Anonymous traffic, invisible intent
floLIVE sells global IoT connectivity to device manufacturers, mobile operators, and IoT platform companies — a narrow ICP in a crowded market. When prospects land on the website, they typically research pricing and coverage for weeks before ever raising a hand. The sales team had no way to know which companies were in that research phase.
The team was operating with a patchwork of Salesforce, HubSpot, ZoomInfo, and Apollo — but none of these tools told them who was on the website right now, or which newly certified IoT devices represented a fresh outreach window. SDRs were spending hours setting up outreach workflows manually, with no reliable signal to prioritize who to contact first.
The result: high-intent visitors from companies building out IoT programs were slipping through undetected, while SDRs sent generic sequences into the dark.
Visitor ID meets an AI-powered action layer
floLIVE deployed MarketBetter's Visitor ID script and connected it directly to a Slack channel so the SDR team received a real-time ping every time a target account visited. From day one, the platform surfaced 171 core ICP accounts that had been browsing undetected.
The AI Chatbot went live simultaneously, handling inbound questions and automatically enriching the CRM with contact-level data from form submissions — so no inbound lead arrived cold.
The Signals layer added a second dimension: beyond website visits, the platform tracks hiring signals, news mentions, and job changes at target accounts — plus a weekly browser-automation agent that scrapes the device-certification registry. Any newly certified IoT device from a company not already in Salesforce triggers an outreach task automatically, giving floLIVE a prospecting signal no competitor is acting on.
On the outreach side, SDR Playbooks let the team run personalized email prospecting directly from Sales Navigator, generating AI-researched draft emails per prospect at a safe daily cadence. Visitor data, email drafts, call recordings, and chat transcripts all sync back to the CRM automatically.
Pipeline clarity where there was only noise
Within the first weeks of deployment, floLIVE had 171 named ICP accounts flowing through a structured outreach motion — accounts they had no visibility into before. The Salesforce integration matched and suppressed 326 existing customers from cold sequences, eliminating the risk of re-prospecting active accounts and saving SDR time previously wasted on manual list scrubbing.
The AI-scored task system hit over 90% accuracy in determining whether a website visitor warranted outreach — meaning SDRs spend their limited capacity on companies that genuinely need IoT connectivity, not irrelevant traffic. The certification-registry automation surfaces net-new device-maker prospects every week with zero manual effort.
floLIVE renewed their contract in 2026 and continues to expand usage — with a roadmap that includes deeper CRM automation, LinkedIn audience targeting, and lookalike-company prospecting off their existing customer base.