Signal-Based Prospecting for a Workforce Management SaaS
Real-time product, hiring, and technology signals highlighted high-intent accounts, accelerating pipeline creation and improving demo conversions.
[ INDUSTRY ]
Tech
[ CHALLENGE ]
A manufacturing Workforce Platform faced a persistent growth challenge: the team needed to reach factories and logistics operations that actually had workforce problems — chronic understaffing, overtime spikes, shift gaps, compliance risk — but traditional targeting (NAICS codes, company size, job titles) couldn’t reveal which facilities were actively struggling. As a result, reps spent hours calling plants that had no urgency, while real high-need factories slipped through unnoticed.
[ SOLUTION ]
To solve this, we deployed a custom signal-based prospecting engine built specifically for manufacturing and warehouse environments. The system continuously monitored indicators of workforce stress — increased hiring for operators, seasonal ramp announcements, overtime postings, safety incidents, facility expansions, new production line launches, and urgent recruiter activity. When these signals surfaced, the engine qualified the plant, scored the operational urgency, identified decision-makers, and pushed structured insights directly into their CRM with clear SDR actions.
By shifting from broad industrial lists to real-time operational signals, the client was finally able to pinpoint factories that needed workforce management software now — resulting in faster conversations, higher demo acceptance, and a pipeline driven by true on-the-floor urgency rather than guesswork.
