Reps were researching instead of selling
Laurel.ai sells into a fragmented market of law firms, accounting practices, and professional services firms, each with different buying signals. Sellers needed accurate, deeply researched account and contact data to prioritize and personalize outreach across tens of thousands of firms.
That intelligence did not exist at scale, and building it by hand was slow, inconsistent, and impossible to maintain. Reps researched firms and guessed at ICP fit, hunted for contacts across LinkedIn and the web, chased down and verified emails and phone numbers, then re-keyed it all into a Salesforce instance full of duplicates that no one fully trusted.
Two layers: a background engine and a one-click path
FullFunnel architected and built the entire system: the ICP framework, vertical routing logic, persona classifications, AI prompting, enrichment waterfalls, and a real-time Exportly pipeline. An always-on engine enriched the whole database, and a one-click path delivered that research to a rep the instant they needed it.
Most data programs force a trade-off between deep enrichment and speed for reps. This design gave Laurel both, tailored to its market rather than a generic data dump.