May 30, 2024
Restack pipes OpenFunnel’s discovered accounts straight into LinkedIn ABM Campaigns, turning weeks of manual research into a 5‑minute daily review and fuelling a seven‑figure pipeline.
The Problem - Restack lacked deep GTM context for ABM
Restack was hunting prospects by filtering by “AI" on Linkedin + "LangChain” with Sumble/Built-with trying make sense of the data 10 hours every week - only to discover that by the time they saw a company had a pain-point, the account was already in talks with a competitor and built a solution themselves. In other words, relying solely on technographic data meant they missed timing and understand what scale is the company at.
Nurture-first doesn’t mean bottom-up only:
Target customers must be identified and engaged well before they enter buying mode. Restack previously relied only on a bottom-up approach for this and missed 100% of accounts that were in-market and had the pain-point but didn't yet interact with Restack
Research drains time:
The growth team spent about 10 hours per week piecing together data from multiple sources to find high-value accounts with pain points Restack addressed
“AI + LangChain” felt precise but wasn’t:
Traditional GTM databases provide little insight into a company’s real activity, so filtering by “AI” + "Langchain" offered no better precision than spray and pray.
How OpenFunnel helped
Reasoning agents go beyond keywords they crawl the internet and reason through signals that explain why this account is relevant and matters now so Restack's ABM campaigns can speak to their pain-points.
Signals tracked for Restack include:
Deep‑research job postings (reveal fresh technical pain and strategy).
Prospects interacting in teams with Competitors (reveal evaluation or usage).
Initiative announcements ("rolling out GenAI across X" on linkedin reveal active on linkedin and have relevant pain point).
Conference & event attendees captured via LinkedIn posts, sponsor lists, and speaker decks (help with re-targeting)
Before vs After (Snapshot)
KPI | Pre‑OpenFunnel | With OpenFunnel |
|---|---|---|
Research time | 10 h / week | 5 mins per week |
Research freshness | Stale or No Activity Context | Live feed, daily refresh |
LinkedIn match rate | ~65 % | > 90 % |
Ad Interactions (Likes, Comments and other CTAs) | 23 % | 75 %+ |
Pipeline from OpenFunnel | — | 3 Enterprise Accounts in POC Stage in the first month |
“OpenFunnel automatically surfaces accounts based on specific nuances we care about & then does full enrichment with linkedin and emails. Our campaigns go live to in-market customers with rich research context”
— Martin Bach, Restack