How Alaan targets higher-value accounts with Cargo

Alaan’s outbound motion depends on finding companies with strong potential to spend on its corporate cards. The team calls that potential GTV. Growth needs to identify those accounts, give sales the people and context to reach them, and keep improving its approach as the business expands.

With Cargo, Alaan brought account scoring, rep research and buying signals into a system it can change in code. The work now connects a shared definition of a valuable account to the next action a rep takes.

Why Alaan chose Cargo

Before Cargo, SDRs classified companies in spreadsheets. Enrichment crossed several providers and automation tools before reaching Slack, with a separate workflow for Salesforce. Reps navigated those tools to find contacts, and growth handled data requests while maintaining the connections.

Each change had to fit the logic those tools allowed. Alaan needed a way to adapt its targeting and reuse the work across teams. Cargo put the scoring rules, enrichment tools and sales workflows in code. Growth could build through the Cargo CDK from the command line, combine providers and make the same capabilities available across Slack and Salesforce.

Example pattern: one shared scoring rulebook.

const priority = uses.tierAnalyst({
  prompt: `Use the current ICP and tiering rubric
    from workspace context to score:
    ${input.name} (${input.domain})
    Industry: ${input.industry}
    Employees: ${input.employee_count}
    Country: ${input.country}`,
});

Update the shared rules, and the next scoring run uses the new priorities.

How Alaan built the system

1. Scored the market around potential card spend

Working with business operations, Alaan scored its entire identified market: roughly 150,000 companies. Cargo gathers company information and classifies each business into one of Alaan’s 45 industry categories. Personas, company size and use cases then help prioritize accounts around potential card spend.

The scoring gives growth, business operations and sales a common basis for account selection. When the commercial focus changes, growth can update the rules and apply the new priorities across the market.

2. Put enrichment where reps already work

Reps tag a Cargo agent in Slack to find phone numbers, email addresses, decision-makers or lookalike companies. The agent calls the right tools and returns the results in the thread. Growth can prepare larger lists in bulk while reps handle individual requests themselves.

A closed-won deal also triggers a lookalike search automatically. The rep can continue in the thread to find decision-makers and contact details, turning one successful deal into a starting point for the next account search.

“They can just rely on the bot and trust that they’re going to get the right information,” says Soumyadeep Kundu.

3. Connected buying signals to the right account and owner

Alaan’s signal mix spans website visits, organic engagement and product activity. Cargo brings those signals into the sales process, with an intent tag that tells reps why an account deserves attention.

Product activity needs an extra step: Mixpanel and Salesforce do not share a reliable account identifier. Cargo matches company names, email addresses and domains to the right Salesforce account and owner, then routes relevant activity to sales or the cross-sell team in Slack.

That context gives reps a reason to start a conversation. Prajwal says “the signal itself was so convincing” that reps naturally worked it into their approach.

What Cargo makes possible

A new industry focus or sales priority can become a change to the scoring logic. Because that logic lives in code, growth can align it with business operations and sales, then keep refining the system as the business changes.

Reusable enrichment tools also change how teams divide the work. Reps get answers themselves; growth has more room to experiment with targeting, signals and outreach. Adding another signal builds on the existing account matching and sales workflows, so the team can expand its approach without rebuilding the connections each time.

Example pattern: turn a change in readiness into action.

definePlay("alert_ready_accounts", {
  model: accounts,
  filter: readyAccounts,
  changeKinds: ["added"],
  workflow: alertOwner,
});

Cargo runs the alert workflow when an account enters the ready group. Growth can refine the signals and readiness rules while keeping the same path to sales.

What changed

3x higher potential card spend per opportunity

Account scoring focuses outbound on the companies Alaan most wants to win. Growth can adjust the priorities behind that selection as it learns which accounts have the greatest commercial potential.

90% contact enrichment coverage

Shared enrichment tools give reps more of the people and contact details they need, across both bulk prospecting and individual requests.

2x higher touchpoint-to-win conversion

Buying signals give sales context for each conversation. Matching that interest to the right account and owner helps reps carry a relevant first touch toward a closed deal.

What other teams can learn

Start with a shared definition of a valuable account, then make the research behind it available where reps work. Build new signals on that foundation. The scoring, enrichment and account matching can evolve together as the team learns which opportunities are worth pursuing.