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Verify every list through three enrichment tools, cheapest first, before an agent emails it
Picked and checked by Olga Pearson, SalesUpLevel
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Reported by SaaStr: adding Sumble as the second step after ZoomInfo recovers roughly 50% more people than the first pass found, before Clay cleans up what is left.
SaaStr has more than 500,000 people in its database and they change jobs constantly. Instead of picking one enrichment tool, it built a Claude skill that runs any list through three before it goes to an outbound agent: ZoomInfo first because its credits are cheapest, Sumble to catch who ZoomInfo missed, and Clay last for whatever is left because it is the most expensive.
By Jason Lemkin and Amelia Lerutte, SaaStr CEO and SaaStr's Chief AI Officer (The Agents podcast) · SaaStr (saastr.com) ↗ · Sep 18, 2026
If you sell: ask which tools your team already pays for
- Pick two or three enrichment tools and rank them by cost per credit.
- Run every list through the cheapest one first to confirm who is still where.
- Send only the misses to the second tool.
- Send what is still missing to the most expensive tool last.
- Wrap the steps in one AI skill or workflow so no list reaches an outbound agent without it.
- Track how many extra people each step recovers, and drop a tool that adds nothing.
Here is a contact list: [paste or attach]. For each row, run enrichment in this order and stop at the first confident match: 1) [cheapest tool], 2) [second tool] only for rows step 1 missed or could not confirm, 3) [most expensive tool] only for rows still missing. Return the list with columns: still at company (yes/no/unknown), verified email, which tool found it. Then give totals: found by each step, still missing. Do not fill any field you could not verify.
If you lead a team: roll it out
- Make the three-step check a gate before any outbound agent gets a list.
- Report recovered contacts per step monthly.
Watch out for
- The 50% figure is SaaStr's own estimate for Sumble, which it had added about a week before the episode.
- Job changes mean lists go stale quickly; re-run the check before each campaign.
Source: Jason Lemkin and Amelia Lerutte, SaaStr (saastr.com), Sep 18, 2026. Results are as reported by the source; we did not measure them.
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