--- title: "Endor Labs: 20k accounts in 45 days | ONEGTMLAB Case Study" description: "Software Supply Chain Security · Clay enrichment, competitor displacement, and buyer intelligence built from scratch. No SDRs doing manual research." canonical: https://www.onegtmlab.dev/case-studies/from-zero-outbound-infrastructure-to-20k-enriched-accounts-in-45-days --- # Endor Labs: 20k accounts in 45 days | ONEGTMLAB Case Study # From zero outbound infrastructure to 20k enriched accounts in 45 days Software Supply Chain Security · Clay enrichment, competitor displacement, and buyer intelligence built from scratch. No SDRs doing manual research. Just pipeline. ![](/_astro/6a2278847f4ac389ef9dae52_onegtm-endorlabs.ckkrx3QQ_Ztn4TI.webp) ~20k Accounts enriched and scored 100k+ Contacts in enrichment pipeline 9 Persona tiers A–I active <2% Email bounce rate achieved $30k+ Saved vs Clay Enterprise/yr ![](/_astro/6a058402f1a53e8a74c4f5f5_client-endorlabs-cs-img.BhNn6iTh.svg) Website endorlabs.com INDUSTRY Software Supply Chain Security ENGAGEMENT 45 Days TOOLS ![](/_astro/6a031df3f06395bdc1997cfa_clay-3x.dBpCtAGP_1pkp8r.webp)![](/_astro/6a069e69febbcc97a668fe8c_cs-hginsights-3x.B07HjKoN_ZWwJ0f.webp)![](/_astro/6a069e69606507589a72c31d_cs-builtwith-3x.CP9YCb3__Z1br6de.webp)![](/_astro/6a069e69709461dee8f6eee4_cs-instantly-3x.C8MA-4n-_Z22HlQA.webp)![](/_astro/6a069e69eb6e61f22e705550_cs-hubspot-3x.DhioPVKj_Z24ijIC.webp) SERVICES GTM Engineering Clay Enrichment Competitor Intel [ Book a Strategy Call ](/book) GTM Engineering Clay Enrichment Competitor Intel Quality data is essential to a successful B2B outbound motion. ONEGTMLAB not only helped us streamline our prospecting data engine... they also layered on domain expertise in the cybersecurity space to help prioritize outreach to prospects with the most relevant propensity and timing signals. They are the one-stop shop, both in helping build out a nascent go-to-market practice, or to scale your ever growing GTM needs. ![](/_astro/69eb0a8fb944f53880526e8c_eric-endorlabs.CM_EBwXb_ZNQ8Q2.webp) Eric Wong VP of RevOps · Endor Labs, San Francisco CA ![](/_astro/6a058402f1a53e8a74c4f5f5_client-endorlabs-cs-img.BhNn6iTh.svg) ![](/_astro/69eb0a8fb944f53880526e8c_eric-endorlabs.CM_EBwXb_D7Xp.webp) Result Built a 20k-account TAM with 6-layer Clay enrichment waterfall and 'Why Now' buying signals on every record Competitor displacement live across Snyk (342), Checkmarx (224), Veracode (200), and Black Duck (145) SDR team shifted from 20+ hours/week of manual research to 100% conversation time no headcount added Overview Endor Labs had strong product-market fit. No GTM infrastructure to reach it. Endor Labs built genuine differentiation in software supply chain security but their outbound motion was entirely manual. No enrichment waterfall. No competitor intel. ICP defined only on firmographics. SDRs spending 20+ hours a week on research instead of conversations. ‍ With Snyk, Checkmarx, Veracode, and Black Duck dominating the space, they needed to move fast account by account, signal by signal. We built the entire infrastructure in 45 days. THE CHALLENGE Before vs. After Before ONEGTMLAB No outbound infrastructure zero domains, no inboxes, no defined TAM ICP defined only on firmographics no technographic or intent targeting SDRs spending 20+ hrs/week on manual research, zero enrichment waterfall Competitors Snyk, Checkmarx, Veracode completely unmapped no battlecards Zero CRM pipeline visibility tied to signal source or persona tier After ONEGTMLAB 20k-account TAM enriched with 6-layer Clay waterfall and 'Why Now' signals on every record Competitor displacement live: Snyk (342), Checkmarx (224), Veracode (200), Black Duck (145) 9 persona tiers (A–I) CISO to Engineering, scored by dept and seniority 3-channel outreach active: email + phone + LinkedIn, under 2% bounce rate Every meeting attributed to the exact signal that triggered it. Full CRM attribution. What We Built ## Three compounding systems. TAM & Enrichment Engine 20k accounts enriched. 100k+ contacts in pipeline. 6-layer waterfall: LinkedIn, Clearbit, Apollo, custom scrapers. 'Why Now' signals on every record. Daily automated refresh. Competitor Displacement Stack Live scraping for Snyk (342), Checkmarx (224), Veracode (200), Black Duck (145). Technographic stack detection. Sources: HG Insights, BuiltWith, job posts. Buyer Intelligence Layer 9 persona tiers A–I. 9 depts × 4 seniority levels. 107 technologies scored. IT consultancy exclusion engine live. $30k+/yr saved vs Clay Enterprise. What We Built What moved in 45 days. ~20k Accounts enriched and scored 100k+ Contacts in enrichment pipeline 9 Persona tiers A–I active <2% Email bounce rate achieved $30k+ Saved vs Clay Enterprise/yr The SDR team stopped doing research entirely. Every account pre-enriched, scored, and routed reps shifted from 20+ hours/week of manual work to 100% conversation time. The CRM became a real intelligence layer: every meeting traced to the signal that created it.