Client Overview

Industry: Sales Prospecting & Lead Generation Agency
Company: ColdIQ
Use Case: Total Addressable Market (TAM) Mapping for Enterprise Client
DiscoLike Features Used: Lookalike Domain Search, Global Coverage, Footprint Score

Executive Summary

When ColdIQ's enterprise client, a major SaaS company with 30 SDRs and 25 AEs, discovered their entire sales team was competing for just 2,000 target accounts despite operating in a market of 100,000+ potential customers, they knew something was fundamentally broken with their data strategy.

Using DiscoLike's web-based company discovery platform, ColdIQ uncovered an additional 2,000 qualified accounts that were completely invisible to traditional data providers like Apollo, ZoomInfo, and Cognism. This 100% increase in target accounts translated to 15,000 new contacts for their sales team to engage, effectively doubling their revenue potential overnight.

The Challenge: A Sales Team Fighting Over Scraps

Imagine having 30 hungry salespeople competing for the same 2,000 accounts. That was the reality for ColdIQ's enterprise client before they discovered DiscoLike.

Despite investing heavily in premium data tools like ZoomInfo, Apollo, and Cognism and having a sophisticated RevOps department with strict qualification criteria, this enterprise SaaS company faced a critical problem: their entire go-to-market motion was constrained by incomplete data.

"Their entire RevOps department relying on these data sources had 2,000 target accounts. So you can imagine the value of adding more accounts to this. You could potentially double the amount of deals that the BDR team is getting just because you're not exhausting the same accounts over and over again."

Dan Rosenthal, Head of Growth at ColdIQ

The company had specific requirements for qualified accounts:

• Certain departments needed to be of a specific size
• Companies had to meet precise firmographic criteria
• Accounts needed to align with their ideal customer profile

Traditional databases simply couldn't deliver the coverage they needed, leaving massive revenue on the table.

The Solution: Discovering the Invisible 70% of the Market

ColdIQ turned to DiscoLike to solve what traditional data providers couldn't: finding companies that exist beyond LinkedIn's limited scope and government registration databases.

Why DiscoLike Succeeded Where Others Failed

Unlike traditional providers that rely on scraping LinkedIn or pulling government registrations, DiscoLike uses a fundamentally different approach:

1. Web-Based Discovery at Scale
With over 60 million companies in their database, DiscoLike captures businesses that don't maintain a LinkedIn presence, including many retail, industrial, and local businesses that represent significant revenue opportunities.

2. Lookalike Domain and Ideal Company Profile Brief Search Technology
Instead of relying on generic industry tags that miss companies (like SaaS companies listed under their vertical markets), DiscoLike's search functionality finds similar businesses based on actual website content matched against a deep, dense, and directive search vector built from ICP text and the consensus of 5-10 sample existing client domains.

3. Global Coverage Without Language Barriers
"The ability to search in English and find companies without doing it in each international language is a big deal," notes George Rekouts, DiscoLike's CEO. The platform translates from 45 languages, enabling discovery of international opportunities that competitors miss entirely.

The Implementation Process

ColdIQ's approach was methodical yet remarkably efficient:

1. Segmentation Strategy: Split the client's market into distinct segments
2. Lookalike Mapping: Added representative accounts from each segment into DiscoLike
3. Regional Targeting: Applied geographic filters for specific markets (including hard-to-penetrate LATAM regions)
4. Intelligent Filtering: Used DiscoLike's footprint score to eliminate companies too small to qualify
5. Cross-Platform Enrichment: Exported to Clay for additional qualification against department size requirements

"The process was pretty much adding in lookalike accounts, sometimes we chose a region, click the generate ICP description button which is just one click, and then sometimes we added some negations. Super simple. If you watched a four-minute tutorial, you'd be able to do exactly what we did."

Dan Rosenthal, Head of Growth at ColdIQ

The Results: Doubling Revenue Potential in 30 Hours

The impact was immediate and measurable:

• 📊 2,000+ Net New Qualified Accounts
  A 100% increase in target accounts, all meeting the strict enterprise requirements
• 👥 15,000 New Contacts Discovered
  Fresh prospects for the 30-person SDR team to engage, ending the constant recycling of the same limited pool
• ⏱️ 80+ Hours Saved
  Completed in 30-40 hours versus the estimated 120+ hours if attempted internally
• 🎯 Higher Quality Coverage
  Found companies in previously untapped segments, especially in international markets where traditional providers showed gaps
• 💰 Immediate Revenue Impact
  SDRs gained access to fresh, uncontacted accounts instead of competing for over-prospected targets

Client Testimonial

"We pulled about 160,000 companies from DiscoLike. We were able to double their TAM size, we added 2,000 net new accounts that weren't on their radar before. Now their BDRs have actual fresh accounts to prospect that they weren't prospecting before. The value there is huge."

Dan Rosenthal, Head of Growth, ColdIQ

Why DiscoLike Made the Difference

Beyond Traditional Data Sources
"If you look at the landscape for company directories, there are literally only three sources," explains Rekouts. "Government registrations, LinkedIn scraping, and then there's us, completely different. We're not bound by registrations that often lack domains, and we don't have LinkedIn's problems with fake sites, obsolete data, and limited coverage."

Solving the Marketing-Sales Alignment Challenge
"A big challenge for companies is that sales and marketing aren't using the same lists," notes Rosenthal. "Marketing is evaluated by MQL volume, so they target random accounts. Sales only cares about the qualified pipeline. DiscoLike helps create one unified, complete TAM that both teams can work from."

Built for Scale and Simplicity
Despite its powerful capabilities, DiscoLike remains remarkably easy to use. "If their RevOps department were trying to do this themselves, they would have struggled," says Rosenthal. "We saved them at least 80 hours of work."

The Bottom Line

For companies serious about maximizing their revenue potential, incomplete market visibility is no longer acceptable. While competitors fight over the same over-prospected 2% of companies visible in traditional databases, DiscoLike users are engaging with the other 98% of the market.

ColdIQ's success demonstrates that better data isn't just about having more contacts, it's about discovering entirely new market segments your competitors can't even see.

Ready to Discover Your Hidden Market?

Stop letting incomplete data limit your revenue potential. DiscoLike's platform can help you:

• ✅ Find companies invisible to traditional providers
• ✅ Build complete TAM maps with 90%+ market coverage
• ✅ Expand internationally without language barriers
• ✅ Unite sales and marketing around accurate data

Sign Up | View Pricing

About ColdIQ

ColdIQ is a leading sales prospecting and lead generation agency that leverages AI and advanced data tools to build automated outbound systems for B2B companies. They specialize in TAM mapping, multi-channel outreach, and helping companies scale their sales operations efficiently. Learn more at coldiq.com.

About DiscoLike

DiscoLike provides the world's most comprehensive business discovery platform, with over 60 million companies indexed across 45 languages. Using proprietary web-based discovery technology, DiscoLike helps sales and marketing teams find and engage with companies that traditional data providers miss. Learn more at discolike.com.