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How a Large HRIS Business Scaled Smarter Go-to-Market Execution Across EMEA
With custom account scoring, buying committee enrichment, and automated prospect research, this global HRIS provider helped sellers spend less time researching and more time creating pipeline in hard-to-cover markets.
The Results
- 70% of seller time devoted to selling
- 150% increase in closed-won opportunities
- 141% increase in average deal size
- 9x ROI on LeadGenius investment
- Improved account scoring and prioritization across EMEA and APJ
- More complete buying committee coverage in target accounts
Overview
A large HRIS business needed a better way to identify, prioritize, and engage high-value accounts across EMEA and APJ.
Like many global revenue teams, they were dealing with a familiar problem: incomplete account intelligence, weak contact coverage in key international markets, and too much manual research burden on sellers. Existing data sources were inconsistent across regions, especially in EMEA, which meant reps were spending too much time hunting for usable information and not enough time actually selling.
LeadGenius helped the team build a more precise and scalable approach to account selection and outbound execution by combining custom-fit account insights, automated prospect research, and enriched buying committee data delivered directly into their CRM.
The Challenge
The company had ambitious growth goals across EMEA and APJ, but their teams were running into structural data problems that made efficient execution difficult.
They needed to:
- Better identify which accounts were truly high-fit in international markets
- Prioritize outreach based on attributes unique to their best customers
- Improve contact coverage across buying committees
- Fill gaps and validate outdated contact records already in the CRM
- Reduce the amount of manual prospect research required from sales teams
- Create more relevant reasons to reach out, especially when intent data was unavailable
In short, they needed a way to turn incomplete market visibility into actionable pipeline.
What LeadGenius Did
LeadGenius worked with the client to define and operationalize the account and contact data that mattered most to their go-to-market motion.
1. Built a Custom Account Scoring Framework
LeadGenius identified the key attributes that mapped to the customer’s ideal account profile and top-performing segments. For this HRIS provider, that meant defining the account characteristics that signaled strongest fit across their core growth markets.
These insights became the foundation for a custom account scoring model that helped the team prioritize target accounts more effectively, especially in regions where off-the-shelf data lacked depth or consistency.
This gave the business a practical complement to intent data. When intent was unavailable, weak, or delayed, the team could still prioritize accounts based on firmographic, structural, and market-fit signals that aligned to their best customers.
2. Automated Prospect Research with Custom Signals
LeadGenius automated a set of custom company- and contact-level signals to help determine when, who, and why reps should reach out.
Instead of asking sellers to manually stitch together fragmented information from multiple sources, LeadGenius created a repeatable system that surfaced qualified accounts and enriched them with relevant context for outbound engagement.
3. Expanded and Validated Buying Committee Coverage
Once top-tier accounts were identified, LeadGenius delivered more complete buying committees across those accounts while also validating and filling gaps in the customer’s existing records.
This included finding missing stakeholders, improving contact completeness, and refreshing outdated data so teams had a stronger foundation for multi-threaded outreach.
4. Delivered Clean Data Directly Into CRM
Each week, LeadGenius delivered fully enriched account and contact records directly into the CRM, helping the team operationalize insights at scale rather than treating research as a one-off exercise.
At peak cadence, the program supported:
- 1,000 target accounts fully enriched each week
- 3,000 priority contacts delivered into the CRM each week
The Impact
The engagement helped transform how the company executed across EMEA and APJ.
With better account prioritization, stronger contact coverage, and less manual research, sellers were able to focus more of their time on actual revenue-generating activity. Instead of burning cycles trying to determine who to target and whether the data was accurate, teams could move faster with more confidence.
Business Outcomes
- 70% of seller time shifted to selling rather than research and data gathering
- 150% increase in closed-won opportunities
- 141% increase in average deal size
- 9x ROI on the LeadGenius investment
Operational Outcomes
- Stronger account identification and prioritization in EMEA and APJ
- Better coverage of high-value buying committees
- More usable CRM data for outbound execution
- Greater efficiency in markets where traditional data providers underperformed
- Better outreach relevance through custom signals and enriched context
Why It Worked
This program worked because it did not rely on static, one-size-fits-all data.
Instead of forcing EMEA execution through the limitations of prebuilt databases, the client used a more tailored model built around its own definition of account fit, regional realities, and buying committee needs.
That meant the team could:
- Prioritize better
- Reach the right people faster
- Improve seller productivity
- Create more pipeline in difficult international markets
For large HRIS businesses operating across EMEA, that combination matters. Better data is not just a coverage story. It is a sales efficiency story, a targeting story, and ultimately a revenue story.
