2026 Contact Enrichment

Hey, folks, really appreciate you taking the time to join us today.

Nicole just alerted me that the two of us have been talking to one another for the past three minutes because I did not realize I had to let everyone in.

So apologies about that.

This is our first time doing a live demo webinar, guys, so you gotta roll with the punches a little bit.

I had literally said about two minutes ago, like, I would love for everyone to message in the comments where they're calling in from, and we got no responses.

And I was like, I guess people are just feeling a little shy today.

But actually, Nicole was totally right.

It was completely off air.

So welcome to our webinar.

Really appreciate everyone taking the time to join us.

If you want a message in the chat box where you're calling in from, we love to hear.

I'm currently based in New York in our office in, a tiny closet actually.

And Nicole is in Nashville, actually visiting a customer right now.

Yes.

Howdy, y'.

All.

I am here in Nashville.

Did a customer on site.

And I'm heading over to the AASA conference, starting tomorrow.

So if I have any K12 folks, in the building, y' all know what I'm talking about.

And just taking a quick look.

my God.

J.

Snazz is in the room.

What's up?

Morgan.

Nicolette.

Great name.

My name is part of it.

So welcome, everybody.

excited to show you what all the hype is about here at Starbridge today.

Nicole, do you have any tips for ASA?

We have any K12 folks here?

I definitely have tips for AASA if folks are attending that conference.

it's a marathon, not a sprint.

People get very excited to honky tonk it up while you're here.

And that goes for the superintendent and administrators as well.

So just make sure you're balancing and doing a lot of Liquid iv if you choose to participate.

As Nicole was saying earlier, treat your body as an athlete.

Yes.

Yes, yes.

Awesome.

Well, we have some really great content planned for today.

Our focus is really going to be on, contact enrichment and how at Starbrick, we can go scrape the web as well as documents to get live, real time contact data across government, across K12, as well as across higher education.

Pierre, I see you're raising your hand.

Go ahead and either send your question in the chat or use the Q and A here.

Yeah, we're planning about a 10, 15 minute demo, where Nicole will show us the platform and do a live contact enrichment.

And then afterwards, we have dedicated time set aside for Q and A as well.

it'll probably be a pretty small group on the call, which is intentional.

And so we really want to create space for like authentic conversations.

Any questions you have, don't hesitate at all.

Is the queen of answering, product questions.

And so we have the perfect person leading us here today.

Wow, thank you, Jen.

Really buttering me up.

Before I go into the product and show you live.

just to again address and reiterate like saw folks raise their hand, please write in the chat like Jen's going to be keeping an eye as I'm driving.

And because this is intentionally a small group, this should be a conversation, right?

We should be able to answer anything that's burning question in your mind.

We're real people.

This isn't prerecorded.

So feel free to ask us anything, provide feedback.

Let this be a space for us to all learn together.

without any further ado, Jen, should I just pop in and show people what's going on?

Yeah, let's do it.

Awesome.

I'm going to go ahead and share my screen.

All right, so I have popped into a demo account in Starbridge and, and just to kind of give everybody a lay of the land.

Not sure folks are familiar already with Starbridge and how this all operates, but we're an end to end go to market platform for businesses that work with the public sector.

Whether that's state agencies, cities, counties, special districts like departments of transportation, K12, higher education, you name it, it's public sector, it's going to be in here.

And the data that we're able to get is going to come through one of these channels or inputs as I like to call it.

And then we build bridges to that output.

So RFPs, board meetings, strategic plans, what are they saying before it even goes out to rfp, when those pain points truly come up in closed circuit circles.

Purchase orders, contract data.

We have the best Freedom of Information act team dedicated to going and getting this competitive intel for your teams to benefit from conferences.

We just released this.

What are those conferences that are lesser known?

Not the big ones like AASA that I'm going to for my K12 folks, but the ones where these superintendents are going to be more regional so you can get that impactful facetime buyer attributes.

how do I navigate procurement?

Which resellers, which co ops do these folks, you know, subscribe to Contact data?

Ding, ding, ding.

That's our exciting topic of today.

We're going to dive right in.

Custom web signals with AI and web scraping.

We could go out beyond any of these data sources.

Custom prompt, the web, grant funding announcements, policy changes on a legislative body's website, you name it, we'll be able to pick it up as long as it exists publicly.

And then one of my favorites, which isn't the topic for today sadly, but job changes.

This is where we are going to be able to go and figure out who's new at one of your accounts.

Have they previously used your solution before?

So you find that low hanging fruit for your champions and you're able to sell a lot quicker because they're probably expecting your call honestly.

And it's just a matter of sellers getting overwhelmed and not being able to track this because LinkedIn is notoriously not great for public sector.

but needless to say, this is who we are, this is what we do.

Today we're going to talk about contact data enrichment.

I think the biggest thing to take away is the shift from historical legacy data providers.

We're talking the zoom infos of the world, the power almanacs of the world, Agile, mdr, any of those static databases that you subscribe to and you get all this information but it's not your icps or they are missing information on key government related accounts.

That's because they're either horizontal data providers using LinkedIn and like I said, not a great place for a village manager to update in their tiny town that they're working there, on LinkedIn or they're just a static archaic database where they're not proactively scraping and making sure that these people are still employed there and doing those debounce checks for you.

That's why at Starbridge we were like this is a problem that people are seeing 20% turnover changes for superintendents for instance, year over year.

We need to have way fresher data so that we're reaching the right people at these accounts.

And the way to do that is to go out in real time, create a list.

let's call this demo test and say I want superintendents, I want facilities directors, I want an ELA director, I want assistant superintendents, I want all of these people because they're truly my target, my icp.

I don't care about anybody else and I don't want to pay for anybody else.

It doesn't make sense, right?

I come here, I say, you know what, for my New Jersey territory, because I'm a Jersey girl through and through, I want those exact buyers across all of my accounts.

And then I'm going to go ahead and create this and you'll see we're going out in real time, scraping directories, waterfall enriching with additional data sources and then debouncing these names that come back to make sure what you are putting in your CRM is true, verified, validated information.

Not so someone that retired two years ago and my BDR just called them and they're getting a dead end or a totally different person at that extension.

And now we're churning cycles where we could just connect to the right person at the right time.

With Starbridge, what this looks like as an output becomes this table where I have all my contacts for New Jersey, I have all those buyers, those school districts that I want to be targeting, for instance, first names, last names, their job titles, emails, phone numbers with extensions.

Let me tell you how important this is in selling to the government.

I don't want a generic number that leads me to a main office where I have to guess an extension or talk to a receptionist to be able to connect with my end decision maker.

I want their direct line.

And when I say direct line, we mean business line.

Because we don't want our customers getting burned calling a CIO cell out of nowhere when they have no idea who you are and then throwing your reputation or a police chief, for instance.

You know that is not the level we're talking.

We have found that it is better to keep it professional and actually increase your chance of connecting through this method.

So we'll always give you that relevance of why they were selected.

For instance, and this is active, this column is invaluable and changes the game from where we were at before.

Now I can see all of these people are truly there and they've been debounced by Starbridge.

So month over month, if this flips to false, I know that Michael is no longer the superintendent and I can trigger a task in my CRM to clean that record.

Or let's say Director gets promoted to vp.

We'll be able to update that dynamically as well when we're doing this validation so that you can trigger a task to your team to send a congratulations email.

No more just checking in.

Let's actually provide something with substance and value so that you are truly building relationships and not just being transactional, trying to get a deal done, for instance, because that doesn't work in public sector.

Then these other columns here, we might get into it today if we have time, but having a contact ID and a buyer ID associated to all of these, you can easily map this into your CRM by configuring the integration, sending it to Salesforce or HubSpot for instance, and creating and managing records.

I don't want to do duplicates.

Let's only create if there's no matching records today.

Map those fields.

And I always like to see this little bonus auto rerun.

When data changes, no more exporting and importing lists, no more manually editing things.

