Enterprise Partner Database Enrichment
From 3 validated emails to 474 across 311 companies. A multi-source enrichment waterfall that turned an unusable partner database into a targeted outreach engine in about two weeks.
The situation
A European technology distributor needed to reach decision makers at their Microsoft partner network. They had a database of about 400 partner companies. On paper, the list existed. In practice, it was barely usable.
The database had 3 validated work emails. Three. Out of hundreds of companies. Phone numbers were mostly missing. Decision maker contacts were incomplete or outdated. The team had no way to run outreach at scale because the data simply wasn't there.
They'd tried manual research and single-source tools. Both produced patchy results and took weeks of effort for marginal improvement.
The challenge
This wasn't a standard enrichment job. The target companies were German Microsoft partners, many of them small to mid-sized firms that don't show up in typical B2B data providers. The data needed to be GDPR compliant. And the end goal wasn't just "fill in some fields." It was to build a contactable database of decision makers for a specific partner engagement campaign.
The companies included competitors of major distributors like Software One, Ingram Micro, and Tech Data. These weren't generic SMBs. They were specialized technology firms with specific partner relationships and buying patterns.
The methodology
We ran a three-phase enrichment waterfall. Each phase used different provider combinations to maximize fill rates while maintaining data quality.
Phase 1 processed 464 records through the initial waterfall. Email coverage hit 40.5%. Not great on its own, but that's the point of a multi-phase approach. Phase 1 fills the easy gaps.
Phase 2 took the remaining gaps and ran 263 records through a different provider sequence. Email coverage jumped to 93.5%. The providers that missed in Phase 1 covered different segments than the Phase 2 providers.
Phase 3 handled the hardest-to-find contacts. 42 records through specialized sources. Coverage reached 95.2%. These were the contacts that no single provider would have found.
Every record was validated before write-back. GDPR compliance was verified at each phase. The enriched data went back to the client's system with decision maker mapping, seniority tagging, and function classification.
The results
What changed
Before enrichment, the team could reach about 1% of their partner database by email. After, they could reach 75%+ with validated contact data for specific decision makers.
The email coverage went from 3 to 474. That's a 15,800% increase. But the number that actually matters is the 445 qualified decision makers with contactable information. That's what turns a partner list into a pipeline.
The entire project took about two weeks. Manual research at the same scale would have taken 6-12 months and delivered lower coverage.
See what enrichment could do for your database
Free audit. 30 minutes. We'll show you your current fill rates and what a multi-source waterfall could change.