Case Study: Intigriti achieves precision ICP targeting with Kernel AI

Intigriti uses Kernel for complex ICP account targeting

Intigriti, a cybersecurity company, faced a challenge where standard data enrichment was too broad to identify its ideal customer profile (ICP). Their sales team struggled to efficiently target high-value prospects that met over 30 specific security-conscious criteria without conducting manual research. They partnered with vendor Kernel Ai to implement its custom AI enrichment service to address this.

Kernel Ai first cleaned and verified the data in Intigriti's CRM before enriching tens of thousands of accounts with over 30 custom data points. This enabled Intigriti to tier and prioritize accounts based on their specific ICP. The solution had a significant measurable impact: new business win rates for ICP accounts doubled and these customers were three times less likely to churn. Kernel Ai provided the data foundation that allowed Intigriti to focus its go-to-market strategy on its most valuable prospects.

Intigriti

Alun Swift

Head of Revenue Operations