New signups are enriched with company size and industry, scored against the ideal profile, and routed: high-fit accounts alert sales instantly, everyone else enters a tailored self-serve onboarding flow.
Typical results
+40%
demo bookings from the signup stream
100%
of signups enriched and scored
0
domains googled by hand
Figures reflect typical results for this kind of automation.
The challenge
Hundreds of freemium signups a month looked identical in the database. Sales manually googled interesting-looking domains days later, enterprise-grade prospects slipped through as self-serve users, and onboarding emails treated a solo hobbyist and a 500-person company exactly the same.
Before and after
Days until sales saw a new signup
−100%Demo bookings from signups per month
+40%Signups enriched and scored
The automation
We added an enrichment pipeline at the signup event: each account is matched to firmographic data, scored against the ideal customer profile, and segmented in the CRM. High-fit signups ping the sales channel with the full context for a same-hour touch; the rest flow into onboarding sequences matched to their segment and use case.
How it works
- 01
Signup event fires
The moment a new account is created, the enrichment pipeline starts.
- 02
Enriched with firmographics
Company size, industry and fit data attach to the account automatically.
- 03
Scored against the ICP
Each signup is scored against the ideal customer profile and segmented in the CRM.
- 04
High-fit goes to sales instantly
Hot accounts ping the sales channel with full context within about two minutes.
- 05
Everyone else gets tailored onboarding
Self-serve users enter an onboarding flow that finally speaks to who they are.
Starts from
- New signups
- Company data
Delivers
- CRM segments
- Sales alerts
- Tailored onboarding
The impact
Sales now reaches hot signups within minutes instead of days, demo bookings from the signup stream rose about forty percent, and onboarding content finally speaks to who the user actually is.
Questions about this automation
Where does the company data for enrichment come from?
The signup email domain is looked up in a firmographic data provider through its API, which returns details such as company size, industry, country and sometimes funding stage. Personal email domains skip enrichment and go straight to self-serve onboarding. Results are written to the CRM record, so sales sees the same data the score used.
How is a signup scored and routed?
Each account is scored against the ideal customer profile, for example company size, industry and the role entered at signup. Above a set threshold, the signup alerts the sales channel and is assigned to a rep. Below it, the user enters the onboarding sequence that fits their segment and stated use case.
What happens when enrichment finds no data for a company?
The account is marked as unenriched and placed in a default segment, so it still gets onboarding emails. If the user later adds a work email or joins a company workspace, enrichment runs again and the score updates. It is a multi-step build, usually rolled out in stages, with scoring rules tuned along the way.