As a BDR calls and finds out that something has changed, we will do that work on autopilot for you.

So I'll pause here because I know, I've seen some things pop up and I, just want to make sure we're addressing any questions, which I have no doubt that Jen is doing.

But anything from the contact enrichment and the shift from legacy database to agentic highest fidelity flows that we can help address with the group here today.

Nicole, I see one question.

Does Starbidge identify contacts at public or private foundations, or is this primarily for government, municipal, public entities?

Good question.

So, so when it comes to Starbridge and our focus, all of the buyers in our back end, when I go in here, let's just show you, for example, we have cities, counties fed, fire departments, higher ed, indigenous governments, libraries, police departments, schools, school districts, special districts, states, state agencies.

So depending on the type of foundation that you're talking about, there's a chance that if it's tied to a university, for instance, and that university is either public or private, doesn't matter.

In the case of Starbridge, we'll be able to surface that.

But if it's a nonprofit, that's not an area that we support today.

Want to be crystal clear on our accounts and our buyers in the system.

Nicole, what would you say is the main difference between Starbridge's approach to contact enrichment than let's say like an Agile or mdr?

I think the main difference is it's accurate.

It's like literally what I used to do when I was a BDR, you know, 10 years ago, I would go on these websites, I would look up staff directory and I would manually update Excel records or add them into Salesforce.

And I know companies that are still doing this today, with interns or analysts or offshore teams.

Truly, that is the highest fidelity way of getting the most accurate contact data.

Now with AI, we are able to replicate that exact flow with agents so that you don't have to spend human time and capacity doing agentic work.

They can spend more time personalizing their outbound because they have the right contact versus having to find who that even is in the first Place with Agile and MDR and Power Almanac and all these other ones, they're aggregating lists over historical windows of time and they're maybe, maybe refreshing biannually.

Maybe like not to say they're doing teeny tiny town or teeny tiny district on that same cadence as the main ones.

Reason being it's super cumbersome and if you're not built with an AI infrastructure to be able to handle this at scale and it's going to cost you a ton of money and therefore get deprioritized to totally rebuild your system.

That's why Starbridge is kind of the leader in this market for contact data enrichment and it syncs directly to your CRM.

So you're taking out even more of that administrative process that was the previous and only way to do it.

Yeah, I mean, just adding to that, I previously worked at corestada and our method of contact enrichment was primarily through a vendor called Data Bees.

And what databees would do is they had a team that would go and like manually scrape for all of this contact information.

And the problem that we would run into is that it would get stale quite quickly, like let's say within like a month or so.

Right.

We sold a higher ed and so for, you know, every time there was new provost, a new dean, a new registrar, that happened pretty quickly.

I mean I feel like turnover is fairly common across, you know, every public sector industry.

And so our a user run into this problem where they send an email and they would get a response back saying, hey, this email has been deactivated, this person left.

We have someone new in seat one, Job changes are really useful as a buying signal for when you want to go send outbound.

And two, you never want to run the situation where X percentage of the emails that you're sending are you going to the right person.

And so the reason why we've really invested in this live static poll is because it enables us to get real time insights on like what emails are actually valid.

Yeah.

Think about this from a marketing perspective to Jen, like if you're sending out a really awesome campaign in mass, but you have terrible contact data, you are not going to be as effective.

We have a customer, where they actually redid all of their contact data with Starbridge and when they sent their first marketing message of the year, I'm pretty sure they booked like three demos just because they had the right person.

And it was a you know, mass marketing mess.

I mean give them some credit, I'm sure it was Personalized in a way, but like, this is a big campaign, not just BDRs calling in specific territories.

So that's, that's something that speaks to like intangibles.

You don't think that this matters as much as it does.

But, but foundationally data needs to be clean because garbage in is garbage out.

End of the day, end of story.

Totally.

I'm actually, I'm seeing two questions here that are pretty related to one.

Another one is the list you showed Nicole was specific to New Jersey.

Is it better to build lists by state, for example, in K12?

And then the other question is, let's say you have, you know, many, many accounts.

