"For our startups that rely on a high volume of cold calls, Zeliq is the essential tool we recommend. The data we had before was far less qualitative."
- Ksenya Borzov, Head of Go-to-Market
The Challenge: Prospecting an "Invisible" Industrial Target
OSS Ventures is a startup studio that builds SaaS companies to digitize the industrial sector. Their methodology relies on direct and constant market contact: from day one, the CEOs of their portfolio startups are required to make around thirty prospecting calls daily to validate their product.
Their primary challenge lies in the nature of their target audience: factory directors, quality managers, and financial directors in the manufacturing sector. This demographic has a limited presence and low visibility on professional networks like LinkedIn. The available information is often outdated or incorrect. Traditional enrichment tools (such as Lusha or Kaspr) proved to be expensive and inefficient, providing a high number of wrong numbers and low-quality data. This resulted in significant wasted time and frustration for founders at a critical stage of their development.
The Solution: Quality Data as the Foundation of the Go-to-Market
To effectively fuel the sales efforts of its portfolio, OSS Ventures integrated Zeliq into the core of its technology stack. Zeliq is primarily used as a powerful enrichment engine, perfectly suited to their sophisticated workflows.
The process is as follows:
- Building the Total Addressable Market (TAM): Priority market segments for each startup are defined and built within an automation tool like Clay.
- API-Based Enrichment: Zeliq is directly connected to Clay via its API to massively and continuously enrich prospect lists with reliable phone numbers.
- Founder Activation: Founders and their teams receive qualified contact lists, allowing them to focus on their mission: calling and understanding their market.
The Impact: Reliable Prospecting and an Accelerated GTM Strategy
After an initial test during Zeliq's early days, OSS Ventures re-evaluated the solution eighteen months later, and the conclusive results established Zeliq as a key partner.
- Reliable Data for a Complex Audience: Zeliq proved its ability to provide accurate and high-quality phone numbers for a hard-to-reach industrial audience where competitors had failed.
- Optimized Founder Time: By eliminating manual searches and calls to wrong numbers, Zeliq enables CEOs to maximize their time on high-value conversations.
- A Pillar for High-Volume Startups: For portfolio companies targeting industrial SMBs, Zeliq has become the go-to tool for supplying their SDR teams with qualified prospects.
- Scalable GTM Strategy: The API integration allows OSS Ventures to deploy a robust and scalable prospecting methodology across its entire portfolio.
A Strategic Partner for the Startup Ecosystem
For OSS Ventures, Zeliq is more than just an enrichment tool. It is a strategic partner that provides the essential raw material—reliable contact data—enabling their industrial startups to successfully build and execute their Go-to-Market strategy. In an ecosystem where speed and efficiency are paramount, Zeliq has established itself as the trusted solution for connecting innovators with industry leaders.
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