Data infrastructure and AI data enablement
18-25 in the U.S. Larger team in Chennai
Enterprise companies with complex first-party data making C-suite/board-level AI data-infrastructure decisions.
Enterprise ABM with a small, high‑fit TAM
Cut account research time, disqualify & prioritize & swap-in accounts faster to keep momentum in a top-40 active tier
• Research time per strategic account: 4–5 hours → 11–12 minutes
• Active buying signals tracked: 35+
• Enterprise cycle: ~240 days, now easier to navigate with continuous research & fast pivots
It used to take four to five hours across five or six tools. Once we locked in our prompts, we got the reports down to 11–12 minutes
Aqfer sells a highly complex marketing data platform into enterprise accounts. Here, sales cycles regularly exceed 200 days, and even small changes inside target organizations can upend the entire deal.
Tom explains:
“Our sales cycle is around 240 days on average, and things change constantly; executives leave, business plans evolve. We have to be on top of what’s happening inside every target, or we risk wasting months on deals that go nowhere.”
With only about 75–100 true ICPs (Ideal Customer Profiles) out of an outer ring of 800 possible firms, the team’s attention is precious. Every touchpoint and research task matters, but the manual approach was burning through 4-5 hours of account research per prospect, spread over five or six different tools.
“I used to do these account research projects myself, and by the time you finish, you don’t feel like doing another one for months.”
This high-effort research slowed down disqualification, made it harder to pivot when buying signals changed, and forced the team to focus narrowly on no more than 2–3 accounts with full ABM support at any given time.
Tom decided not to impose a one-size-fits-all solution. Instead, he asked his own sales team what signals they needed to track to make a real business case and stay ahead of deal changes.
“We canvassed the sales team and said: don’t let your imagination be limited at all: what would you want to track if you could?
They came back with more than 35 different signals. With Evergrowth, we built almost all of them into our current workflow.”
Signals included everything from executive moves and org changes to funding clues, new product launches, and public appearances by key stakeholders.
Tom also built a prompt library with advanced, ready-made research questions, going far beyond the basics:
Integration with Evergrowth allowed Tom’s team to take leads from Sales Navigator and seamlessly push Contacts and Research results into HubSpot, turning a process that once took hours into something repeatable, fast, and aligned with their GTM motion.
They came back with more than 35 different signals. With Evergrowth, we built almost all of them into our current workflow.”
Crucially, Evergrowth also allowed the team to disqualify bad-fit prospects much sooner and replace them without losing momentum.
“The real win for us is we can set up the next two target accounts really quickly and run more in parallel. If a deal isn’t going anywhere, we don’t bang our head against the wall; we just move on and keep the pipeline moving.”
The process also surfaced more nuanced and creative talking points, since reps could now ask natural-language questions to Evergrowth’s prospect-insights Agents (“Digital Twins”) and connect dots that would have taken hours to research before.
Bringing the team on board took patience. Aqfer’s sales team skews seasoned with existing robust knowledge and processes; so not everyone immediately saw the value in new agentic workflows. Tom’s inclusive approach (letting the sellers shape the process) proved critical.
“Getting the sales team to buy in took some patience, but once they saw their requests show up in the workflow, the light bulb went off.
This upskilling led to sharper, more effective outreach, and made the whole team more agile as their buyers and org structures changed mid-cycle.
"Even the skeptics started asking more creative questions and learned how to use prompt-based research.”
“The reality is that it’s a business case we’re making to the C-suite. It usually requires multiple touch points, and it usually requires board assistance as well.
With lean resources and a narrow addressable market, Aqfer knows better than to waste months on dead-end accounts. By empowering his team to qualify faster, research deeper, and swap accounts in and out on the fly, Tom ensured his Sales teams could handle more live deals at once, without burning out.
“The breadth of information now is the big win: it allows us to go through accounts faster and say, ‘Look, we have an airtight case. We have the right business decision makers. We’ve got board involvement…Let’s move.’ ”
Aqfer is now moving toward productized offerings and a larger addressable market, with shorter sales cycles and more outbound GTM. With a new CRO and CEO onboard, Tom expects even more workflows to be automated and updated with the Evergrowth approach
We have plans to revisit this case study in the new year with direct revenue impact data from their new launches.
Evergrowth’s Agentic GTM Workspace automates lead research, outreach personalization, and sales training—so your team can close deals faster.
