Articles & Case Studies
ColdIQ TAM Mapping: 2,000 New Accounts
ColdIQ reports adding 2,000 qualified accounts and 15,000 contacts for an enterprise SaaS client using DiscoLike discovery followed by additional qualification in Clay.
· updated October 6, 2026
ColdIQ helped an enterprise SaaS client expand a target list that had stalled at roughly 2,000 accounts. The client had 30 SDRs and 25 account executives, but its existing data sources kept the team working the same narrow pool.
Using DiscoLike for discovery and Clay for additional qualification, ColdIQ added approximately 2,000 net-new qualified accounts and 15,000 contacts. The project expanded the addressable account list; it did not establish a measured doubling of revenue.
The challenge: strict criteria and limited coverage
The client already used providers including Apollo, ZoomInfo, and Cognism. Its qualification requirements went beyond a broad industry match: companies needed the right firmographics and departments of a particular size.
The question was whether suitable companies existed outside the existing list, especially in international markets where the team saw coverage gaps.
“Their entire RevOps department relying on these data sources had 2,000 target accounts. So you can imagine the value of adding more accounts to this. You could potentially double the amount of deals that the BDR team is getting just because you’re not exhausting the same accounts over and over again.”
Dan Rosenthal, Head of Growth at ColdIQ
The workflow: segment, discover, then qualify
ColdIQ split the client’s market into distinct segments. Each segment used representative accounts to guide lookalike search rather than relying on one broad industry label.
The team then:
- Added seed accounts and generated an ICP description for each segment.
- Applied geographic filters, including searches in LATAM.
- Used DiscoLike’s footprint score to help screen for business scale.
- Exported candidates to Clay for additional checks, including department-size requirements.
- Removed existing accounts and retained the companies that met the client’s criteria.
Searching company website content helped identify businesses whose activities matched the ICP even when directory labels were insufficient. English-language search across translated website content also supported the international work.
The results ColdIQ reported
| Measure | Reported result |
|---|---|
| Existing qualified account list | About 2,000 accounts |
| Net-new qualified accounts | About 2,000 accounts |
| New contacts | About 15,000 |
| Project time | Approximately 30-40 hours |
| Estimated internal effort avoided | At least 80 hours |
ColdIQ estimated the time saving against the effort its client would have needed internally. The account and contact totals describe this engagement and its qualification criteria.
“We pulled about 160,000 companies from DiscoLike. We were able to double their TAM size, we added 2,000 net new accounts that weren’t on their radar before. Now their BDRs have actual fresh accounts to prospect that they weren’t prospecting before. The value there is huge.”
Dan Rosenthal, Head of Growth, ColdIQ
The broad discovery pool and the final qualified list are different stages. That distinction matters when estimating validation work and cost per accepted account.
What other GTM teams can apply
Use known customers to define individual business segments. Compare discovery sources using qualified, net-new accounts after the same validation process. Keep downstream requirements, such as department size, in the workflow even when the initial matches look strong.
The example also shows how DiscoLike can complement an existing Clay workflow: discovery expands the candidate pool, and campaign-specific qualification narrows it.
Build an ICP from your customers or book a demo to test a segment against your current list.
About ColdIQ
ColdIQ builds outbound systems for B2B companies, including TAM mapping, account research, and multichannel prospecting.
Related posts:
