[CS 04]
Last Updated
02.09.2026
Structured.ai cleaned up their CRM, automated account research, and
A conversation with
Senior Director, Revenue Growth, Structured AI
1,600
Qualified Accounts
Identified from 20,000+ companies based on real channel program signals
85%
Territory Rebalancing in 48 Hours
+20,000 accounts redistributed using validated firmographic data
14
Qualified Meetings + Active Enterprise Opportunity
Generated from a Floqer-sourced and enriched account list within just one week
80%
Faster Inbound Processing
Lead research, enrichment, scoring, and routing fully automated
About Structured
Structured AI is an AI-powered data intelligence platform helping teams transform unstructured content into structured, usable datasets — from documents and PDFs to images and forms.
Trusted by fast-growing startups and enterprise teams, Structured AI enables automated data extraction, classification, and enrichment using custom AI pipelines. The platform replaces manual tagging, spreadsheet workflows, and brittle rule-based systems with scalable machine learning models.
With increasing data volume and fragmented sources, teams needed a faster way to operationalize information, improve accuracy, and reduce processing costs. Structured AI provides end-to-end data automation — combining extraction, validation, and integrations — so businesses can move from data to insights in minutes, not weeks.
Industry
Artificial Intelligence / Data Infrastructure
CRM
Hubspot
Headquarters
New York, NY
Team
Sarah + RevOps
The challenge
Structured's RevOps team was operating inside a CRM filled with outdated, misclassified, and unqualified accounts. Critical firmographic and channel data was missing or unreliable. Account research was manual and inconsistent. Territory assignments were distorted by incomplete records. And there was no reliable way to identify which companies actually ran active channel programs — a prerequisite for Structured's ICP.
As a result:
- High-potential accounts were buried in noise
- Reps spent 15–20 minutes researching every lead
- Territories were unbalanced
- Pipeline creation was slow and unpredictable
The team lacked visibility into their true Total Addressable Market and had limited confidence in their data.
Floqer handles all the research we used to do manually - figuring out if a company runs a channel program, what tools they use, how our products fits. Now that context is already in Salesforce before a rep even opens the account. Contact coverage is up 45% over what we were getting from ZoomInfo
Sarah R
Senior Director, Revenue Growth
Floqer handles all the research we used to do manually - figuring out if a company runs a channel program, what tools they use, how our products fits. Now that context is already in Salesforce before a rep even opens the account. Contact coverage is up 45% over what we were getting from ZoomInfo
Sarah R
Senior Director, Revenue Growth
The Problem
Sarah's team had a CRM full of companies that didn't belong there. Some had shut down their channel marketing programs years ago. Others never had any program, and the accounts that actually fit their ICP? Lost in the noise.
And here's the thing, ZoomInfo and Apollo don't have a filter for "companies with active channel marketing initiatives." That's no data point they track. It's a niche specifically for Structured. So Sarah's team was stuck with three big problems.
20,000 accounts with no clear qualification criteria. Most records were missing accurate revenue, industry, competitors, and any research on whether they even ran channel programs. Nobody knew what was real.
Manually matching product to the customer. Someone had to dig through the internet to figure out which channel partner tool each prospect was using. Before anyone could work a deal, they spent 15 to 20 minutes just figuring out what exact product offering and positioning is gonna be relevant.
Inconsistent routing. For example, 60% of the book was assigned to just 1 rep. This was because of the incomplete firmographic data breaking their assignment rules. Inaccurate revenue or headcount was breaking their territory logic.
The result was slow pipeline, wasted effort, and no confidence in territory planning.
The Fix
1.0 Source the actual TAM
Sarah described her ICP in plain language. Companies with active channel marketing initiatives, in the right industries, at the right size.
Floqer's agents sourced 50,000+ companies, then systematically researched each one. They looked at channel program pages, partner ecosystems, job postings, and press mentions. Not just firmographics. Actual signals that a company runs a channel motion.
1,600 companies that actually fit, with 10,000+ contacts. Each account came with specific notes on how they run their channel motion and why they match Structured's ICP.
1.1 Source and qualify the actual TAM
Sarah described her ICP in plain language. Companies with active channel marketing initiatives, in the right industries, at the right size. We translated the entire process into an AI workflow.
