How Documo turned a high-volume PLG funnel into a sales-led growth motion

SignalRx helped Documo profile thousands of PLG signups, source net-new contacts against a new ICP, and consolidate four sourcing tools into one turnkey workflow inside Salesforce.

10x

ICP-fit pipeline in first 90 days

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Discover high-fit customers

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The Challenge

Documo runs a heavy product-led growth motion: thousands of self-serve signups every quarter, most arriving via Gmail with sparse company information. Traditional Salesforce records and ZoomInfo-style sources couldn't profile the signups, find their company affiliations, or score them for the new IDP product line.

The team needed a better way to:

Profile thousands of PLG self-serve signups with sparse data
Identify healthcare-specific buyers across providers, MSOs, multi-sitepractices, and post-acute networks
Build a sourcing motion against their new AI product
Replace a patchwork of sourcing and vendor tools (ZoomInfo, Definitive, multiple others)
Assign the right prospects to the right sales rep efficiently

With SignalRx

SignalRx mapped Documo's existing customer base, built research-backed profiles of every PLG signup, and modeled an ICP for the new AI product. Net-new contacts and accounts source directly into Salesforce — deduped, scored, profiled, and assigned automatically.

The platform helped Documo:

Profile every PLG signup
Gmail-only signups researched and resolved to their actual companies, healthcare verticals, and product fit — turning a flat signup list into a ranked, sales-ready queue.

Build an ICP for the new AI product
SignalRx modeled what customers ready for IDP look like — by vertical, size, multi-location structure, MSO affiliation, compliance need, and complexity.

Source net-new high-fit leads
Fresh prospects sourced directly into Salesforce, deduped against existing customers, scored against the IDP ICP, and routed to the right sales rep automatically.

Profile trade-show contacts at scale
Documo's team uploads sparse contact lists from events. SignalRx returns research-backed profiles, VIP flags, and prioritized lists in hours, not days.

Track champion job changes
When a champion moves to a new company, SignalRx scores the new company and creates a fresh lead — turning brand familiarity into warm sourced pipeline.

“SignalRx gave our team a clearer, faster way to activate demand. Marketing and sales now share one view of which accounts matter most — and the context behind every lead.

Larisa Summers

SVP Marketing, Documo

What Changed

Better leads. Tighter sales motion. Less spray-and-pray.

Documo now sources high-fit prospects directly into Salesforce, already deduped, profiled, and prioritized, and works them with a smaller, more efficient sales team

Outcomes:

10x ICP-fit pipeline in first 90 days

Replaced Multiple sourcing tools, everything turnkey through SignalRx

Net-new high-fit leads sourced and routed automatically into Salesforce

Fewer BDRs needed to be hired for higher pipeline output

PLG signups profiled and qualified before sales spends time on them

Marketing campaigns aligned to high-fit segments with research-backed context

Champion job-change tracking captures warm leads automatically

ICP for the new AI product modeled and activated through Revenue Plays

"We can see when former buyers show up at new companies, enrich inbound and event lists automatically, and tailor outreach with precision. It’s improved our focus, our handoffs, and the overall speed of how we grow."

Larisa Summers

SVP Marketing, Documo