[CS 03]
Last Updated
01.15.2026
Trolley mapped their TAM, doubled demos booked, and generated a
A conversation with
VP Revenue
VP of Marketing
Director of Product Marketing
Sales Leader
Senior BDR/GTM Engineer
10K+
Qualified Accounts
with Floqer within the first week
2X
Weekly Demos Booked
vs. baseline, with AI-personalized outreach
7 Figure
Sales Qualified Pipeline
generated in just 3 months
About Trolley
Trolley is an industry-leading payouts platform that helps companies like Envato, Soundcloud, Canva, Wattpad, and Epic Games send fast, secure, and compliant payments globally across 210+ countries and 135+ currencies.
Operating billions in payments each year to over 5 million recipients, Trolley maintains compliance with tax, identity, and banking regulations. Its all-in-one platform and powerful payout API replace messy spreadsheets, manual bank transfers, and disjointed compliance tools.
With a lean GTM team and ambitious growth goals across North America, Europe, and Australia, Trolley needed a reliable way to identify the right prospects, build high-fit contact lists, and personalize outreach messages.
Industry
Fintech
CRM
Salesforce
Headquarters
San Francisco, US
Floqer became a cornerstone of our GTM. In our first week, we discovered over 10K qualified accounts in our niche verticals, turning what used to be weeks of manual research into just hours. Floqer helped us at least 2x our pipeline numbers, all without expanding the team.
Conor Cox
VP Revenue at Trolley
Floqer became a cornerstone of our GTM. In our first week, we discovered over 10K qualified accounts in our niche verticals, turning what used to be weeks of manual research into just hours. Floqer helped us at least 2x our pipeline numbers, all without expanding the team.
Conor Cox
VP Revenue at Trolley
TAM Sourcing for a niche ICP
Trolley set out to map its TAM by focusing on companies that employ freelancers and are in need of a secure, compliant, end-to-end solution to pay their contractors.
Previously, James (Sales Manager) turned to Sales Navigator and Apollo to locate companies with precise business models in the music, creator, and gig-economy spaces, but their industry and keyword filters were far too broad – and neither platform let him narrow results by paid-recipient volume, a metric crucial to his targeting.
As a result, James spent weeks bouncing between LinkedIn, ChatGPT, company websites, and job boards to build the TAM list, yet account executives still ended up with unqualified accounts and wasted valuable time.
Within hours, Vincent set up the entire research workflow in Floqer. AI agents pulled 10K+ high-fit accounts for the entire quarter and wrote short briefs for each one, showing AEs which payout tool every target already uses. Armed with those insights, Vincent was able to launch pinpoint ABM campaigns.
And whenever there's an event with an existing lead list from the CRM – a funding round, merger, or a new finance-ops hire – Floqer automatically brings the lead in, refreshes the CRM record, and rewrites the message, so outreach always feels fresh and relevant.
“Floqer gives us a 360° view of our market with custom insights that are relevant to our targeting. Before Floqer, we had no way of knowing which companies were struggling with payout issues, but now we surface 1000s of accounts facing payout challenges within hours. Today, we get a steady flow of high-fit accounts, and with Floqer we are able to precisely source and get clarity on our TAM.”
Vincent Guerin
VP of Marketing
“Floqer gives us a 360° view of our market with custom insights that are relevant to our targeting. Before Floqer, we had no way of knowing which companies were struggling with payout issues, but now we surface 1000s of accounts facing payout challenges within hours. Today, we get a steady flow of high-fit accounts, and with Floqer we are able to precisely source and get clarity on our TAM.”
Vincent Guerin
VP of Marketing
Automated scoring and tiering
Once Floqer mapped Trolley's TAM, the sales team still needed a way to understand each prospect's pain points so they could qualify and prioritize accounts.
Before Floqer, Abdullah and James searched through Reddit threads, Glassdoor reviews, and Google results to uncover payout challenges and determine whether an account belonged in Tier A, B, or C.
They followed a manual process: review each company's website, identify the payments tech stack, and scan for intent signals – like open finance-operations roles or recent M&A articles – to surface the best opportunities for the sales team.
Whenever a new account hit Salesforce, Floqer automatically enriched the record and assigned a tier based on Trolley's parameters.
Floqer automated the entire account qualification and tiering process:
- AI-driven workflows to detect pain points from social media, news articles, Glassdoor, and Reddit.
- Automated deep research to figure out the payout tech stack through the company's support docs.
- Monitoring 50+ data points, such as job changes, hiring, and M&A, in real time to target accounts at the right time.
- Score and route prospects into Tiers A, B, and C so reps prioritize high-fit accounts while spending less time on lower-priority ones.
“Before Floqer, we burned about 20 minutes per account doing research just to see if it was worth chasing. Now, the second a lead hits Salesforce, it gets enriched with all of our custom fields and gets scored as per our criteria automatically, so we know who to prioritize.”
James Shetler
Sales Manager
“Before Floqer, we burned about 20 minutes per account doing research just to see if it was worth chasing. Now, the second a lead hits Salesforce, it gets enriched with all of our custom fields and gets scored as per our criteria automatically, so we know who to prioritize.”
James Shetler
Sales Manager
Making outreach more personal
Trolley set a blunt target: double weekly demos in 30 days without adding headcount.
Reps burned 10-15 minutes per account — scanning websites, Reddit threads, and Glassdoor reviews to pull together a few talking points — and as the list grew, it got harder to keep the outreach personal and moving. Reps were still copy-pasting research into Google Docs and hoping their email hooks stuck.
Trolley made Floqer the backbone of its outbound data workflow – using the platform to source, enrich, and validate lead data with a single click. Trolley's GTM team was able to use real-time LinkedIn profile information, along with insights gathered during account planning [Section 2], to create personalized variants for each persona and deliver messages aligned to what matters most for their ICP.
Once the personalized email was created, it was auto-pushed to the Apollo sequence upon reps' approval.
“Using Floqer datapoints and AI agents, we built an email sequence that more than doubled our booking rate, jumping from 25% to 55%. We're engaging prospects better by going straight to their pain points in the cold email.”
Conor Cox
VP of Revenue
“Using Floqer datapoints and AI agents, we built an email sequence that more than doubled our booking rate, jumping from 25% to 55%. We're engaging prospects better by going straight to their pain points in the cold email.”
Conor Cox
VP of Revenue
The Results
The Numbers
More than doubled demo booking rate
each week after AI-personalized outreach.
Discovered 10K+ qualified accounts
with Floqer within the first week.
7-figure sales qualified pipeline generated in 3 months.
More than doubled demo booking rate
each week after AI-personalized outreach.
Discovered 10K+ qualified accounts
with Floqer within the first week.
7-figure sales qualified pipeline generated in 3 months.
Floqer upgraded our GTM function, now we get a complete view of our market, making it predictable to go after niche verticals. We're scaling sales without adding headcount. And it's a tool that grows with our needs, with a highly supportive team on our side.
Vincent Guerin
VP of Marketing at Trolley
Floqer upgraded our GTM function, now we get a complete view of our market, making it predictable to go after niche verticals. We're scaling sales without adding headcount. And it's a tool that grows with our needs, with a highly supportive team on our side.
Vincent Guerin
VP of Marketing at Trolley