Challenge
Meister needed a scalable enrichment engine without adding headcount
Vienna-based company, Meister, had built a suite of work management tools with a strong product-market fit and a growing customer base across Europe. But internally, the RevOps team was at capacity, and the enrichment infrastructure wasn’t scaling with the business.
Paula Jakubik, Director of Revenue Operations & Data Analytics, faced a growing problem. Enrichment processes were scattered across a disconnected data pipeline feeding their data warehouse, multiple workflows in the CRM trying to connect different data sources, and a third-party enrichment tool that was expensive and underperforming for Meister’s market.
The issue went deeper than cost. Segments of Meister's customer base had limited digital presence. So single enrichment providers simply couldn’t find them. And even when data came through, generic industry classifications didn’t help the sales team actually understand the types of opportunities they had in pipeline.
Paula knew they needed to simplify their enrichment stack and bring in the right tools. But the team had never used Clay before. Hiring seemed like the obvious solution, but it wasn't realistic on their timeline. When she connected with Workflows through her network, the combination of GTM engineering expertise and HubSpot knowledge was exactly what their team needed. The goal was not just to replace their previous provider, but to build a system the team could own and scale.
[QUOTE]“It really felt like we were all one team working with Workflows. Everyone was monitoring things. The implementation was seamless and done so quickly.”[/QUOTE]
Solution
Workflows built Meister’s enrichment system from the ground up and managed the full migration
Workflows helped Meister move from scattered data pipelines to a clean, automated enrichment system.
The first step was implementing Clay alongside workflow automations in the CRM. Workflows handled the full migration, ensuring a proper data model in HubSpot, and spend was optimized across tools. They also worked with Meister’s data team to ensure the right properties were constantly enriched.
One of the most valuable pieces was building a custom classification system. Meister struggled to map default enrichment categories to the industries they actually cared about. Workflows built a structure with industries and sub-industries designed around Meister’s targeting, so enrichment data actually helped the sales team identify priority accounts.
By the time the system was live, Meister had an enrichment engine they could take over. What had previously required maintaining a complex data process was now handled by clean automated workflows where the RevOps team controlled exactly what got enriched and when.
[QUOTE]"What stood out about Workflows was the GTM engineering expertise combined with the HubSpot expertise. That combination was exactly what we needed.”[/QUOTE]
Results
Meister saved 50% on software enrichment costs and streamlined their entire data operation with Workflows
With Workflows, Meister moved from an underperforming and expensive enrichment system to a streamlined, automated process that runs without constant maintenance. What had previously required coordinating across data pipelines, multiple CRM workflows, and expensive third-party tools was now centralized in Clay and HubSpot.
[TILES]
[TILE top: 50% bottom: savings on annual software cost]
[TILE top: +30% bottom: enrichment coverage]
[TILE top: 15+ bottom: hours saved per week]
[/TILES]
The enrichment data flows directly into Meister's HubSpot for lead scoring, helping determine whether prospects should receive sales attention or follow a self-served PLG path. Moving forward, Meister plans to continue building on this foundation as they scale outbound, using the system Workflows built as the infrastructure for long-term pipeline growth.
[QUOTE]“With Workflows, we’re fully in control of what we enrich now. We have workflows where we decide to enrich or not based on our own criteria. It’s taken a lot of work off our plate.”[/QUOTE]
