The Challenge: Too Many Signals, Not Enough Action

Dremio’s marketing and sales teams were swimming in clues about who to target to maximize their marketing spend:

• People visiting their website

• Prospects clicking ads

• Marketing lists and events

• Carefully researched “ideal customer” profiles

  
  

But connecting those dots took too much time. BDRs were spending hours piecing together signals, hunting down the right contacts, and adding them into the appropriate sequences.

“The number one spend of time was finding the right contacts and creating the records and pulling them into Salesforce… If we don’t have the right contact preparation, we have nothing.”

– Kim Incorvia, Director of Business Development

Whit Rothe, Director of Growth, wanted to change that.

“We have people engaging with our content through our website and ads… Email is by far our highest performing channel. The challenge was: how do we use our team’s time and budget to find the right people faster, warm them up with the right content, and see what happens?”

The Solution: Bringing the Data Together and Automating the Action 

With Seam AI, Dremio can pull in all their key information — from internal systems, ad platforms, intent data, and external signals — and match it against their ideal customer profile.

From there, Seam:

1. Finds the right contacts when important moments happen in the account

2. Enriches them with email and mobile data using 20+ data providers

3. Sends the contacts into Salesforce and Outreach

This process runs entirely in the background, so BDRs don’t have to log into another tool

“What was awesome was seeing how you could plug in our different data sources and, based on our criteria, actually put that into motion. Seam gave us our first real shot at running growth in a programmatic way.”

Seam was the best fit for a number of reasons.

1. A truly unified view of the customer, combining intent, fit, and signals from internal and external sources.

2. Automated prospecting with the best contact data

3. Connected to existing sales and marketing channels like Outreach, Ad platforms, and Marketing suite for automated campaigns

4. A real partner - Fast setup, fast support, and a willingness to adapt. 

“You fit right into our stack. The implementation was like nothing, you’re on Slack, and we get to riff with you about the market… That’s a huge value add.”

“You actually feel like you’re on the Dremio team.” 

The Next Step: Turning Signals into Campaigns. 

Dremio’s next move is to link Seam directly to Outreach, their sales engagement tool. This will automatically place the right people into tailored campaigns — reducing manual work and making follow-up faster and more consistent.

The Impact: From Manual Work to Programmatic Execution

With Seam running quietly in the background, Dremio has removed one of the biggest bottlenecks in their go-to-market motion: manual contact preparation. Signals that once required hours of research and setup are now automatically enriched, routed, and ready for action.

This shift has allowed the team to spend less time managing tools and records — and more time executing campaigns against the right people when interest is highest.

“The number one spend of time was finding the right contacts and creating the records. Seam completely takes that off the table.”  

For the investment made, Dremio has generated a 11x return on Seam spend, driven by faster activation of intent signals, better contact coverage across target accounts, and workflows that run without adding operational overhead.

Beyond the Numbers

For Dremio, Seam isn’t just about data — it’s about working smarter.

“Having that relationship with the vendor is critical… Bigger companies are losing customers to startups like yourself.”