Accelerating high-intent lead flow for Workato

We worked with Workato to translate their target buyer into a usable filter set: mid-sized companies between 50 and 500 employees, automation-aware functions, and CRM ecosystems already mature enough to benefit from integration.

From there, accounts were segmented across four core regions so messaging, timing, and follow-up could be localized rather than generalized.

• Company size: 50-500 employees, weighted toward integration buyers
• Geo coverage: North America, UK/EU, India, and Southeast Asia
• Functional focus: IT, RevOps, marketing operations, and data teams

Outreach blended targeted email sequences, LinkedIn engagement, and content-led hooks. Each touch was sequenced against the persona and region so the same buyer was not hit with conflicting messages.

Telemarketing follow-up prioritized engaged prospects, validating intent before passing them on as qualified opportunities.

• Persona-led subject lines and CTAs tested per segment
• LinkedIn touches synced with email cadence
• Human follow-up on engagement, not on raw volume

Every lead passed BANT-aligned qualification: budget signals, decision authority, problem fit, and timing intent. Enrichment filled in firmographic and technographic context so reps had what they needed in the first call.

Final records were delivered through CSV exports and a CRM-ready API workflow, mapped to Workato's field structure so leads activated immediately.

• Enrichment: firmographics, tech stack, role, and engagement
• Suppression and duplicate checks against existing CRM data
• Delivery: CSV and API handoff aligned to Workato's CRM schema