In this episode of the Transform Sales Podcast: Sales Software Review Series, host Eddie Bello talks with Lukas Holovsky, CEO of AlgOps, to discuss how B2B SaaS startups can use AlgOps, a lead mining software, to build and monitor target account lists for ABM campaigns with real-time data enrichment and automated lead scoring.
Lukas Holovsky explains the core functionality of AlgOps:
“AlgOps, our software, is a platform where you can do anything relevant regarding data about your accounts. So imagine prospects, leads, or even customers in the company. You can enrich them however you want because we have AI agents so that we can connect third-party services and other social intelligence tools.”
Let’s look at the main points from their conversation and how AlgOps can help B2B SaaS startups improve their sales and marketing strategies.
When it comes to building target account lists for ABM campaigns, what alternatives were your customers most often using before buying your software?
B2B SaaS startups typically used several methods to build target account lists for ABM campaigns before adopting AlgOps.
Lukas provided insights regarding the typical strategies his clients had used in the past:
- Manual Research and Data Compilation: Startups often invested significant time in manually researching potential accounts and compiling data from various sources. The approach, while thorough, was time-consuming and frequently resulted in outdated information.
- Generic Sales Intelligence Platforms: Companies frequently use popular sales intelligence tools like Apollo or ZoomInfo. Lukas notes, “If you, for example, use Apollo or Zoom info, you can also use the data there, then enrich them additionally for custom characteristics or that Apollo or Zoom info don’t have because they are really unique for you.”
- LinkedIn Scraping and Social Media Analysis: Many turned to LinkedIn and other social media platforms to gather information about potential accounts. The method provided some insights but lacked the depth and automation offered by specialized tools.
What challenges were your customers running into with those alternatives that your software helped them overcome?
B2B SaaS startups looking to build target account lists for ABM campaigns often hit roadblocks with traditional methods.
Lukas shared some common pain points his customers faced:
- Resource drain on small teams: Most B2B SaaS startups run lean, and manual data gathering wastes valuable time. Many founders reported spending hours every week just trying to keep their lead lists current, hampering overall productivity.
- Struggle to find niche data: Generic platforms often fall short for SaaS-specific needs. Customers needed unique data points, like a company’s tech stack or recent funding rounds, which weren’t readily available in most tools.
- Scaling hurdles: As these startups grew, their data needs exploded. When targeting hundreds or thousands of accounts, manual methods or basic tools couldn’t keep up with the demand.
AlgOps addresses these challenges by providing a comprehensive, automated solution. Lukas highlights the value of their approach:
“We are heavily focused on prioritization and qualification. We have good prediction algorithms. For example, we can predict based on other external factors and characteristics. We can set up predictive algorithms to predict the companies’ CLV based on their pricing, which is usually publicly available, the number of customers, the number of people they have, funding rounds, and so on.”
What are the key features of AlgOps that help overcome the challenges of building target account lists for ABM campaigns?
AlgOps offers several key features that address the main challenges B2B SaaS startups face when building target account lists for ABM campaigns.
Let’s explore how these features tackle each challenge:
How AlgOps Overcomes Resource Drain on Small Teams
Situation: B2B SaaS startups need to compile comprehensive target account lists without dedicating excessive time and manpower.
Problem: Traditional methods often require considerable manual effort, resulting in outdated information and inefficient resource allocation.
Solution: AlgOps streamlines the process by employing AI agents and automated data enrichment. This automation allows B2B SaaS startups to build and maintain accurate target account lists in a fraction of the time, freeing up resources for other critical tasks.
How AlgOps Addresses the Struggle to Find Niche Data
Situation: B2B SaaS startups require specific, industry-relevant data points to create effective ABM campaigns.
Problem: Generic platforms often lack the depth and customization needed for SaaS-specific targeting.
Solution: AlgOps offers custom enrichment capabilities that go beyond standard data points. Lukas highlights this flexibility:
“We can research almost everything that is publicly available on the internet. So if you would do research manually by yourself, and you would find this information, we can set up our flows and do it in a manual way. We are really focused on data quality.”
How AlgOps Tackles Scaling Hurdles
Situation: As B2B SaaS startups grow, they need to scale their target account lists and ABM campaigns efficiently.
Problem: Manual methods and basic tools struggle to keep up with increasing data needs as companies target more accounts.
Solution: AlgOps provides scalable data processing and analysis capabilities. This scalability ensures that as startups grow, their ability to manage and analyze target accounts grows with them, maintaining the effectiveness of their ABM campaigns regardless of volume.
What tasks, deliverables, and/or people need to be involved in setting up AlgOps for building target account lists, and how long does it typically take to reach full productivity?
Setting up AlgOps for building target account lists is designed to be straightforward, but there are some strategic considerations to ensure a smooth implementation.
To prepare for implementation, B2B SaaS startups should consider having the following in place:
- Clear definition of target accounts and ideal customer profiles.
- List of desired data points and characteristics for enrichment.
- Existing CRM or sales engagement platform for integration.
Currently, AlgOps manages implementations in-house, providing a hands-on approach to ensure customers get the most out of the platform. Their team offers expertise in ICP research, account list building, and account operations, which is included in every project with their customers.
Regarding pricing, the platform offers flexible plans based on the startup’s needs. Lukas provides an example:
For larger companies, prices can range up to $2,000 per month or more, with custom pricing available for high-volume users. These costs typically include all features and data access, with no hidden fees.
While the exact time to full productivity can vary, AlgOps’ hands-on implementation approach and integration capabilities aim to get B2B SaaS startups up and running to start building effective target account lists for their ABM campaigns in a matter of weeks.
What KPIs should B2B SaaS startups use to evaluate their success with AlgOps for building target account lists, and what quantifiable outcomes can they expect?
When implementing AlgOps for ABM campaigns, B2B SaaS startups should keep an eye on these key performance indicators:
- Efficiency Gains: Measure the time saved on manual research and data enrichment. Startups often report cutting research time by 70-80%.
- Conversion Rate Improvements: Track the increase in meeting bookings and opportunities generated. Users typically see a 20-30% boost in these metrics.
- Data Accuracy and Enrichment: Evaluate the percentage of enriched fields and overall data accuracy. AlgOps users often achieve over 95% data accuracy, significantly higher than manual methods.
- ABM Campaign Performance: Monitor engagement rates and pipeline velocity for ABM-targeted accounts.
- Customer Lifetime Value (CLV): For those using AlgOps to monitor existing customers, track increases in upsell and cross-sell opportunities.
The impact of AlgOps on these KPIs can be substantial. As the platform’s CEO explains:
“The main KPI is basically time saved because they don’t need to extract and research information by themselves manually.”
While these figures represent typical outcomes, results may vary based on specific use cases and implementation strategies.
Final Thoughts
AlgOps represents a shift in how companies approach account-based marketing, moving from labor-intensive processes to intelligent, data-driven strategies. This transition not only saves time but potentially reshapes how startups understand and engage their target markets.
By automating data enrichment and delivering tailored insights, AlgOps assists B2B SaaS startups in overcoming typical challenges in developing target account lists. You will likely notice significant enhancements in your ABM efforts as you monitor performance.
Ready to explore how AlgOps can enhance your startup’s sales strategy?
