ActuateIOT
IoT / Industrial
Implemented HubSpot + Clay waterfall to reach 85%+ email coverage on niche industrial ICP.
85%
email coverage
<1%
bounce rate
55%
previous coverage
5-stage
waterfall
The Challenge
ActuateIOT sells to industrial companies - manufacturing, logistics, facilities management. Their ICP is notoriously hard to reach:
- Traditional data providers have poor coverage on industrial contacts - Decision makers often aren't on LinkedIn - No single data source covers their niche - Previous outbound attempts bounced at 5%+
The Solution
We built a specialized enrichment system for hard-to-reach ICPs:
**Research:** - Mapped the industrial buyer journey - Identified alternative data sources (trade associations, industry events) - Built persona-specific messaging for plant managers vs IT directors
**Enrichment Waterfall:** - 5-stage waterfall combining multiple providers - Industry-specific data sources for manufacturing - Phone enrichment for contacts not reachable via email
**Infrastructure:** - HubSpot with custom properties for industrial verticals - Integration with their existing tools - Reporting on coverage by industry segment
The Results
The enrichment system transformed their outbound capability:
- 85%+ email coverage (up from 55%) - <1% bounce rate - Able to reach plant managers and ops directors - Repeatable process for new account additions