Enriching your B2B data is one thing. Knowing whether it actually works in real-world conditions is another. Before adopting a new tool, most sales and marketing teams ask the same question: “What did it actually change for people in my situation?”
That’s exactly what this article covers. You’ll find four detailed case studies from very different profiles — an SDR at a scale-up, a growth marketer at an agency, an independent recruiter, and a Sales Ops manager at a mid-sized company — with their initial problems, how they structured their workflow in Derrick, and the results they got. Real numbers, not promises.
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Why data enrichment changes the game in B2B prospecting
Before diving into the case studies, one observation that comes up consistently in user feedback: the problem is rarely the volume of leads — it’s data quality.
Studies on B2B sales performance consistently show that around 32% of sales reps’ time is wasted contacting the wrong prospects due to inaccurate or incomplete data. On an eight-hour workday, that’s nearly two and a half hours gone.
The average B2B conversion rate sits between 2% and 10% depending on the sector, which means 90 to 98% of prospects never become customers. In that context, working with enriched, qualified data isn’t a luxury — it’s the baseline condition for prospecting efforts to translate into measurable results.
B2B data enrichment means automatically filling in missing information about your contacts and companies — professional email, phone number, job title, company size, tech stack — from reliable third-party sources. With Derrick, this entire process happens inside Google Sheets, with no CSV export or complex setup required.
Here’s what that looks like in practice, across four very different profiles.
Case Study 1: Mike, SDR at a B2B SaaS scale-up (50 employees)
The context
Mike prospects 150 to 200 contacts per week for a B2B SaaS scale-up selling an expense management tool. His target: CFOs and finance managers at companies with 50 to 500 employees. Until recently, he worked with lists exported from LinkedIn Sales Navigator, which he completed manually by searching for emails on company websites or using unreliable free tools.
Core problem: around 35% of the emails on his lists were invalid or outdated, causing his bounce rate to spike and degrading his sending domain’s reputation. Over two months, his open rate had dropped from 42% to 28%.
What he changed with Derrick
Mike now imports his Sales Navigator searches directly into Google Sheets using the Import List of LinkedIn Profiles feature. For each imported profile, he then runs the Lead Email Finder with real-time validation — which guarantees him verified professional emails at the exact moment of enrichment.
His full workflow fits in three columns in a single spreadsheet: LinkedIn profile → verified email → validation status.
Results
- Bounce rate dropped back below 3% (vs. 12% before)
- Open rate climbed back to 38% within six weeks
- Time to build a list of 100 contacts: from 4 hours to under 45 minutes
Mike puts it plainly: “What I liked about Sales Navigator was the filter quality. What I didn’t like was having to copy everything over manually. Derrick filled exactly that gap.”
For more on email verification in this type of workflow, check out our dedicated article on email verification and list cleaning.
Case Study 2: Sarah, growth marketer at a lead gen agency
The context
Sarah manages prospecting for three clients simultaneously at a B2B lead generation agency. Each client has their own targeting criteria, their own personas, and their own budget constraints. Total monthly volume: between 800 and 1,200 enriched contacts across all campaigns.
Core problem: Sarah was juggling multiple tools to cover her full needs (one for emails, another for phone numbers, a third for company data), creating constant friction between files, duplicates, and costs that were hard to justify client by client.
What she changed with Derrick
The decisive argument for Sarah: Derrick running natively in Google Sheets, which lets her manage multiple client sheets in the same environment, with the same formulas, and deliver clean outputs directly to clients without any format conversion.
She primarily uses:
- LinkedIn Profile Scraper to enrich profiles with 50+ attributes (company, title, bio, seniority)
- Lead Email Finder for emails with real-time validation
- Website Tech Lookup to identify the tech stack of target companies for her SaaS clients
Results
- Three tools consolidated into one subscription
- Delivery time for an enriched list of 300 contacts: cut from 6 hours to 2.5 hours
- Data completion rate (at least email + title + company): up from 68% to 91%
Sarah particularly values the rollover credit system: “In my line of work, volumes fluctuate a lot month to month. The fact that unused credits carry over means I’m not losing money during slow months.”
Batch data enrichment — enriching large lists in one go — is precisely the use case Derrick is built for.
Case Study 3: Emma, independent recruiter specializing in tech
The context
Emma is a freelance headhunter. She sources senior tech profiles (senior developers, lead engineers, CPOs) for startups and scale-ups. Her main sourcing ground: LinkedIn. Her main challenge: quickly finding direct contact details for identified candidates without relying on LinkedIn InMail, which generates low response rates for passive profiles.
Core problem: Emma was spending between 20 and 30 minutes per candidate trying to track down a valid contact email, with a success rate of around 50%. Across 15 profiles sourced per day, that was half a workday spent on contact research alone.
What she changed with Derrick
Emma uses two features in combination:
- LinkedIn Profile Scraper: she pastes the profile URLs of identified candidates into a Google Sheets column, and Derrick automatically enriches with available data
- Phone Finder from LinkedIn: when an email isn’t available or the profile seems inactive on their professional inbox, she retrieves the phone number for direct outreach
Results
- Average research time per candidate: from 25 minutes to under 5 minutes
- Contact completion rate (at least one valid contact method found): up from 50% to 78%
- Profiles processed per day: from 15 to 35
Emma notes: “I didn’t expect it to work as well for recruiting. Derrick is clearly built for sales prospecting, but the use cases for sourcing are exactly the same. LinkedIn profile → email or phone → outreach. That’s my daily workflow.”
