FleetPulse needed a scalable way to turn trailer data into sales conversations

FleetPulse had built a trailer intelligence platform trusted by some of the largest fleets in North America. With $11M in seed funding and strong OEM partnerships, the platform was already installed on trailers coming off the production line. The opportunity was clear: start conversations with companies as they received their trailers and build relationships early.

Kendall Simpson, Enterprise Success Manager at FleetPulse, recognized what was needed. The team had strong visibility into which companies were receiving trailers, but turning that data into qualified outreach required significant manual effort. Researching the fleet, finding the right contact, and designing the outreach strategy took 2-3 hours per prospect, time that could be spent closing deals instead.

The timing pressure made it even more important. FleetPulse needed to connect with companies while the trailers were fresh, before they made other decisions about their fleet technology. The team wanted a system that could move as fast as the product was shipping.

FleetPulse had explored other enrichment tools before but found them too limited for the fleet-specific data they needed. When they connected with Workflows, the combination of enrichment expertise and the ability to get fluent in a niche industry like fleet operations made it the right fit.

Standard enrichment tools couldn’t surface what we needed for fleet targeting. Workflows built a system that actually works for how we sell.

Kendall SimpsonEnterprise Success Manager @ FleetPulse

Workflows built a custom enrichment engine from scratch, designed around fleet intelligence

Workflows helped FleetPulse move from manual prospect research to an automated system that could process thousands of companies in minutes.

The first step was building a comprehensive enrichment system that layered in fleet-specific intelligence, including fleet type, safety scores, fleet size, and operational model, so the team could segment and prioritize based on the data points that actually mattered to their sales motion.

One of the most impactful pieces was deploying AI-based research agents with Clay. These agents automatically surfaced fleet-specific intelligence for every company on the list, including Vehicle OOS rate, Safety Rating, Total Drivers, Fleet Type, and Total Power Units. Data points that no standard enrichment provider could access. What previously took a person hours of manual research per prospect was now completed by the agents in seconds, at scale, across every list.

By the time the system was live, FleetPulse had an enrichment and outbound engine they could operate independently.

Workflows went far beyond what we expected. They could have stopped at the basics, but they dug deep and built exactly what we needed.

Kendall SimpsonEnterprise Success Manager @ FleetPulse

FleetPulse reduced research time by 96% and launched structured outbound with Workflows

With Workflows, FleetPulse moved from hours of manual research per prospect to a system that processes entire lists automatically. Contacts are now enriched, segmented by fleet profile, and routed into the right sequence automatically, giving the team the speed to start conversations at the right moment.

Here's a snapshot of the results so far:

Looking ahead, FleetPulse plans to continue expanding the system, activating additional sequences and refining messaging as the platform scales across more fleets.

If you need something complex built for your go-to-market, Workflows can do it quickly and get it right. That’s exactly what they did for us.

Kendall SimpsonEnterprise Success Manager @ FleetPulse