From Spray-and-Pray to Precision: Automating Account-Based Campaigns
Context
[START OF SECTION] Our client’s Go-to-Market (GTM) team needed a better way to surface and engage high-intent leads. Manual targeting and flat campaigns let enterprise accounts slip through the cracks. The goal was to scale outreach without losing relevance or personalization.
The team was operating in the Sales & Marketing industry and required a solution that could handle the complexity of account-based marketing at scale while maintaining the quality of personalized engagement that enterprise prospects expect. [END OF SECTION]
Challenge
[START OF SECTION] Spray-and-pray tactics weren’t cutting it. The client faced several critical obstacles:
- Campaigns using generic lists saw 0% reply rates
- Teams lacked real-time data on who to reach, what to say, or when to engage
- Manual processes slowed things down and left growth opportunities untouched
- No systematic way to identify and prioritize high-intent accounts
- Enterprise accounts were slipping through the cracks due to insufficient targeting
- List building consumed excessive time that could be spent on strategic activities [END OF SECTION]
Solution
[START OF SECTION] Brainforge built an automated outbound engine that starts in HubSpot, enriches data in Clay, reviews it, and then pushes it back to HubSpot and out to campaigns via HeyReach.
Key Components
Data Enrichment Pipeline:
- Enriched companies with revenue data, headquarters location, and ICP (Ideal Customer Profile) team members
- Integrated TheirStack for technology stack intelligence
- Used Apify for web scraping and data collection
Lead Intelligence:
- Captured engagement signals from LinkedIn to surface warm leads
- Implemented real-time intent signals to prioritize outreach timing
Workflow Automation:
- Automated flows kept HubSpot, Clay, and campaign tools aligned using n8n
- End-to-end automation from lead capture to email send
- Seamless data sync across all platforms in the stack
Technology Stack
| Tool | Purpose |
|---|---|
| Clay | Data enrichment and lead scoring |
| HubSpot | CRM and campaign management |
| HeyReach | LinkedIn outreach automation |
| TheirStack | Technology stack intelligence |
| n8n | Workflow orchestration |
| Apify | Web scraping and data collection |
OCR/Captioned: Logos displayed for Clay, HubSpot, HeyReach, TheirStack, n8n, and Apify - the core technology stack powering the automated lead enrichment system. [END OF SECTION]
Results
[START OF SECTION] A low-yield, manual process became a scalable outbound playbook combining faster prep, smarter targeting from job and tech signals, and full automation from lead to launch across ABM, event, and tech-driven campaigns.
Quantified Outcomes
| Metric | Result | Description |
|---|---|---|
| Campaign Prep Speed | 10x faster | Lead enrichment dramatically accelerated campaign preparation time |
| List Building Time | 80% reduction | Time previously spent on manual list building reallocated to strategic work |
| Automation Coverage | End-to-End | Full automation from lead capture to email send with no manual handoffs |
Impact Summary
- 10x faster campaign prep with automated lead enrichment replacing manual research
- 80% less time spent on list building freeing GTM team for higher-value activities
- End-to-end automation from lead capture to email send eliminating manual bottlenecks
- Smarter targeting using job titles and technology signals for improved relevance
- Scalable playbook applicable across ABM, event-based, and tech-driven campaign types [END OF SECTION]
Team
[START OF SECTION]
OCR/Captioned: Two team member photos shown - Project Manager (left) and Lead AI Engineer (right) - the core team responsible for designing and implementing the automated lead enrichment solution.
- Project Manager - Oversaw implementation and client coordination
- Lead AI Engineer - Architected the automation workflows and integrations [END OF SECTION]
Source: Brainforge: An Insights Company
Call to Action: Still doing outbound by hand? Let’s build your automated growth engine. Book a strategy call or visit www.brainforge.ai to get started.