Overview
TeamSense began building outbound in a notoriously difficult vertical: manufacturing.
As they expanded from an initial outbound motion to a 4–5 person SDR team, targeting complexity increased fast. Rather than letting reps spend hours interpreting plant hierarchies and verifying stale database records, TeamSense embedded Leadcrumbs as their centralized data execution layer.
The result: thousands of facility-level contacts sourced weekly, 50+ team hours reclaimed per month, and SDRs focused purely on execution.
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Company Background
TeamSense provides an SMS-based attendance and absence communication platform designed for frontline and hourly workers.
Their ICP lived inside manufacturing organizations — specifically at the plant level, not corporate HQ.
That distinction changed everything.
Manufacturing enterprises often have:
• Tens of thousands of employees
• Dozens or hundreds of plant locations
• Multiple HR leaders across corporate and site levels
• Plant managers responsible for operational oversight
To drive adoption, outreach needed to land at the individual facility — with the right HR leader or plant manager tied to that specific site.
Off-the-shelf database filters weren’t built for this.
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The Challenge
As outbound ramped, three constraints emerged:
1. Facility-Level Targeting Was Not Filterable
ZoomInfo and similar tools struggled with manufacturing data freshness. Many contacts were outdated, retired, or misaligned with specific plant locations.
Filtering for “HR Director” wasn’t enough.
Reps needed the HR leader at Plant X in Location Y — not someone at headquarters.
2. SDR Headcount Increased — But Research Complexity Multiplied
The team expanded to 4–5 SDRs. Without a centralized execution layer, each rep would have been forced into manual org-chart investigation and contact verification.
That would have immediately capped execution capacity.
3. Phone-First Motion Required Higher Accuracy
Manufacturing leaders were more reachable by phone than email — which made phone accuracy critical.
Low-quality data would directly impact connect rates.
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The Decision
Rather than hire internal researchers or let reps split time between sourcing and dialing, TeamSense made an organizational choice:
Outbound reps would not do research.
Leadcrumbs would operate as the foundational data layer supporting SDR execution.
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The Execution Layer
Requests were submitted via Slack — both by the SDR leader and individual reps.
Leadcrumbs then handled:
• Mapping plant locations to specific leadership roles
• Distinguishing corporate HR from facility HR
• Identifying plant managers tied to specific sites
• Cross-verifying active employment via LinkedIn
• Filtering out retired or stale database records
• Enriching emails and phone numbers across multiple providers
• Delivering campaign-ready spreadsheets within 24 hours
Volumes were substantial.
Thousands of net-new contacts were sourced weekly — often from manufacturing organizations with tens of thousands of employees and deeply layered structures.
Because traditional databases lagged in this vertical, LinkedIn often became the source of truth — especially when identifying active plant-level leaders.
Turnaround was typically next-day.
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Operational Impact
Across a 4–5 person SDR team, this structure:
• Eliminated sourcing work from rep workflows
• Reclaimed an estimated 50+ team hours per month
• Increased dialing capacity
• Improved phone connect rates through higher data accuracy
• Enabled outbound scale without adding support headcount
Instead of spending hours validating org charts, SDRs focused exclusively on:
• Calling
• Messaging
• Following up
• Refining targeting with leadership
The outbound engine scaled without internal research overhead.
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Why This Mattered
Manufacturing is structurally messy.
If the execution layer breaks, reps stall.
By centralizing complex targeting and enrichment into a repeatable workflow, TeamSense was able to ramp headcount and maintain outbound velocity — even in a vertical where most data tools struggle.
The engagement ran for approximately 4–6 months, ending only after the outbound motion was paused — not due to performance gaps, but organizational shifts.
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Scaling SDR Headcount Into a Complex Vertical?
If you’re:
• Building outbound in a hard-to-filter industry
• Expanding SDR headcount
• Running a phone-first motion
• Watching reps burn hours on verification and list prep
You don’t need more filters.
You need an execution layer.
Leadcrumbs operates as the centralized data engine behind your SDR team — handling facility-level targeting, enrichment, and delivery within 1–2 business days so reps stay focused on pipeline creation.
Schedule a 20-minute workflow review
We’ll map your current targeting motion and show where execution capacity is leaking — and how to fix it without hiring internally.
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