How a restaurant tech CX platform went from disconnected GTM stack to best quarter in company history
With our RevOps support: Salesforce x Salesloft x Clay. The client had every tool a modern sales team needs and no one making them work as one system. GTMinds became that function: fresh, accurate data, a connected stack, and outreach on every channel, then handed the whole engine over.
(name on request)
About the client
The client is a guest feedback and CX improvement platform for multi-unit restaurants, used by national chains to measure satisfaction at every location and win back unhappy guests. Its buyers are operators: the owners, COOs and marketing leads of chains running anywhere from 5 to several hundred locations.
A full stack, and no one to run it
Salesforce was the central CRM, but far from its potential. Records decayed as people changed jobs and brands changed systems, and most accounts carried one or two contacts, thinnest in the SMB segment, where deals ran single-threaded and stalled or churned accounts sat untouched.
The external data agency was expensive and its lists mediocre, so the sales team spent hours researching before they could send a single email through Salesloft. There was no RevOps function to fix any of this. Every tool was paid for; none of them talked to each other. Not too little software, too little system.
Modernize the whole GTM stack: accurate, fresh data in Salesforce, every tool connected end to end, coverage across every persona, and outreach running on every channel, without hiring for it.
The engine at a glance
System of record: accounts, deal history
Clay x Claude x Apify: signals, contacts, verification
Salesloft warm, Instantly cold, LinkedIn, eventsHow it unfolded
A hand-picked list of large accounts, enriched with signals, scored, and activated through the sellers' own Salesloft with AI-personalized messaging and case studies mapped to each customer category. 4 meetings booked, 3 closed won.
The same depth across ~7,800 contacts in Ops and Marketing personas. Cold volume couldn't run through the sellers' warm channel, so we stood up dedicated infrastructure: warmed domains and mailboxes on Instantly.
Ahead of a major US restaurant industry event, raw attendee lists were enriched into full contact records: name, company, title, verified email, phone and LinkedIn. Meetings were booked before the doors opened.
The 5-50 location groups, where coverage was one contact or none. Hybrid Clay + Apify + Claude enrichment across four personas, stalled and churned accounts reactivated, and job-changers turned into referral paths. Then the whole system was handed over.
What we built
Contact discovery that does not give up
A five-stage pipeline: AI people search across four personas (Executive, Operations, Marketing, Technology), Clay's native database, LinkedIn recovery through custom integrations, AI employment verification for franchisee and parent-company edge cases, then an email waterfall across 8+ providers. When accounts came back empty, we rebuilt the prompts and re-ran them: 4-5 verified stakeholders per account where there had been one or two.
Enrichment validated before it scaled
Custom AI agents detect each brand's POS, digital ordering, loyalty and feedback platform, store counts and brand classification, feeding a 5-tier account framework. Before running thousands of accounts, we checked the pipeline against manually researched ground truth: 18 of 20 data points correct, then scale. Heavy AI steps ran through the client's own Claude API instead of platform credits, cutting data costs by roughly 30% against the agency it replaced.
A CRM that stays fresh
Every verified contact, persona tag and tech-stack field synced back into Salesforce, surfaced in the views AEs already worked from, lifting data accuracy from roughly 30% to 75%. Employment verification catches job changes so records refresh instead of quietly decaying, and the unglamorous RevOps work of field mapping, hygiene and admin fixes was handled as part of the function.
Deliverability treated as an asset
10 sending domains and 30 mailboxes, each persona isolated on its own domain, Outlook lanes for enterprise inboxes and a separate lane for catch-all addresses. When early sends showed bounce rates creeping toward 4%, we paused, rebuilt all 16 templates and relaunched at 1.22% bounce with opens above 62%. Domain reputation is an investment; we protected it like one.
Activation, not just data
Email cadences, LinkedIn automation on the founder's profile via HeyReach, website visitor de-anonymization feeding warm accounts back into sequences, and reactivation plays for churned customers, stalled leads and contacts who changed companies. Sellers stopped researching and started selling: every conversation began with a verified name, a persona and a reason to reach out.
Event enablement on demand
Before a major US restaurant industry event, the team handed over a raw list of attendee names and got back full dossiers: title, verified email, phone, LinkedIn and a one-pager per company. They walked in with meetings pre-booked instead of badge-scanning. The engine, pointed at whatever the team needed next.
The numbers
"This is our best quarter in the history of the company. We're closing massive deals and I am obsessed with playing the game because I see all the signal."
Why it worked, and how it ended
We ran the engagement the way an in-house RevOps team would, without being one. Data accuracy came first, validated against ground truth before anything scaled. Then connectivity: one engine underneath Salesforce, Salesloft, Clay and Instantly, so the spend they already had finally compounded. Then activation on every channel. Pipeline, closed revenue and meetings at events came from the system, not from promising a number of meetings per month. When the target market was fully covered, the system, the data and the playbook were handed over to their team, documented and running in their own workspace. The engagement ended the way it was scoped to end, which is why the door is still open.
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