we meticulously scrutinize each individual's profile to ascertain their association with software or app testing. Furthermore, we conduct an assessment of their level of priority and decision-making authority to determine whether the lead is considered to be a high-priority prospect.

In order to effectively identify potential leads for software or app testing, we employ a comprehensive approach that involves downloading lists from Apollo and gathering pertinent information from LinkedIn. We then meticulously review each person's profile to determine their potential suitability for the client's services. We also assess the priority and decision-making power of the individual to determine whether they represent a valuable hot lead or not.


Creating Ideal Customer Profiles/Accounts

After identifying the most promising prospects, as a next step, our professionals offered account profiling services to detailed accounts of ideal customers with relevant information: contact details, job titles, responsibilities, etc. The most challenging job here is to collect, compile, and create customer accounts in a quick turnaround time without leaving room for any errors.


Building a Custom B2B Prospect List

As a part of our custom list-building services, we provide the client with a highly precise and tailored list of prospects with the required fields- Name, Account Domain, Title, Lead Relevance, Linkedin Profile URL, Priority, and Reason (stating comments on the quality of lead). After preparing the consolidated database, our experts further verify and validate the information against their sources to maintain complete accuracy.


Enriching Prospect/Company Information

While finding information about leads on databases, there are times when we only receive incomplete information. For such instances, our team of experts diligently looks for the needed data in alternative databases, LinkedIn, and other web sources to supplement the missing information. Moreover, we perform data enrichment for accounts to fulfill our client's specific requests for obtaining the elusive details pertaining to the targeted companies.


Inbound Lead Data Mining

Our team is also responsible for performing data mining to capture detailed information about inbound leads. These leads consist of individuals who have shown interest in our client's website or services through various means. Our data researchers meticulously extract comprehensive prospect data from renowned databases such as Apollo, Hoovers, Zoominfo, and LinkedIn. We then compile these profiles and promptly deliver them to our client. Subsequently, our client's outbound calling team takes over, reaching out to these prospects and effectively presenting their proposals.

A tool for sales professionals seeking access to LinkedIn's global network of professionals. With unlimited searches, advanced filters & preferences, users can find leads' data based on region, industry, function, seniority level, etc.

A database engine that provides quick access to over 260M contacts across 10 million companies. Users can search for companies and contacts using 60+ filters such as industry, location, size, revenue, and more to find ideal contacts or leads.

A top B2B database providing access to contact information and company profiles, enabling you to create a highly targeted list of prospects. It provides you with necessary data such as full names, industry classifications, company details, email addresses, phone numbers, etc.

A B2B sales intelligence tools with over 270 Million corporate profiles. This paid platform allows users to identify & collect details of the best prospects, search and filter out through hundreds of millions of companies globally, and build tailored lists, as per the requirements.

Benefits of Custom List Building over Purchasing Ready-to-Use Databases

  • Target your ideal audience with specific criteria, avoiding irrelevant contacts that may come with purchased databases.
  • Obtain up-to-date, accurate, and relevant data, avoiding wasted time and money that can result from outdated or incorrect information found in purchased database
  • Ensure cost-effectiveness as you pay only for relevant data, while purchased databases can provide a poor ROI if the information is inaccurate or irrelevant.

Results Attained

  • The project started in Dec 2022, and just within 2 months, we helped our client increase their verified leads from a mere 64% to an impressive 85%.
  • Seeing the results, the client extended our contract from three months to six. They've now signed us on as their go-to provider for custom list-building services for contact discovery.
  • Additionally, the client has seen an impressive 30% surge in their sales efforts.

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