From zero outbound infrastructure to 20k enriched accounts in 45 days
Software Supply Chain Security · Clay enrichment, competitor displacement, and buyer intelligence built from scratch. No SDRs doing manual research. Just pipeline.
~20k
Accounts enriched and scored
100k+
Contacts in enrichment pipeline
9
Persona tiers A–I active
<2%
Email bounce rate achieved
$30k+
Saved vs Clay Enterprise/yr
Website
endorlabs.com
INDUSTRY
Software Supply Chain Security
ENGAGEMENT
45 Days
TOOLS
SERVICES
Result
Built a 20k-account TAM with 6-layer Clay enrichment waterfall and 'Why Now' buying signals on every record
Competitor displacement live across Snyk (342), Checkmarx (224), Veracode (200), and Black Duck (145)
SDR team shifted from 20+ hours/week of manual research to 100% conversation time no headcount added
Overview
Endor Labs had strong product-market fit. No GTM infrastructure to reach it.
Endor Labs built genuine differentiation in software supply chain security but their outbound motion was entirely manual. No enrichment waterfall. No competitor intel. ICP defined only on firmographics. SDRs spending 20+ hours a week on research instead of conversations.
With Snyk, Checkmarx, Veracode, and Black Duck dominating the space, they needed to move fast account by account, signal by signal. We built the entire infrastructure in 45 days.
THE CHALLENGE
Before vs. After
"The speed at which ONEGTMLAB stood up our entire outbound infrastructure was unlike anything I've seen. In 45 days we went from zero to a fully enriched TAM, tiered account lists, and live sequences hitting the right buyers. Our SDR team is now focused entirely on conversations, not research."
Mitch Touart
Head of Sales · Endor Labs, San Francisco CA
What We Built
Three compounding systems.
TAM & Enrichment Engine
20k accounts enriched. 100k+ contacts in pipeline. 6-layer waterfall: LinkedIn, Clearbit, Apollo, custom scrapers. 'Why Now' signals on every record. Daily automated refresh.
Competitor Displacement Stack
Live scraping for Snyk (342), Checkmarx (224), Veracode (200), Black Duck (145). Technographic stack detection. Sources: HG Insights, BuiltWith, job posts.
Buyer Intelligence Layer
9 persona tiers A–I. 9 depts × 4 seniority levels. 107 technologies scored. IT consultancy exclusion engine live. $30k+/yr saved vs Clay Enterprise.
What We Built
What moved in 45 days.
~20k
Accounts enriched and scored
100k+
Contacts in enrichment pipeline
9
Persona tiers A–I active
<2%
Email bounce rate achieved
$30k+
Saved vs Clay Enterprise/yr
The SDR team stopped doing research entirely. Every account pre-enriched, scored, and routed reps shifted from 20+ hours/week of manual work to 100% conversation time. The CRM became a real intelligence layer: every meeting traced to the signal that created it.
"What impressed me most was the RevOps architecture. The dashboard OneGTMLab built ties every meeting back to the exact signal that triggered outreach. Full pipeline attribution by signal source that level of data quality is something most enterprise teams simply can't build internally in 45 days."
Eric Wong
VP of RevOps · Endor Labs, San Francisco CA