You're trying to run enrichment on like 100 accounts.

Like, what is the best way to set demo example up?

Yeah, great questions.

I just picked that because it was, my hometown and that's fun for me.

You can absolutely build a full list of all K12 districts, for instance, and run across those titles that you care about.

We see this most commonly for customers that want to start fresh with a CRM, sort of enrichment of contacts that matter to them at the accounts that matter.

So it doesn't matter.

You don't have to go down to like the geographic level.

This is just a demo example.

You could do it for your broad based TAM just as easily as you could for a region.

Do keep in mind, however, we are going out and scraping that web.

So it might be something where if you're doing your full tam, you probably want to let it run overnight so that you wake up in the morning with fresh contacts that you can import to your CRM.

And then for the other piece, if you have a lot of accounts, like 100, let's say I'm a rep.

I have these 100 police, departments in my territory.

I have these 100 cities and counties in my territory.

An easy way to do that, and I'll just share my screen again.

An easy way to do that is if I go into that buyer's area and I just say create my list now.

I can literally upload the CSV of Those buyers, those 100 accounts that I care most about, and that's what I can use to go get the contact data.

If I really wanted to, I could sit and pick off, little accounts and different names here and add them to a list one by one.

But I'd say just enrich a CSV.

And I think because I'm about to go to a conference and this just came up with CSVs what's really cool about Starbridge, that blew my mind because this totally changed the game from how I used to do things.

If I go back into that contact screen, I can actually upload a CSV of names and buyers to enrich their emails.

What am I talking about here?

I'm talking about you are sponsoring a conference.

They give you this janky list with no emails, no phone numbers.

Usually it's like mailing addresses and you're like, how am I going to reach these people?

Well, good news is you can literally upload that CSV into Starbridge.

We only need first name, last name, their account name and the state that that account lives in.

Boom.

Now you run that through Starbridge, you're going to get that same export view of the table with first names, last names, emails, phone numbers is active.

And it's really awesome because now I can dedicate my time instead of hunting and poking based on seniority in a list, to doing messaging that matters and booking meetings ahead of an event to maximize my roi.

Like this was game changer when we released this for a lot of our customers, but also me when I was a rep and I got fed these lists for marketing and they're like, okay, go figure out in your territory like who you want to talk to.

not helpful when I have to go hunt and poke for every little detail because our CRM doesn't have it now that nightmare over becomes a dream with a couple button clicks right here.

I see another question here Nicole, specifically on how we go and validate these emails.

And so what is like the sarper's process for ensuring that these are like real emails that when we send, we're not going to get a notification saying you know, it was deactivated, it bounced and like it hurts our email health.

Yeah, that's a really great question.

So we waterfall enrich first.

We're going primary source no matter what, which is that stakeholder, that account's website, and their staff directory.

From there we're waterfall enriching with other providers, other sources that it's not cheap, right?

But this is what we're doing to provide that standard for our customers.

And then we actually run like it is literally called debounce to go out and say does this email work?

Does it exist instead of other providers that might guess based on naming conventions and not do that validation step of debouncing like that is not our model.

We want to follow the path of highest trust, highest fidelity and then you know, put our money where Our mouth is check that these work.

And so that is our process to make sure you are getting the cleanest, most accurate, valid contact data.

Now I will say because like not all that glitters is golden AI.

You always have to have like a little bit of discernment as a buyer.

There are going to be instances where the email is still active because they put in their resignation last week or something like that and it's getting forwarded to, to the new person taking over.

There are always going to be those 1% edge cases but in mass majority the accuracy you're able to achieve with this motion versus static list or a legacy provider night and day over legacy models.

Nicole, are we willing to do contact bath during the sales process?

Anyone here that wants to run a little test like you, y' all are vip, you came, you sat on this webinar.

If you want to ping us either in the chat now or send a message to Jenarbridge AI, we'll be able to enrich a list for you if you give us like a CSV from an upcoming conference or something like that.

Let's, let's do it.

I'm so game.

Yeah, we've been doing those quite frequently for the past few weeks.

after fetc, after tcea.

