A leading mobile QA testing SaaS company replaced days of manual research with an automated workflow for identifying companies that actively ship mobile apps, finding the right mobile QA decision-makers, and delivering verified contact information. Instead of manually researching every account before outbound, the sales team received qualified, outreach-ready accounts tailored to their custom ICP.

Company Snapshot

The Challenge: Generic Prospecting Tools Couldn’t Support a Custom ICP

The company only sells to organizations that actively develop and ship mobile applications. However, traditional prospecting platforms couldn’t identify companies based on whether they had a mobile app, forcing the sales team to manually verify every account before outreach.

Finding the right buyer was equally challenging. Mobile QA ownership varied from company to company, making title-based searches unreliable and requiring extensive LinkedIn research to identify the actual decision-maker.

Key Challenges

✓ Generic prospecting tools couldn’t identify companies that actively ship mobile apps

✓ Every target account required manual verification across the App Store and Google Play Store

✓ Searching for “QA” surfaced traditional QA teams, manual testers, and non-mobile QA roles instead of mobile QA decision-makers

✓ Mobile QA ownership varied across titles such as Head of QA, Mobile Engineering Manager, Director of Engineering, and other custom roles

✓ Sales reps spent hours validating contacts and organizational ownership on LinkedIn

✓ Building qualified account and contact lists took days before outbound could begin

How Pintel.AI Helped

Automatically Identified Companies That Fit the Custom ICP

Pintel.AI identified companies that matched the customer’s ICP by analyzing signals such as App Store and Google Play Store presence, app update cadence, hiring activity for mobile engineering and QA roles, and other custom qualification criteria. This eliminated the need to manually verify every company.

Identified Mobile QA Decision-Makers Beyond Job Titles

Instead of matching contacts solely by title, Pintel.AI identified the people responsible for mobile QA and release ownership, even when organizations used titles such as Head of QA, Mobile Engineering Manager, Director of Engineering, or other non-standard roles.

Delivered Verified Tier-1 Contacts

For every qualified account, Pintel.AI delivered verified email addresses and direct phone numbers for priority decision-makers, removing the need for manual contact validation across multiple platforms.

Delivered Accounts Ready for Outbound

Qualified companies, verified contacts, and supporting qualification context were delivered directly to the sales team, allowing new outbound campaigns to launch immediately.

Results Achieved

Eliminated Manual Account Research

The sales team no longer needed to manually verify companies across the App Store, Google Play Store, and LinkedIn before building prospect lists.

Faster Outbound Execution

Qualified accounts and verified contacts were delivered upfront, allowing outbound campaigns to launch immediately.

Improved Decision-Maker Accuracy

Sales teams consistently reached the people responsible for mobile QA instead of relying on inaccurate title-based searches.

Better Sales Productivity

SDRs spent more time engaging prospects and less time researching accounts and validating contacts.

Expanded Custom ICP Coverage

The team could identify more companies that matched its highly specific ICP without manual effort.

Greater Scalability

Account research and contact discovery scaled without requiring additional research resources.

Customer Quote

“The biggest thing is that outbound can actually start on day one of targeting a new vertical. Before, getting to a qualified account list with the right contacts took days of manual work. Now that’s just handed to us. The team spends time on outreach and conversations instead of research, and the quality of who we’re reaching is noticeably better.”

Customer Outcome

What was once a manual research process became an automated workflow capable of identifying companies with active mobile applications, finding the right mobile QA decision-makers, and delivering verified contact information.

The result was faster outbound execution, higher-quality prospect lists, improved decision-maker accuracy, and more time dedicated to revenue-generating conversations.

What Became Possible with Pintel.AI

✓ Companies with active mobile apps identified automatically

✓ Manual App Store and Google Play Store research eliminated

✓ Mobile QA decision-makers identified beyond job title matching

✓ Verified email addresses and direct phone numbers delivered

✓ Qualified account lists delivered ready for outbound

✓ Custom ICP qualification applied consistently

✓ SDRs spent more time selling and less time researching

✓ Outbound campaigns launched faster across new target markets

✓ Prospecting scaled without adding research headcount

Frequently Asked Questions

Why couldn’t traditional prospecting tools support the company’s ICP?

Most prospecting platforms rely on firmographic filters such as industry, company size, and revenue. The company needed to identify organizations that actively shipped mobile applications, which required manual App Store and Google Play Store verification.

How did Pintel.AI identify companies with active mobile apps?

Pintel.AI evaluated custom qualification signals such as App Store and Google Play Store presence, app update cadence, hiring activity for mobile engineering and QA roles, and other ICP-specific criteria to identify relevant accounts.

How did Pintel.AI identify the right decision-makers?

Instead of relying solely on job titles, Pintel.AI identified stakeholders based on ownership of mobile QA and release processes, allowing the platform to find the right buyers even when companies used different titles.

What information was delivered to the sales team?

Each qualified account included verified decision-makers, email addresses, direct phone numbers, and qualification context, enabling immediate outreach.

How did Pintel.AI improve outbound execution?

By automating account discovery, decision-maker identification, and contact enrichment, Pintel.AI removed the manual research that previously delayed outbound prospecting.

Can Pintel.AI support highly customized ICPs?

Yes. Pintel.AI can qualify accounts using business-specific signals beyond standard firmographic filters, helping GTM teams target organizations that match highly customized ICP requirements.