The Context

Salesforce Data.com (formerly Jigsaw) was a crowd-sourced B2B contact database platform that awarded Rainmaker recognition to contributors who met high thresholds for contact volume and quality. Trada was a performance advertising platform enabling businesses to run paid search and display campaigns managed by a network of certified expert advertisers. The intersection was clear: Trada needed quality contact intelligence to fill its B2B pipeline, and the Data.com ecosystem rewarded contributors who could source, normalize, and contribute vetted contact records at scale. OSINT techniques — including LinkedIn signal extraction, domain analysis, org chart inference, company registry data, and contact pattern normalization — were applied to find and validate contacts across target account lists.

The Challenge

B2B contact data degrades rapidly. Email addresses rot, titles change, companies merge or pivot, and decision-makers move roles. Building a contact intelligence pipeline that maintained both volume and quality required structured OSINT methodology: identifying authoritative signals across multiple public sources, normalizing records into consistent schema, validating pattern matches (email format, domain MX, LinkedIn presence), and cross-referencing against existing CRM data to avoid duplicates or stale entries. The additional challenge was prioritizing accounts and contacts against Trada's ICP and campaign segments so outreach campaigns would land with the right people at the right accounts.

What I Did

• •Applied structured OSINT methodology to discover and mine B2B contacts across target account lists relevant to Trada's ICP
• •Extracted and normalized contact signals from LinkedIn, company websites, public directories, domain registries, and org chart inference
• •Applied email pattern normalization and format validation to increase deliverability confidence across discovered contacts
• •Used MX record analysis, domain verification, and cross-source corroboration to validate contact accuracy before contribution
• •Normalized fragmented, inconsistent, or partial contact records into a clean, structured schema compatible with Salesforce Data.com contribution requirements
• •Contributed validated, enriched contact records at scale, achieving 3x Salesforce Data.com Rainmaker recognition for contact volume and quality
• •Built and minted ABM target outreach lists segmented by account, title, geography, and buyer persona
• •Designed and executed mailing campaigns targeting P2C (performance-to-click) agency buyers and brand advertiser decision-makers
• •Created account-specific outreach sequences aligned to Trada's value proposition for agency partners and direct brand advertisers
• •Applied contact segmentation logic to prioritize high-intent accounts and reduce campaign waste
• •Supported pipeline development by delivering contact intelligence that could fuel both outbound SDR activity and automated campaign execution
• •Maintained contact data hygiene practices to ensure contributed records met Data.com quality thresholds and avoided penalization

The Outcome

Achieved 3x Salesforce Data.com Rainmaker recognition for B2B contact volume and quality contributions.