Sixty days from no funnel visibility to surfaced accounts turning into booked business
A custom protective packaging manufacturer on Colorado's Front Range, serving aerospace, medical device, and industrial manufacturers.
- Industry
- Industrial · Custom protective packaging
- Window
- First 60 days
- Focus
- Signal capture, ICP scoring, routing
- Status
- Engagement active
Before
A sales team that closes, and a revenue target that needs the front of the funnel to work. What the business did not have was any view of it.
Nobody could name the companies that had been on the website that week. And 85% of the traffic paid search was buying fell outside the profile of a customer the business could actually serve.
What we installed
- Website visitor identification, so anonymous traffic resolves to named companies.
- ICP scoring across an 18-segment model in three tiers, built from the company's own segment definitions, sent over on a Wednesday and running in the system the same day.
- A daily signal digest, live on day 15.
- Routing that puts a scored account and its two most relevant contacts in front of the right rep the day intent shows up. Live on day 26.
- A dormant-account sweep that reads closed and inactive accounts against current signals.
- Real-time ICP and non-ICP alerts to the ad agency, so spend decisions get made on fit data instead of volume.
The numbers, first 60 days
- Six to ten in-profile accounts now reach the sales team every week, on a rising trend.
- More than a quarter of new business booked in the window traces back to accounts the system surfaced. New business only, expansions and existing-account growth are not counted.
- Eight dormant accounts came back with specific, current reasons to re-engage.
- The sweep also found 272,500 dollars of deal history with no company record attached to it, including the largest closed-lost deal on the books.
- On a typical day the system identifies 11 to 20 companies and disqualifies 80 to 90% of them on industry, geography, size, or whether they even ship a physical product. Reps only see what survived.
Sixty days ago I couldn't tell you which companies were looking at us. Now I can trace new booked business straight back to accounts this system put in front of my team, and for the first time I trust the pipeline I'm looking at. It's moved fast enough that I've pulled sales hiring forward. That's the kind of thing that shows up in what the company is worth.
- 6-10 accounts routed weekly
- 25%+ of new business booked from surfaced accounts
- 8 dormant accounts resurfaced
- Signal to meeting in under 48 hours
- 85% of ad traffic off-profile before install
How we counted: Window: June 1 to July 29, 2026, the first 60 days of the engagement. Pipeline and booked figures cover deals created in that window across all pipelines. An account counts as surfaced only where a dated system record, digest, routing alert, enrichment, or dormant sweep, named it before the opportunity existed. Accounts with prior open business were excluded. Several accounts in the window have not yet been audited and are excluded entirely, so these figures are a floor. Rounded down.