SaaS Company Boosts MQLs with DataEnrichment
Co-founder & Chief Operating Officer
Need cleaner, more accurate data? We help B2B teams enrich, validate, and enhance their databases to improve outreach, targeting, and ROI.
Book a call to uncover the hidden potential in your CRM and boost your campaign performance.
Keerthana is a Data Enrichment Specialist at DataEnrichment.io, She has deep expertise in B2B database hygiene, enrichment workflows, and CRM optimization. Keerthana has helped numerous sales and marketing teams reduce bounce rates, fill in missing firmographics, and increase campaign ROI with cleaner data.
Follow her on LinkedIn for insights on data enrichment, CRM best practices, and lead quality strategies.
Let us enrich your database, fix inaccuracies, and boost your conversions.
Overview
A fast-growing SaaS firm was seeing high website traffic and demo sign-ups — but very few of these leads ever made it to the sales pipeline. Why? Their CRM was filled with incomplete, generic, or outdated data, making it impossible to prioritize or nurture effectively.
They didn’t need more leads — they needed smarter data on the leads they already had.
The Initial Friction
Their marketing team ran paid campaigns, webinars, and gated content promotions — all of which drove leads into their CRM. But most entries looked like this:
- “Sarah – Marketing” (No last name or company)
- “info@company.com”
- No industry, employee count, or revenue bracket
This lack of context meant their lead-scoring model was ineffective — and their sales team didn’t trust the MQLs being passed to them.
Why It Was a Problem
Table Here…
| Missing Elements | Resulting Issue |
|---|---|
No Job Role Clarity | SDRs unsure whom to prioritize |
Generic or Catch-All Emails | Poor open rates and response quality |
No Firmographic Data | Couldn’t segment or personalize outreach |
Repeated, Stale Entries | Cluttered CRM, inflated pipeline |
What They Did Differently
Instead of investing more in lead generation, the SaaS company opted to refine what they already had. They turned to DataEnrichment.io with one goal:
“Help us understand who these leads really are.”
Here’s what our enrichment process involved:
- Raw CRM Export of 25,000+ lead entries
- Field Mapping to identify missing attributes (like title, company size, industry)
- Appending accurate business emails, phone numbers, and LinkedIn URLs
- Manual Review of priority leads based on intent triggers (demo request, pricing page visits)
- Cleansed & De-duplicated final list ready for action
Measurable Wins
After enriching and importing the clean data, their marketing team rebuilt the lead scoring model using real insights.
They saw:
- 2.3x increase in MQL accuracy
- 34% more demo requests converted to SQLs
- Cleaner segmentation by industry, enabling targeted email flows
- Confidence restored in lead handoff between marketing and sales
A Strategic Shift
This wasn’t just a data cleanup. It was a shift in how their GTM teams approached lead intelligence. By enriching existing contacts with meaningful data, the SaaS firm unlocked value that was already sitting in their CRM.
They reduced acquisition costs, shortened the sales cycle, and improved alignment between teams.
Final Takeaway
You don’t always need more leads. You need better data.
For SaaS companies looking to boost MQL quality, improve scoring, and aligning marketing and sales — data enrichment can be the difference-maker.
Ready to Unlock Value from Your Existing Leads?
If your CRM is filled with incomplete or outdated records, you might be missing out on qualified opportunities. At DataEnrichment.io, we help SaaS teams turn underperforming lead data into accurate, actionable insights.
Start enriching your data today — and turn your existing contacts into conversion-ready leads.