Turning PLG Chaos into White-Glove Pipeline

With millions of self-service signups dominated by fake domains and freemails, Gcore needed a way to surface accounts worth pursuing.

18 Deals

From PLG signups

White-Glove

Accounts identified automatically

PLG → Pipeline

Unstructured self-serve data turned into actionable sales pipeline.

1. At a glance

Company: Gcore - Global edge cloud, CDN, and DDoS protection platform (180+ PoPs, mitigates 6+ Tbps attacks)

Challenge: Massive PLG signup volume with fake domains, freemails, and unstructured data

Solution: Context-engineered enrichment system for technical ICP segmentation across verticals

Outcome: Automated white-glove account identification operationalized in Clay

Industry

Cloud Infrastructure & Cybersecurity

Modules Used

ICP Targeting | PLG Enrichment | Clay Automation

Rapolas Bernotas

2. The Challenge: Signal vs. Noise at Scale

"Revenanas brought fresh eyes, strong RevOps instincts, and the ability to get from insight to execution without making it complicated. They found the things we were missing, not just delivered what we thought we needed. We'd recommend them to any team that wants practical help improving their go-to-market process."

Gcore runs a massive product-led growth motion for their DDoS protection and CDN services. Their global infrastructure attracts enormous signup volumes. But this success created a problem: the majority of PLG registrations were noise.

Fake Domains: Most signups used throwaway or non-business domains
Freemail Overload: Gmail, Yahoo, and other personal emails dominated the dataset
Unstructured Data: No reliable firmographic information to qualify accounts
Technical ICP Complexity: Ideal customers span multiple verticals with highly specific technical requirements

The sales team was drowning in volume without a way to identify the accounts that warranted white-glove attention

3. The Solution: Context-Engineered Account Intelligence

Revenanas was brought in to review Gcore's ICP and help build cleaner outbound processes. From the start, the engagement was straightforward, organized, and focused on what would actually move the needle.

What stood out was that Revenanas didn't just stick to the brief. As they dug into the systems, they spotted something Gcore had sitting right in front of them but wasn't being used: PLG registrations as a lead source. It was an unused lever that immediately clicked as something that should be a bigger part of their motion.

Technical ICP Segmentation: Defined specific segments and subsegments across verticals based on technical requirements for DDoS/CDN services
Context Engineering: Built enrichment prompts that understand the nuance of what makes a white-glove account in the edge infrastructure space
Operationalized in Clay: Turned the system into a real, usable process that automatically scores and routes PLG signups

4. The Results

The PLG registrations work ended up being one of the most valuable outcomes of the project, even though it wasn't what Gcore originally asked for.

White-Glove Identification: System now automatically surfaces accounts worth pursuing from the PLG noise
Technical Enrichment: Each qualified account enriched with ICP-relevant context for personalized outreach
Sales Efficiency: Team focuses on qualified opportunities rather than manual data sifting
Interested Replies: 18 new opportunities created

Conclusion

This collaboration demonstrates the value of having the right outside partner. By looking beyond the original brief, Revenanas identified an unused lever in Gcore's PLG motion and turned it into a systematic way to find white-glove accounts. Context-engineered enrichment made it possible to cut through the noise of fake domains and freemails to surface the opportunities that actually matter.

Turning PLG Chaos into White-Glove Pipeline

1. At a glance

2. The Challenge: Signal vs. Noise at Scale

3. The Solution: Context-Engineered Account Intelligence

4. The Results

Conclusion

Other related customer stories

Cue

Kasada

Moss

Start scaling with systems, not headcount