Gainsight sourced $5.3M in pipeline from competitive activity

An SDR has a list of thousands of accounts and a finite number of hours. The question is never who to call. It's when. Call an account six months before they think about switching and you've wasted the dial. Call after they've shortlisted a competitor and you're already losing.

Gainsight's sales development team needed the window — the days a named buyer at a target account was in contact with a competing vendor. Generic signals couldn't draw that line. A company browsing a comparison page is noise. A named buyer at one of your accounts connecting with a named senior seller at a named competitor is verified competitor activity worth acting on.

Deal Intelligence surfaced that activity and routed each account to the rep who owned the territory, context attached. A buyer accepts a reachout, it shows up in the queue the next day, and the rep has a reason to reach out before the deal takes shape without them.

"The team loves the data. They are hungry for it."

The team stopped spraying the full TAM. Every account in the priority queue carried verified competitor activity — named on both sides, observed at a named account, refreshed daily at 0.95+ confidence. A credible opening, a relevant message, a reason to reach out now instead of next quarter.

$5.3M in pipeline surfaced from competitive activity, at a 4.7% activity-to-opportunity conversion rate. Reps spent their hours on accounts where the buying committee was already in motion with a competitor instead of working lists that treated every account the same — a 95% efficiency gain.

That shift — from calendar-driven cadences to activity-driven outreach — is what moved the number. The data didn't just tell the team who to call. It told them why to call that account today, not in three months.