How a SaaS AI Firm Created Over $1M Pipeline Leveraging
Social Intent Signals and Lead Scoring
$1M+
Pipeline Generated
21%
MQL to SQL Conversion
7-20%
Response rate on campaigns
The Challenge
The client had a well-defined target audience and an existing list of 15,000 contacts, but the list lacked the context and intent signals needed to identify high-priority leads. They also knew their database was missing potential buyers actively searching for similar solutions.
"We had a strong offering, but without knowing who was actively interested, outreach felt like guesswork."
– VP of Sales, 😶🌫️ SaaS AI Firm
Solution
We implemented a system combining social intent signals, lead scoring, and personalized outreach to identify and engage the highest-priority prospects. By enriching the client’s lead list with actionable insights, we surfaced hidden buyers and discovered entirely new prospects who weren’t on their radar.
Steps We Took
1. Intent Signal Discovery and Enrichment
To enhance the client’s list, we identified key intent signals indicating readiness to engage with AI solutions:
LinkedIn engagement: Prospects interacting with content about AI adoption, automation, and SaaS platforms.
Competitor activity: Leads exploring similar offerings or leaving reviews on competitor platforms.
Website behavior: Visitors actively exploring the client’s demo pages, case studies, or pricing information.
Social signals: Recent promotions, role changes, or posts on digital transformation.
We prioritized signals that showed immediate relevance to the client’s product, ensuring we focused on prospects most likely to convert.
2. Lead Scoring System
Once enriched, we ranked leads based on their activity and intent signals:
Tier 1 (High Priority): Prospects with multiple strong signals, such as recent engagement on LinkedIn and visits to competitor review sites.
Tier 2 (Mid-Level Priority): Leads with moderate signals, such as single social or web engagements.
Tier 3 (Exploratory): Prospects with low or no detectable signals, kept for future nurturing.
This scoring system ensured that outreach resources were allocated efficiently.
3. Personalized Outreach Strategy
We crafted personalized messaging for each prospect, tailoring the copy to their intent signals:
Example 1 (Social engagement):
“Hi {{firstName}}, I noticed your recent post about {{topic}}—we’ve helped similar teams tackle these challenges with our AI platform. Would love to share insights!”
Example 2 (Competitor activity):
“Hi {{firstName}}, I saw {{company}} exploring AI tools for {{useCase}}. Have you looked into similar solutions for {{specificProblem}}?”
4. Identifying Hidden Buyers
Beyond enriching the original list, we identified 500 new buyers actively engaging with topics related to the client’s solutions. These leads were discovered by:
Tracking interactions with industry-specific LinkedIn posts.
Monitoring competitor review pages for prospects researching alternative solutions.
Analyzing job postings to identify companies expanding their AI capabilities.
5. Multi-Channel Campaign Launch
With the enriched and prioritized list, we launched a multi-channel outreach campaign:
Email campaigns: Used tiered messaging for each lead group, balancing personalization and scale.
LinkedIn engagement: Connected with decision-makers through conversational messaging and timely follow-ups.
Results
This system delivered:
15,000 Leads Enriched: Enhanced with intent signals and ranked by priority.
500 New Buyers Identified: Added to the client’s original database.
38% Engagement Rate: Across email and LinkedIn channels.
$1M+ in Pipeline Created: Including high-value opportunities from newly discovered buyers.
Why It Worked
This campaign was successful because it:
Leveraged Social Intent Signals: Surfaced high-priority leads by analyzing LinkedIn and competitor activity.
Added Fresh Buyers: Identified hidden prospects beyond the client’s original database.
Prioritized High-Value Leads: Used lead scoring to focus outreach on the most promising contacts.
Created Personalized Messaging: Built relevance through tailored messaging for each prospect.
"The combination of intent signals and lead scoring gave us clarity we’d never had before. It was the key to turning our outreach into results."
– VP of Sales, SaaS AI Firm
