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Starting point: an enriched signup and company, plus your own product activity. Outcome: an account your sales team can review, with a clear reason for the handoff.

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1. Separate fit from activity

Company size, industry, technologies, and location help you assess fit. Your product events show how the account is using your tool, whether that’s repeated API calls, multiple active users, or a key milestone. Use signup qualification to collect the external context. An enrichment result alone is not a sales-qualified account.

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2. Apply your rules

For example: the company is within your target size range, a relevant technology is present in the available data, and your product shows sustained usage from several users. These are examples. Your application defines the rules. Treat missing data as unknown, and review uncertain matches when needed.

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3. Pass the reason with the account

Your handoff can include:
  • The matched company name and domain.
  • The signup’s name and current role, when available.
  • The company attributes that met your fit criteria.
  • Your product activity summary and the milestone that triggered the handoff.
  • The owner or queue selected by your routing rules.
Write this into your CRM or workflow tool through your integration. Waterfall does not assign an owner or send outreach through these enrichment endpoints.

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4. Find the wider team when useful

If your sales team needs more contacts, search the account for the roles relevant to your product. Start with accounts your team has already qualified.