Case Study 4: James, Sales Ops at a mid-sized industrial company
The context
James manages CRM data quality for a 200-employee industrial company. The CRM (HubSpot) had been accumulating contacts for years, a large portion of which had become stale: job changes, departures, inactive domains. His initial audit showed that nearly 40% of contacts had at least one critical missing or incorrect field.
Core problem: every commercial email campaign launched with a degraded list, which directly impacted deliverability rates and eroded the sales team’s trust in their CRM tools. James needed a bulk re-enrichment process — without involving a developer.
What he changed with Derrick
James went with a two-phase approach. First, bulk re-enrichment: he exported his HubSpot contacts to Google Sheets and used the Lead Email Finder to recover valid emails for contacts whose addresses were bouncing. Then he ran the Email Verifier across the entire list to sort valid, invalid, and risky addresses.
He now runs this workflow every quarter to maintain data quality.
Results
- 62% of invalid or missing emails were recovered or validated
- Bounce rate on HubSpot campaigns: down from 11% to 2.8%
- CRM health score (critical fields completed): up from 60% to 87%
James highlights an unexpected benefit: “When reps see that the data is clean, they actually use the CRM. Before, they were working around HubSpot because they’d lost confidence in the data. Re-enrichment got everyone back on the same page.”
To understand the mechanics of B2B data enrichment and its use cases, our glossary covers the topic in depth.
What these four cases have in common
Beyond the diversity of profiles and industries, four patterns emerge consistently across Derrick user feedback.
1. Time savings are immediate and measurable. In every case, time spent on manual data research dropped by 60 to 80%. That time isn’t lost — it’s reinvested in actual prospecting, message personalization, or simply processing a higher volume.
2. Deliverability improvements are consistent. Real-time email validation, built into the enrichment workflow, is one of the most frequently cited differentiators. An enriched but unverified email has limited value. An enriched and validated email is a data point you can actually rely on.
3. Native Google Sheets integration removes friction. Unlike tools that require export/import cycles or API connections, Derrick works where the data already lives: in the spreadsheet. That reduces tool count in the stack, limits cross-team friction, and keeps the workflow accessible to non-technical profiles.
4. Rollover credits work well for variable-volume users. Agencies, freelancers, teams with seasonal peaks: the ability to carry unused credits forward month to month changes the relationship with the tool’s cost.
B2B Database Enrichment: The Complete Guide
All the methods and best practices to enrich your prospect lists effectively.
Derrick across different contexts: summary table
| Profile | Main use case | Features used | Key result |
|---|---|---|---|
| SDR (Mike) | Enrich Sales Navigator exports | LinkedIn Import + Lead Email Finder | Bounce rate 12% → 3% |
| Growth Marketer (Sarah) | Multi-client batch enrichment | Profile Scraper + Email Finder + Tech Lookup | Delivery time cut by 2.4x |
| Recruiter (Emma) | Tech profile sourcing | Profile Scraper + Phone Finder | Daily volume doubled |
| Sales Ops (James) | CRM re-enrichment | Email Finder + Email Verifier | Bounce rate 11% → 2.8% |
Key takeaways
- Data enrichment reduces manual research time by 60 to 80% depending on the use case
- Real-time email validation is the most direct lever for improving deliverability and protecting domain reputation
- Derrick runs natively in Google Sheets — no export/import, no technical skills required
- Rollover credits make the tool well-suited for variable-volume users (freelancers, agencies, seasonal teams)
- Use cases extend well beyond sales prospecting: recruiting, CRM re-enrichment, competitive intelligence
Conclusion: concrete cases, not promises
What these four examples show is that B2B data enrichment isn’t reserved for large sales teams with substantial tool budgets. A solo SDR, a freelance recruiter, or a Sales Ops manager looking to clean up their CRM can all get measurable results with an accessible tool.
The key is choosing a workflow that integrates into how you already work — not the other way around. If you’re already working in Google Sheets, Derrick plugs into what you’re doing without adding complexity.
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FAQ
Does Derrick work without LinkedIn Sales Navigator? Yes. Derrick can enrich LinkedIn profiles from simple URLs, with no Sales Navigator subscription needed. For users who do have Sales Navigator, the direct import feature adds extra time savings on top. Both use cases are fully covered.
Is the data enriched by Derrick GDPR-compliant? Derrick enriches B2B data (professional emails, company information) from public sources. Using this data for prospecting is covered under GDPR’s legitimate interest basis, provided you respect data subjects’ rights. See our article on cold emailing and GDPR for a full breakdown.
Can you enrich multiple lists simultaneously in Derrick? Yes. Each Google Sheet tab can correspond to a different project or client. You can have as many sheets as needed, and credits are shared across all your projects within your plan.
How many contacts can you enrich on the free plan? The free plan includes 200 monthly credits, which roll over month to month. One credit equals one enrichment action (one email found, one profile imported, etc.). For higher volumes, paid plans start at $9/month for 4,000 credits.
Can Derrick replace a CRM? Derrick is a data enrichment tool, not a CRM. It works inside Google Sheets and connects with HubSpot, Salesforce, and Pipedrive via Zapier, Make, or n8n. The ideal setup is using it upstream of your CRM — to qualify and complete data before importing it. For a full comparison of email enrichment tools, check out our dedicated roundup.
Jonathan Maurin
