How a pilot runs.
A walk through a Pipeline Intelligence engagement on a representative scenario: a custom injection molder with revenue concentrated on one contract. The figures below illustrate the process and the deliverable. They are not a real client's results.
The scenario.
Picture a custom injection molder. One facility, two outside reps, the founder selling on the side. Most of the revenue rides on a single Tier-1 medical OEM contract, and that contract is up for renewal.
The shop needs two or three anchor accounts in adjacent medical-device verticals before the renewal conversation. The CRM holds 1,800 accounts accumulated over fifteen years. Most are stale. The founder has one quarter to find the few that are not.
This is the situation Enrichment is built for: a real list, no time to work it by hand, and no way to tell which accounts are moving.
Fourteen days, four stages.
How the Enrichment pilot is delivered
Week 1 — setup
A CSV export from the CRM, and an Ideal Customer Profile defined with you: segment, revenue band, certifications, geography. For a medical-device molder, that might be OEMs and Tier-2 contract manufacturers, $20M to $300M revenue, ISO 13485, US-based.
Weeks 2-3 — enrichment
Every account is cross-referenced against three public sources. SEC 10-K filings for capex and segment language. US Customs records for import volume on the HTS classes that matter. Job postings for hiring signals inside the window.
Scoring
Each account is scored 0 to 100 on fit and timing. The top accounts are selected for full briefs. Clusters surface here: several accounts moving on the same capex or sourcing signal at once.
Delivery
Briefs land in the CRM as enriched records. Each one carries a 10-K excerpt, a customs summary, a hiring delta, and a manufacturing-literate talking point a rep can open a call with.
What the pilot delivers.
Every account in the CRM rated 0 to 100 on fit and timing, so reps work the list in priority order instead of alphabetically.
The top accounts, each with a 10-K excerpt, customs summary, hiring delta, and a specific talking point. Built to be read in under a minute.
The accounts that do not fit the profile, with no filings, no relevant import volume, and no industry exposure, flagged so reps stop calling them.
Briefs arrive as enriched records inside HubSpot, Salesforce, or Zoho. No new tool, no new login.
Where the signal comes from.
A brief is useful when it tells a rep something the prospect has not told anyone. A public OEM authorizes capital for a new production line in a 10-K. A competitor's import volume on a key HTS class jumps. A target posts six process engineers in a month. Each is a matter of public record, and each is a reason to call this week instead of next quarter.
This page is an illustrative walkthrough, not a case study. Laetus is a new firm and does not run a logo wall. When a client agrees to be named and has results worth reporting, a real case study will replace it.