How Keboola Powers Sales Outreach by Forecasting Both Solution Fit & the Best Potential Use Cases 

TL;DR

“How can we create a target account list for GTM when our ICP isn’t reflected in sales databases?”

‍Keboola, an ETL (Extract Transform Load) platform used AlgOps to build enrichment workflows, scoring models, and tailored data sourcing—without overwhelming their own internal data team. AlgOps delivered first-party data enrichment and forecasting to give Keboola insight into how to outreach potential customers with maximum relevance. Now Keboola has sales outreach backed by custom data that would have taken weeks to months to develop in-house.

Targeting the Right Accounts Without a Sales Database Match

Keboola, an ETL platform for data analysts and engineers, faced a critical go-to-market (GTM) challenge. Their ideal customer profile (ICP) didn’t align with traditional sales databases, making it difficult to create a relevant target account list. Keboola needed a way to prioritize accounts efficiently and save time on its outreach prep.

Keboola’s Challenge: Honing In Without Leaving Opportunities on the Table

Finding the right customers in the dev and data tooling space is a Goldilocks problem—if your account list is too broad, the opportunity is lost in the noise; too narrow, and you won’t even notice valuable opportunities. 

Keboola needed a unified target account list. However, setting a list up manually would take months, with no guarantee of success. 

AlgOps Forecasts ICP Score Based on Current Customers and ICP Definitions

Setting up AI-driven forecasting typically requires extensive training data—often 5000+ examples—just to get started. For a sales team that needs to meet their targets, this wasn’t an option. AlgOps eliminated that burden by delivering an end-to-end solution without requiring deep expertise at the intersection of data and sales.

With AlgOps, Keboola was able to:

• Automate company sourcing to pull in relevant, high-quality data
• Forecast ICP scoring tailored to their customer base and unique ICP definition
• Apply custom enrichment characteristics to forecast the most promising use cases

Autonomous Forecasting with AlgOps

1. Identifying Relevant Companies Based on People & Job Data

The first step in Keboola’s targeting process was ensuring their accounts already had or were actively seeking the right talent. AlgOps scraped and verified job and people data, identifying qualified professionals connected to potential companies.

2. Enriching Company Profiles with Data-Related Tech Stack & Activities Information

After identifying promising accounts, AlgOps enriched firmographic data using signals from employee profiles and job descriptions.

3. Forecasting ICP Scores & Best Use Case

Once firms were enriched, AlgOps evaluated Keboola accounts by forecasting their ICP scores and identifying the best use cases for each. 

4. Identifying Champions & Decision-Makers

With firm profiles complete, AlgOps pinpointed the right people to engage — decision-makers and champions with influence over data tools and strategy.

• Targeted senior roles:
  
  • Chief, Head, Director
• Relevant departments:
  
  • Data, Finance, Operations, Business Intelligence

5. Enriching People 

Finally, AlgOps added technical advancement insights to people profiles, using About descriptions and contact details to gauge expertise levels and help Keboola speak the right language with them.

Acting Fast to Maintain a Competitive Advantage

In a fast-moving market, relevancy is everything. AlgOps gave Keboola a scalable way to do relevant outreach, enabling it to stay ahead of competitors instead of making its offering vague.

For teams facing similar challenges—where existing sales databases fall short and in-house solutions are resource-intensive—there’s no other viable option if you want to act now. AlgOps doesn’t just make targeting faster; it makes it virtually effortless.

Ready to scale your GTM with precision?

Get in touch with AlgOps and start targeting the right accounts—without the heavy lift.