Build file · Enterprise IT distribution · UK, India & UAE
Excelien: A research engine that treats every account like it's the only one.
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accounts processed one at a time
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came out rep-ready
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meetings booked in week one
Where it started
The before
Five reps across three regions dialing from flat, look-alike lists.
Account research done by hand: 30-45 minutes per company on a good day.
No way to tell a warm account from a cold one until a rep burned a call finding out.
What we built
The system, stage by stage
Hover each stage: this is the machine, in the order the work flows through it.
01
Scout
Discovery
Scans the regions for companies showing real buying signals: infrastructure changes, hiring patterns, vendor moves. No signal, no entry.
02
Researcher
Deep verification
Builds the account brief: verified decision-makers, live triggers, talking points. Evidence discipline is hard-coded: verbatim quotes from sources or the claim dies.
03
QA
Adversarial gate
Attacks every brief before a rep sees it. Unverified claim, stale trigger, wrong persona: killed. Only 'approved' reaches the dashboard.
Around the pipeline
Base Camp: a custom dashboard where five reps across UK, India and UAE work their cards, log dispositions, and reveal contact details on click.
Region routing so each rep pool gets accounts from its own market, with dedup across the whole 1,300+ row pipeline so no company gets hit twice.
An event-outreach module for executive dinners, run on the same research discipline: one Mumbai dinner filled with 20 executives.
Watchdogs and recovery loops so a stuck run heals itself instead of silently dying.
What came out the other end
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accounts researched start to finish
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rep-ready, signal-matched briefs
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new contacts in the final month alone
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executives at one dinner it filled
What they own now
The pipeline, the dashboard, the routing, the playbooks: handed over and running. The engine was still compounding on handover day, 113 new contacts across 20 companies in its final month.
Craft per account, not volume spam. The reps booked 2 meetings in their first week on it.
The full build file
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Want a machine like this?
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