TASA know GFOA is, is coming up GFOA as well.

Yeah, super low effort on our Alphabet soup is coming up abcdefg.

You know it's, it's public sector as a marketer like it's, it's just always painful when you spend a lot of money at these conferences and that you're trying to get these leads off to your BDRs and that handoff can oftentimes be quite difficult and so you make it any easier by getting you that in RichList.

We're more than happy to do so.

Yeah.

And I mean just the sheer amount of time it takes to do this manually.

People always ask me, you know when they're justifying cost of a new solution.

and Agile mdr.

Those aren't cheap, right?

Power Almanac not cheap.

but the time spent doing manual work over already spending a sunk cost on a provider like that.

Think about my time.

I don't know a couple hours a day what I get paid in a year.

That's not insignificant and takes me away from revenue generating activities like sending these thoughtful emails like calling these people on the phone and making those connects like having something of value to offer them.

Way more worth my time for pipeline versus making sure the administrative piece is, is all Clean.

Totally.

I know we're running low on time here.

Curious from the folks joining us today, is there any other piece of Starbridge that you want to see demoed live?

Is there any other buyer list contact data attribute that you feel like we didn't cover, make any requests at all?

Nicole and I will do our best to try to show it to you.

Yes, in 90 seconds or less we will show the next feature you are dying to know about.

Exactly.

This is why I invited Nicole today.

Nicole's a magician in Starbridge.

I see.

One final question from Morgan.

Will it remove those bounce emails from the contact record in the CRM?

We do not have the power to remove your bounced contact records like you will have to action that.

But what we can do is flag as a field so that you can in mass do this.

Like I don't think you would want a system, you know, removing your data in that way.

You probably want some, some safeguard or hands on motion for that.

So think of us more of like workflow, orchestration versus purging records for you in that way.

Yeah, it's a great explanation.

one final question from Nicolette as well.

What is the licensing model for Starbridge and if we have like 30 seconds to close?

You want to quickly walk through the RFP piece?

Absolutely.

RFP is quick, so I'll be able to do that licensing for Starbridge.

It's a site license for your organization because we're giving you the engine to power all of these different parts of the platform.

Then from there, there's an amount of credits to do this enrichment outside of that site license of what we provide to you.

So contact data requires credits.

We're going out to the web, we're keeping this fresh for you.

We're validating.

Think of credits as the currency of any AI LLM web scraping platform.

It's not just Starbridge, it's tools we use at Starbridge today.

So we use credits tokens as a way to quantify that additional custom element.

Like getting all the ICPs for the accounts you care about.

But Starbridge as a whole, and we're getting into rfp, that is something that comes standard with the platform.

And in the RFP piece, think of us as like aggregator of all aggregator.

you come in here, you put in those terms that you would respond to.

And I think the difference with us in like an RFP school watch a bid prime, any of those subscriptions you might have, they don't pull in context.

You literally have to have 700 permutations, like one misspelled, one with an S on the end.

With AI, we're able to do context around these keywords so that in the results, you're not going to miss anything that was misspelled because the agency did, a mistake on the solicitation.

And we'll pull in when, that buyer, you know, posted it, when the RFP is due, for instance, a summary.

We can even do a relevance score their procurement thresholds.

So it goes a lot deeper than just notifying RFPs exist.

And then you can create proposals within Starbridge as well, or chat directly with the files to say, hey, do they mention user caps or something like that?

all of this accessible within one platform, one source of truth when it comes to rfp information.

Not 100 million emails that you have to manually go filter through.

Whoa.

Okay, that's my time on, on showing RFPs to.

Just a little taster for folks who are interested.

That was very impressive, Nicole.

You did that in, like, 30 seconds.

Well, really appreciate it, folks.

For those that are interested in learning more, we'll reach back out immediately after this webinar.

We plan on doing many more of these.

hopefully Nicole will continue to join me since she's such a star.

Thank you all for your time and for joining today.

Yes, thank you, everyone.

If you're in Nashville, please say hello.

Bye, all.

bye.