Structured.ai Case Study: CRM Cleanup, Validated Revenue | Floqer
Structured.ai cleaned up their CRM, automated account research, and validated revenue impact with FloqervvaalliiddaatteeddrreevveennuueeiimmppaaccttwwiitthhFFllooqqeerr
A conversation with Sarah R.
Title: Senior Director, Revenue Growth, Structured AI
Qualified Accounts: 1,600
Territory Rebalancing: 85% in 48 Hours
Qualified Meetings + Active Enterprise Opportunity: 14
Faster Inbound Processing: 80%
About Structured
Structured AI is an AI-powered data intelligence platform helping teams transform unstructured content into structured, usable datasets — from documents and PDFs to images and forms.
Trusted by fast-growing startups and enterprise teams, Structured AI enables automated data extraction, classification, and enrichment using custom AI pipelines. The platform replaces manual tagging, spreadsheet workflows, and brittle rule-based systems with scalable machine learning models.
With increasing data volume and fragmented sources, teams needed a faster way to operationalize information, improve accuracy, and reduce processing costs. Structured AI provides end-to-end data automation — combining extraction, validation, and integrations — so businesses can move from data to insights in minutes, not weeks.
Industry: Artificial Intelligence / Data Infrastructure
CRM: Hubspot
Headquarters: New York, NY
The challenge
Structured's RevOps team was operating inside a CRM filled with outdated, misclassified, and unqualified accounts. Critical firmographic and channel data was missing or unreliable. Account research was manual and inconsistent. Territory assignments were distorted by incomplete records. And there was no reliable way to identify which companies actually ran active channel programs — a prerequisite for Structured's ICP.
As a result:
- High-potential accounts were buried in noise
- Reps spent 15–20 minutes researching every lead
- Territories were unbalanced
- Pipeline creation was slow and unpredictable
The Problem
Sarah's team had a CRM full of companies that didn't belong there. Some had shut down their channel marketing programs years ago. Others never had any program, and the accounts that actually fit their ICP? Lost in the noise.
20,000 accounts with no clear qualification criteria. Most records were missing accurate revenue, industry, competitors, and any research on whether they even ran channel programs. Nobody knew what was real.
Manually matching product to the customer. Someone had to dig through the internet to figure out which channel partner tool each prospect was using. Before anyone could work a deal, they spent 15 to 20 minutes just figuring out what exact product offering and positioning is gonna be relevant.
Inconsistent routing. 60% of the book was assigned to just 1 rep due to the incomplete firmographic data breaking their assignment rules. Inaccurate revenue or headcount was breaking their territory logic.
The Fix
1.0 Source the actual TAM
Floqer's agents sourced 50,000+ companies, then systematically researched each one looking for actual signals that a company runs a channel motion.
1.1 Source and qualify the actual TAM
Floqer's agents sourced 50,000+ companies, then systematically studied each one replicating the exact work Structured's team was doing manually today. The Result: 1,600 hyper-targeted companies and 10,000+ decision-makers.
Clean and enrich every record
Floqer enriched every account with precise industry classification, revenue, headcount, competitor tools prospects used in the past, and channel partner tech stack.
Rebalance territories in 48 hours
With clean data, Floqer reassigned 20,000 accounts based on actual firmographics.
What's Running Now
Automated inbound qualification
When someone fills a form on Structured's site, Floqer takes over. It disqualifies competitors and internal fills, enriches company data like revenue, industry, and headcount, and does the research that used to take 15 minutes per lead.
Continuous signal monitoring
Floqer watches for intent signals monthly: hiring activity, tech stack changes, leadership moves, and competitor mentions.
The Numbers
Floqer enriched records with 100+ data sources, from business registries to industry-leading EMEA providers.
| Metric | Before | After |
|---|---|---|
| Qualified accounts for Q1 | Unknown (buried in noise) | 1,600+ |
| Contact accuracy & coverage vs ZoomInfo | Baseline | +45% higher |
| Time to rebalance territories | Weeks (manual) | 48 Hours |
| Inbound lead research | 15-20 Min (manual) | 0 Mins (Automated) |
| Accounts flagged as competitive threats | 0 | 100+ identified |
| Sales Qualified Pipeline | Baseline | +$1.8M in 120 days |
Why It Worked
Traditional enrichment tools give you data. With Floqer, Structured replicated their process. Floqer's agents do the research a human would do. Just faster and at scale.
Every time we hit a weird edge case, I'd message the team and they'd hop on it right away. My team was evaluating Clay, but I put my bet on Floqer and it paid off. Our reps legit trust the accounts in the CRM now. We replaced manual research with automated qualification and enrichment, transforming our CRM from a static database into an active revenue system.