The Challenge: Missing Buyer Engagement Signals

Drata’s SDR team was investing in multiple intent and enrichment tools, but they still felt they were missing key signals where buyers were engaging with their brand or industry.

"Before Seam, our SDR team at Drata was missing many of the engagement signals where our buyers were engaging with our brand or industry."

The consequence was clear: without solving this, SDRs would continue spending too much time on manual research and chasing the wrong accounts.

"That leads to lower meeting conversion rates since we are focused on the wrong potential customers, inconsistent meetings set, and a lower volume across all teams."

The Solution: Signal Tracking + AI Prospecting That Works

Drata turned to Seam AI to improve both signal tracking and enrichment - and to do it in a way that fit naturally with their existing sales development workflows.

Not only did the product deliver stronger data, but the customer experience stood out.

"They took the time to learn our business and help suggest strong workflows and plays for our team to use."

Use Cases in Action

The Drata SDR team is running a variety of plays powered by Seam:

• AI prospecting plays to identify multiple stakeholders at target accounts.

• Past champion plays to re-engage Drata users as they move to new companies.

• Look-alike campaigns to expand outreach to prospects who fit their strongest customer profiles.

Implementation has been straightforward and fast:

"Implementation has been a breeze as the tool is easy to operate and run new plays quickly."

The Impact: A Strong Return on Every Dollar

Drata has already sourced and enriched thousands of contacts to support outbound efforts. Most importantly, Seam’s signals and enrichment have translated into a measurable lift in pipeline and opportunities created.

"We have seen a huge return on the spend and effort we have put into Seam. The team is excited when they see a lead come through because they know they have a higher propensity to buy than others we have in the funnel."

For the investment made, Drata achieved nearly a 23x return on spend in pipeline generated - a clear signal of Seam’s impact.

Beyond the Numbers

While ROI is critical, Drata’s team also emphasizes the partnership experience as a differentiator.

"We continue to have the best customer experience that a company could ask for from a vendor. They anticipate our needs, understand our business, and show us what we are missing."