Indeavor’s workforce management software helps customers like PepsiCo, Dupont, and Nestlé run shifts smoothly 24/7. They sell into 13 regulated industries, ranging from energy and healthcare to life sciences and government agencies, and this vast TAM creates both opportunities and challenges for Indeavor’s sales team.
There were more leads than the team could reach out to in a personalized way — and plenty of noise in their Salesforce instance. Severin Studer, Indeavor’s Revenue Operations Lead, implemented Octave to direct their AEs’ energy toward the best prospects.
“Octave has unlocked deeper engagement with entire market segments because it allows us to create specific messaging for hundreds of high-quality opportunities we didn’t have the bandwidth for at all before.”
Today, Severin uses Octave for account and lead scoring in Clay, drawing on qualitative data like meeting transcripts in addition to firmographics, and comparing against Indeavor’s target segments and personas in its Octave library.
The most qualified leads receive personalized messages from AEs — a process that has now been fully automated with Octave’s sequence agents. The messaging connects the dots between an individual’s specific role in a specific vertical, and Indeavor’s solutions across 23 potential use cases.
Severin’s scoring-and-content-generation workflows drive stronger revenue outcomes, not just through messaging that lands better, but by letting the sales team to proactively sell into verticals they otherwise wouldn’t have the bandwidth for. The scoring also improves CRM hygiene, giving the team a data foundation it can trust.
Octave across 4 GTM tools and 13 verticals
Indeavor discovered Octave through CMM, a RevOps agency, then brought it in-house as the foundation for scoring, sequencing, and personalization.
Today, Indeavor uses Octave to improve workflows in Clay, Outreach, Claude, and Salesforce. The Octave library is their source of truth, which they keep current via the Claude MCP.
Qualitative lead scoring
Lead scoring with transcripts turns noise into signal
Indeavor loaded its ideal customer profile descriptions and product information into the Octave library. Now, any scoring prompt in Clay, Claude, or Salesforce can access the Octave ICP definitions via MCP or API, then score leads and accounts against them. Octave also includes qualitative data like call transcripts, not just firmographics.
For example, each day, the team pulls in 200 call transcripts of public government hearings and meetings via a government agency data provider. These transcripts contain clues about upcoming RFPs, allowing Indeavor’s sales team to proactively reach out. But no team can manually review 200 transcripts a day to find the best ones.
So Severin pulls the transcripts into Clay and uses Octave to read the them and score the opportunities. Only those that score high enough become leads in Salesforce, get enriched, and receive an outbound sequence — one that references the meeting itself as personalization.
“Our previous scoring system in HubSpot wasn’t always reliable. With Octave, our lead scoring is spot on. I can trust that a 9 out of 10 is a very good lead we should go after, and that we can skip a 3.”
Whether new leads come from qualitative sources or ZoomInfo and Sales Navigator, Octave scoring is the “gate” that lets them progress into Salesforce and get enriched.
“Before Octave, our CRM was garbage in, garbage out,” says Severin. “Our Salesforce had a ton of useless leads because we’d import them and reach out to them even if we knew we shouldn’t. That’s fine for 1 AE, but across a whole team of AEs running 20 campaigns per rep, Salesforce becomes a mess. Now, we have Octave scoring as the filter for new leads, or can score thousands of leads in Salesforce and delete anything under a certain score. So I know I can trust the data I use.”
“Octave is the engine behind our outreach and our sales and marketing data. I can make better decisions, I can create better outreach, I can personalize more.”
Automated, personalized outreach
Automation with Octave opens up the TAM for outbound
Previously, Severin supported the AE team by creating outbound sequences manually. With Octave, this process has been fully automated, cutting his time spent by 90% — from 10 hours per week to 1. At the same time, the messages are more personalized.
Severin says, “I can run hundreds of leads through our Octave agents in seconds, and see messaging that’s very applicable to that lead — messaging I would have written myself.”
“I used to spend 10 hours a week building messaging and campaigns. Now it’s down to an hour or two, max, because of Octave.”
Octave’s sequence agent writes 3-message sequences and drops them directly into Outreach.
Messaging needs to be tailored to each regulated vertical, but now, Severin can also personalize down to the individual lead receiving it. Octave holds over 30 distinct personas that Indeavor sells to across its verticals, ranging from titles like COO to plant manager to digital transformation leadership.
Because Octave understands the unique pains, goals, and interests of each persona per segment, it can intelligently connect them to Indeavor’s 23 product use cases, as well as an individual’s LinkedIn profile, their company’s firmographics, timely clues hidden in their conversation transcripts, and more. The result is a message that draws a clear line between the recipient’s pain and how Indeavor can solve it. It also incorporates social proof from 15 reference customers in Octave.
Severin says, “Today, with AI, you have hundreds of messages in your inbox and none of them are really personalized. With Octave’s context, I can create messaging that’s very applicable to that lead. I ran 400 leads through a sequence agent and got messages I would have written myself in seconds. By now I feel very confident with the agents, which to me is huge.”
Their next goal is to create marketing nurture sequences that use an individual’s LinkedIn posts to personalize copy.
“Where Octave stands out to me is that it pulls information from different sources to personalize messaging. There are tools that personalize based on a lead’s latest LinkedIn post, but not their company’s website. Others personalize off the website, but not other sources. Octave knows our target personas and segments. It connects data in one tool versus using five different tools.”
Claude guardrails
Democratizing access to scoring logic in Claude
With the Octave MCP in Claude, Severin and the team can create ad-hoc content knowing that Octave acts as a guardrail. They can score one-off opportunities, or check whether the copy they’ve written is a good fit for a specific vertical.
And keeping that guardrail current is easy: the team updates the Octave library via the Claude MCP, and every downstream workflow reflects the change.
For a company whose mission is getting the right person in the right place at the right time, it’s a fitting evolution: with Octave, Indeavor’s GTM team now reaches the right account, with the right message, at the right moment.
“The moment it clicked was when I realized we can use the MCP to pull Octave into all our software — agents for qualification, sequencing, and more, built specifically for our products and our solution. We can always have that little engine to ask, ‘does what I’m doing right now apply to our ICP?’ — or even have it create outputs for us.”
