A year of new logo revenue.
Booked in six months.
Golden Ratio GTM replaced Dakota Software's Zoho CRM, ZoomInfo, and manual lead operations with a system that identifies the accounts behind anonymous visits, researches them with AI, writes the account, contacts, and research to Attio, and routes time-sensitive leads to the assigned rep. Built in one quarter, it doubled new logo revenue pace, tripled discovery meetings, and matched a full prior year of new logo revenue by the end of Q2.
Dakota Software
B2B SaaSBuilt inone fiscal quarter
Before: the funnel was dark.
Unless a visitor filled out a form, they did not exist.
| Area | Before | After |
|---|---|---|
| Stack | Zoho CRM + ZoomInfo | Attio + Swan + Apollo + Storylane, same spend |
| Qualification | One-person manual qualification and research | Auto-qualification with structured reasoning, AI research on the record |
| Routing | Rep notified by email, no SLA | Real-time Slack routing on time-sensitive signal |
| Visibility | Non-form traffic invisible | Accounts, contacts, and buying committees surfaced from dark traffic |
Why the old process missed buyers
Dakota sells into enterprise operations, safety, and sustainability teams. Long cycles. Defined ICP. Buying committees that research quietly before raising a hand. Every ICP buyer who visited the pricing page or clicked a Google Ads campaign and left without converting was invisible.
The stack was Zoho CRM and ZoomInfo. The process was one operations person: qualify each lead by hand, research it, assign it, notify the rep by email. There was no speed-to-lead SLA because there was no mechanism to have one.
Anonymous in. Researched out.
The system Golden Ratio built, in the order a signal moves through it. One quarter. No engineering resources. Each lead runs through it in minutes.
- 01 · Identify
A visitor hits the website
Company + contact identified - 02 · Buying committee
Swan writes directly to Attio
Account + buying committee in CRM - 03 · Understand
An AI agent researches the account
Research on the Attio record
04 · Act
Routing runs on the signal
Alert the assigned rep
A Slack alert carries the visit, ad keyword, intent, firmographics and AI research.
Enter automated nurture
Email and LinkedIn sequences are sent from the rep.
Read the workflow details
A visitor hits the website
Swan de-anonymizes the visit, identifies the company and the contact, and qualifies both against Dakota’s ICP with structured reasoning. For paid traffic, Dakota sees the exact keyword clicked and every page visited.
Swan writes directly to Attio
The account and contact are created or updated automatically. Swan also identifies and adds additional members of the buying committee. Reps see the account, never a lone contact.
An AI agent researches the account
It answers the qualification questions that previously took the ops team days, writing findings directly into the Attio record.
Routing runs on the signal
Time-sensitive leads trigger a Slack alert to the assigned rep with full context: pages visited, ad keyword, intent signals, firmographics, and the AI research. Qualified leads that are not yet sales-ready enter an automated nurture sequence sent from the rep across email and LinkedIn.
The rep's first touch lands so informed that prospects assume weeks of research preceded it.
Architecture first.
Architecture is why this shipped in a quarter instead of dying on one.
The system required designing the data model first, treating signals as first-class objects, and letting an external platform write records directly into the CRM with no middleware translation layer. On the previous stack, this system does not get built. On Attio, it was a one-person, one-quarter build. Zoho and ZoomInfo were retired. Apollo, Swan, Storylane, and Attio replaced them at the same cost.
Six months after go-live.
A full prior year of new logo revenue, matched by the end of Q2.
Discovery meetings tripled, driven by AI research living on the Attio record at the moment of outreach.
ICP accounts identified visiting the website that previously left no trace.
Contacts added to Attio automatically from formerly dark traffic, buying committee included.
Manual lead ops. Qualification, research, enrichment, assignment, and notification run with humans out of the loop.
Frequently asked questions
What did Golden Ratio GTM build for Dakota Software?
A GTM system on Attio and Swan that identifies the company and contact behind a website visit, adds the buying committee, researches the account with AI, writes the findings to the Attio record, and routes time-sensitive leads to the assigned rep in Slack. It replaced Zoho, ZoomInfo, and manual lead operations.
How long did the Dakota GTM system take to build?
The rebuild was a one-quarter build. Zoho CRM and ZoomInfo were retired in that same quarter and replaced by Attio, Swan, Apollo, and Storylane at the same cost.
What happened to manual lead operations at Dakota Software?
Manual lead ops went to zero. Qualification, research, enrichment, assignment, and notification run with humans out of the loop.
How did Dakota Software surface buyers who never filled out a form?
Swan identifies 12 ICP accounts per day visiting the website that previously left no trace, and adds 50 contacts per week to Attio automatically, buying committee included.
What results showed up six months after go-live?
A 2x new logo revenue pace and 3x discovery meetings booked. A full prior year of new logo revenue was matched by the end of Q2.
Turn buying signals into pipeline.
Golden Ratio GTM engineers systems like this one inside your own stack. The Signal-to-Pipeline Build maps your motion, designs the architecture, builds it, and hands it to your team.