Floqer's agents sourced 50,000+ companies, then systematically studied each one replicating the exact work Structured's team was doing manually today. These workflows looked at channel program pages, partner ecosystems, job postings, and press mentions. Not just firmographics or Technographics. Actual signals that a company runs a channel motion.
1,600 hyper-targeted companies and 10,000+ decision-makers. Rather than a static list, each account was delivered with a bespoke scoring rationale — a strategic roadmap detailing the specific market signals, organizational gaps, and timing triggers that make the account a high-priority opportunity.
Clean and enrich every record
The Salesforce data had useless industry classifications like "Software development." That tells you nothing. Is it fintech? SalesTech? PLG infrastructure?
Floqer enriched every account with precise industry classification mapped to Structured's internal verbiage used, revenue and headcount, competitor tools prospects used in past, and channel partner tech stack including PRMs, partner portals, and co-marketing tools.
Every account now has full context. Industry, tech stack, competitors, and the right product fit. Contact accuracy and coverage went up ~45% compared to what they were getting from ZoomInfo.
Rebalance territories in 48 hours
With clean data, Floqer reassigned 20,000 accounts based on actual firmographics. Here's how it worked. First, all accounts got reassigned to RevOps. Then Floqer enriched and validated industry, location, and company size. Finally, accounts got redistributed to the right AEs using AI driven rules based on Structured internal context.
Balanced books. Reps could actually plan their months.
What's Running Now
Automated inbound qualification
When someone fills a form on Structured's site, Floqer takes over. It disqualifies competitors and internal fills. Finds the lead's LinkedIn and fills in missing fields. Enriches company data like revenue, industry, and headcount.
Then it does the research that used to take 15 minutes per lead. What channel tools are they using? Which Structured product fits their setup? Who are their current vendors and what's the competitive angle? All of that gets written to Salesforce before a rep ever sees the lead. Then it scores and routes to the right rep. Or disqualifies if they're outside ICP. When a human touches it, they already know exactly what to pitch and why.
Continuous signal monitoring
Floqer watches for intent signals monthly. Hiring activity. Tech stack changes. Leadership moves. Competitor mentions. When an account heats up, it gets re-scored and contacts get enriched without anyone asking.
The Numbers
Floqer enriched records with 80+ data sources, from business registries to industry-leading EMEA providers.
They got verified emails and phone numbers, plus up-to-date decision-makers fetched in real time.
Only complete, accurate records were pushed into HubSpot.
| Metric | Before | After |
|---|---|---|
| Qualified accounts for Q1 | Unknown (buried in noise) | 1,600+ |
| Contact accuracy & coverage vs ZoomInfo | Baseline | +45% higher |
| Time to rebalance territories | Weeks (manual) | 48 Hours |
| Inbound lead research | 15-20 Min (manual) | 0 Mins (Automated) |
| Accounts flagged as competitive threats | 0 | 100+ identified |
| Sales Qualified Pipeline | Baseline | +$1.8M in 120 days |
Why It Worked
Traditional enrichment tools give you data. With Floqer, Structured replicated their process.
Here's the difference. ZoomInfo can tell you a company has 500 employees. It can't tell you if that company runs a channel program, which tools they use, or whether they're evaluating competitors.
Floqer's agents do the research a human would do. Just faster and at scale. That meant Sarah's team could finally trust their CRM, plan territories with confidence, and focus reps on accounts that actually matter.
Every time we hit a weird edge case, I'd message the team and they'd hop on it right away. My team was evaluating Clay, but I put my bet on Floqer and it paid off. Our reps legit trust the accounts in the CRM now. We replaced manual research with automated qualification and enrichment, transforming our CRM from a static database into an active revenue system all the while saving $10s of thousands on our tech stack.
Sarah R
Senior Director, Revenue Growth, Structured AI
Every time we hit a weird edge case, I'd message the team and they'd hop on it right away. My team was evaluating Clay, but I put my bet on Floqer and it paid off. Our reps legit trust the accounts in the CRM now. We replaced manual research with automated qualification and enrichment, transforming our CRM from a static database into an active revenue system all the while saving $10s of thousands on our tech stack.
Sarah R
Senior Director, Revenue Growth, Structured AI